Bert Verdonck & Mike Clark @BertVerdonck @MikeClark03

Synergy Conference – Istanbul – April 2013

Who is Really LinkedIn?

Customer & TBK Partner Value Proposition

Really LinkedIn Training Packages

How to sell our Training Packages

The TBK Consultants role

Really LinkedIn’s role

Next Steps – a special offer for you

Questions

Agenda

BackgroundEurope’s #1 LinkedIn training organisation.

Track record of more than 450 organisations.

International team in place, including seasoned LinkedIn trainers.

Trainers speak multiple languages.

Best selling book “How to REALLY use LinkedIn” in 5 languages.

250 books given as part of induction process @ LinkedIn EMEA HQ.

Experience in corporate programmes (LinkedIn Strategy Matrix).

Bespoke sessions for every customer.

LinkedIn asked us to become the first in 2010.

Customer Value PropositionChallenges Software companies that hire us face:

They have no clear social media strategy or goals

Traditional sales channels are less effective than ever before

Struggling to make understand how to make social media work for their company

What they’re looking for

To use LinkedIn and social media more effectively

To see a Return on Investment for their social media (LinkedIn) activity

Qualified prospects

New customers

Customer Value Proposition

Benefits of the training they’ll receive

They’ll learn and apply new LinkedIn Lead Generation strategies

New LinkedIn techniques to find customers faster

Enhanced online branding

Ability to track, measure and record their LinkedIn activity

Increased confidence to use LinkedIn effectively to achieve their business development (and recruitment) goals

New customers regularly!

Partner Value PropositionBenefits you’ll receive through our collaboration

New revenue stream/s for you (20%)

Your clients will receive more customers through our trainings

Through helping them be more successful, you’ll be more successful

We’ll contribute and support you to hit your KPI’s

Our training will become a ‘Door-Opener’ for new opportunities

You’ll be able to expand your service range

As a result you can attract new types of different clients

LinkedIn Profile Matrix©

EMPLOYED NOT EMPLOYED

NOT LOOKING FOR A JOB

CEO, spokesperson (Active)

Sales (Proactive)

Recruiting (Proactive)

Hiring Manager (Proactive)

Marketing (Active)

Experts & Consultants (Active)

Others (Passive)

Student

LOOKING FOR A JOB Job Switcher

Student

Unemployed

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Types Of Training Services We Deliver

Keynote presentations (100 to 3000+)

Small Group or Open Workshops (13-99 people)

Training Workshops 8 -12 people (per trainer)

Consultancy & LinkedIn Strategy

Executive LinkedIn Coaching (1-2-1)

Webinars, home-study courses & products

Creating Social Media Policy

Top/Down & Bottom/Up

LinkedIn Strategy Matrix© for OrganisationsPASSIVE STRATEGIES ACTIVE STRATEGIES PROACTIVE STRATEGIES

Organization

Branding, Job Openings, Products & Services - Company Profile

Branding, Ads, Job Posts, Interaction- Advertising Solutions (fee)- Talent & Sales Solutions (fee)- Company Status Updates

Find:- Talent Solutions (fee)- Sales Solutions (fee)

CEO, Managers

Branding & Lead Generation- Personal Profile- Rich Media

Branding, Visibility, Interaction- Status Updates

See below (all co-workers)

All Co-workers

Branding & Lead Generation- Personal Profile- Rich Media

Branding, Visibility, Interaction- Group Managers of internal and alumni Groups or external Groups- Active member of internal and external Groups- Status Updates- Share information & use Polls- Attend events and use (Sub)Groups

Find:- New customers- New employees- New partners- New suppliers- Project members- Internal and external expertise

Fundamental Networking Principles

Training for passive profiles

Training for active profiles

Strategical session with management team

Tactical session (Part 1 & Part 2) with management of marketing, sales & recruiting

Pilot Training & Evaluation with “Ambassadors”

Awareness sessionfor all co-workers

Classroom Training for proactive profiles

TrainingLinkedIn 1

Training LinkedIn 2

Training LinkedIn 3

Home StudyCourses Webinars

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Prices, excluding travel & expenses

Bert Verdonck

Type of service Price range

Keynote Speaking Fees 3,000 € first hour1,000 € additional hour(s)

Half Day FoundationOr Advanced Training

1,000 € up to 2,500 €

Full Day FoundationOr Advanced Training

1,500 € up to 3,500 €

Consultancy 1,000 € up to 3,500 €

Coaching & Mentoring 250 to 400 €/hour, min. 2 hours

Open workshops 250 € up to 500 €/person

Products, webinars, books Variable

How to easily sell our LinkedIn TrainingSimple steps to make it easy for you

Act as the introducer – arrange online conference meetings for us

We’ll do 1-2-1 or small group online meetings with your clients

You choose to participate in these meetings or not (your choice)

Use our ‘Key Questions Guide’ to ask your clients

We’re here to support you – lets arrange a Conference Call with your Country’s consultants

Bert Verdonck

Key Questions Guide - to ask your clientsWould you be open to additional LinkedIn strategies for finding

new customers?

How effectively are your sales and marketing (or HR) teams using LinkedIn to find new customers?

Can your team track and measure their LinkedIn activity and results?

Are they still cold calling, but finding it’s not so effective anymore?

Do you feel like you’d like to use LinkedIn more effectively, but you’re not sure how?

Would you be open to talking to our LinkedIn experts who can show you how to find new clients via LinkedIn?

Bert Verdonck

How the training will be delivered

1. Initial assessment meeting (arranged by you)

2. Questionnaire (completed by client)

3. Proposal

4. Agreement to proceed

5. Preparation

6. Delivery

7. Follow Up (varied)

Bert Verdonck

The TBK Consultant’s role

Spotting opportunities

Act as the introducer

Arrange meetings

You’ll be involved & informed of every step – with minimal effort

Bert Verdonck

Really LinkedIn’s roleInform and educate you of our services

Provide marketing collateral – resource centre (via Dropbox)

Be available for meeting and appointments

Train you up on our programs – special offer for you

Write up proposals

Run everything past you first

Treat your clients with the utmost respect

Deliver the training & follow up

Give you feedback

Pay you commissions

Bert Verdonck

Necessary Details

80/20 commission split

Fees paid 50% upfront & 50% upon completion

Next Steps

Lets connect! Arrange Country conference call with your consultants

Our gift to you…

Free access onto our online 3day LinkedIn product – to become a LinkedIn Ninja Turtle (Master)

Plus, we’ll provide monthly webinar training to support your implementation of strategies

Let’s build a winning team

together!