Post on 14-Apr-2017
#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?
#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
#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