LinkedInThe Sandler Way

25 Secrets that Show Salespeople How to Leverage the World’s Largest Professional Network

Part One

CHANGE THE GAME

YOU ARE NOT ALONE

• Social selling is not as hard as it seems

• You are in control of your attitude, behavior and technique

• The computer nerd’s secret weapon: “When in doubt, search for help.”

• You can’t break the Internet…

• You have nothing to lose!

SOCIAL SELLING IS FOR EVERYONE

• What does “social selling” or “Sales 2.0” mean? It’s just selling.

• The learning curve is short

• It’s quicker and simpler than what you are doing now…

• You have control over the process

• You don’t have to change anything already set up, just add to it.

Part Two

CREATING A CLIENT-FOCUSED, CLIENT-ATTRACTING PROFILE

SUPERCHARGE YOUR LINKEDIN PROFILE

• Complete Your Profile

• Claim Your Custom Name

• Claim Your Industry

• Use A Professional Picture

• Use A 30-Second Commercial

THREE LINKEDIN PROFILE “NO-BRAINERS”

• Complete Your Profile to 90%+(All-Star Status)

• Add at least one multimedia presentation, video, or document

• Make sure to attract new prospects, not new job offers

• Change your profile to talk to prospects

CALL THE PROSPECT TO ACTION

• Use the Summary section

• Keep the CTA clear

• Post it in your status updates

• Use a connecting approach, not a hard sell

HARNESS THE POWER OF THIRD-PARTY ENDORSEMENTS

• What is Social Proof? Letting other people say good things about you, so you don’t have to

• Get overwhelming support from your connections in recommendations

• Give more to get more recommendations and endorsements

PLAY IT STRAIGHT

• Don’t try to game the system with keyword stuffing

• Don’t mislead or exaggerate your career information

• Don’t fake recommendations

• No fake name dropping

• Don’t pass along links you haven’t read.

COMPANY PAGES 101

• Use your 30-Second Commercial

• Encourage all employees and clients to follow it

• Like and Share the Company posts

• Spotlight your value and your clients

Part Three

GETTING CONNECTED

USE THE NEWS STREAM FOR LEADS

• Use Sales Navigator to identify key prospects and save leads

• Monitor the news stream for buying signals

• Engage when appropriate

• Look for new connections & warm leads

RAPID RESPONSE CHECKLIST

• Respond within 5 minutes!

• Check the prospect’s profile

• Review the shared connections

• Check their recent activity

STRIKE THE RIGHT CONNECTION BALANCE

• Open Networker – Adds everyone

• Closed Networker – Adds only people they know, like and trust.

• Value Networker – Adds people who bring value to their network

YOU ARE NOT THE COMPANY PAGE

• Don’t try to be the face of the organization

• Pros & Cons of connecting – Connecting too much waters down you network

• Use Sales Navigator to expand your reach without connecting

STAY ON THE RIGHT SIDE OF 500+

• Keep your personal network tight

• The ideal network is around 250 connections

• You will want deep, personal connections with a diverse group of people

• Add connections from “People you may know” only if you know them!

INVEST YOUR TIME IN BUILDING SOCIAL CAPITAL

• Be a Go-Giver, not a Go-Getter

• Emerson’s Law of Compensation: If you want more, give more

• You can share your knowledge, relationships, and appreciation without depleting those assets!

• Invest time in your relationships

5 TRAITS OF TODAY’S B2B BUYER

• Are more technology-reliant than ever

• Can choose from a wide range of products, services, and providers

• Can complete all or most of the decision-making process without you

• Are looking for value-added partnerships with solutions providers

• Have higher expectations for sales reps and solutions providers

4 BEST PRACTICES FOR LINKEDIN GROUPS

• Only join groups that match your business focus

• Mind your manners

• Remember -- no hard sell

• Consider creating and managing a LinkedIn Group of your own

HOW OFTEN SHOULD YOU POST?

• Morning, Noon, & Night

• Share relevant information to your ideal prospects & referral partners

• Vary your content and media

• Use images and videos

STRENGTHEN RELATIONSHIPS WITH PROSPECTS

• Respond in an Active-Constructive Way

• Reach Out in New Ways

• Become a Storyteller

• Make them the Hero

Part Four

SEARCHING FOR QUALITY PROSPECTS

3 DOS AND DON’TS FOR PROSPECTING ONLINE

• Do Connect, Inform, and Engage

• Do Let The Data Work For You

• Do Research the Competition

• Don’t Assume Everyone Is a Prospect

• Don’t Mix Business and Socializing

• Don’t Get So Busy You Go Broke

TARGET SMART

• Use LinkedIn to find new connections to existing prospects

• Use the Advanced Search tool to build a better list

• Discover new leads with Sales Navigator

• Check “People Also Viewed” & “Similar Companies”

STRESS-FREE LINKEDIN REFERRALS

• Ask for email introductions from your connections to prospects

• Search your referral partners connections for ideal clients

• Bring the names to the connection

Part Five

MAKING CONTACT

NINE COMMANDMENTS OF SOCIAL SELLING

1. Provide a Solution That Doesn’t Involve Buying Anything

2. Be Mindful of Their Time When Sharing Content

3. Send a Detailed Agenda in Advance of Your Meeting

4. Make Your Demos Specific to the Prospect’s Problems

5. Lead with Insights

NINE COMMANDMENTS OF SOCIAL SELLING

6. Make Your Prospect Look Good

7. Make Them Feel Understood

8. Share Their Content or Updates Without Pressure to Reciprocate

9. Play Matchmaker

AVOID THESE WORST PRACTICES

1. Pretending to know someone you don’t.

2. Failing to proofread your profile.

3. Not maintaining a professional standard of behavior and visibility.

4. Pretending that everything you do on LinkedIn counts as prospecting.

5. Sending long written sales pitches via InMail.

HOW TO COMMUNICATE WITH CEOS

• Think big picture

• Let them do the talking

• Get into their network

LEAD WHEN YOU DANCE

• Don’t beg for the appointment, get invited in!

• Traditional Selling is peddling, pushing and price games.

• Sandler Selling System is a mutual agreement between equals.

• Qualify your prospects before you present.

• Sell with integrity.

TAKE ACTION NOW!

It’s up to you to use this information…

LinkedInThe Sandler Way

25 Secrets that Show Salespeople How to Leverage the World’s Largest Professional Network

Download the a copy of the eBook at:http://www.effectivesales.sandler.com/linkedin-the-sandler-way