How to Generate New Business through LinkedIn - Social Selling
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LinkedIn is a powerful platform - if you know how to leverage the trust contained in your networks to open up new business opportunities. This slide deck outlines Passive, Active and Proactive LinkedIn strategies to turn LinkedIn into a lead generator for your business.
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How to Generate New Business through LinkedIn - Social Selling
- 1. Michael (Mike) Clark @ReallyConnect @MikeClark03 company/really-connect groups/ReallyConnect Reallyconnect.com
- 2. Agenda Old vs new school of sales 5 step strategy to be successful on LinkedIn 3 fundamental principles of (online) networking LinkedIn Strategy Matrix© for Organizations Passive: Tips for an attractive LinkedIn Profile Active: 3 strategies to build a high quality network Company Profile Proactive: 10 ways to find new clients via LinkedIn 7 Stages of rolling out a Social Selling Strategy
- 3. Who are we?
- 4. + 500 other corporates & 1000’s of SMEs
- 5. How has LinkedIn changed business? How much of the decision making process is complete before someone reaches out to a sales person? 60%! (IBM) What does this mean for you, your sales, marketing and company?
- 6. Why LinkedIn? Largest professional social network in the world 313 million globally 16+ million UK 75+ million Europe
- 7. Old vs New School Old ways of Business New ways of Business Flyers, Billboards, Advertising and Direct Mail Online Searching & Personal Recommendations One Way Marketing Two Way Marketing Cold Calling Personal Introductions Information Gathering Research, Create, Target & Distribute Relevant Content Manual Automated Seller Controls Sale Buyer Controls Sale
- 8. Why don’t people get results from training? Unconsciously Incompetent Consciously Competent Unconsciously Competent Consciously Incompetent P T
- 9. What it takes to make it work… Embracing a new mindset New behaviours Organisation-wide strategy 1 off training sessions are a thing of the past
- 10. Biggest Mistake? Using LinkedIn as a (passive) billboard instead of a (proactive) tool
- 11. 3 Biggest Problems Not having clear goals Not knowing who the people in the best position are to help you reach those goals ? Not measuring activity or knowing how to
- 12. 5 Step Success Strategy 1. Define a specific goal 2. Think of the people in the best position to help you reach your goal 3. Use “Advanced Search” 4. Look at the list for common contacts 5. Ask the person you have the best relationship with for a Magic Mail
- 13. Results you can expect
- 14. Agenda Old vs new school of sales 5 step strategy to be successful on LinkedIn 3 fundamental principles of (online) networking LinkedIn Strategy Matrix© for Organizations Passive: Tips for an attractive LinkedIn Profile Active: 3 strategies to build a high quality network Company Profile Proactive: 10 ways to find new clients via LinkedIn 7 Stages of rolling out a Social Selling Strategy
- 15. Fundamental Principle 1 the REAL Power is in the 2nd Degree 1st Degree: everyone knows 250 people 2nd Degree: those 250 know 125 = 31.250 3rd Degree: 31.250 * 125 = 3.906.250 4th Degree: 3.906.250 * 125 = 488.281.250 5th Degree: 488.281.250 * 125 = 61.035.156.250
- 16. Fundamental Principle 1 the REAL Power is in the 2nd Degree
- 17. Fundamental Principle 2 the Networking Attitude Networking Attitude = sharing information in a reactive and proactive way without expecting anything immediately in return “Give and Receive”
- 18. Fundamental Principle 3 the “Know, Like & Trust” Factor “All things being equal people do business with – and refer business to – people they know, like and trust.” Bob Burg (USA), Networking Expert
- 19. LinkedIn Strategy Matrix© for Organisations PASSIVE STRATEGIES ACTIVE STRATEGIES PROACTIVE STRATEGIES Organisation Branding, Job Openings, Products & Services - Company Profile Branding, Ads, Job Posts, Interaction - Advertising Solutions (fee) - Talent & Sales Solutions (fee) - Company Status Updates Find: - Talent Solutions (fee) - Sales Solutions (fee) CEO, Managers Branding & Lead Generation - Personal Profile - Rich Media Branding, Visibility, Interaction - Status Updates See below (all co-workers) All Co-workers Branding & Lead Generation - Personal Profile - Rich Media Branding, Visibility, Interaction - Group Managers of internal and alumni Groups or external Groups - Active member of internal and external Groups - Status Updates - Share information & use Polls - Attend events and use (Sub)Groups Find: - New customers - New employees - New partners - New suppliers - Project members - Internal and external expertise Fundamental Networking Principles
- 20. Agenda Old vs new school of sales 5 step strategy to be successful on LinkedIn 3 fundamental principles of (online) networking LinkedIn Strategy Matrix© for Organizations Passive: Tips for an attractive LinkedIn Profile Active: 3 strategies to build a high quality network Company Profile Proactive: 10 ways to find new clients via LinkedIn 7 Stages of rolling out a Social Selling Strategy
- 22. 1st Impressions How important are 1st Impressions? Where is the1st Impression taken others have of you?
- 23. 3 Active Strategies Build a Quality Network
- 25. 5 Ways to Build Your Network Colleagues Alumni People You May Know Add Connections Clients, Suppliers, Friends, Partners…
- 26. Active Strategies… 1. Build out your network 1. Manage your network 2. Status Updates – Thought Leader
- 27. Become a Thought Leader
- 28. Personal Status Updates Sharing updates with your Connections or the Public Include Twitter (or not?) Add value with what you share Inform your network Facilitate others in doing the same (e.g. colleagues)
- 29. Agenda Old vs new school of sales 5 step strategy to be successful on LinkedIn 3 fundamental principles of (online) networking LinkedIn Strategy Matrix© for Organizations Passive: Tips for an attractive LinkedIn Profile Active: 3 strategies to build a high quality network Company Profile Proactive: 10 ways to find new clients via LinkedIn 7 Stages of rolling out a Social Selling Strategy
- 30. Company Page
- 31. How to use Company Profiles? Visibility Overview Products & Services Followers Recommendations Status Updates Careers Job openings Banners, movie clips… Metrics
- 32. Showcase Pages
- 33. How to use Showcase Pages? Extend your Company Profile For a brand, a product or service, a business unit or a company initiative Maximum 10 Showcase Pages Build a long term relationship with Showcase Page Followers Status Updates to a targeted audience Analytics, Sponsored Updates & Featured Groups
- 34. Company Status Updates Sharing updates with your Followers or the Public Targeted updates? Add value with what you share Inform your Followers Facilitate others in social sharing (e.g. colleagues)
- 36. 10 Ways to Find the Right People
- 37. Success Story - >£150,000 in sales “Through applying the Really Connect LinkedIn strategies, I’ve put more than £400,000 into my pipeline and closed >£150,000 in sales in the past year alone!”
- 38. 10 Ways to Find the Right People 1. Search Name 2. Advanced Search 3. Browsing in the network of your network 4. Searching in the network of your network 5. Using Groups where potential clients are active 6. “Who’s viewed this Profile” 7. “Viewers of this Profile also viewed” 8. “People similar to…” 9. Companies 10. Look at “Network Updates”
- 39. 11 10 Ways to Find New Clients 1. Search Name 2. Advanced Search 3. Browsing in the network of your network 4. Searching in the network of your network 5. Using Groups where potential clients are active 6. “Who’s viewed this Profile” 7. “Viewers of this Profile also viewed” 8. “People similar to…” 9. Companies 10. Look at “Network Updates” #11: SAVE SEARCH
- 40. How can we continue to help you? In-Company Training & Consulting – Strategy Session Starting with a complimentary consultation Hand in your business card to receive a free digital copy of our book & set an appointment
- 41. What are the 7 steps on your journey? 1 2 Awareness Interest Fears Concerns Insight Inspiration Aspiration Goals Objectives Roles Duty Sponsoring 3 Strategy Content Rollout Budget Support 4 Content Plan Approval Execution 5 Rollout Training Coaching Webinars Blended 6 Metrics Tracking Tracing Scoring Adapt 7 Scale up Next Level Location Language Best Practices
- 42. How to roll out a Social Selling Strategy? Training LinkedIn 1 Training LinkedIn 2 Training for active profiles Training for passive profiles Strategic session with management team Tactical session (Part 1 & Part 2) with management of marketing, sales & recruiting Pilot Training & Evaluation with “Ambassadors” Awareness session for all co-workers Training LinkedIn 3 Classroom Training for proactive profiles Home Study Courses Webinars 11 12 13 14 15 16 17 18 19
- 43. How can we continue to help you? In-Company Training & Consulting – Strategy Session Starting with a complimentary consultation Hand in your business card to receive a free digital copy of our book & set an appointment
- 44. Michael (Mike) Clark @ReallyConnect @MikeClark03 company/really-connect groups/ReallyConnect Reallyconnect.com
Editor's Notes
- Choose your status updates carefully Update only with your connections (e.g. VIP invitation) or with everyone (Public) Always add value when sharing an update. Show other how to do the same! Make sure they know how: facilitate them.
- Choose your status updates carefully Update only with your connections (e.g. VIP invitation) or with everyone (Public) Always add value when sharing an update. Show other how to do the same! Make sure they know how: facilitate them.
- Choose your status updates carefully Update only with your connections (e.g. VIP invitation) or with everyone (Public) Always add value when sharing an update. Show other how to do the same! Make sure they know how: facilitate them.