Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Strategies for Successful Client Retention & Growth

1,112 views

Published on

Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.

Published in: Sales
  • Be the first to comment

  • Be the first to like this

Strategies for Successful Client Retention & Growth

  1. 1. Diane Guganig Account Executive 4, LinkedIn Sales Solutions Strategies for Successful Client Retention & Growth
  2. 2. Today’s agenda Challenges Faced by Today’s Producers Advanced LinkedIn Strategies Real Results
  3. 3. The Challenges
  4. 4. 1. Identifying key stakeholders is a challenge 2. Producers miss growth opportunities 3. Relationships stagnate and are not as stable Relationship Managers Are Facing New Challenges
  5. 5. Of Decision-Makers in buying process Number of Stakeholders is Higher Than Ever
  6. 6. Of prospects purchase from the first seller to connect with them Producers Miss Growth Opportunities When Not Hunting
  7. 7. Job Volatility is Increasing Of Decision-Makers change roles each year Of Account Managers turn over each year Nearly * Role changes put almost 40% of existing annual revenue at risk! AND
  8. 8. Leverage Social to Scale
  9. 9. The Putnam Social Advisor Survey, 2016, Putnam Investments Relationships Matter Of B2B customers are more likely to choose a vendor if the sales rep builds a relationship with other stakeholders at the company Lift in win-rate Sales professionals connected with 6+ connections are likely to see
  10. 10. The Putnam Social Advisor Survey, 2016, Putnam Investments Financial Services Utilizes Social Media Of advisors are using social media for business Of “social advisors” gained new business Median asset gain attributed to social media use
  11. 11. LinkedIn remains the primary network for advisors The Putnam Social Advisor Survey, 2016, Putnam Investments LinkedIn is the Primary Network for Financial Services
  12. 12. The World’s Most Powerful Lead List
  13. 13. Use the Power of LinkedIn to Advance your Business
  14. 14. Target and track key contacts to protect revenue Understand your accounts and identify all of the buyers Engage credibly with buyers throughout the client’s lifecycle Advanced Producers are Using LinkedIn to Overcome Challenges
  15. 15. Target and track key contacts to protect revenue Advanced Producers are Using LinkedIn to Overcome Challenges
  16. 16. Buying CommitteesPotential Customers Target the Full Buying Committee
  17. 17. the right buyers and companies Target
  18. 18. Always Be Building Relationships
  19. 19. Find the Right People Build & save lists with ‘Lead Builder’
  20. 20. Target and track key contacts to protect revenue Understand your accounts and identify all of the buyers Engage credibly with buyers throughout the client’s lifecycle Advanced Producers are Using LinkedIn to Overcome Challenges
  21. 21. The job change Executive Changes New connections News article mentions Networks Source: Top Social Signals
  22. 22. A Job Change is a Key Signal
  23. 23. “If a financial advisor is using Sales Navigator, they’ll see when a life event has happened—a change in jobs, etc—and be able to reach out at the right time with the right message, instead of waiting for that client to reach out to them.” Chris Diskin VP Digital Marketing, Wells Fargo
  24. 24. Executive Changes Signal Prime Opportunity to Engage
  25. 25. News Article Mentions
  26. 26. Connection Paths
  27. 27. Target and track key contacts to protect revenue Understand your accounts and identify all of the buyers Engage credibly with buyers throughout the client’s lifecycle Advanced Producers are Using LinkedIn to Overcome Challenges
  28. 28. 81% 71% 59% 46% 14% Key Engagement Attributes % of B2B buyers are more likely to engage if the sales professional.... Sales professional's company is well-known Mentions specific information relevant to your current job Mention a common colleague that they both know Mention a common friend that you both know Mention a common hobby or interest you both share
  29. 29. Sharing as a Sales Tactic Buyers chose the vendor who provided the best mix of content for each stage of their purchasing process
  30. 30. Engage buyers with personalized outreach
  31. 31. Builder Experience Final Presentation Feedback Loops
  32. 32. The Results
  33. 33. The Putnam Social Advisor Survey, 2016, Putnam Investments LinkedIn Use Yields Significant Benefits Of Producers reported social media helped acquire new business in a significant way (wins from $1M – $5M+) Attracted new clients directly through LinkedIn Improved referrals by opening a door that had otherwise been closed through LinkedIn
  34. 34. Source: Actual client Actual Client Results: Wells Fargo
  35. 35. “We launched a Sales Navigator pilot program with our next generation advisors and saw immediate success. The group outperformed our target goals across the board and has acquired 24 new clients so far.” Chris Diskin VP, Digital Marketing, Wells Fargo Advisors
  36. 36. Q & A

×