Post on 11-Nov-2014
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Seven Secrets to Selling with LinkedIn
Ted HulsyVP of Marketing, eFolder678-888-0700 x151ehulsy@efolder.net
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A LinkedIn Story
“Hey, we both know Arlin Sorensen… want to join our sushi lunch & learn?”
Recommendation:“Ted Hulsy has been a friend and partner…”
“Anyone who gets that kind of recommendation from Arlin, gets my attention…”
Erik ThorsellBDR Jedi Master
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Change
• Buying process has fundamentally changed– Clients are on social networks– Clients are more informed– Clients are less responsive
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Social Networking Revolution
164 mil 38 mil 37 mil
Monthly visitors:
Source: CommScore, Jan 2012
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Clients are more informed
…and in every industry
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Clients are less responsive
* Source: FTC http://www.ftc.gov/opa/2011/11/dnc.shtm** Source: Connectandsell.com, 2011
210M*
4.5%**
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“It’s not what you know, it’s who you know.”
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“It’s not what you know, it’s who you know.”
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“It’s really what you do with who you know and
who they know.”
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1. Lead by Example
10
Four P’s of Pimping Your Profile:photo, polish, people, and propagate
About.me
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2. Practice Zero Inbox on LinkedIn
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3. Spend Some Money, to Make Some
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4. Find Needles in Haystacks
LinkedIn Premium Filters
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5. Targeted Invites
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6. Leverage Your Second Degree to Sell
Decision Maker YOU
Co-worker
Co-worker
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7. Internal Team Training is Essential
Q&A and Discussion