Linkedin for Sales: Turn Connections into Conversions
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This is an overview of actions you need to turn your Linkedin Presence into a selling tool rather than a resume.
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Linkedin for Sales: Turn Connections into Conversions
- 1. LinkedIn for Sales Presented by Michelle Toivonen, Maestro Campaigns www.maestrocampaigns.com
- 2. Michelle Toivonen President Maestro Marketing
- 3. Maestro serves Sales Concepts with marketing plans, email marketing and online videos. We’re in your inbox — as well as with you in class.
- 5. LinkedIn Overview • LinkedIn 400m users • 25% use it monthly or 100m/month • Some stats say over 70% of LI users are outside us. 120M total inside US or 30m monthly US users. If you got a 1% response rate from all LI users in any given month, you’d receive 3,000,000 leads. • LI is different. Only SM network with mo. subscription fees and selling ads
- 6. Your Profile • What You Must Have • What You Should Have • What is Nice to Have • Example: Peter Green, Northern Log Supply
- 7. Let’s give it a try! • Go to your profile • Write down what you • Must update • Should Update • Would like to update
- 8. BREAK See You Back Here at 10:00 Up Next: Advanced Searches for Contacts
- 9. What is a Persona? • A persona represents a cluster of users who exhibit similar behavioral patterns in their purchasing decisions, use of technology or products, customer service preferences, lifestyle choices, and the like. • Behaviors, attitudes, and motivations are common to a "type" regardless of age, gender, education, and other typical demographics. • In fact, personas vastly span demographics.
- 10. How Do I Get Persona(s)? • Ask the marketing team • Create your own • More Info here: https://uxmag.com/ articles/personas-the- foundation-of-a-great- user-experience
- 11. You May Have More Than One Persona!
- 12. Searching for Contacts • Using Advanced Search • Saving Your Searches • Weekly additions to your searches
- 13. Engage Your New Contacts Create Posts http://bit.ly/1DqvlB9 Share Relevant Posts Online Join or Create Groups
- 14. Let’s give it a try! • Need a volunteer • Search for your audiences and save the search • Search for groups and join now
- 15. BREAK See You Back Here at 11:00 Up Next: Sales Navigator
- 16. Sales Navigator • Pros • Integrates with SalesForce.com and Microsoft Dynamics • Boosts your search limits • More searches within industry and titles • Networks your employee social networks together in LI creating a company wide social graph • Good for tracking updates • Cons • How does that work with commission? Is it your contact or the guy down the hall? • A lot of money for no emails. No new way to address the list you just built. Still reverse engineering direct contacts • If your clients aren’t active LI users it’s not worth it • LI support is terrible. On your own. • Price $ 800 annual per individual $1200 annual per seat for teams
- 17. Wrap Up • Schedule regular LI work sessions to keep it fresh • Be fearless about connecting • Engage: join groups, create groups, publish often • Saved Searches have real value — my favorite feature! • Sales Navigator good for some, but not all users
- 18. Additional Resources • Interesting Additional Links • Find Us @ • www.maestrocampaigns.com • @maestromichelle on Twitter • Connect with Michelle Toivonen on LinkedIn
- 19. • LI Resources • https://help.linkedin.com/ • http://reports.sandler.com/franchise-linkedin- book-lct/ • https://www.linkedin.com/premium/switcher/ sales • https://uxmag.com/articles/personas-the- foundation-of-a-great-user-experience
- 20. • LinkedIn Advertising • http://www.searchenginejournal.com/linkedin- introduces-aggressive-new-form-advertising/126606/ • http://www.searchenginejournal.com/3-ways- linkedin-advertising-different-paid-social-platforms/ 120940/ • http://www.searchenginejournal.com/targeting- tactics-for-linkedin-ppc-ads-interview-with-robert- brady/79875/ • http://www.searchenginejournal.com/linkedin- releases-report-linkedin-users-buying-power- compared-networks/106703/
- 21. Questions? If you have more questions you can contact us at www.maestrocampaigns.com or Michelle directly at michelle@maestrocampaigns.com, cell 216.225.7657 Thank you!