Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14

1. Ask for Referral

2. Clear Pitch

3. Recognise Need

4. Refer by Name

5. Look you Up

6. Connect

7. Convert

8. Delighted Clients

Social Star Client

Referral Process

http://www.socialstar.com.au/socialstar-blog/2014/10/23/attract-more-referrals-from-your-network-using-linkedin

www.socialstar.com.au

A bit about Me

http://www.andrewford.com.au/

Three Bonus Offers


Why?


The Stats

It Works Because

“90% of people trust a peer recommendation and only

14% trust advertising”

- Eric Qualman


The Proof

“Only 4.4% of all emails are actually being opened (let alone read)”

“Only 1-3% of cold calls lead to an appointment”

“84% of all B2B decision makers begin their buying process with a

referral”

- Google, HubSpot, SmartCompany


ATTRACT RATHER THAN FIND

The Referral Strategy


The Challenge

HOW TO STAND OUT?


The Options

LEAD PEOPLE TO YOU


BE FOUND - CONTENT IS THE KEY

The Key Bit


The Value of Referrals


• What is the average value of a new client? • What is the annual value of current clients?• How much does it cost to get a new client?• What is your profit margin of a new client?• How much would you invest to get one new client?

Annual value – cost of acquisition = $ value of a referral

Process


1. Ask for Referral

2. Clear Pitch

3. Recognise Need

4. Refer by Name

5. Look you Up

6. Connect

7. Convert

8. Delighted Clients

Social Star Client

Referral Process

Step 1 – Ask for the Referral• Highly satisfied

clients will give you a referral

• Let them chose the method they refer

• Get written ones on LinkedIn


Step 2 – A Clear Pitch• Can your clients repeat your pitch?• Make sure it is in your specific niche

• Your LinkedIn Tag line is the start


Step 3 – Recognise Need

• If a friend mentioned a problem would they thing of you?

• Keywords are great triggers but have to be specific to you

• These words need to be throughout your online profile


Step 4 – Refer by Name

• Your clients will tell someone about you by your name

• Can you be found?• LinkedIn has the

highest search rankings of any social network


Step 5 – Look You Up• 78% of clients will look you up!• If they can’t find you they will move on


Step 6 – Connect

• You can’t see or connect to people you arn’t close too

• Are your contact details easy to find?

• Be where your customers want to find you.


Step 7 – Convert

• Getting online to offline is the key

• Does your brand match reality?

• Authenticity is the key


Step 8 – Delight Clients

• Only highly satisfied clients will refer you

• Net promoter score – 8,9,10/10 counts

• These are the clients to ask for a LinkedIn reference


How?


Social Star Process


TAGLINE

BIOGRAPHY

WEBSITE

PHOTOGRAPHY

SOCIAL MEDIA

Step 1 - Photography


Step 2 - Personal Tag Line

Expert Marketer and Communicator, passionate about Personal Branding to attract more opportunities to your business


Step 3 – Descriptive Biography


Step 4 – Personal Website


Step 5 – Social Media


IF YOU ARE A BUSINESS PROFESSIONAL AND YOU DON’T HAVE A STRONG

LINKEDIN PROFILE YOU’RE MISSING OUT ON

VALUABLE OPPORTUNITIES TO CONNECT AND GROW

YOUR BUSINESS


Why LinkedIn for Business

• Worlds largest professional network on the Internet

• 6 million users in Australia – 1 in 3 business people

• 40% of users check their profile daily

• Only social media in China


https://www.linkedin.com/profile/view?id=4042960&trk=spm_pic

Statistics

• 93% of Marketers rate LinkedIn as effective for generating leads

• 65% of companies acquire B2B leads through LinkedIn

• LinkedIn drives more traffic to B2B blogs and sites than Twitter, Facebook and G+ combined

• LinkedIn members are 50% more likely to engage with a company they engage with on LinkedIn

• Profile 11 times more likely to be viewed with a photo



Statistics

Harvard Business Review:

“Top Salespeople use LinkedIn to sell more”

How do they use the tool?

• Research people on LinkedIn prior to meetings

• Research competition

• Monitor a prospective customer’s connections

• Engage prospective customers

• Keep existing customers informed about company’s offerings

(http://blogs.hbr.org/2013/04/top-salespeople-use-linked/)



Action


Next Steps• Build your LinkedIn profile • Make your Facebook and other sites

private• Create a G+ account• Buy your personal URL• Connect to your audience• Create a content plan to talk to your

audience• Pitch!


www.creatingapowerfulbrand.com

Offer 1 - Book

Everyone who attended today will receive a digital copy of my book ‘Creating a Powerful Brand’


www.creatingapowerfulbrand.com

Offer 2 – 1 hour brand review• Complementary 1 hour brand review –

only 12 spaces! • First in, best dressed• Register here and include the description

‘referral webinar’• www.socialstar.com.au/work-with-us


http://www.socialstar.com.au/work-with-us/

Offer 3 – LinkedIn Workshop

If you are in Brisbane November 26th LinkedIn 1 Day workshop

Early bird of only $197 – exp Nov 11th

Only 20 places available

Book here

www.howtouselinkedin.com.au

Book before Monday 10thNov 5pm EST – Dinner with me after the workshop, my

shout!


http://www.socialstar.com.au/linkedin-workshop

http://www.howtouselinkedin.com.au/

V

Remember...


Q&A


Connect With Me

Andrew Fordlinkedin.com/in/personalbrand

www.andrewford.com.au




Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14

Business

Transcript of Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14