How Financial Services Can Leverage LinkedIn to Prospect

1. SALES SOLUTIONS How Financial Services Can Leverage LinkedIn to Prospect #LinkedInFS

2. SALES SOLUTIONS Type questions into the Q&A panel Housekeeping Download Resources from Library

3. SALES SOLUTIONS Today’s Speakers: 3 Diane Guganig Enterprise Account Executive, Financial Services LinkedIn Sales Solutions @dianeguganig Amy McIlwain Social Media Speaker and Trainer for Financial Services @AmyMcilwain #LinkedInFS

4. SALES SOLUTIONS

5. SALES SOLUTIONS Why does this matter? Sales Professionals that have high social selling scores are significantly more likely to win business 1.6X faster to get promoted to VP3 45% more opportunities per quarter2 51% more likely to exceed quota1 Exceed Quota Get more At Bats Get Promoted Faster 1SSI leaders (>70) are 51% more likely to hit quota than SSI laggards (<30). Based on a global study LinkedIn ran in Q4 2013 of Q3 performance. 2LinkedIn sales reps with high SSI (>90) were 3X more likely to go to club based on quota-carrying reps that began before Jan. 1, 2013 across all regions. 3Directors with SSI > 70 were promoted 1.6X faster to VP than directors with SSI <30 among all Director to VP promotions in past 2 years based on analysis of data on LinkedIn profiles.

6. SALES SOLUTIONS Find the right people 414M + members, and 2 new every second 2B + Members updates per week Stay informed Build trust Billions Of professional relationships #LinkedInFS @dianeguganig Why LinkedIn? The largest professional social network

8. SALES SOLUTIONS ~20% of connections will change jobs this year, and they’ll take their 401(k) accounts with them With a target network of 1.2 MILLION contacts, that’s 240,000 money- in-motion events totalling $17.9 BILLION IN MOTION LinkedIn reports that 3 of 5 advisors using LinkedIn have gained new clients as a result Nearly a third of those brought $1 MILLION+ in assets under management What’s the ROI? LINKEDIN #LinkedInFS @AmyMcilwain

9. SALES SOLUTIONS LINKEDIN §  The Tradeshow §  Business related networking §  Connect with everyone §  Share articles, blogs, surveys, best practices §  Interact – ask & answer questions §  Follow people, companies, organizations §  Join groups #LinkedInFS @AmyMcilwain

10. SALES SOLUTIONS Profile Optimization #LinkedInFS @AmyMcilwain

11. SALES SOLUTIONS Create a Custom URL Before: A)er: #LinkedInFS @AmyMcilwain

12. SALES SOLUTIONS Upload Your Profile Picture DO! DON’T #LinkedInFS @AmyMcilwain

13. SALES SOLUTIONS PhotoFeeler #LinkedInFS @AmyMcilwain

14. SALES SOLUTIONS Complete Your Contact Information #LinkedInFS @AmyMcilwain

15. SALES SOLUTIONS Maximize Anchor Links #LinkedInFS @AmyMcilwain

16. SALES SOLUTIONS Create A Powerful Headline § Include Keywords § Describe what you do § Leverage the real estate § DON’T just list your current title #LinkedInFS @AmyMcilwain

17. SALES SOLUTIONS Summary 1) About YOU…tell a story 2) What you do in your role 3) What your company does #LinkedInFS @AmyMcilwain

18. SALES SOLUTIONS Embed Video & Dynamic Content § Introduction video § How to videos § Breaking news § Reports § TV appearances § Slideshare presentation #LinkedInFS @AmyMcilwain

19. SALES SOLUTIONS Dynamic Content #LinkedInFS @AmyMcilwain

20. SALES SOLUTIONS Education & Interests #LinkedInFS @AmyMcilwain

21. SALES SOLUTIONS Connections § Why are they important? § How do you make them? § How to be professional and personable #LinkedInFS @AmyMcilwain

22. SALES SOLUTIONS Sample Invite - Connections #LinkedInFS @AmyMcilwain

23. SALES SOLUTIONS Endorsements § What are they? § Why are you getting so many? § How to respond § Are you allowed to have endorsements? § How to manage endorsements? #LinkedInFS @AmyMcilwain

24. SALES SOLUTIONS Endorsements #LinkedInFS @AmyMcilwain

25. SALES SOLUTIONS Manage Your Endorsements § Turn them off entirely § Hide endorsements for specific skills § Hide endorsements from specific people § Delete or add specific skills REMEMBER: When you do receive an endorsement you can always accept or decline it right oﬀ the bat by choosing the “Add to Proﬁle” or “Skip” buDons. #LinkedInFS @AmyMcilwain

26. SALES SOLUTIONS SAMPLE Response - ENDORSEMENTS Greetings *irst name, I would like to thank you for your recent endorsement of our services here on LinkedIn. Thank you for the heart-felt appreciation of our work. However, I will need to remove all my LI endorsements as the regulators forbid testimonials for investment advisors, and construe LI endorsements as such. I would love to connect with you to learn more about your interests and needs with respect to my services you endorsed. I believe there are a number of ways we could help one another. Would you be free for a brief chat in the near future? Looking forward to connecting soon. Thanks! ©David Gratke, a Principal for Gratke Wealth in Beaverton, Oregon #LinkedInFS @AmyMcilwain

27. SALES SOLUTIONS Groups § How to find relevant groups § Leveraging groups for networking § Group participation best practices #LinkedInFS @AmyMcilwain

28. SALES SOLUTIONS Groups #LinkedInFS @AmyMcilwain

29. SALES SOLUTIONS Analytics #LinkedInFS @AmyMcilwain

32. SALES SOLUTIONS LinkedIn Sales Navigator makes it simple to establish and grow relationships with your prospects and customers #LinkedInFS @dianeguganig

33. SALES SOLUTIONS 33 Sales Navigator is your personalized environment focused only on your book #LinkedInFS @dianeguganig

34. SALES SOLUTIONS 34 Social Selling Index helps to measure your progress #LinkedInFS @dianeguganig

35. SALES SOLUTIONS 35 Start by identifying prospects using Lead Builder and advanced search filters to build a prospect list within seconds #LinkedInFS @dianeguganig

36. SALES SOLUTIONS 36 Create a targeted Lead List and then filter further based on more advanced search filters #LinkedInFS @dianeguganig

37. SALES SOLUTIONS 37 Or leverage Sales Spotlights to quickly target the right prospects Sales Spotlights leverage LinkedIn data to segment search results. Easily discover prospects who are more likely to engage with you. #LinkedInFS @dianeguganig

38. SALES SOLUTIONS 38 Save your Searches and have LinkedIn alert you to new Leads!!

39. SALES SOLUTIONS 39 Identify your warmest path to the right decision maker

40. SALES SOLUTIONS Uncover relationships for warm referrals at scale #LinkedInFS @dianeguganig

41. SALES SOLUTIONS 41 Get signals and Insights on people you aren’t connected to (outside of your 1st Degree)

42. SALES SOLUTIONS InMail: The most credible way to message anyone on LinkedIn Noah Gold #LinkedInFS @dianeguganig

43. SALES SOLUTIONS Gain insights and engage from anywhere #LinkedInFS @dianeguganig Desktop Email CRM integration Mobile

44. SALES SOLUTIONS “In a chronically leaking boat, energy devoted to changing vessels is more productive than energy devoted to patching leaks.” - Warren Buffett

45. SALES SOLUTIONS Questions? 45 •  Email: lssfinancialservices@linkedin.com •  LinkedIn: https://www.linkedin.com/in/dianeguganig •  Twitter Handle:@linkedinselling •  Web: https://business.linkedin.com/sales-solutions/financial-services •  Amy Mcllwain Email: amy@amymac.com •  Web: http://amymcilwain.com/ •  Twitter Handle:@amymcilwain •  LinkedIn: Linkedin.com/in/amymcilwain •  YouTube:Youtube.com/amymcilwain #LinkedInFS @AmyMcilwain @dianeguganig

How Financial Services Can Leverage LinkedIn to Prospect

Jennifer Benincasa

How Financial Services Can Leverage LinkedIn to Prospect