bta west capture the magic 2015
TRANSCRIPT
![Page 1: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/1.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW TO CREATE LEADS AND CLOSE NET-NEW BUSINESS WITH BUYER 2.0Larry Levine
Social Sales StrategistDealer Marketing
![Page 2: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/2.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MY STORY – STARTING OVER• 27 ½ years in the industry• Los Angeles sales “rat race”• Zero account base• 2014 Results
– >$600,000 in net new business– $1,250,000 in sales revenue
against a $840,000 budget– $1,600,000 pipeline leveraging
LinkedIn relationshipswww.linkedin.com/in/larrylevine1992
![Page 3: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/3.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
1995: ANALOG TO DIGITAL
![Page 4: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/4.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
2015: ANALOG TO DIGITAL
Analog Prospecting Digital Prospecting
Analog Marketing Digital Marketing
![Page 5: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/5.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
BUYER 2.0
Researches Online
1. Empowered with information2. Afraid of making bad
decisions3. Pressed for time
![Page 6: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/6.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
Buyers are 57% of the way through the buying process before engaging with a vendor or sales rep.Consumer Economics BoardSurvey of 1,400 business decision makersHarvard Business Review, July 2012
![Page 7: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/7.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MEET THE NEWEST MEMBERS OF YOUR SALES TEAM
![Page 8: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/8.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
84% of C-level/VP executives surveyed use social media to make purchasing decisions.IDCSocial Buying Meets Social SellingApril 2014
![Page 9: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/9.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW WILL YOU ADAPT TO BUYER 2.0?
57%In Person
Sales
Marketing
Online
![Page 10: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/10.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITAL PROSPECTING
![Page 11: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/11.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
1. 375 million users
2. 200 conversations per minute in LinkedIn groups
3. 12th most popular site in United States Alexa
![Page 12: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/12.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
97 million unique visitors each monthJuly 2015, LinkedIn Q2 Earnings Report
![Page 13: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/13.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
REPS USING SOCIAL SELLING REALIZE A 66% GREATER QUOTA ATTAINMENTTHAN TRADITIONAL PROSPECTING MEANSSales Benchmark Index
![Page 14: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/14.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW DO YOU TAKE ADVANTAGE?
![Page 15: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/15.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITALLY ENHANCED SALES SKILLS
Mine Connections
Connect Build Credibility
RequestMeeting
New Sales Skills Needed
Go Deep & Wide
![Page 16: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/16.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MINING CONNECTIONS LINKEDIN SALES MOMENTGuthy-Renker
![Page 17: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/17.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MINE CONNECTIONS
Advanced Search
![Page 18: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/18.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MIN
E C
ON
NEC
TIO
NS
Second Level Connections &
Group Members
Title
Location
![Page 19: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/19.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
235 ResultsM
INE
CO
NN
ECTI
ON
S
![Page 20: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/20.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
WARNING: THIS COULD BE HAZARDOUS
![Page 21: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/21.jpg)
214.224.0050 x. 302
/in/larrylevine1992
@Larry1Levine
Your LinkedIn profile:1. Does not present you as a
helpful expert
2. Does not capture your target audience
3. Lacks educational content
4. Does not explain why someone should meet with you
![Page 22: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/22.jpg)
214.224.0050 x. 302
/in/larrylevine1992
@Larry1Levine
DIGITALLY ENHANCED SALES SKILLS
Mine Connections
Connect Build Credibility
RequestMeeting
New Sales Skills Needed
Go Deep & Wide
![Page 23: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/23.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
Sales Funnel
1. Connect2. Communicate3. Convert4. Get Meeting
1. Appointments2. Assessments3. Proposals4. Sales
Relationship Funnel
![Page 24: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/24.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
SOCIAL SELLING SEES A 15% CONVERSION RATESales Benchmark Index
![Page 25: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/25.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
![Page 26: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/26.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
LINKEDIN SALES MOMENTCharter School
![Page 27: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/27.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITALLY ENHANCED SALES SKILLS
Mine Connections
Connect Build Credibility
RequestMeeting
New Sales Skills Needed
Go Deep & Wide
![Page 28: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/28.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
EXTRAORDINARY SALES PROFESSIONALS FOCUS ON DIFFERENTIATING THEMSELVES
![Page 29: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/29.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
BUILD CREDIBILITY
![Page 30: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/30.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HEADLINE
BusinessHead Shot
(First Impression)
PersonalURL
Headline: What You Do(Not Your Title)
![Page 31: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/31.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
![Page 32: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/32.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
“Sales Connect Conference – LinkedIn 2014”
![Page 33: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/33.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
POSITIONED MY PROFILE
![Page 34: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/34.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
![Page 35: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/35.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
WHAT SHOULD YOU DO?
![Page 36: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/36.jpg)
214.224.0050 x. 302
/in/larrylevine1992
@Larry1Levine
DailyHabits
Killer Profile
THREE PILLARS OF SUCCESS
Social **Selling Skills**
![Page 37: BTA West Capture the Magic 2015](https://reader030.vdocuments.us/reader030/viewer/2022032513/55d23164bb61eb7a428b47cd/html5/thumbnails/37.jpg)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
NEXT STEPS
Larry Levine
Social Selling Coach
214-224-0050 x.302