social selling keynote

Social Selling Success Stories: How to Attract New Clients Online

© LinkedIncome 2015. All rights reserved

Social Selling Success Stories: Keynote Address

Introduction:

With more than 300 million members, LinkedIn has become the world’s largest online business

networking site. No longer just a tool for job searchers, LinkedIn has become the premier social

media site in online revenue generation and reputation management.

Other than Facebook and Twitter, LinkedIn is strictly business – and has become a “secret weapon

for B2B activities” such as

Replacing Cold Calling

Generating New Leads

Finding the Decision Maker

Accelerating the Sales Cycle

Connecting with C-level Executives

The State of the LinkedIn Nation:

LinkedIn has more than doubled in size in the past year with two users added every second;

Executives from all Fortune 500 Companies are registered on LinkedIn;

45% of LinkedIn’s members are considered the major decision makers for their companies;

LinkedIn holds the record for the Highest Average Household Income over all other social

networking sites at over $109,000 per member;

There are no distractions - on LinkedIn, you’ll only find individuals with a business mindset,

focused on networking for results.

277% more effective than Facebook & Twitter

In a recent study of over 5,000 businesses, HubSpot found that traffic from LinkedIn generated the

highest visitor-to-lead conversion rate at 2.74%, almost 3 times higher (277%) than both Twitter

(.69%) and Facebook (.77%).

LinkedIn's conversion rate also outranked social media as a channel overall. In other words, of all the

traffic that came to these business' websites via social media, .98% of that traffic converted into

leads, compared to LinkedIn's 2.74%. So why might LinkedIn be the most efficient social channel for

lead generation, and how can you use that to your advantage?



Success Stories abound

According to Harvard Business Review, 87% of company executives believe LinkedIn is the place to

connect and interact with peers and industry leaders. And over 40% of LinkedIn Frequent Users

indicate they have successfully generated revenue based upon their LinkedIn efforts.

According to the Corporate Executive Board, 57% of buying process is complete before talking to

sales. Consumers are also 71% more likely to make a purchase based on social media referrals.

The newly upgraded sales and marketing functionality on LinkedIn now enables you to establish a

marketing funnel and product path online and attract new clients on an ongoing basis.

Early adopters that have piloted the new LinkedIn Sales capabilities, have reported significant

increases in lead generation, including:

IBM doubled the traffic to their seller profiles in one month

40% of Morgan Stanley's financial advisors got business inside of two months

Leading US Technology firm Marketo increased their outbound sales rates by four times

Recent studies have shown that the best in class companies are using social selling 144% more than

their industry peers and that social selling adoption has now become the number one indicator of

top performers in the sales and marketing force.



1st Social Selling Success Factor

LinkedIn Open Networking

Social Selling Success Story: Darrel Rhea, Cheskin

Rhea wasn’t sure how to

leverage his professional

network on LinkedIn

effectively. A quick 10

minutes that he spent

importing his Outlook

contacts to LinkedIn

yielded a chance

encounter with a former

client. One thing led to

the other, and before he

knew it he had signed off

on a $1M project with his

client

Should you be a LION

(LinkedIn Open Net-

worker) or a CAT (only

network with the people

you know, like and trust)?

The answer to this

dilemma lies in the

number 250 and is

something that both

wedding planners and

funeral organisers know

about this number



2nd Social Selling Success Factor

Building Your Personal Brand

Social Selling Success Story: Sasha Strauss

Once you have a complete

LinkedIn profile (and

achieved LinkedIn ‘All Star

Status’), your profile will

rise to the top of Google

results whenever some-

body searches for your

name.Google loves

LinkedIn and both your

personal profile and

company page will boost

your brand’s GoogleAbility

Sasha used LinkedIn to

grow his new company’s

profits exponentially

without placing a single

advertisement.

He describes LinkedIn as

“an authenticity protocol”,

by which professional

contacts come to him pre-

qualified by the network

and accomplishments they

represent on LinkedIn.

Conversely, his business has profited from his robust network and profile that features 53 glowing

recommendations, one of which informs us, “Sasha is a talent so rare, that if he were an animal,

National Geographic specials would be made about him.” His clients include Adobe, IBM, Johnson and

Johnson, Korn/Ferry International, Microsoft, Pepsi, TiVo and Yahoo!



3rd Social Selling Success Factor

Activating Your Content Marketing Machine

Social Selling Success Story: Steven Shimek

Thanks to the recent

changes to its publishing

capabilities, LinkedIn has

become the premier

content marketing

platforms for marketers.

2 out of 3 LinkedIn

members use the network

for keeping up with

business news and 71%

are more confident in the

information on LinkedIn

than any other channel.

Steven, a Senior VP at

Ruder Finn Public

Relations in Los Angeles,

used LinkedIn first to find

his current position, and

then began answering

questions on LinkedIn.

This led to multiple

business developments for

Ruder Finn, not the least

of which was a a $250,000

contract.



4th Social Selling Success Factor

Mining Your Referral Network

Social Selling Success Story: Cathay Pacific

Called the “Three Degrees

of Success”, LinkedIn

enables you to data mine

the networks of your

connections – and to

leverage your own

network to obtain

introductions to their

LinkedIn connections.

According to the latest

research, up to 80% of

new business comes from

referral networking.

Cathay Pacific worked

with LinkedIn to target

members of relevant

international business

Groups, using member

profile information to fine-

tune its profiling.

A combination of Recom-

mendation Ads and

Sponsored Polls was then

used to engage this key

audience, 70% of which

were planning business

flights between the US

and Asia in the next year.



5th Social Selling Success Factor

Replacing Cold Calls with Warm Conversations

Social Selling Success Story: Drew Neisser

“LinkedIn is part of the

fabric of Renegade and

how we do business,” says

Drew Neisser, President of

Advertising firm Renegade.

LinkedIn helps Drew stay

connected with decades of

clients while developing

new ones.

“Cold calls are dead –

LinkedIn enables you to

know enough about

someone to have a warm

conversation.”

Since LinkedIn is built

upon the power of

personal rather than orga-

nisational profiling, it is

the perfect vehicle for

replacing cold calls with

warm conversations,

based upon the personal

preferences of your peers

and prospects.

Done correctly, this can

generate a host of new

leads and opportunities.



About Your Social Selling Coach

Dr Nik (Dr Nikolaus Eberl, PhD) is one of the world's leading experts on

the subject of social selling and how to use LinkedIn to grow your

business. He is currently working for a number of international clients,

from SME's to multinationals (such as IBM, FNB and Altech), and he has

helped his clients attract new clients online and grow their revenue and

reputation through the Social Selling Success System™

To view the social selling success stories and assess your social selling

skills, please go to www.themeerkatmethod.com

All clients receive a signed copy of Dr Nik's book "The Meerkat Method: How to attract New Clients

Online" and have access to the online MasterMind Group "Content Marketing Leaders EMEA"

To apply for your Social Selling Certification, please go to www.socialsellingcertificate.com

Dr Nik has been featured extensively on the following channels:

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