Post on 13-Apr-2017
www.tbkconsult.com
The LinkedIn System for landing
1.320 Qualified Leads
Speaker: Steen Helmer
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Partner, co-owner and board member at TBK Consult
Executive in the Microsoft Partner Channel in 20+ years
Management Consultant helping software companies to grow local and global since 2006
Former Danish & EMEA IAMCP board member
BizSpark Connect Partner
Masterclass in Business Model Generation &
Value Proposition Design framework
Certified LinkedIn expert & trainer
Steen Helmer
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How to build a massive LinkedIn referral network AND how to attract hundreds of the most influential referral
sources in your market....within just a few months.
How to stay TOP OF MIND with your target audience for years to come (mostly on autopilot). When a deal
crosses their plate, YOU'RE THE ONE THEY THINK OF.
A step-by-step strategy for getting targeted referrals. It's ridiculous how effective this strategy is and how effective
it is at opening conversations with potential clients.
EXACT SCRIPT’s that you can use to achieve a 70% hit rate with even the most high-level decision makers!
How to position your profile so everybody knows YOU are the #1 leader in your area
A formula you can use to understand exactly how much work you need to put in to achieve your specific income
goals
This is not theory. Everything we are going to show you is based on practical experience from the software
industry and our own business.
How to get local support to implementation and execution of your own LinkedIn Lead Generation Strategy
The Promise
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Content
How to set up a simple system within LinkedIn
that consistently generates leads and
opportunities!
An easy to use and mostly automated LinkedIn drip
marketing system to keep you top-of-mind with
thousands of prospects.
How to attract new clients from this network within
months!!
With this training you'll have a repeatable system for
landing new clients.
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omThe Most Common Business Mistakes
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omChange of the Customer Journey
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What’s Changed the Way We Manage Customers?
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omMajor Trends
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omMajor Trends
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omMajor Trends
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omMajor Trends
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omMajor Trends
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Decisions involve more people than ever before
Major Trends
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Decision makers rely on Social Media
Major Trends
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Decision makers now ignore cold outreach
Major Trends
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omMajor Trends
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How Important is LinkedIn?
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om6 Steps to Success
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omStep #1
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omStep #2
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omStep #3
Inbound Outbound
Marketing
Sales
Farming
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omStep #4
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omStep #5
Do you use social media to market your business?
IGNORING
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omStep #6
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omThe Plan
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om“Leads” are Different For Everyone
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omHow to get started?
• Get familiar with your business model?
• What is your customer value proposition?
• Who is your ideal customer?
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Optimize Your Profile to Convert Views
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It’s Personal“Social selling is leveraging your own professional brand and social
network to gather insights and connections, then using that information
to help you discover new opportunities, sell, and get business done.”
In other words, social selling starts with each sales professional’s
personal brand and online activity.
Each salesperson is responsible for making connections, sharing
insights, and building relationships.
What is Social Selling?
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Encourage each of your salespeople to build their own brand.
Make sure they have completed, optimized LinkedIn Profiles.
Partner with the marketing department to provide quality content
for your team to share, and encourage them to be active on social
media where their potential customers are.
How Sales Leaders Can Help!
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Goals & KPIs Top-performing salespeople tend to score
high in all six of the following metrics:
1) Number of connections and followers
2) Number of personalized connection requests
3) Connections at key accounts
4) Number of “get introduced” requests
5) LinkedIn Group participation
6) Overall activity: number of likes, shares, and comments
There’s a common misconception that
social selling is composed of “soft”
activities that are hard to quantify.
In reality, social selling efforts are just as
measurable as any other sales activity.
Your team is far more likely to be
successful if they have concrete goals
and KPIs for their social selling efforts.
It’s Measureable!
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This process averages
70% favorable response rate
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All of this can be done using the
FREE LinkedIn account!
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omThe Plan
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omThe LinkedIn Funnel
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omLevel 1: Let’s Connect
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omConnection Request
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omLevel 2: Want to Join?
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omLevel 3: Are You Going?
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omMedia Contact Script
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omWarm Introduction Method Script
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omName Drop Method Script
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Setting Up Your Foundation
The 3 Things You MUST Do Before Anything Else:
1. Develop your “Ideal Prospect Profiles”
2. Optimize your profile to convert views into LEADS
3. Join the RIGHT LinkedIn Groups
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Searches
• Basic Search
• Advanced Search
• Boolean Search
• Saved Search
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omAdvanced Boolean Searches
• You can use brackets on top of the other 3 Boolean operators (AND, OR and NOT)
• Simply add brackets when you want to make group statements. Let’s assume you are looking for decision makers in
the sales or marketing field. Then, a group statement would look like this: (marketing OR sales). In this case, you
would be looking for anyone with a marketing or sales background. Now, if you combine this with (manager OR
director OR VP), you will find a combination of people at these different levels.
• So, what is the next step up? It is creating a combination of these two: (marketing OR sales) AND (manager OR
director OR VP). If you type in this search string in the Title field in LinkedIn’s advanced search, your results will have
people who are a marketing manager, a sales manager, a marketing director or a sales director.
• Finally, just as in math, you can combine different levels of parentheses too! Here is an example: ((Chief AND
Officer) AND (Executive OR (Operational OR Operations) OR Marketing) OR (CEO OR COO OR CMO)).
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omWho’s Viewed Your Profile?
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omIs is the RIGHT PEOPLE who views your profile?
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omIs is the RIGHT PEOPLE who views your profile?
Copenhagen
IT & Services
Software
Director
Owner
Manager
PartnerInternet
Telecom
Marketing
South Jutland
Sealand
Central Region
Nothern Region
Denmark
Funen
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omHow can we measure our activities?
• Number of Followers on personal and company profile
• Personal Profile Rank
• Number of connection requests
• Number of Views on personal profiles
• Number of meetings/calls initiated from LinkedIn activity
• Number of Updates
• Xx% updated personal profile
• Adding Rich Media to the profiles
• Establishing a Company profile aligned with website
• Number of Posts on personal and company profile
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omHow to Meassure your Effort
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omLinkedIn Daily Success Routine
Be A Connector
Engage Contacts
Who’s Viewed Your Profile
Join & Start Discussions
Find Content
Share Content
Create Content
LinkedIn Publisher
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Your Commitment
Initial One-Time Setup
Develop Your Prospect Profile 1 Hour
Optimize Your LinkedIn Profile 2 Hours
Join the Right LinkedIn Groups 2 Hours
Ongoing Monthly Marketing & Outreach
Reach Out to 6 Prospects / Day 10 Minutes per Day
Setup of Top-of-Mind Campaign 1 Hour per Month*
Follow up with Leads in Your Inbox 5 Minutes per Day
18 Minutes per Day!!
*1 hour per month averages out to 3 minutes per day
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omTactical Plan
• Approval on:
• Objectives
• Goals
• Roles
• Resources
• Implementation
• Trainings
• Execution
• Support
• Follow up
• Measurement
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Let’s Talk ROI
6 prospects each day…..leads to 1.320 total prospect
leads over the course of 12 months.
Based on your ROI calculations:
1. What % of prospects you speak/meet with will be interested in your
products/services?
2. What % of those will you close?
3. What is a typical new client worth to you?
Your revenue generated:________________
Is that an acceptable ROI for you?
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omWrap Up
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Full day workshop from 9 am to 5 pm
- Connect with me on LinkedIn if you are interested -
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Need help!
Steen Helmer
+45 4040 9099
she@tbkconsult.com
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omTBK Consult - videos
Why our clients use us
How we operate
What we do
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om The success factor for every networker is to Always Be Building
your network of connections and opportunities.