Seven Secrets to Selling with LinkedIn

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Ted Hulsy, VP of Marketing with eFolder, shared his personal insights on how to sell and succeed with LinkedIn. Selling has gone social and there are numerous tools to find new prospects, engage with clients, and win new business with LinkedIn.

Seven Secrets to Selling with LinkedIn

Ted Hulsy
VP of Marketing, eFolder
678-888-0700 x151
ehulsy@efolder.net

A LinkedIn Story

“Hey, we both know Arlin Recommendation:
Sorensen… want to join “Ted Hulsy has been a
our sushi lunch & learn?” friend and partner…”

“Anyone who gets that
kind of recommendation Erik Thorsell
from Arlin, gets my BDR Jedi Master
attention…”

2 © 2012 eFolder, Inc. All Right Reserved.

Change

• Buying process has fundamentally
changed
– Clients are on social networks
– Clients are more informed
– Clients are less responsive

3 © 2012 eFolder, Inc. All Right Reserved.

Social Networking Revolution

Monthly visitors:

164 mil 38 mil 37 mil

Source: CommScore, Jan 2012
4 © 2012 eFolder, Inc. All Right Reserved.

Clients are more informed

…and in every industry

5 © 2012 eFolder, Inc. All Right Reserved.

Clients are less responsive

210M*

4.5%**

* Source: FTC http://www.ftc.gov/opa/2011/11/dnc.shtm
** Source: Connectandsell.com, 2011
6 © 2012 eFolder, Inc. All Right Reserved.

“It’s not what you know,
it’s who you know.”

7 © 2012 eFolder, Inc. All Right Reserved.

“It’s not what you know,
it’s who you know.”

8 © 2012 eFolder, Inc. All Right Reserved.

“It’s really what you do
with who you know and
who they know.”

9 © 2012 eFolder, Inc. All Right Reserved.

2. Practice Zero Inbox on LinkedIn

11 © 2012 eFolder, Inc. All Right Reserved.

3. Spend Some Money, to Make Some

12 © 2012 eFolder, Inc. All Right Reserved.

4. Find Needles in Haystacks
LinkedIn Premium Filters

13 © 2012 eFolder, Inc. All Right Reserved.

5. Targeted Invites

14 © 2012 eFolder, Inc. All Right Reserved.

6. Leverage Your Second Degree to Sell

Co-worker
Decision Maker YOU

Co-worker

15 © 2012 eFolder, Inc. All Right Reserved.

7. Internal Team Training is Essential

16 © 2012 eFolder, Inc. All Right Reserved.

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