Post on 23-Aug-2014
description
5 Ways LinkedIn Can Drive Revenue
Without SellingJuly 22, 2014Joanne S. Black
Welcome!I’m Joanne BlackAmerica’s leading authority on referral selling
Introducing Jim HoranPresident, 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 CountsWoody Allen US movie actor, comedian, & director
“Eighty percent of success is showing up.”
7
We Show Up Two Ways Today
In Person
8
5 Ways to Kill Your Reputation on LinkedIn
Kill Your Reputation on LinkedIn #1I 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 ResponseHi 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 ResponseLauren McSorley, Enterprise Sales Executive
14
The Power of a Response“The most impactful invitation I’ve ever received. I’m saving it as an example.”
15
The Power of a ResponseSean Burke, Chief Revenue Officer, Kite Desk
16
Kill Your Reputation on LinkedIn #1Since you’re my friend…
17
Kill Your Reputation on LinkedIn #2I need to see you
18
Kill Your Reputation on LinkedIn #2or just as bad…
19
Kill Your Reputation on LinkedIn #3Thinking you know me…
20
Kill Your Reputation on LinkedIn #3
What you won’t learn on my profile- My hobbies- My neighbors- My pets- The company I keep
21
Kill Your Reputation on LinkedIn #4LinkedIn 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 #4Don’t 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 GameAssume a connection is a relationship
27
Why LinkedIn is NOT a Numbers Game “There’s 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 GameNot social intelligence we need so much—it's
relationship intelligence
Don’t 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 don’t 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
We’re SMARTER
than our buyers
37
Sales professionals can partner more effectively with social buyers by increasing social proximity, presence, and capital
Social proximityGrow social networks and
contribute to conversations.
Social presenceManage a professional identity that is credible,
authentic, accurate, information-rich, and
service oriented.
Social capitalDo 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 profileCreate a professional brand
Prospect efficiently with powerful search and research capabilitiesFind the right people
Discover and share valuable information to initiate or maintain a relationshipEngage with insights
Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships
40
And Pick Up the Damn Phone!
When to Ditch Technology
There’sNO 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 TechnologyDoes your referral source actually know the person you want to meet?
51
When to Ditch TechnologyHave you learned about their relationship with your prospect?
52
When to Ditch TechnologyHave you taken the opportunity to reconnect and help out?
53
When to Ditch Technology• You’re breaking all the rules of social media• You’re giving sales a bad name• You’ve chickened out
54
When to Ditch TechnologyYour Referral Source is pushed out of shape
55
When to Ditch TechnologyTake your conversation offline• Find out if they know your prospect• Share with them why you want a referral• Ask them to introduce you• Have them get the ok from their connection • They send an email introduction
56
Technology addictionTHREATENSpersonal connections
57
Relationships Still Rule“Face-to-face is the original social media.”
Jim Blasingame, The Small Business Advocate
58
• Research from The TAS Group– Referral from inside their company– Referral from a trusted source outside their company
Why Executives Meet with Salespeople
The Truth About Phones
• Alexander Graham Bell• March 7, 1876
60
Your Best DealmakerYou are the ultimate sales technology
Tweet LessTalk more to the customers and contacts who really matter!
Eric Schmidt Said It
“Take one hour a day and turn that thing off. Take your eyes off that screen and look into the eyes of the person you love. Have a conversation, a real conversation." I challenge you to do the same...
63
LinkedIn Resources• Kurt Shaver, The Sales FoundryGet Your Personal LinkedIn Score in 2 Minutes http://thesalesfoundry.com/sell_score/http://www.linkedin.com/in/kurtshaver
• Barbara Giamanco, Social Centered Sellingbarbara.giamanco@scs-connect.comhttp://www.linkedin.com/in/barbaragiamanco/
64
Your Referral I.Q.
1. Take your 14 question Referral I.Q. Quiz http://bit.ly/Wl8p3A2. Submit for your 15 minute consultation3. 10 or more salespeople? Let me know. We’ll create a
composite quiz for your team.4. Get my book: Pick Up the Damn Phone!: How People, Not
Technology, Seal the Deal. At Amazon, & Nook
65
Focused Sales Teams
Win More Business!We can focus your entire sales team in less than 90 minutes with our newest cloud-based system…
The One Page 90 Day Sales Plan®
FREE OFFER:Instructions, sample plan & template for The One Page – 90 Day Sales Plan at
www.onepagebusinessplan.com/90daysalesplan
The One Page Business Plan Company www.onepagebusinessplan.com
The One Page Business PlanContact:(510) 705-8400info@onepagebusinessplan.comhttp://www.onepagebusinessplan.com/
67
Let’s Stay in Touch– joanne@nomorecoldcalling.com– 415-461-8763– @Referral Sales– www.linkedin.com/in/joanneblackreferralsales/
Joanne S. BlackAmerica’s Leading Authority on Referral Selling