1.
1
Introduction to Social Selling for
Financial Services
Ryan Freeman
Head of Financial Services Sales
– Midwest

2.
2
Why are we here today?

3.
3
Social Selling Defined
Create a professional brand
Find the right people
Engage with insights
Build strong relationships

4.
Who are the Social Selling leaders in the room?
1 81Mike Harley
3 79Bob Swanson
2 81Jack McGreal
4 77Belinda Macaluso
5 77Dominick Cabal
6 76Erin Egan
8 75Dawn Hershik
7 76David Heinke
9 73Erica Sundstrom
10 72Shellane Sauer
* Data represents the previous month’s SSI score and is not representative of a cohort.

5.
5
You have vast and important networks
69,239 Connections
44% Director & Above Connections
6% of Connections outside your Country

6.
Social selling is happening across all social media

7.
For B2B, LinkedIn is at the bulls eye

8.
400M+

9.
HIRE MARKET SELL WORK

10.
11
Connect the world’s buyers and sellers to
build relationships.
LinkedIn Sales Solutions Mission

11.
12
Why is social selling here today?

12.
The Buying Process Has Changed
people are now involved
in the average B2B
buying decision
of B2B buyers now use
social media to be more
informed on vendors
of decision-makers say
they never respond to cold
outreach

13.
14
Traditional vs Social

14.
The Competitive Landscape has Changed

15.
19
LinkedIn Sales Navigator
Overview

16.
Social Selling with Sales Navigator:
Components & Measurement

17.
The Components of Social Selling
Createaprofessional
brand
Findthe
rightpeople
Engagewithinsights Buildstrongrelationships
Each component is part of your Social Selling Index score
and valued at 25 points for a total possible score of 100

18.
The impact of SSI
New clients
Meetings secured
Opportunities generated

19.
(1) Based on responses to the question “which of the following best describes your expected performance against your individual projected target revenue for 2014?”
Source: LinkedIn Data
Why does this matter? Agents and brokers with a higher SSI score are
significantly more likely to win business through LinkedIn
3x
As likely to find a
potential new
client
5x
As likely to
accelerate a deal
cycle
2x
As likely to
exceed quota(1)

20.
• Publish brand-
related content
• Have a complete
profile
• Ensure a
professional photo
1. Create a Professional Brand
Miranda Baylor
Supporting Bio-Pharmaceutical Innovation at XYZ Co.
XYZ Co.
New State Co.
Alma Mater University
Current:
Previous:
Education:
Published by Miranda:

21.
2. Find the Right People | Targeted Search

22.
26
2. Find the Right People | Contextualized Results

23.
27
2. Find the Right People | Money in Motion

24.
28
2. Find the Right People | Leverage networks
Tap into wider
connections of your
colleagues
TeamLink
enables you to leverage
your company’s network
to find introductions into
your accounts or territory
even when you’re not
connected
The ultimate “Who Know
Who”

25.
29
2. Find the Right People | 24x7 Prospecting

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30
2. Find the Right People | Actionable Timely Relevant
Respond to trigger events Lead
updates
• New team connections
• Job changes or
promotions
• A share by a saved lead
• A new lead

27.
Personalize your
messages
Demonstrate Subject
Matter Expertise
Let your prospects
understand how you
can relate
3. Engage with Insights

28.
4. Build Strong Relationships
Leverage your network
and Navigator to gain
access to your
prospects
Join groups that your
prospects might find of
interest and engage
with content and
comments that show
your added value

29.
Gain insights and engage from anywhere
Desktop Email
Mobile
CRM

30.
34
Call to Action: Start Social Selling
Build Strong Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Polish Your LinkedIn Profile
Learn what they care about
Leverage Warm Introductions
Use Personalized InMails
Measure Your Success Track Social Selling Index

31.
35
Customer Panel

32.
Mike Werry
Director of Sales Strategy,
Operation & Partnerships
Home Equity Bank
Financial Services: Leveraging LinkedIn to Successfully Social Sell
Kara Wolfe
Social Media Manager
Marsh

33.
Learn more at: business.linkedin.com/sales-solutions/financial-services
Q&A
37
Kara Wolfe
Social Media Manager
Marsh
Ryan Freeman
Head of Financial
Services - Midwest
LinkedIn
Mike Werry
Director of Sales
Strategy, Operations &
Partnerships
HomEquity

34.
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