Learn Passive, Active and Proactive strategies to generate real leads and tangible results through LinkedIn Social Selling strategies.

1. Michael (Mike) Clark
@ReallyConnect @MikeClark03
company/really-connect
groups/ReallyConnect
Reallyconnect.com
How to Turn LinkedIn Into a
Powerhouse Lead Generator for
your Business!

2. Why LinkedIn & Social Selling?
5 step strategy to be successful on LinkedIn
3 fundamental principles of (online) networking
Passive: Tips for an Attractive LinkedIn Profile
Active: 3 strategies to build a high quality network
Company Profile
Proactive: 5 of 11 ways to find new clients via LinkedIn
7 Stages of rolling out a Social Selling Strategy
Agenda

3. Who are we?

4. Who are we?
World's 1st certified LinkedIn training company in 2010
Worked with over 500 corporate and enterprise clients
Operations in Benelux, UK and Ireland
18 certified trainers, delivering training in 9 languages
Specialise in rolling out LinkedIn, Social Selling, Social Recruiting and
Employer Branding strategies - company wide

5. + 500 other corporates & 1000’s of SMEs

6. What are your thoughts/feelings of LinkedIn?
What are the main outcomes you’d like to get out of today?
Question

7. How has LinkedIn changed business?
How much of the decision making process is complete
before someone reaches out to a sales person?
60%! (IBM)
What does this mean for you, your sales, marketing and
company?

8. Largest professional social network in the world
332 million globally
17+ million UK
80+ million Europe
It captures the TRUST in your network
Connect with your ideal prospects in leverage-able, time saving ways
Keeping your business front of mind to the right people in the right time
Why LinkedIn?

9. Social selling is about identifying and leveraging the
TRUST (via social media) that is already in your
network with a view to expand and enhance your
business through relationships
What is Social Selling?

10. Social Selling Index

11. Why use the Social Selling Index?

12. Biggest Mistake?
Using LinkedIn as
a (passive) billboard
instead of
a (proactive) tool

13. 3 Biggest Problems
Not having clear goals
Not knowing who the people in the best position are
to help you reach those goals
Not measuring activity or knowing how to
?

14. 5 Step Success Strategy
1. Define a specific goal
2. Think of the people in the best position to help you reach your goal
3. Use “Advanced Search”
4. Look at the list for common contacts
5. Ask the person you have the best relationship with for a Magic Mail

15. Results you can expect

16. Why LinkedIn & Social Selling?
5 step strategy to be successful on LinkedIn
3 fundamental principles of (online) networking
Passive: Tips for an attractive LinkedIn Profile
Active: 3 strategies to build a high quality network
Company Profile
Proactive: 5 of 11 ways to find new clients via LinkedIn
7 Stages of rolling out a Social Selling Strategy
Agenda

17. Fundamental Principle 1
the REAL Power is in the 2nd Degree
1st Degree: everyone knows 250 people
2nd Degree: those 250 know 125 = 31.250
3rd Degree: 31.250 * 125 = 3.906.250
4th Degree: 3.906.250 * 125 = 488.281.250
5th Degree: 488.281.250 * 125 = 61.035.156.250

18. Fundamental Principle 1
the REAL Power is in the 2nd Degree

19. Fundamental Principle 2
the Networking Attitude
Networking Attitude
= sharing information in a reactive and proactive way
without expecting anything immediately in return
“Give and Receive”

20. Fundamental Principle 3
the “Know, Like & Trust” Factor
“All things being equal people do business with
– and refer business to – people they know, like and trust.”
Bob Burg (USA), Networking Expert

21. Why LinkedIn & Social Selling?
5 step strategy to be successful on LinkedIn
3 fundamental principles of (online) networking
Passive: Tips for an attractive LinkedIn Profile
Active: 3 strategies to build a high quality network
Company Profile
Proactive: 5 of 11 ways to find new clients via LinkedIn
7 Stages of rolling out a Social Selling Strategy
Agenda

22. Attractive Profile?

23. 1st Impressions
How important are 1st Impressions?
Nowadays, where is your 1st Impression taken?

24. How to create an attractive Profile?
Picture
Name
Professional Headline
Summary
Experience
Skills & Expertise

25. Profile Picture?

26. 3 Active Strategies To
Build a Quality Network

27. Build Your Network

28. 1. Build Your Network
Colleagues
Alumni
People You May Know
Add Connections
Clients, Suppliers, Friends, Partners…

29. 2. Manage Your Networks

30. 3. Become a Thought Leader

31. Copyright © 2014 | Scredible PLC | All registered trademarks and material acknowledged
This material and marks are proprietary to, and the sole property of, Scredible PLC.
www.Scredible.com
Thought Leadership
Mastery!

32. Copyright © 2014 | Scredible PLC | All registered trademarks and material acknowledged
This material and marks are proprietary to, and the sole property of, Scredible PLC.

33. Why LinkedIn & Social Selling?
5 step strategy to be successful on LinkedIn
3 fundamental principles of (online) networking
Passive: Tips for an attractive LinkedIn Profile
Active: 3 strategies to build a high quality network
Company Profile
Proactive: 5 of 11 ways to find new clients via LinkedIn
7 Stages of rolling out a Social Selling Strategy
Agenda

34. Company Page

35. How to use Company Profiles?
Visibility
Overview
Products & Services (Showcase Pages)
Followers
Recommendations
Status Updates
Careers
Job openings
Banners, movie clips…
Metrics

36. Showcase Pages

37. 5 of 11 Ways to Find New Clients

38. Success Story - >£150,000 in sales
“Through applying the Really Connect LinkedIn strategies, I’ve
put more than £400,000 into my pipeline and closed
>£150,000 in sales in the past year alone!”

39. 6 Ways to Find New Clients
1. Search Name
2. Advanced Search
3. Browsing in the network of your network
4. Searching in the network of your network
5. Sales Navigator

40. Why LinkedIn & Social Selling?
5 step strategy to be successful on LinkedIn
3 fundamental principles of (online) networking
Passive: Tips for an Attractive LinkedIn Profile
Active: 3 strategies to build a high quality network
Company Profile
Proactive: 5 of 11 ways to find new clients via LinkedIn
7 Stages of rolling out a Social Selling Strategy
Agenda

41. The 7 steps on your Social Journey?
Awareness
Interest
Fears
Concerns
Insight
Inspiration
1 2
Aspiration
Goals
Objectives
Roles
Duty
Sponsoring
3
Strategy
Content
Rollout
Budget
Support
4
Content
Plan
Approval
Execution
5
Rollout
Training
Coaching
Webinars
Blended
6
Metrics
Tracking
Tracing
Scoring
Adapt
7
Scale up
Next Level
Location
Language
Best
Practices

42. How to roll out a Social Selling/Recruiting Strategy

43. In-Company Training & Consulting –
Awareness or Strategy Session
Starting with a complimentary consultation
Hand in your business card to receive a free digital
copy of our book.
Plus a free copy of - How to Roll Out Your Social Strategy - brochure
How can we continue to help you?

44. Review your notes and identify the 3 things that stood out for you
that you’re going to action
When will you do these?
Who else needs to be involved?
What are you going to action?

45. Michael (Mike) Clark
@ReallyConnect @MikeClark03
company/really-connect
groups/ReallyConnect
Reallyconnect.com
How LinkedIn Has Changed the
Game of Business, & What You
Can do to Profit