how to turn linkedin into a powerhouse lead generator

Michael (Mike) Clark

@ReallyConnect @MikeClark03

company/really-connect

groups/ReallyConnect

Reallyconnect.com

How to Turn LinkedIn Into a

Powerhouse Lead Generator for

your Business!

Why LinkedIn & Social Selling?

5 step strategy to be successful on LinkedIn

3 fundamental principles of (online) networking

Passive: Tips for an Attractive LinkedIn Profile

Active: 3 strategies to build a high quality network

Company Profile

Proactive: 5 of 11 ways to find new clients via LinkedIn

7 Stages of rolling out a Social Selling Strategy

Agenda

Who are we?

Who are we?

World's 1st certified LinkedIn training company in 2010

Worked with over 500 corporate and enterprise clients

Operations in Benelux, UK and Ireland

18 certified trainers, delivering training in 9 languages

Specialise in rolling out LinkedIn, Social Selling, Social Recruiting and

Employer Branding strategies - company wide

+ 500 other corporates & 1000’s of SMEs

What are your thoughts/feelings of LinkedIn?

What are the main outcomes you’d like to get out of today?

Question

How has LinkedIn changed business?

How much of the decision making process is complete

before someone reaches out to a sales person?

60%! (IBM)

What does this mean for you, your sales, marketing and

company?

Largest professional social network in the world

332 million globally

17+ million UK

80+ million Europe

It captures the TRUST in your network

Connect with your ideal prospects in leverage-able, time saving ways

Keeping your business front of mind to the right people in the right time

Why LinkedIn?

Social selling is about identifying and leveraging the

TRUST (via social media) that is already in your

network with a view to expand and enhance your

business through relationships

What is Social Selling?

Social Selling Index

Why use the Social Selling Index?

Biggest Mistake?

Using LinkedIn as

a (passive) billboard

instead of

a (proactive) tool

3 Biggest Problems

Not having clear goals

Not knowing who the people in the best position are

to help you reach those goals

Not measuring activity or knowing how to?

5 Step Success Strategy

1. Define a specific goal

2. Think of the people in the best position to help you reach your goal

3. Use “Advanced Search”

4. Look at the list for common contacts

5. Ask the person you have the best relationship with for a Magic Mail

Results you can expect

Why LinkedIn & Social Selling?

5 step strategy to be successful on LinkedIn

3 fundamental principles of (online) networking

Passive: Tips for an attractive LinkedIn Profile

Active: 3 strategies to build a high quality network

Company Profile

Proactive: 5 of 11 ways to find new clients via LinkedIn

7 Stages of rolling out a Social Selling Strategy

Agenda

Fundamental Principle 1

the REAL Power is in the 2nd Degree

1st Degree: everyone knows 250 people

2nd Degree: those 250 know 125 = 31.250

3rd Degree: 31.250 * 125 = 3.906.250

4th Degree: 3.906.250 * 125 = 488.281.250

5th Degree: 488.281.250 * 125 = 61.035.156.250

Fundamental Principle 1

the REAL Power is in the 2nd Degree

Fundamental Principle 2

the Networking Attitude

Networking Attitude

= sharing information in a reactive and proactive way

without expecting anything immediately in return

“Give and Receive”

Fundamental Principle 3

the “Know, Like & Trust” Factor

“All things being equal people do business with

– and refer business to – people they know, like and trust.”

Bob Burg (USA), Networking Expert

Why LinkedIn & Social Selling?

5 step strategy to be successful on LinkedIn

3 fundamental principles of (online) networking

Passive: Tips for an attractive LinkedIn Profile

Active: 3 strategies to build a high quality network

Company Profile

Proactive: 5 of 11 ways to find new clients via LinkedIn

7 Stages of rolling out a Social Selling Strategy

Agenda

Attractive Profile?

1st Impressions

How important are 1st Impressions?

Nowadays, where is your 1st Impression taken?

How to create an attractive Profile?

Picture

Name

Professional Headline

Summary

Experience

Skills & Expertise

Profile Picture?

3 Active Strategies To

Build a Quality Network

Build Your Network

1. Build Your Network

Colleagues

Alumni

People You May Know

Add Connections

Clients, Suppliers, Friends, Partners…

2. Manage Your Networks

3. Become a Thought Leader

Copyright © 2014 | Scredible PLC | All registered trademarks and material acknowledged

This material and marks are proprietary to, and the sole property of, Scredible PLC.

www.Scredible.com

Thought Leadership

Mastery!

Copyright © 2014 | Scredible PLC | All registered trademarks and material acknowledged

This material and marks are proprietary to, and the sole property of, Scredible PLC.

Why LinkedIn & Social Selling?

5 step strategy to be successful on LinkedIn

3 fundamental principles of (online) networking

Passive: Tips for an attractive LinkedIn Profile

Active: 3 strategies to build a high quality network

Company Profile

Proactive: 5 of 11 ways to find new clients via LinkedIn

7 Stages of rolling out a Social Selling Strategy

Agenda

Company Page

How to use Company Profiles?

Visibility

Overview

Products & Services (Showcase Pages)

Followers

Recommendations

Status Updates

Careers

Job openings

Banners, movie clips…

Metrics

Showcase Pages

5 of 11 Ways to Find New Clients

Success Story - >£150,000 in sales

“Through applying the Really Connect LinkedIn strategies, I’ve

put more than £400,000 into my pipeline and closed

>£150,000 in sales in the past year alone!”

6 Ways to Find New Clients

1. Search Name

2. Advanced Search

3. Browsing in the network of your network

4. Searching in the network of your network

5. Sales Navigator

Why LinkedIn & Social Selling?

5 step strategy to be successful on LinkedIn

3 fundamental principles of (online) networking

Passive: Tips for an Attractive LinkedIn Profile

Active: 3 strategies to build a high quality network

Company Profile

Proactive: 5 of 11 ways to find new clients via LinkedIn

7 Stages of rolling out a Social Selling Strategy

Agenda

The 7 steps on your Social Journey?

Awareness

Interest

Fears

Concerns

Insight

Inspiration

1 2

Aspiration

Goals

Objectives

Roles

Duty

Sponsoring

3

Strategy

Content

Rollout

Budget

Support

4

Content

Plan

Approval

Execution

5

Rollout

Training

Coaching

Webinars

Blended

6

Metrics

Tracking

Tracing

Scoring

Adapt

7

Scale up

Next Level

Location

Language

Best

Practices

How to roll out a Social Selling/Recruiting Strategy

In-Company Training & Consulting –

Awareness or Strategy Session

Starting with a complimentary consultation

Hand in your business card to receive a free digital

copy of our book.

Plus a free copy of - How to Roll Out Your Social Strategy - brochure

How can we continue to help you?

Review your notes and identify the 3 things that stood out for you

that you’re going to action

When will you do these?

Who else needs to be involved?

What are you going to action?

Michael (Mike) Clark

@ReallyConnect @MikeClark03

company/really-connect

groups/ReallyConnect

Reallyconnect.com

How LinkedIn Has Changed the

Game of Business, & What You

Can do to Profit