How Sales Reps Can Use LinkedIn To Grow Sales
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The document discusses how sales reps can use LinkedIn to grow sales. It provides three ideas: mining first level connections on LinkedIn, connecting with key influencers, and building a personal brand profile. It also discusses how dealerships can help support their sales reps by leading the way on social media, posting relevant content, and providing training to their sales teams on using LinkedIn for sales.
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How Sales Reps Can Use LinkedIn To Grow Sales
- 1. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW SALES REPS CAN USE LINKEDIN TO GROW SALES Darrell Amy Larry Levine Chief Innovation Officer Social Sales Strategist
- 2. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys AGENDA • The Opportunity • Three Ideas to Use LinkedIn to Generate New Sales • How You Can Support Your Reps
- 4. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHY IS THIS VIDEO RELEVANT?
- 7. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys Always Be Connecting NEW ABC’S OF SELLING
- 8. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BUYER 2.0 • Researches online • Tunes out traditional tactics in favor of educational content
- 10. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys • 57% of buying process is complete before talking to sales • Consumers are also 71% more likely to make a purchase based on social media referrals. Source: Corporate Executive Board
- 12. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 1. MINE FIRST LEVEL CONNECTIONS
- 13. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LINKEDIN ADVANCED SEARCH
- 15. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 2. CONNECT WITH KEY INFLUENCERS
- 16. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW TO CONNECT TO PROSPECTS • LinkedIn Invitation – Personalize the greeting – never the standard “I’d like to connect with you” message – Find a common thread to speak to(ex. Part of same group, both graduated from the same college, common connections) – Give them a reason “why” to connect – Connect with key influencers during the sales process
- 18. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 3. BUILD YOUR PERSONAL BRAND
- 20. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW YOU CAN HELP YOUR REPS
- 22. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys DEALERSHIP SOCIAL MEDIA Platform What How Often? Why? LinkedIn Links to blog articles on your website Links to press releases from your partners Weekly Thought leadership Recruiting Twitter Links to blog articles Links to press releases Links to interesting tech articles Daily Search engine optimization Position as tech leader Facebook Pictures of employees/clients Charity events Weekly Personal connections with prospects Recruiting Google+ Links to blog articles on your website Links to press releases from your partners Weekly Search engine optimization
Editor's Notes
- Buyer 2.0 is digitally savvy and likes to be educated.
- Cocktail parties Golf outings
- This methodology is dead
- Dig in – who are your second degree connections – who can you connect with – like minded folks who are valuable.
- Think back to the cocktail reception and golf tournament - connect to those folks to marry the traditional and new age sales techniques.
- Engage with prospects Reply to questions posed DO NOT SELL – be useful to them