5 Ways LinkedIn Can Drive Revenue Without Selling

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If LinkedIn Isnt Making Your Cash Register Ring, Youre Doing It Wrong! Because sales is about relationships not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. You will learn: 1. The 5 ways to kill your reputation on LinkedIn 2. The big "reveal" why LinkedIn is NOT a numbers game 3. The remarkable latest research you can't ignore about "social buyers" 4. What it takes to get results as a social seller: Listen up 5. When to ditch technology and Pick Up the Damn Phone!

Transcript

  • 5 Ways LinkedIn Can Drive Revenue Without Selling July 22, 2014 Joanne S. Black
  • Welcome! Im Joanne Black Americas leading authority on referral selling Introducing Jim Horan President, The One Page Business Plan Company 2
  • In 38 minutes 5 Ways to kill your reputation on LinkedIn Why LinkedIn is NOT a numbers game Latest research on social buyers Get results as a social seller: Listen up When to ditch technology and Pick Up the Damn Phone!
  • The Truth About Phones Alexander Graham Bell 4
  • Contrary to Popular Belief
  • Why Social Media? A place to find connections, begin a conversation, begin a relationship 6
  • Showing Up Counts Woody Allen US movie actor, comedian, & director Eighty percent of success is showing up. 7
  • We Show Up Two Ways Today In Person 8
  • We Show Up Two Ways Today Online 9
  • 5 Ways to Kill Your Reputation on LinkedIn
  • Kill Your Reputation on LinkedIn #1 I invite you to join my professional network on LinkedIn. 11
  • Kill Your Reputation on LinkedIn #1 Not responding to an invitation 12
  • The Power of a Response Hi Joanne: I cannot express how much your note meant to me. As a woman, sales person in Tech I've been at a professional crossroads. Your quick, note recognizing my efforts helped me to reset and focus on what matters and to believe in myself and trust my choices- so thank you! 13
  • The Power of a Response Lauren McSorley, Enterprise Sales Executive 14
  • The Power of a Response The most impactful invitation Ive ever received. Im saving it as an example. 15
  • The Power of a Response Sean Burke, Chief Revenue Officer, Kite Desk 16
  • Kill Your Reputation on LinkedIn #1 Since youre my friend 17
  • Kill Your Reputation on LinkedIn #2 I need to see you 18
  • Kill Your Reputation on LinkedIn #2 or just as bad 19
  • Kill Your Reputation on LinkedIn #3 Thinking you know me 20
  • Kill Your Reputation on LinkedIn #3 What you wont learn on my profile - My hobbies - My neighbors - My pets - The company I keep 21
  • Kill Your Reputation on LinkedIn #4 LinkedIn is NOT a place to sell 22
  • Kill Your Reputation on LinkedIn #4 Do not invite someone and then pitch 23
  • Kill Your Reputation on LinkedIn #4 Dont use Groups to promote your products 24
  • Kill Your Reputation on LinkedIn #5 Do not ask for a referral online A referral is an introduction from someone your prospect knows and trusts 25
  • Why LinkedIn is NOT a Numbers Game 500+++ 26
  • Why LinkedIn is NOT a Numbers Game Assume a connection is a relationship 27
  • Why LinkedIn is NOT a Numbers Game Theres a big difference between being the most connected person and the being best connected person. Reid Hoffman, co-founder of LinkedIn 28
  • Why LinkedIn is NOT a Numbers Game Not social intelligence we need so muchit's relationship intelligence
  • Dont Ignore Social Buyers 30
  • of C-Level and VP-level buyers use social media for B2B purchase decisions Social buying is widely practiced among B2B decision makers, especially C-level and VP-level executives of all buyers use social media for B2B purchase decisions 31
  • Average spend of non-social buyers Average spend of social buyers Compared with other B2B buyers, buyers who use social media for purchasing spend 84% more per purchase 32
  • Social buyers also make 61% more purchases on average than buyers who dont use social # of purchases made by non-social buyers # of purchases made by social buyers 33
  • And social buyers have a higher level of company influence than purchasers who do not use social media of non-social buyers make purchases for their entire company, business unit, or multiple departments of social buyers make purchases for their entire company, business unit, or multiple departments 34
  • Getting Results as a Social Seller Leveraging your professional brand to fill your pipeline with the right people, insights, and relationships.
  • Our job as salespeople is to provide: - Wisdom - Knowledge - Insights Getting Results as a Social Seller
  • Were SMARTER than our buyers 37
  • Sales professionals can partner more effectively with social buyers by increasing social proximity, presence, and capital Social proximity Grow social networks and contribute to conversations. Social presence Manage a professional identity that is credible, authentic, accurate, information-rich, and service oriented. Social capital Do your social homework to ensure relevancy before you reach out and facilitate peer- to-peer recommendations. 38
  • Sales reps that exceed quota engage with prospects 39% more than laggards Sales reps that that exceed quota have their updates engaged 98% more than laggards 39% more engagement 98% Engagements received Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30 Why Sharing Is Important? [Social Capital] 39
  • How Can You Use LinkedIn to Socially Sell? Establish a professional presence on LinkedIn with a complete profile Create a professional brand Prospect efficiently with powerful search and research capabilities Find the right people Discover and share valuable information to initiate or maintain a relationship Engage with insights Expand your network to reach prospects and those who can introduce you to prospects Build strong relationships 40
  • And Pick Up the Damn Phone! When to Ditch Technology
  • Theres NO SUCH THING as warm 42
  • Research on LinkedIn Your Warm Call Fantasy
  • Identify trigger events Your Warm Call Fantasy
  • Discover mutual connections Your Warm Call Fantasy
  • Send an email with your business case Your Warm Call Fantasy
  • Ask for an introduction on LinkedIn Your Warm Call Fantasy
  • Your Warm Call Fantasy Without a referral introduction your connection is ice cold 48
  • The gatekeeper is on your side Get a Referral Introduction
  • When to Ditch Technology Never ask for a referral online A referral is an introduction from someone your prospect knows and trusts 50
  • When to Ditch Technology Does your referral source actually know the person you want to meet? 51
  • When to Ditch Technology Have you learned about their relationship with your prospect? 52
  • When to Ditch Technology Have you taken the opportunity to reconnect and help out? 53
  • When to Ditch Technology Youre breaking all the rules of social