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BUST THROUGH LINKEDIN LEAD GENERATION MYTHS.And Crush Your Social Sales!

Viveka von Rosen

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1. What is this Social Selling Stuff Anyway?

2. Im an All Star and Thats Enough

3. Theres No Good Prospects on LinkedIn Anymore

4. My Network Is Too Small to be Useful

5. Publisher is a Waste of Time

ALSO.....

LINKEDIN MYTH BUSTING AGENDA

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There Will be Ninja Tricks!

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1SOCIAL CONVERATIONAL SELLING - AND

WHY ITS IMPORTANT TO YOUR LEAD GENERATION

Social Selling is the process of using your professional brand to fill your pipeline with the right people, insights and relationships.

@KokaSexton

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Social selling works with anyone on social who is willing to engage with you . from a one-time consumer - to a lifelong loyal corporate client.

Who Social Selling Works With

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Can You Even Sell on LinkedIn?LinkedIn is about relationships and engagement. While LinkedIn can be a great lead generation machine it's not a place to scrape unsuspecting prospects into a list they never signed up for.

-@LinkedInExpert

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+ Credibility+ Research + Engagement Tools + Conversations+ TOMA + Ability to Close= SALE!

Recipe to Conversation Selling Success

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FOUR LINKEDIN MYTHS

The Truthand

The Solutions

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MYTHONE

IF I BUILD IT THEY WILL COME

TRUTH #1

An All Star Profile doesnt mean youll convert profile views into clients

Make it easy for your high quality leads to contact (not just connect) with you.

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REAL STORY

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1. Put your phone number and your email address on your background or hero image.

2. Use a Google Voice Number and an unique email address so that you can easily track where your leads are coming from.

3. NEW UI has a new template, but the above strategies should still work

POWER ACTION ONE

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Use a calendar tool like TimeTrade or Calendly.com Add to your Summary section, Website section

and Publisher PostsA lot of the folks who find your profile know they need you, but they dont necessarily need you right that second. Make it easy for them to book sometime with you in the near future on their timetable.

POWER ACTION TWO

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MY PROSPECTS ARE NOT ON LINKEDIN

MYTHTWO

TRUTH #2

Enough of high quality leads use LinkedIn to make it a viable tool for you.

If you are not finding your ideal prospects on LinkedIn, its probably because you arent looking in the right places or using the right tools.

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REAL STORY

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Make sure to use LinkedIns Advanced Search to find exactly the right leads. If you are not getting enough results, use the Boolean modifier OR to include more search terms.

Example CEO OR founder OR owner OR partner.

If you are getting too many unqualified results, use AND and NOT to refine your search.

Example: CEO AND Medical NOT consultant.

POWER ACTION THREE: Current UI

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Save your searches! You can save up to three searches on LinkedIn with the free account.

Once you have saved a search, LinkedIn will send you new prospects who fall into that search algorithm every week!

..Then all you have to do is follow up with them!

POWER ACTION FOUR: Current UI

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Use Google to do Boolean Searches:

Site: LinkedIn.com/in CEO AND Medical NOT Consultant

Save the URLs of your current searches

Upgrade to Sales Navigator (and import your Tags and Notes Immediately!)

POWER ACTION: NEW UI

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I DONT HAVE ENOUGH CONNECTIONS TO MAKE LINKEDIN WORK

MYTHTHREE

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I dont have enough connections on LinkedIn to make it worth my time. And

most of them are spammers anyway, or at least not high-quality leads.

TRUTH #3 There are Spammers on LinkedIn. There are also some really quality people you should

be connecting and engaging with! LinkedIn is not necessarily a numbers game. Dont

be a connections hoarder or LION. .With a little effort and a few strategies you can find and nurture enough prospects to really build your business

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REAL STORY

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Organize your Connections! Tag your 1st level connections and organize

them in such a way that makes sense to you Systematically and consistently communicate

and engage them

POWER ACTION FIVE

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Export Your Connections (Data Export Tool)

Import into CRM of Choice

Use Nimble.com

Use Dux-Soup Extension

Use SalesWingsApp.com

POWER ACTION: NEW UI

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BOB BURG SAYS, PEOPLE DO BUSINESS WITH PEOPLE WITH THE PEOPLE

THEY KNOW, LIKE AND TRUST.

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Build the KLT Factor with content marketing.

If you disseminate the right kind of content on a consistent basis, it WILL increase the KLT (know, like and trust) factor.

You will build personal brand awareness by sharing updates daily, writing posts consistently, and sending regular private messages to your connections.

POWER ACTION SIX

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LINKEDIN PUBLISHER SUCKSMYTHFOUR

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TRUTH #4While Publisher Posts no longer

consistently get the views they

used to, engagement is still

substantially greater than in

blog posts

And engagement = business!

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Publisher Best Practices1. Branded and Cohesive Visuals2. 900- 1400 words3. Use of all features4. Added media5. Calls to action6. Contact info7. Bio section8. Share often on social9. Have your Influencer friends share

POWER ACTION SEVEN

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Create a Header/Hero Image and add contact info

Use your calendar/appointment tool on LinkedIn

Use Advanced and Boolean Search to find your perfect prospects (or upgrade to Sales Nav)

Save your searches and follow up on leads

Tag and organize your connections

Follow up

Consider Using Publisher

Wrapping Up

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AFRAID OF THE NEW UI?(Me Too!)

This Should Help!

bit.ly/linkedinbound

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Q&A

bit.ly/linkedinbound

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Q&A viveka@linkedintobusiness.com

@LINKEDINEXPERTbit.ly/linkedinbound

mailto:viveka@linkedintobusiness.com

Slide Number 1Slide Number 2There Will be Ninja Tricks!Slide Number 4Slide Number 5Who Social Selling Works WithCan You Even Sell on LinkedIn?Recipe to Conversation Selling SuccessSlide Number 9Slide Number 10Slide Number 11Slide Number 12Slide Number 13Slide Number 14Slide Number 15Slide Number 16Slide Number 17Slide Number 18Slide Number 19Slide Number 20Slide Number 21Slide Number 22Slide Number 23Slide Number 24Slide Number 25Slide Number 26Slide Number 27Slide Number 28Slide Number 29Slide Number 30Slide Number 31Wrapping UpSlide Number 33Slide Number 34Slide Number 35