#LinkedInFS

How Financial Services Can Leverage LinkedIn to Prospect

#LinkedInFS

Type questions into the Q&A panel

Housekeeping

Download Resources from Library

#LinkedInFS

Today’s Speakers

Diane GuganigEnterprise Account Executive,

Financial ServicesLinkedIn

@dianeguganig

Amy McIlwainGlobal Industry Principal,

Financial ServicesHootsuite

@AmyMcilwain

#LinkedInFS

#LinkedInFS

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

1 SSI 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. 2 LinkedIn 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.3 Directors 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.

#LinkedInFS

Find the right people

430M +members, and 2 new

every second

2B +Members updates

per week

Stay informed Build trust

BillionsOf professional

relationships

Why LinkedIn? The largest professional social network

#LinkedInFS

SOURCE: PUTNAM 2015 ADVISOR SURVEY

Advisors on Social Media

#LinkedInFS

~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

The Tradeshow Business related networking Connect with everyone Share articles, blogs, surveys, best practices Interact – ask & answer questions Follow people, companies, organizations Join groups

LinkedIn

#LinkedInFS

Profile Optimization

#LinkedInFS

Before:

After:

Create a Custom URL

#LinkedInFS

DO!

DON’T

Upload Your Profile Picture

#LinkedInFS

PhotoFeeler

#LinkedInFS

Complete Your Contact Information

#LinkedInFS

Maximize Anchor Links

#LinkedInFS

Include Keywords Describe what you do Leverage the real estate DON’T just list your current title

Create a Powerful Headline

#LinkedInFS

1) About YOU…tell a story2) What you do in your role3) What your company does

Summary

#LinkedInFS

Introduction video How to videos Breaking news Reports TV appearances Slideshare presentation

Embed Video & Dynamic Content

#LinkedInFS

Dynamic Content

#LinkedInFS

Education & Interests

#LinkedInFS

Why are they important? How do you make them? How to be professional and personable

Connections

#LinkedInFS

Sample Invite - Connections

#LinkedInFS

What are they? Why are you getting so many? How to respond Are you allowed to have endorsements? How to manage endorsements?

Endorsements

#LinkedInFS

Endorsements

#LinkedInFS

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” buttons.

Manage Your Endorsements

#LinkedInFS

Greetings first 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

Sample Response - Endorsements

#LinkedInFS

How to find relevant groups Leveraging groups for networking Group participation best practices

Groups

#LinkedInFS

Groups

#LinkedInFS

Analytics

#LinkedInFS

Analytics

#LinkedInFS

Analytics

#LinkedInFS

LinkedIn Sales Navigator makes it simple to establish and grow relationships with your prospects and customers

#LinkedInFS

Sales Navigator is your personalized environment focused only on your book

#LinkedInFS

Social Selling Index helps to measure your progress

#LinkedInFS

Start by identifying prospects using Lead Builder and advanced search filters to build a prospect list within seconds

#LinkedInFS

Create a targeted Lead List and then filter further based on more advanced search filters

#LinkedInFS

Or leverage Sales Spotlights to quickly target the right prospects

Sales Spotlightsleverage LinkedIndata to segmentsearch results.

Easily discoverprospects who are

more likely toengage

with you.

#LinkedInFS 38

Save your searches and have LinkedIn alert you to new Leads!

#LinkedInFS 39

Identify your warmest path to the right decision maker

#LinkedInFS

Uncover relationships for warm referrals at scale

#LinkedInFS

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

#LinkedInFS

InMail: The most credible way to message anyone on LinkedIn

Noah Gold

#LinkedInFS

Gain insights and engage from anywhere

Desktop Email CRM integration

Mobile

#LinkedInFS

“In a chronically leaking boat, energy devoted to changing vessels

is more productive than energy devoted to patching leaks.”

- Warren Buffett

#LinkedInFS

Questions?

• Email: lssfinancialservices@linkedin.com• LinkedIn: linkedin.com/in/dianeguganig• Twitter Handle: @linkedinselling• Web: business.linkedin.com/sales-solutions/financial-services

• Email: amy.mcilwain@hootsuite.com• Web: amymcilwain.com• Twitter: @amymcilwain• LinkedIn: linkedin.com/in/amymcilwain• YouTube: youtube.com/amymcilwain