LinkedIn released dramatic new updates. We will show you how to navigate your way to new business with the new platform. During this Complimentary Class You will Learn: - What LinkedIn changed - Updates you need to make now - What is free and paid - How to leverage the free version Forward Progress has trained over 100,000 professionals in over 35 countries on how to convert social media connections to new business. All attendees will have a chance to win prizes in our engagement contest. ALL registrants will receive access to the recording and materials. About Dean DeLisle: For over 30 years, Dean and his team have demonstrated his ability to expand companies' social reach, stimulate business development through increasing engagement online, and make converting connections to new business more efficient. We look forward to seeing you online and in class!

1. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
How to Use the New LinkedIn Profile for Sales

2. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
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
• Relationship Marketing, Social Selling, Influencer
Marketing & Production, eLearning, Lead Generation &
Conversion, Social Networking, Digital Marketing
• Financial Services, Insurance, Banking, Private Equity,
Professional Services, Legal, Accounting, Technology

3. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Networks
Where Do You Stand Now?
YOU
ARE
HERE

4. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Media – Why?
• Reputation
• Protection
• Visibility
• Compliant-friendly
• Referrals
• New business

5. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Media – What?

6. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
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

7. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Source: IDC #247829
IDC Statistics

8. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Source: Forrester 2016
Forrester Statistics

9. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
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!

10. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
The LinkedIn Network

11. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters
Courtesy of US Army*

12. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social - Network Hubs
YOU
Conferences
Employees
Alumni
Clients
Partners
Competitors
Hub: Large cluster or
group of cluster of network
Connections working toward
the same destination and
targets.
Placement vs.
Pathway

13. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Teaming – 3 Degrees
YOU
Bob
Smith
Karen
Jones
Kim
Lock
John
Bean
George
Miller
Jane
Adams
Level 1
Level 2
Level 3
Level 1
Level 2
Level 3
Assoc
Bill
Steve
Laura
Becky

14. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
2017 LinkedIn Facts and Stats - Growing
- 35% access LinkedIn every day
- 39% Pay for premium
- Over 25 million profiles viewed daily
- 1 out of 3 on the planet are on LinkedIn
- 41% access from their mobile device

15. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
GOAL: PREVENT CLICKING ROULETTE!

16. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Twenty Minutes a Day

17. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
• 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

18. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Profile = Your Professional Brand

19. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Profile = Your Professional Brand

20. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move – “Social” Networking

21. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move – Conversation
Power of 8,000 to 1
“Likes” and “Comments”
Power of million to 1
“Shares”

22. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move – Outcome Based Routine

23. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Intent for ROI

24. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
www.SocialJack101.com

25. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
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26. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
www.SocialJack101.com

27. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
www.SocialJack101.com

28. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Promo
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“DD100”
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$100
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www.SocialJack101.com
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Save
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Till Friday
Midnight

29. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
LinkedIn
Account
Versions
Courtesy of Integrated
Alliances – Thanks
Mike O’Neil !

30. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Assignment
• Update your profile – look good!
• Be complete – Be relevant
• What will you do for others?
• What do you want/need?
• Social Selling = Be Social
• Know your goal/outcome
• Login, intend to convert
• Have meaningful conversations
• Provide value - Be present!
• Practice your POWER MOVES!

31. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Questions?

32. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
www.SocialJack101.com

33. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Thank You!

34. How to Use LinkedIn for New
Business Development
Social Selling 101
A Brave New World
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Connect WITH us!