3. Webinar Agenda
Introductions
• Why social selling?
• A day in the life of a social seller part 1: Finding the right people
• A day in the life of a social seller part 2: Engaging prospects & building relationships
• Q&A
Andy Kellam
Enterprise Account Executive
LinkedIn Sales Solutions
Fontaine Schaber
Account Executive
LinkedIn Sales Solutions
5. 5.4 people are involved in the average
B2B buying decision
75% of B2B buyers use
social media to inform
themselves on vendors
90% of B2B decision
makers never respond
to cold outreach
75%
90%
6. How we put it all together at LinkedIn
• We live what we sell
• Cold outreach is no longer effective
• Sales Navigator gets us closer to the prospects we need
7. A day in the life of a
social seller part 1:
Finding the right people
8. Build a professional brand
“When your
prospects and
customers go to
your profile, that is
their initial
impression of you.”
(Fortune 100 Sales Manager, November 4th, 2014)
9. Build a professional brand
Remember:
Photos - professional, not playful
Headlines - what benefits do you bring?
Be contactable - add all your information
10. Build a
professional
brand
Remember:
Summaries - craft carefully, ask -
what are my professional
passions?
Rich media - turn your profile into
a sales opportunity and reach the
74% of B2B buyers influenced by
what they read on social media
Show your career trajectory -
update your past positions
26. Reach out at the right time
Respond to trigger events such as:
• Lead updates
• New team connections
• Job changes or promotions
• A share by a saved lead
• A new lead
27. Reach out at the right time
Listen for social triggers to help you sell
28. Tips for increasing response rates
• Use insights about the prospect’s
company to personalize the InMail
• Mention:
- Prospect’s experience
- Their company profile on LinkedIn
- Touch on an aspect of their
company, or a recent post
• Keep to a relatively informal tone offering
a “quick chat” not a hard sales message
29. RE: LinkedIn Sales Solution and Company ABC
George Thomas CEO, Company ABC
July 24 2015 3:59PM
31. Build trust
• Don’t push the sales angle too hard
• Stay authentic and transparent online
• Be a real human
32. Relate and engage
• Relate to your prospects with fact based insights
• Understand their pain points
• Engage your prospects where they are
33. Prepare for the
meeting
• Build strong, personal relationships through insights
• Engage your prospects through what matters to them
• Successful meetings stem from personalization
34. Nurturing your prospects
• Gain mindshare through frequent
engagement
• Nurture through insights
• Reach out to your prospects through
personal messages