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Unlocking the Secrets of LinkedIn
Lifetime Value (LTV)> 3x CAC
Lifetime Value (LTV)< 3x CAC
0.00%
0.50%
1.00%
1.50%
2.00%
2.50%
3.00%
3.50%
2001 2002 2003 2004 2005 2006 20072008
20092010
20112012
20132014
20152016
Cold Calling
E-mails
In 2007 it took an average of 3.68 cold call attempts to reach
a prospect. Today it takes 9 attempts.
1 in 1,000
1 in 40
“Deciding what NOT to do is as important as deciding what to do.”
STEP 1: WHO IS MY TARGET?
• Neighbors
• High School Friends
• College Friends
• Past/Current Coworkers
• Family Members
• Nonprofit Interests
• 2nd Degree Connections
• Common Hobbies
25 FILTERS
WHY PREMIUM? • Who's Viewed Your Profile
• Full Names (Justin Chugg vs Justin C)
• InMails
• Introductions
• Premium Search Filters
• More Saved Searches
&distance=0
&distance=6
• 1st Degree Connections
• 2nd Degree Connections
• Customer’s Neighbors
• Neighborhood Contacts
• Common Work History
• Alumni
IBM Shipping a 5mb Hard Drive in 1956
• 1st Degree Connections
• 2nd Degree Connections
• Customer’s Neighbors
• Neighborhood Contacts
• Common Work History
• Alumni
IBM Shipping a 5mb Hard Drive in 1956
STEP 2: TRACK YOUR PROSPECTS
Searchbug.com
arin.net
Company A Company B
Employment Changes
Company A Company B
?
Company A Company B
Company Y Company Z
Downdetector.com
• UCC Filings
• Construction Projects
• Business Licenses
• Acquisitions
• Mergers
• Contract Expiration
• Saved Searches
• Keep In Touch
• Tracking Industry Terms
• Track: Loopnet.com
• Track: Indeed.com
• Track: Linkedin.com/Pub/#ID#
• Employment Changes
• Downdetector.com
• Saved Searches
• Keep In Touch
• Tracking Industry Terms
• Track: Loopnet.com
• Track: Indeed.com
• Track: Linkedin.com/Pub/#ID#
• Employment Changes
• Downdetector.com
STEP 3: GET AN APPOINTMENT
6 CONTACT METHODS
1
2
3
4
5
6
Rapportive
Email-Format.com
• jchugg@telarus.com
• justin.chugg@telarus.com
justin.chugg@telarus.com
1. Email body’s get response not subject lines 2. Focus on one idea per email 3. You have three seconds to convince them 4. First person not third person perspective 5. Use personalized content to demonstrate this is not SPAM 6. Prospects don’t care about you 7. What SPECIFIC problem do you solve? 8. Saving money is not a valid value proposition 9. CC someone 10.Follow up (60% will not respond to the initial email)
10 Rules of Email:
3% 7%
30%
30%
30%
• Monday • Tuesday • Wednesday • Thursday • Friday
• Monday • Tuesday • Wednesday • Thursday • Friday
• Tuesday • Thursday
49% Difference
• 8:00 AM • 9:00 AM • 10:00 AM • 11:00 AM • 12:00 PM • 1:00 PM • 2:00 PM • 3:00 PM • 4:00 PM • 5:00 PM
• 8:00 AM • 9:00 AM • 10:00 AM • 11:00 AM • 12:00 PM • 1:00 PM • 2:00 PM • 3:00 PM • 4:00 PM • 5:00 PM • 6:00 PM
• 8:00 AM • 6:00 PM
164% Difference
• 45% Increase When Using LinkedIn • Thursday vs Tuesday 49% Increase • 6PM 164% Increase • Timing 305% Increase • Geography 213% Increase • Referral 200% Increase
• Calendar vs schedule increase by 35% • Same area code 200% • Talk vs meet/call increases by 60%
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