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8 Ways to Tap into the Power of LinkedIn - Ultimate Linkedin Marketing GuidePOPUPSMART.COM
Why Does Your Business Need LinkedIn?
These days in the business world, relationships matter more than ever.
People tune out irrelevant or promotional messages. But they do want
to engage with companies that focus on sharing useful and relevant
information and content. The companies that inform and engage aren’t
just selling — they’re building relationships.
LinkedIn is where, by far, the largest
number of professionals gather to stay
connected and informed, advance their
careers, and work smarter. More than
467 million professionals are on LinkedIn.
These are the decision makers, influencers,
and leaders of today and tomorrow — the
people you want to target, all in one place.
Designed especially for marketing leaders, this event will provide an overview of marketing in the digital landscape and actionable information about how LinkedIn Marketing Solutions can be a critical part of your company's marketing mix.
Gain unique insights from LinkedIn's experts that will help you understand how to leverage LinkedIn Marketing Solutions and seamlessly integrate them into your business.
Network with other marketing leaders to share insights and expertise.
8 Ways to Tap into the Power of LinkedIn - Ultimate Linkedin Marketing GuidePOPUPSMART.COM
Why Does Your Business Need LinkedIn?
These days in the business world, relationships matter more than ever.
People tune out irrelevant or promotional messages. But they do want
to engage with companies that focus on sharing useful and relevant
information and content. The companies that inform and engage aren’t
just selling — they’re building relationships.
LinkedIn is where, by far, the largest
number of professionals gather to stay
connected and informed, advance their
careers, and work smarter. More than
467 million professionals are on LinkedIn.
These are the decision makers, influencers,
and leaders of today and tomorrow — the
people you want to target, all in one place.
Designed especially for marketing leaders, this event will provide an overview of marketing in the digital landscape and actionable information about how LinkedIn Marketing Solutions can be a critical part of your company's marketing mix.
Gain unique insights from LinkedIn's experts that will help you understand how to leverage LinkedIn Marketing Solutions and seamlessly integrate them into your business.
Network with other marketing leaders to share insights and expertise.
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Having a strong personal brand is a great benefit in sales and marketing. This presentation outlines some actionable ways to develop your personal brand.
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A New Approach to Customer Relationship Development Using LinkedInGetLinkedinHelp.com
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Case Study about Philips on LinkedIn: Establishing industry renowned healthcare and lighting communities
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3. What it means to be an influencer - and why most B2B companies are not!
4. How to become an influencer to attract the type of business opportunities you seek.
Contact information for Bernie and Kristina is featured within this presentation for you to connect and follow them to learn more.
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- Persona targeting: How to find the right audience on LinkedIn
- Moment of truth: Reasons your targeting is failing
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If you’ve been to workshops and webinars that show you how to setup your profile – and you’re past that point – then download and use this powerful presentation to grow your exposure and leads using LinkedIn. You will get a “walk-thru” showing you how Stephen’s team at LinkedInsite.com generates social exposure and generates leads for his clients using LinkedIn.
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Paris Marketing
Instagram.com/ParisMarketing
Facebook.com/ParisSocialMedia
Twitter.com/ParisGetsSocial
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A New Approach to Customer Relationship Development Using LinkedInGetLinkedinHelp.com
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Then she shows how to open closed doors (and keep them open) with a new approach to social prospecting and lead development using LinkedIn & inbound marketing.
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The complete post can be found here - http://bit.ly/cmi-interview -
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And what does that mean, really?
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What IS content marketing? What ISN’T content marketing?
How do I justify the additional costs involved with starting a content marketing strategy at my company?
How can I measure, clean up, or improve my existing content marketing approach?
These are the questions the team at CMI live with everyday. Their aim is not only to provide practical guidance and research in the short term, but also the latest news, advances, and information that sets healthy strategy in the long term.
I interviewed Cathy McPhillips, Marketing Director at Content Marketing Institute and manager of their LinkedIn group. If you are looking to engage other professionals in the trenches of content marketing, you will find this group worth your while.
Case Study about Philips on LinkedIn: Establishing industry renowned healthcare and lighting communities
Visit marketing.linkedin.com for more success stories.
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Using this slide deck, Bernie Borges of Find and Convert and GetLinkedInHelp.com's Kristina Jaramillo co-hosted a recent webinar for marketers, business development professionals and business executives interested in learning how to combine content marketing with LinkedIn to influence buying decisions.
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1. How to integrate conversation-based content marketing into your LinkedIn marketing strategy.
2. Easy ways to add content to your LinkedIn profile to attract decision-makers and influencers.
3. What it means to be an influencer - and why most B2B companies are not!
4. How to become an influencer to attract the type of business opportunities you seek.
Contact information for Bernie and Kristina is featured within this presentation for you to connect and follow them to learn more.
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- Moment of truth: Reasons your targeting is failing
- Turning point: Expert targeting optimization tips
- Beyond the basics: Targeting features to consider
The Social Media Phenomenon: Powerful Resource to Increase Your Businessterrimelvin
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If you’ve been to workshops and webinars that show you how to setup your profile – and you’re past that point – then download and use this powerful presentation to grow your exposure and leads using LinkedIn. You will get a “walk-thru” showing you how Stephen’s team at LinkedInsite.com generates social exposure and generates leads for his clients using LinkedIn.
How to Create Exponential Growth For Your Brand/Company on Social MediaEvan Boser
This powerpoint was made for a presentation given by Paris Marketing to Meridian Intl Center at Seven Hills Foundation.
Paris Marketing
Instagram.com/ParisMarketing
Facebook.com/ParisSocialMedia
Twitter.com/ParisGetsSocial
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Strike It Rich With LinkedIn - Intergage Seminar October 2019Intergage
Do you find that growing your business has become increasingly tough?
Marketing and selling has become more and more expensive and seemingly, less effective. The average person is exposed to 5,000 marketing messages and 121 emails every single day.
It's hardly surprising if your messages miss the goal...
Businesses have become accustomed to casting their net as widely as possible to attract as many prospects as they can. If you do this, you're bound to get one or two good customers, right?
This results in wasted efforts, high advertising spend and little reward for your work.
So, flip your marketing on its head and take a personal approach to your sales and marketing process. Use strategies such as account-based marketing and tools like LinkedIn to deliver targeted messages directly to key prospects.
Know your customers and know them well. Join us for a game of discovery to growing your business into the top flight including:
modern sales techniques
targeted marketing
growing your network.
Today’s business leaders are struggling to understand how to harness the power of digital marketing tools such as social media to improve their business results.
In this Content Marketing Workshop, we cover:
- Whether social media is a useful business tool or a waste of time
- Why most companies can’t harness the power of social media
- A case study of how one engineering firm used LinkedIn to send lead generation results through the roof
Nicole Kelly, CEO of Social Media Explorer, shares on this one hour webinar how social media offers significant efficiencies in B2B and B2C sales cycles. The key is to understand where it fits, which levers you need to dial up and how to track the results.
Join Nichole and you will soon be able to:
Drive sales using social media
Capitalize on opportunities and scale social selling efforts
Learn how to track efforts in a way that will tell the full story of social's role in sales
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Are you looking for new ways to grow your institutional relationships? Learn ow nonprofits are using LinkedIn for fundraising.
Learn more at https://nonprofit.linkedin.com
Email us: nonprofitsolutions@linkedin.com
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http://www.vbout.com
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6. 6
LinkedIn
LinkedIn seems to offer the “perfect storm” environment, for
B2B brand building and lead generation:
Thousands of relevant + transparent prospects
Frequent member login activity
Low cost of entry and participation
Highly scalable platform
All of the above can be captured within LinkedIn Groups.
7. 7
What Is a LinkedIn Group?
• Groups are Interest
Forums on LinkedIn
• As of 18 Nov 2012,
there are over 1.4
million groups on
LinkedIn
• Groups allow
members to post
articles and
conversation starters,
and reply to existing
articles and
discussion threads
8. LinkedIn for Lead Generation8
Competitive Advantages of
LinkedIn Groups
9. 9
LinkedIn Groups
Resemble Real Life
• LinkedIn Groups are equivalent to a real-life group that’s
made up of hundreds of your prospects
• Groups offer long-term digital connections between
yourself and your prospects – allowing for virtual
discussions every day
• These digital connections are gateways to real life
meetings – like the one we’re having right now
10. 10
Self-Reporting
LinkedIn encourages self-
reporting: the sharing of one’s
details within their personal profile.
Self-reporting creates
unprecedented transparency of
your target audiences.
This means Unprecedented
targeting.
LinkedIn Groups Can Capture Your
Prospects in One Place
11. 11
If you’re targeting CFOs,
LinkedIn offers you
direct access to 1,500+
Senior Finance Decision
Makers in Australia, in
companies > 200 staff
12. 12
If you’re targeting CIOs,
LinkedIn offers you
direct access to 1,000+
Senior IT Decision
Makers in Australia, in
companies > 200 staff
13. 13
If you’re targeting HR Heads,
LinkedIn offers you direct
access to 800+ Senior HR
Decision Makers in Australia,
in companies > 200 staff
14. 14
You Can Deliver
Industry Information, Insights, and
Thought Leadership to Your Members
LinkedIn Groups
Build Prospect Value
15. 15
You can post
industry
content for
the benefit of
your group
members.
This content
encourages
discussion,
which yields
market
insights for
your sales
team.
16. 16
You Can Engage in
Industry Conversations and Display
Your Expertise to Your Members
LinkedIn Groups
Promote Thought Leadership
17. 17
You can have a
professional
discussion with
your group
members –
building
personal brand
while
developing
relationships
with them.
How would this
benefit your
sales team?
18. 18
Groups Give Rise to the Personal Brand
• Personal Brand has
always been important in
B2B
• How important are the
personal brands of your
key people to winning
business for your firm?
• LinkedIn groups are 100%
person-to-person based –
ensuring the development
of personal brands
21. 21
• Launched in October 2010
• Currently has 3,000 members, from Australia, Singapore,
Hong Kong, and New Zealand – our key markets
• The group’s audience is primarily composed of B2B
Marketing Directors, Social Media Managers, and Sales
Professionals
• The group is an ongoing source of agency B2B leads
Case Study:
B2B Social Media Lead Generation
22. 22
Our key uses of the LinkedIn group include:
Demand Generation – We are building the category of
B2B Social Media Lead Generation by posting articles
that prove the concept and its worldwide / local adoption
Market Research – We are constantly learning new
things about our target audience via the insights they
provide during discussions
Case Study:
B2B Social Media Lead Generation
23. 23
Market Expansion Feasibility – We test the potential of
any industry or region I want to expand into, by inviting
prospects from those industries or regions, and observing
their participation
Relationship Building – by interacting with our
members, we are building thousands of relationships as
we establish our positioning and expertise in our field
Case Study:
B2B Social Media Lead Generation
24. LinkedIn for Lead Generation24
LinkedIn Groups:
The Strategy for Brand Building
and Lead Generation
25. 25
LinkedIn Groups: The Strategy
1. Product
2. Prospects
3. Content
4. Social Sellers
5. Management & Policies
26. 26
Strategy: Product
• Which is our most strategic product or service? Which
do we want to sell more of?
• If you have dozens of products, bundle them into product
families, then build groups around the families
• Always start with the product, never the social
network. In the end, it’s always about the leads and the
revenue.
27. 27
Strategy: Prospects
Which prospects are most likely to buy our product or
service?
• Which are the companies we want to land as clients?
• What are the job titles within those companies, that
we should be talking to?
• Invite them to the group, using LinkedIn Ads or Inmail
• Exclude competitors and all other non-relevant
professionals
28. 28
Strategy: Content
What is the content our prospects need to solve their
problems and do their job better?
Do you produce our own industry-leading content? If
not, can you commission some material?
Can you come up with Conversation Starters or
Polls?
Beware of the Ribena effect – too much of your own
syrup makes the rest of us choke
3rd Party content is a very reliable way to build true
industry credibility
29. 29
Strategy: Social Sellers
• A Social Seller is a man or
woman who represents their
company in social networks
• Social Sellers focus on
building their personal brand,
sharing category content,
and generating leads
• The most impactful Social
Sellers are people in
Business Development and
Sales – the only ones who
close deals.
30. 30
The Social Seller Concept
• Social Sellers own their LinkedIn profiles, legally
• But – Marketing co-owns the marketing and
content dimension of LinkedIn profiles
• All group content that is distributed via Social
Sellers, should now be approved, or influenced, by
Marketing
• Social Sellers = Distribution Channels for
Marketing
• This approach reduces social media risk while
maximising brand alignment and compliance
31. 31
Strategy: Social Sellers
• Which of your group managers will be appointed Social
Sellers; i.e. who will seek out meetings with your group’s
members?
• Will they come from your Sales or Pre-Sales
department?
• Marketing and C-Suite do not close deals, so their role
within the group is secondary to those who close deals
32. 32
Strategy: Management & Policies
• Who will be the Group Owner (1), who will be the Group
Managers (up to 10), and who will be Group Mods (up to
50)?
• What is expected of the Group’s Management? Do their
KPIs need to be adjusted?
• Who decides on which Content gets posted, and which
group applicants get accepted?
• Who makes the decision on the group’s Social Sellers?
33. LinkedIn for Lead Generation33
The Science of Brand Building via
LinkedIn Groups
37. 37
Positioning Effect
Associating your
personal brand with
the content of your
posts and discussions,
makes you stand out
and become
synonymous with that
content.
This gives you greater
credibility and trust
with your group
members.
38. LinkedIn for Lead Generation38
The Science of Lead Generation
via LinkedIn Groups
41. 41
Lead Generation – Outbound
In most B2B
groups, 90% of your
leads will come
from Outbound
efforts!
42. LinkedIn for Lead Generation42
What Numbers to Expect from
LinkedIn Groups
43. 43
Member Engagement
• Most groups must accept the 3% Rule; i.e. no more than
3% of your members will become regulars (>1 post per
month)
• So if you have 100 members, then probably 3 of them will
be regulars
Of the other 97%:
50% are “beneficial lurkers” who consume information
50% have forgotten they are in your group!
• Remember that just over 50% of your members are
“participants” in your group
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Costs: What to Expect
LinkedIn Ads
o Avg. $2 - $4 Cost per Click;
o 0.025% - 0.05% CTR (=1 click per 2000 – 4000
impressions)
• Inmails
o $10 per Inmail;
o 10% - 20% CTR
Join Rate:
• 5% - 25% of every invitee will join, depending on the
relevance of your invitation script and group name
• As a rule of thumb, you will need to send a minimum of 500
Inmails to achieve 100 members (with 3 active members)
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What Results Can You Expect?
Assuming your Social Sellers:
• Post at least 2 – 3 pieces of relevant content every week
• Engage with your members at least 1x – 2x per week for at
least 2 – 3 months, and
• Engage in best-practice Inbound + Outbound Lead Generation,
then you may expect:
Approx. 15 – 25 leads for every 100 members in your
group
This percentage will grow as the brand awareness and
positioning of your Social Sellers grows within the group
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How Do We Measure ROI?
• Each Social Seller is given their own list of named prospects
with the group (in line with their sales territory)
• As each Social Seller meets his prospects, this meeting is
recorded in the CRM using source = “LinkedIn Group”
• Once a sales proposal is submitted, the Social Seller (or
Marketing) records the $ value of the proposal against the
company CRM account
• The organisation can now determine $ pipeline value vs. the
investment in the group (i.e. salaries + agency costs)