5 ways linkedin can drive revenue without selling

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5 Ways LinkedIn Can Drive Revenue Without Selling July 22, 2014 Joanne S. Black

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If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. You will learn: 1. The 5 ways to kill your reputation on LinkedIn 2. The big "reveal" why LinkedIn is NOT a numbers game 3. The remarkable latest research you can't ignore about "social buyers" 4. What it takes to get results as a social seller: Listen up 5. When to ditch technology and Pick Up the Damn Phone!

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Page 1: 5 Ways LinkedIn Can Drive Revenue Without Selling

5 Ways LinkedIn Can Drive Revenue

Without SellingJuly 22, 2014Joanne S. Black

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Welcome!I’m Joanne BlackAmerica’s leading authority on referral selling

Introducing Jim HoranPresident, The One Page Business Plan Company

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In 38 minutes…• 5 Ways to kill your reputation on LinkedIn• Why LinkedIn is NOT a numbers game• Latest research on social buyers• Get results as a social seller: Listen up• When to ditch technology and Pick Up the Damn

Phone!

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The Truth About Phones

Alexander Graham Bell

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Contrary to Popular Belief

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Why Social Media?

A place to find connections, begin a conversation, begin a relationship

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Showing Up CountsWoody Allen US movie actor, comedian, & director

“Eighty percent of success is showing up.”

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We Show Up Two Ways Today

In Person

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We Show Up Two Ways Today

Online

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5 Ways to Kill Your Reputation on LinkedIn

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Kill Your Reputation on LinkedIn #1I invite you to join my professional network on

LinkedIn.

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Kill Your Reputation on LinkedIn #1

Not responding to an invitation

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The Power of a ResponseHi Joanne:

I cannot express how much your note meant to me. As a woman, sales person in Tech I've been at a professional crossroads.

Your quick, note recognizing my efforts helped me to reset and focus on what matters and to believe in myself and trust my choices- so thank you!

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The Power of a ResponseLauren McSorley, Enterprise Sales Executive

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The Power of a Response“The most impactful invitation I’ve ever received. I’m saving it as an example.”

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The Power of a ResponseSean Burke, Chief Revenue Officer, Kite Desk

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Kill Your Reputation on LinkedIn #1Since you’re my friend…

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Kill Your Reputation on LinkedIn #2I need to see you

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Kill Your Reputation on LinkedIn #2or just as bad…

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Kill Your Reputation on LinkedIn #3Thinking you know me…

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Kill Your Reputation on LinkedIn #3

What you won’t learn on my profile- My hobbies- My neighbors- My pets- The company I keep

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Kill Your Reputation on LinkedIn #4LinkedIn is NOT a place to sell

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Kill Your Reputation on LinkedIn #4

Do not invite someone and then pitch

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Kill Your Reputation on LinkedIn #4Don’t use Groups to promote your products

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Kill Your Reputation on LinkedIn #5• Do not ask for a referral online

• A referral is an introduction from someone your prospect knows and trusts

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Why LinkedIn is NOT a Numbers Game

500+++

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Why LinkedIn is NOT a Numbers GameAssume a connection is a relationship

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Why LinkedIn is NOT a Numbers Game “There’s a big difference between being the most

connected person and the being best connected person.”

Reid Hoffman, co-founder of LinkedIn

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Why LinkedIn is NOT a Numbers GameNot social intelligence we need so much—it's

relationship intelligence

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Don’t Ignore Social Buyers

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of C-Level and VP-level buyers use social media for B2B purchase

decisions

Social buying is widely practiced among B2B decision makers, especially C-level and VP-level executives

of all buyers use social media for B2B purchase decisions

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Average spend of non-social buyers Average spend of

social buyers

Compared with other B2B buyers, buyers who use social media for purchasing spend 84% more per purchase

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Social buyers also make 61% more purchases on average than buyers who don’t use social

# of purchases made by non-social buyers

# of purchases made by social

buyers

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And social buyers have a higher level of company influence than purchasers who do not use social media

of non-social buyers make purchases for their entire

company, business unit, or multiple departments

of social buyers make purchases for their entire company, business

unit, or multiple departments

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Getting Results as a Social Seller“Leveraging your professional brand to fill your

pipeline with the right people, insights, and relationships.”

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• Our job as salespeople is to provide:- Wisdom- Knowledge- Insights

Getting Results as a Social Seller

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We’re SMARTER

than our buyers

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Sales professionals can partner more effectively with social buyers by increasing social proximity, presence, and capital

Social proximityGrow social networks and

contribute to conversations.

Social presenceManage a professional identity that is credible,

authentic, accurate, information-rich, and

service oriented.

Social capitalDo your social homework

to ensure relevancy before you reach out and

facilitate peer-to-peer recommendations.

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Sales reps that exceed quota engage with prospects 39% more than laggards

Sales reps that that exceed quota have their updates engaged 98% more than

laggards

39%more engagement

98%Engagements received

Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30

Why Sharing Is Important? [Social Capital]

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How Can You Use LinkedIn to Socially Sell?Establish a professional presence on LinkedIn with a complete profileCreate a professional brand

Prospect efficiently with powerful search and research capabilitiesFind the right people

Discover and share valuable information to initiate or maintain a relationshipEngage with insights

Expand your network to reach prospects and those who can introduce you to prospectsBuild strong relationships

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And Pick Up the Damn Phone!

When to Ditch Technology

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There’sNO SUCH THING

as “warm”

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Research on LinkedIn

Your Warm Call Fantasy

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Identify trigger events

Your Warm Call Fantasy

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Discover mutual connections

Your Warm Call Fantasy

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Send an email with your business case

Your Warm Call Fantasy

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Ask for an introduction on LinkedIn

Your Warm Call Fantasy

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Your Warm Call Fantasy

Without a referral introduction…your connection is ice cold

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The “gatekeeper” is on your side

Get a Referral Introduction

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When to Ditch Technology• Never ask for a referral online• A referral is an introduction from someone your

prospect knows and trusts

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When to Ditch TechnologyDoes your referral source actually know the person you want to meet?

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When to Ditch TechnologyHave you learned about their relationship with your prospect?

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When to Ditch TechnologyHave you taken the opportunity to reconnect and help out?

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When to Ditch Technology• You’re breaking all the rules of social media• You’re giving sales a bad name• You’ve chickened out

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When to Ditch TechnologyYour Referral Source is pushed out of shape

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When to Ditch TechnologyTake your conversation offline• Find out if they know your prospect• Share with them why you want a referral• Ask them to introduce you• Have them get the ok from their connection • They send an email introduction

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Technology addictionTHREATENSpersonal connections

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Relationships Still Rule“Face-to-face is the original social media.”

Jim Blasingame, The Small Business Advocate

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• Research from The TAS Group– Referral from inside their company– Referral from a trusted source outside their company

Why Executives Meet with Salespeople

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The Truth About Phones

• Alexander Graham Bell• March 7, 1876

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Your Best DealmakerYou are the ultimate sales technology

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Tweet LessTalk more to the customers and contacts who really matter!

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Eric Schmidt Said It

“Take one hour a day and turn that thing off. Take your eyes off that screen and look into the eyes of the person you love. Have a conversation, a real conversation." I challenge you to do the same... 

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LinkedIn Resources• Kurt Shaver, The Sales FoundryGet Your Personal LinkedIn Score in 2 Minutes http://thesalesfoundry.com/sell_score/http://www.linkedin.com/in/kurtshaver

• Barbara Giamanco, Social Centered [email protected]://www.linkedin.com/in/barbaragiamanco/

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Your Referral I.Q.

1. Take your 14 question Referral I.Q. Quiz http://bit.ly/Wl8p3A2. Submit for your 15 minute consultation3. 10 or more salespeople? Let me know. We’ll create a

composite quiz for your team.4. Get my book: Pick Up the Damn Phone!: How People, Not

Technology, Seal the Deal. At Amazon, & Nook

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Focused Sales Teams

Win More Business!We can focus your entire sales team in less than 90 minutes with our newest cloud-based system…

The One Page 90 Day Sales Plan®

FREE OFFER:Instructions, sample plan & template for The One Page – 90 Day Sales Plan at

www.onepagebusinessplan.com/90daysalesplan

The One Page Business Plan Company www.onepagebusinessplan.com

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The One Page Business PlanContact:(510) [email protected]://www.onepagebusinessplan.com/

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Let’s Stay in Touch– [email protected]– 415-461-8763– @Referral Sales– www.linkedin.com/in/joanneblackreferralsales/

Joanne S. BlackAmerica’s Leading Authority on Referral Selling