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Breakfast with LinkedIn: The Key to Social Media Success
The document outlines the principles of social selling in financial services, emphasizing the importance of creating a professional brand, finding the right connections, engaging with insights, and building strong relationships. It highlights the changing landscape of the B2B buying process, with buyers increasingly using social media to inform their decisions, and demonstrates how LinkedIn can be leveraged for effective selling. The impact of social selling is quantified through the Social Selling Index (SSI) score, which correlates higher scores with increased success in securing clients and opportunities.
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Breakfast with LinkedIn: The Key to Social Media Success
- 1. 1 Introduction to SocialSelling for Financial Services Ryan Freeman Head of Financial Services Sales – Midwest
- 2. 2 Why are wehere today?
- 3. 3 Social Selling Defined Createa professional brand Find the right people Engage with insights Build strong relationships
- 4. Who are theSocial Selling leaders in the room? 1 81Mike Harley 3 79Bob Swanson 2 81Jack McGreal 4 77Belinda Macaluso 5 77Dominick Cabal 6 76Erin Egan 8 75Dawn Hershik 7 76David Heinke 9 73Erica Sundstrom 10 72Shellane Sauer * Data represents the previous month’s SSI score and is not representative of a cohort.
- 5. 5 You have vastand important networks 69,239 Connections 44% Director & Above Connections 6% of Connections outside your Country
- 6. Social selling ishappening across all social media
- 7. For B2B, LinkedInis at the bulls eye
- 8.
- 10. HIRE MARKET SELLWORK
- 11. 11 Connect the world’sbuyers and sellers to build relationships. LinkedIn Sales Solutions Mission
- 12. 12 Why is socialselling here today?
- 13. The Buying ProcessHas Changed people are now involved in the average B2B buying decision of B2B buyers now use social media to be more informed on vendors of decision-makers say they never respond to cold outreach
- 14.
- 15. The Competitive Landscapehas Changed
- 16.
- 17. Social Selling withSales Navigator: Components & Measurement
- 18. The Components ofSocial Selling Createaprofessional brand Findthe rightpeople Engagewithinsights Buildstrongrelationships Each component is part of your Social Selling Index score and valued at 25 points for a total possible score of 100
- 19. The impact ofSSI New clients Meetings secured Opportunities generated
- 20. (1) Based onresponses to the question “which of the following best describes your expected performance against your individual projected target revenue for 2014?” Source: LinkedIn Data Why does this matter? Agents and brokers with a higher SSI score are significantly more likely to win business through LinkedIn 3x As likely to find a potential new client 5x As likely to accelerate a deal cycle 2x As likely to exceed quota(1)
- 21. • Publish brand- relatedcontent • Have a complete profile • Ensure a professional photo 1. Create a Professional Brand Miranda Baylor Supporting Bio-Pharmaceutical Innovation at XYZ Co. XYZ Co. New State Co. Alma Mater University Current: Previous: Education: Published by Miranda:
- 22. 2. Find theRight People | Targeted Search
- 23. 26 2. Find theRight People | Contextualized Results
- 24. 27 2. Find theRight People | Money in Motion
- 25. 28 2. Find theRight People | Leverage networks Tap into wider connections of your colleagues TeamLink enables you to leverage your company’s network to find introductions into your accounts or territory even when you’re not connected The ultimate “Who Know Who”
- 26. 29 2. Find theRight People | 24x7 Prospecting
- 27. 30 2. Find theRight People | Actionable Timely Relevant Respond to trigger events Lead updates • New team connections • Job changes or promotions • A share by a saved lead • A new lead
- 28. Personalize your messages Demonstrate Subject MatterExpertise Let your prospects understand how you can relate 3. Engage with Insights
- 29. 4. Build StrongRelationships Leverage your network and Navigator to gain access to your prospects Join groups that your prospects might find of interest and engage with content and comments that show your added value
- 30. Gain insights andengage from anywhere Desktop Email Mobile CRM
- 31. 34 Call to Action:Start Social Selling Build Strong Relationships Create a Professional Brand Find the Right People Engage with Insights For more on LinkedIn Sales Navigator, visit sales.linkedin.com Polish Your LinkedIn Profile Learn what they care about Leverage Warm Introductions Use Personalized InMails Measure Your Success Track Social Selling Index
- 32.
- 33. Mike Werry Director ofSales Strategy, Operation & Partnerships Home Equity Bank Financial Services: Leveraging LinkedIn to Successfully Social Sell Kara Wolfe Social Media Manager Marsh
- 34. Learn more at:business.linkedin.com/sales-solutions/financial-services Q&A 37 Kara Wolfe Social Media Manager Marsh Ryan Freeman Head of Financial Services - Midwest LinkedIn Mike Werry Director of Sales Strategy, Operations & Partnerships HomEquity
- 35. ©2014 LinkedIn Corporation.All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.