social selling linkedin case study
DESCRIPTION
The last few years have seen the sales sphere undergo dramatic changes with the adoption of Web 2.0 and social media. The latter has been singlehandedly responsible for increasing the scale and reach of your networks. Web 2.0 has transformed the way we interact, with the buying process starting and ending online. No face-to-face meetings. Social selling (or Sales 2.0), is the response to these changes that have occurred in customer behavior and the buying process. How does LinkedIn fit into this? Consider for a moment that you’ve turned on your laptop on a Monday morning. Logging in to your LinkedIn account you find a “request to connect” from a potential client halfway across the world. You accept his/her request. An hour or two later you get an enquiry from your new connection for information about your products or services, a joint-venture proposal or some other details which could lead to a mutually beneficial business relationship. This is a classic example of social selling via LinkedIn. Instead of relying on traditional methods such as referrals, you get leads from clients business owners interested in building a relationship with you, with the likelihood of culminating in a sale. To read the rest visit our solomoIT Academy blog site and view our 5 parts series on LinkedIn L.E.A.D.S.TRANSCRIPT
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Social Selling (Sales 2.0):
LinkedIn – Case Study
Presented by:
Logan Nathan
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Digital Marketing Success in 2013 and
beyond…
Its all about referral LEADS
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Social Media for Business - Facts in 2013
89% Business exposure
64% Lead Generation
69% Marketplace intelligence
62% SEO increase
62% Reduced expenses
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What is Social Selling?
A Growing Sales
Technique: Building
Timely Referral LEADS
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What is Social Selling?
LEADS
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What is Social Selling?
LEADS
Transparency
Relationship
Uniqueness
Simplicity
Timing
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What is Social Selling?
Sharing
Openness
Communication
Intelligence
Activity
Leadership
LEADS
Transparency
Relationship
Uniqueness
Simplicity
Timing
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Why Social Selling?
FUNDAMENTALS are…..
Broken on Traditional Sales
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Why Social Selling (Sales 2.0)?
Finding your Products/Services
Understanding your Products/Services
Networking beyond traditional means
Demand for better Products/Services for LESS
Access to Information Instantly
Mobile devices
Education available globally
No Borders/Barriers
Technology Enablers – Social Local & Mobile
Available 24 x 7
Leaders to role model
Smart Mobile Innovation
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The Power of Social Media
Why Social Selling?
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The Power of Social Media
Why Social Selling?
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Social Selling – How?
Intelligence Gathering
News Updates
Finding Target Market
Leverage Your UBPs
Utilising Key Social Platforms
Educating Yourself
Networking in the Community
Connecting beyond borders
Engaging with Target Market
Relationship Addict
Timely Referrals
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Transparency
Relationship
Uniqueness
Simplicity
Timing
Social Selling – Building…
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The Global de-facto B2B Professional Networking Platform
A Case Study
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It’s reach…
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A different approach…
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Over 35% decision makers!
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Wide Range of Skills……
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Social Selling (Sales 2.0):
How is your Personal
image Reflected on
?
It’s Your Reputation!
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Transparency
Relationship
Uniqueness
Simplicity
Timing
Social Selling – Building…
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The Foundation – Reputation Online!
Personal Profile
(Paid Vs Free)
Keywords
Be found by Target Market
Organic Network Growth
Your Biz Reputation
Building TRUST... Transparency
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The Foundation – Reputation Online!
Personal Profile
Influencers
News Channel(s)
(Paid Vs Free)
Keywords
Be found by Target Market
Organic Network Growth
Role Modelling
Widen your network knowledge
Trending News Contents
Your Biz Reputation Your Biz Education
Building TRUST... Transparency
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The Foundation – Reputation Online!
Personal Profile
Influencers
News Channel(s)
Special Interest Groups
Company Page(s)
Following Targeted
Companies
& Groups
(Paid Vs Free)
Keywords
Be found by Target Market
Organic Network Growth
Role Modelling
Widen your network knowledge
Trending News Contents
Your Biz Reputation Your Biz Education Your Biz Community
Building TRUST... Transparency
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Transparency
Relationship
Uniqueness
Simplicity
Timing
Social Selling – Building…
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Your Personal Reputation!
1st
Level 2nd
Level 3rd
Level
Building TRUST... Relationship
The Rest!
200M+
&
Growing?
1500+ 560,000+ 12,000,000+
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Your Group Reputation!
Groups Members
Building TRUST... Relationship
200M+
&
Growing?
50+ 2,000,000+
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Your Company Reputation!
Company Products/Services
Building TRUST... Relationship
Followers 200+
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Transparency
Relationship
Uniqueness
Simplicity
Timing
Social Selling – Building…
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Your Unique Skills Contributions!
Personal Updates Company Updates
Building TRUST... Uniqueness
Group Updates
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Your Unique Skills Recognition!
Personal
Skills Endorsements
Personal
Recommendations
Building TRUST... Uniqueness
Company
Recommendations
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Transparency
Relationship
Uniqueness
Simplicity
Timing
Social Selling – Building…
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Visual, Auditory, Kinaesthetic
Innovate
(Visual)
Integrate
(Keyword)
Building TRUST... Simplicity
Impact
(Layman)
Leverage
Your Profile to
ALL STAR status
Practical
Analogy
Pain
Prescription
Pills
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Transparency
Relationship
Uniqueness
Simplicity
Timing
Social Selling – Building…
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Timing is everything!
Building TRUST... Timing
Timely Updates
Innovative Approach
Manage Profile/Company/SIG
Integrate KEY Messages
Network your UBPs
Gather Intelligence
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Manage key Social Media platforms
LinkedIn, Facebook and Twitter
Overall dashboard Monitoring
Scheduling your posts
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