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Michael (Mike) Clark 
@ReallyConnect @MikeClark03 
company/really-connect 
groups/ReallyConnect 
Reallyconnect.com
Agenda 
Old vs new school of sales 
5 step strategy to be successful on LinkedIn 
3 fundamental principles of (online) net...
Who are we?
+ 500 other corporates & 1000’s of SMEs
How has LinkedIn changed business? 
How much of the decision making process is complete 
before someone reaches out to a s...
Why LinkedIn? 
Largest professional social network in the world 
313 million globally 
16+ million UK 
75+ million Europe
Old vs New School 
Old ways of Business New ways of Business 
Flyers, Billboards, Advertising 
and Direct Mail 
Online Sea...
Why don’t people get results from training? 
Unconsciously 
Incompetent 
Consciously 
Competent 
Unconsciously 
Competent ...
What it takes to make it work… 
Embracing a new mindset 
New behaviours 
Organisation-wide strategy 
1 off training sessio...
Biggest Mistake? 
Using LinkedIn as 
a (passive) billboard 
instead of 
a (proactive) tool
3 Biggest Problems 
Not having clear goals 
Not knowing who the people in the best position are 
to help you reach those g...
5 Step Success Strategy 
1. Define a specific goal 
2. Think of the people in the best position to help you reach your goa...
Results you can expect
Agenda 
Old vs new school of sales 
5 step strategy to be successful on LinkedIn 
3 fundamental principles of (online) net...
Fundamental Principle 1 
the REAL Power is in the 2nd Degree 
1st Degree: everyone knows 250 people 
2nd Degree: those 250...
Fundamental Principle 1 
the REAL Power is in the 2nd Degree
Fundamental Principle 2 
the Networking Attitude 
Networking Attitude 
= sharing information in a reactive and proactive w...
Fundamental Principle 3 
the “Know, Like & Trust” Factor 
“All things being equal people do business with 
– and refer bus...
LinkedIn Strategy Matrix© for Organisations 
PASSIVE 
STRATEGIES 
ACTIVE STRATEGIES PROACTIVE STRATEGIES 
Organisation Bra...
Agenda 
Old vs new school of sales 
5 step strategy to be successful on LinkedIn 
3 fundamental principles of (online) net...
Attractive Profile?
1st Impressions 
How important are 1st Impressions? 
Where is the1st Impression taken others have of you?
3 Active Strategies 
Build a Quality Network
Build Your Network
5 Ways to Build Your Network 
Colleagues 
Alumni 
People You May Know 
Add Connections 
Clients, Suppliers, Friends, Partn...
Active Strategies… 
1. Build out your network 
1. Manage your network 
2. Status Updates – Thought Leader
Become a Thought Leader
Personal Status Updates 
Sharing updates with your Connections or the Public 
Include Twitter (or not?) 
Add value with wh...
Agenda 
Old vs new school of sales 
5 step strategy to be successful on LinkedIn 
3 fundamental principles of (online) net...
Company Page
How to use Company Profiles? 
Visibility 
Overview 
Products & Services 
Followers 
Recommendations 
Status Updates 
Caree...
Showcase Pages
How to use Showcase Pages? 
Extend your Company Profile 
For a brand, a product or service, a business unit or a company i...
Company Status Updates 
Sharing updates with your Followers or the Public 
Targeted updates? 
Add value with what you shar...
Company Status Updates
10 Ways to Find the Right People
Success Story - >£150,000 in sales 
“Through applying the Really Connect LinkedIn strategies, I’ve 
put more than £400,000...
10 Ways to Find the Right People 
1. Search Name 
2. Advanced Search 
3. Browsing in the network of your network 
4. Searc...
11 
10 Ways to Find New Clients 
1. Search Name 
2. Advanced Search 
3. Browsing in the network of your network 
4. Search...
How can we continue to help you? 
In-Company Training & Consulting – Strategy Session 
Starting with a complimentary consu...
What are the 7 steps on your journey? 
1 2 
Awareness 
Interest 
Fears 
Concerns 
Insight 
Inspiration 
Aspiration 
Goals ...
How to roll out a Social Selling Strategy? 
Training 
LinkedIn 1 
Training 
LinkedIn 2 
Training for active profiles 
Trai...
How can we continue to help you? 
In-Company Training & Consulting – Strategy Session 
Starting with a complimentary consu...
Michael (Mike) Clark 
@ReallyConnect @MikeClark03 
company/really-connect 
groups/ReallyConnect 
Reallyconnect.com
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How to Generate New Business through LinkedIn - Social Selling

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. 1. Michael (Mike) Clark @ReallyConnect @MikeClark03 company/really-connect groups/ReallyConnect Reallyconnect.com
  2. 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. 3. Who are we?
  4. 4. + 500 other corporates & 1000’s of SMEs
  5. 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. 6. Why LinkedIn? Largest professional social network in the world 313 million globally 16+ million UK 75+ million Europe
  7. 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. 8. Why don’t people get results from training? Unconsciously Incompetent Consciously Competent Unconsciously Competent Consciously Incompetent P T
  9. 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. 10. Biggest Mistake? Using LinkedIn as a (passive) billboard instead of a (proactive) tool
  11. 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. 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. 13. Results you can expect
  14. 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. 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. 16. Fundamental Principle 1 the REAL Power is in the 2nd Degree
  17. 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. 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. 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. 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
  21. 21. Attractive Profile?
  22. 22. 1st Impressions How important are 1st Impressions? Where is the1st Impression taken others have of you?
  23. 23. 3 Active Strategies Build a Quality Network
  24. 24. Build Your Network
  25. 25. 5 Ways to Build Your Network Colleagues Alumni People You May Know Add Connections Clients, Suppliers, Friends, Partners…
  26. 26. Active Strategies… 1. Build out your network 1. Manage your network 2. Status Updates – Thought Leader
  27. 27. Become a Thought Leader
  28. 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. 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. 30. Company Page
  31. 31. How to use Company Profiles? Visibility Overview Products & Services Followers Recommendations Status Updates Careers Job openings Banners, movie clips… Metrics
  32. 32. Showcase Pages
  33. 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. 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)
  35. 35. Company Status Updates
  36. 36. 10 Ways to Find the Right People
  37. 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. 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. 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. 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. 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. 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. 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. 44. Michael (Mike) Clark @ReallyConnect @MikeClark03 company/really-connect groups/ReallyConnect Reallyconnect.com

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