1. Bert Verdonck & Mike Clark
@ReallyLinkedin
Building Trust Webinar

2. Old vs New School of doing business
What is LinkedIn (not)?
3 fundamental principles of (online) networking
5 step strategy to be successful on LinkedIn
Next steps
Agenda

3. When you hear the word LinkedIn, what do you
think of?
What’s your relationship to LinkedIn?
What is your Association to LinkedIn?

4. 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

5. What is it?
What it is not?
What is the 1 thing that makes LinkedIn so powerful?
What is ?

6. LinkedIn is the biggest online professional network in the world.
LinkedIn is not Facebook, which is mainly used for social networking
with friends and family.
The 1 thing that makes LinkedIn so powerful is that it shows us
how we are connected with the people we are looking for!
What is ?

7. Why LinkedIn?
LinkedIn has >225 Million professional users
8yrs to get to 110M and 2yrs to get to 225M
It’s had almost 100% growth in the past 2yrs!
12M UK users – 10% growth in 4mths

8. Why do B2B Top Sellers use LinkedIn?
Source: Jill Konrath

9. Biggest Mistake?
Using LinkedIn as
a (passive) billboard
instead of
a (proactive) tool

10. Example
of a
Passive
Strategy

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
?
Q: How does this affect your LinkedIn
productivity?

12. 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

13. Fundamental Principle 1
the REAL Power is in the 2nd Degree

14. Fundamental Principle 1
the REAL Power is in the 2nd Degree
Everyone knows 250 people = 250 connections
If you connect with 10 people = 250 x 10 = 2,500 connections
If you connect with 100 people = 250 x 100 = 25,000 connections
If you connect with 200 people = 250 x 200 = 50,000 connections
If all CTT consultants began connecting with each other, there
would be 100,000’s to Millions of overlapping connections!

15. Leigh Ashton
Leigh now can create a continuous flow of appointments with
her prime prospects

16. 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”

17. 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

18. 1 or our 10 Lead Generation Strategies
1. 5 Step Success Strategy
Use Advanced Search to identify people who can introduce you to your ideal
potential customer

21. Another LinkedIn Example
Total Time on LinkedIn: 6 hours x 24 weeks = 144 hrs
Opportunities Created per Hour:
34 Ops / 144 hours = every 4 hours (1.5 a week)
Potential Revenue per Hour: $350,000 / 144 =
$2,341/hour
Jamie Shanks
Nets $350,000 in New Opportunities in Just 6
Months
“my personal business development ROI with LinkedIn is unmatched
by other sales mediums.”

22. Questions &
Answers

23. If you were to get skilled up on LinkedIn, what would
you want to achieve?
What would be important for you to have covered in
your LinkedIn training?
Question?

24. Special Offer
Series of 3 webinars (5th, 12th, 19th September) – 90 Minutes each
Customized exclusively for CTT Community
Passive, active and proactive LinkedIn strategies
Learn how to turn LinkedIn into
A visibility and credibility raising platform for CTT and your consulting business
We’ll show you how to leverage trust & receive warm introductions to prime prospects
Generate leads –activate the dormant trust within the CTT Community
This programme is valued at $ 697
Special price for the CTT consultants: Before 30th July $147/£97
Before 30th August $197/£127 – September onwards £247/£157
Register now: www.reallylinkedin.co.uk/bvcss/

25. Keep the conversation flowing…
Let Us Know You’re on the Call and Join the Conversation on:
Facebook: www.facebook.com/groups/ReallyLinkedIn/
Tweet your thoughts:
#socialselling #ReallyLinkedIn @ReallyLinkedIn

26. What does your digital future look like?
Register now: http://www.reallylinkedin.co.uk/bvcss/