LinkedIn for Advisors - How to Use LinkedIn to Get New Clients - InfoVera Sponsor Spotlight

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5 Steps to Monetize Your Network
How to Use LinkedIn to Get New Clients

How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™
• Train and Coach over 2,000 people per month
• Trained and Coached over 100,000 in Social Network Skills
• Influencer Development, Social Selling, Influencer Marketing
& Production, eLearning, Lead Generation & Conversion,
Social Networking, Digital Marketing
• Legal, Accounting, Financial Services, Insurance, Banking,
Private Equity, Professional Services, Technology

LinkedIn For
Business Advisors
Thank You to Our Sponsors

LinkedIn For
Business Advisors
How to Engage with the
Go-to-Webinar Interface
• Question area in task
bar
• Type us a message
so we know you got it
• Ask us anything
throughout the class
• Engage and WIN!
Audio Problems
during the webinar?
Click on “Telephone”
at any time to get
the dial-in phone number
and access code.

LinkedIn For
Business Advisors
Social selling is the process of developing relationships as part of the sales process.
Today this often takes place via social networks such as LinkedIn, Twitter, Facebook,
and Pinterest, but can take place either online or offline. Examples of social selling
techniques include sharing relevant content, interacting directly with potential buyers and
customers, personal branding, and social listening. Social Selling is gaining popularity in a
variety of industries, though it is used primarily for B2B (business-to-business) selling or
highly considered consumer purchases (e.g., financial advisory services, automotive,
realty).
Social selling has become more popular since companies have looked to increase their
return on investment of social media interaction.[5] Sales teams within organizations
frequently mine data from social media that may help them connect to customers in order
to create a more genuine sales lead.[5] The technique frequently focuses on approaching
potential clients in a less direct way, meaning they don't interrupt their daily lives with cold
calls and hard sells.[6] Koka Sexton stated that the art of social selling is said to speed up
many sales processes, while also improving relationships.
Source: Wikipedia: Social Selling
Social Selling

LinkedIn For
Business Advisors
Social Networks
Where Do You Stand Now?
YOU
ARE
HERE

LinkedIn For
Business Advisors
Social Media – Why?
• Reputation
• Protection
• Visibility
• Compliant-friendly
• Referrals
• New business

LinkedIn For
Business Advisors
Social Media – What?

LinkedIn For
Business Advisors
75% of B2B buyers and 84% of C-level/vice president (VP) executives surveyed use
social media to make purchasing decisions.
Online professional networks are the number one information preference of buyers in
the final stage of the purchase process.
Social buying correlates with buying influence. The average B2B buyer who uses social
media for buying support is more senior, has a bigger budget, makes more frequent
purchases, and has a greater span of buying control than a buyer who does not use
social media.
B2B buyers find the greatest benefit of social media is gaining greater confidence in
and comfort with their decisions.
Source: IDC #247829
IDC Statistics

LinkedIn For
Business Advisors
Source: IDC #247829
IDC Statistics

LinkedIn For
Business Advisors
How Many Contacts Do You Have That You
Cannot See?• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE ONE
TO ONE
SELLING!
REFERRALS
GET BETTER
THE CLOSER
THEY GET!

LinkedIn For
Business Advisors
The LinkedIn Network

LinkedIn For
Business Advisors
GOAL: PREVENT CLICKING ROULETTE!

LinkedIn For
Business Advisors
• Thought Leader
• Executive Presence
• Humanize Your Brand
• Attract Speaking Opportunities
• Increase Referrals
• Generate New Business
What are your Goals?
Know the Numbers! SHARE YOUR GOALS!

LinkedIn For
Business Advisors
Identify Your Target
Who is your target customer/client/partner?
• What do they look like?
• What industry are they in?
• What size company do they work for?
• Who do they know?
• If they are consumers, what are their interests?
• Who will you be talking to?

LinkedIn For
Business Advisors
Social Selling ROI

LinkedIn For
Business Advisors
• Complete profile
• The start of social selling
• Your first conversation
• Be clear
• What will you do for others?
• Why & how?
• What do you want/need?
Your Profile = Your Professional Brand
Over 60% Bounce Rate!
New
Profiles!

LinkedIn For
Business Advisors
Your Profile = Your Professional Brand

LinkedIn For
Business Advisors
Profile Intake Form

LinkedIn For
Business Advisors
Power Move #1 – Home Page Scan (UNE)

LinkedIn For
Business Advisors
Power Move #2 – Network Diving – Level One

LinkedIn For
Business Advisors
Power Move #3 – Conversation
Power of 8,000 to 1
“Likes” and “Comments”
Power of million to 1
“Shares”
NEW = use #HashTags to attract new
networks of prospects!

LinkedIn For
Business Advisors
Power Move #4 – Search Content
NEW
FEATURE

LinkedIn For
Business Advisors
Power Move #5 - Video !
Social Reach
Over 1 Million
Impressions!
Remember to Tag
and HashTag

LinkedIn For
Business Advisors
Let’s Generate Referrals – Are they good?

LinkedIn For
Business Advisors
Linas Jarasius
• CEO, Founder of InfoVera
• Creator of the TEVO Scoring System
• For the last +25 years, he has specialized in helping
• owners grow, fund or exit their business. More than 3,000 companies
on three continents have benefited from his insights, practical tools and
expertise.
• His career includes 15 years in Australia and 6 years of M&A work.
• Relocated to San Francisco in 2005 where he co-founded Swiss
Avenue Partners and then Sterling Creek Holdings, the owner of
InfoVera.
• He loves golfing, skeet shooting, axe throwing and listening to any live
music.

LinkedIn For
Business Advisors
Let’s Generate and Score Some Referrals

LinkedIn For
Business Advisors
Referrals – What if we could tell?

LinkedIn For
Business Advisors
Bonus Reports (2)

LinkedIn For
Business Advisors
Thank You to Our Sponsors
A Market Value Reporting Agency (MVRA), similar in concept to
Experian, Equifax and TransUnion
Additional data gathered from company and/or partner network
Focus on privately held businesses ONLY
Predictive scoring platform similar in concept to
FICO.
Utilizing 6 key areas of a business to determine
marketability value in their segment – a true
business value scoring system.
.

LinkedIn For
Business Advisors
Questions?

LinkedIn For
Business Advisors
Assignment
• Fix your profiles – look good!
• Be complete – Be relevant
• What will you do for others?
• What do you want/need?
• Add new items!
• Social Selling = Be Social
• Have meaningful conversations
• Provide value - Be present!
• Do your POWER MOVES!
• HANDOUTS!!
• Get Your Leads from InfoVera!

LinkedIn For
Business Advisors
Winners?
Coffee is
for
Engagers!

LinkedIn For
Business Advisors
Thank You!

LinkedIn For
Business Advisors
Connect WITH us!
Dean@forwardprogress.net

LinkedIn for Advisors - How to Use LinkedIn to Get New Clients - InfoVera Sponsor Spotlight

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LinkedIn for Advisors - How to Use LinkedIn to Get New Clients - InfoVera Sponsor Spotlight