www.tbkconsult.com

The LinkedIn System for landing

1.320 Qualified Leads

Speaker: Steen Helmer

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Partner, co-owner and board member at TBK Consult

Executive in the Microsoft Partner Channel in 20+ years

Management Consultant helping software companies to grow local and global since 2006

Former Danish & EMEA IAMCP board member

BizSpark Connect Partner

Masterclass in Business Model Generation &

Value Proposition Design framework

Certified LinkedIn expert & trainer

Steen Helmer

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How to build a massive LinkedIn referral network AND how to attract hundreds of the most influential referral

sources in your market....within just a few months.

How to stay TOP OF MIND with your target audience for years to come (mostly on autopilot). When a deal

crosses their plate, YOU'RE THE ONE THEY THINK OF.

A step-by-step strategy for getting targeted referrals. It's ridiculous how effective this strategy is and how effective

it is at opening conversations with potential clients.

EXACT SCRIPT’s that you can use to achieve a 70% hit rate with even the most high-level decision makers!

How to position your profile so everybody knows YOU are the #1 leader in your area

A formula you can use to understand exactly how much work you need to put in to achieve your specific income

goals

This is not theory. Everything we are going to show you is based on practical experience from the software

industry and our own business.

How to get local support to implementation and execution of your own LinkedIn Lead Generation Strategy

The Promise

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Content

How to set up a simple system within LinkedIn

that consistently generates leads and

opportunities!

An easy to use and mostly automated LinkedIn drip

marketing system to keep you top-of-mind with

thousands of prospects.

How to attract new clients from this network within

months!!

With this training you'll have a repeatable system for

landing new clients.

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omThe Most Common Business Mistakes

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omChange of the Customer Journey

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What’s Changed the Way We Manage Customers?

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omMajor Trends

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omMajor Trends

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omMajor Trends

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omMajor Trends

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omMajor Trends

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Decisions involve more people than ever before

Major Trends

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Decision makers rely on Social Media

Major Trends

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Decision makers now ignore cold outreach

Major Trends

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omMajor Trends

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How Important is LinkedIn?

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om6 Steps to Success

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omStep #1

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omStep #2

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omStep #3

Inbound Outbound

Marketing

Sales

Farming

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omStep #4

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omStep #5

Do you use social media to market your business?

IGNORING

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omStep #6

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omThe Plan

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om“Leads” are Different For Everyone

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omHow to get started?

• Get familiar with your business model?

• What is your customer value proposition?

• Who is your ideal customer?

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Optimize Your Profile to Convert Views

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It’s Personal“Social selling is leveraging your own professional brand and social

network to gather insights and connections, then using that information

to help you discover new opportunities, sell, and get business done.”

In other words, social selling starts with each sales professional’s

personal brand and online activity.

Each salesperson is responsible for making connections, sharing

insights, and building relationships.

What is Social Selling?

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Encourage each of your salespeople to build their own brand.

Make sure they have completed, optimized LinkedIn Profiles.

Partner with the marketing department to provide quality content

for your team to share, and encourage them to be active on social

media where their potential customers are.

How Sales Leaders Can Help!

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Goals & KPIs Top-performing salespeople tend to score

high in all six of the following metrics:

1) Number of connections and followers

2) Number of personalized connection requests

3) Connections at key accounts

4) Number of “get introduced” requests

5) LinkedIn Group participation

6) Overall activity: number of likes, shares, and comments

There’s a common misconception that

social selling is composed of “soft”

activities that are hard to quantify.

In reality, social selling efforts are just as

measurable as any other sales activity.

Your team is far more likely to be

successful if they have concrete goals

and KPIs for their social selling efforts.

It’s Measureable!

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This process averages

70% favorable response rate

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All of this can be done using the

FREE LinkedIn account!

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omThe Plan

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omThe LinkedIn Funnel

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omLevel 1: Let’s Connect

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omConnection Request

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omLevel 2: Want to Join?

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omLevel 3: Are You Going?

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omMedia Contact Script

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omWarm Introduction Method Script

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omName Drop Method Script

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Setting Up Your Foundation

The 3 Things You MUST Do Before Anything Else:

1. Develop your “Ideal Prospect Profiles”

2. Optimize your profile to convert views into LEADS

3. Join the RIGHT LinkedIn Groups

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Searches

• Basic Search

• Advanced Search

• Boolean Search

• Saved Search

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omAdvanced Boolean Searches

• You can use brackets on top of the other 3 Boolean operators (AND, OR and NOT)

• Simply add brackets when you want to make group statements. Let’s assume you are looking for decision makers in

the sales or marketing field. Then, a group statement would look like this: (marketing OR sales). In this case, you

would be looking for anyone with a marketing or sales background. Now, if you combine this with (manager OR

director OR VP), you will find a combination of people at these different levels.

• So, what is the next step up? It is creating a combination of these two: (marketing OR sales) AND (manager OR

director OR VP). If you type in this search string in the Title field in LinkedIn’s advanced search, your results will have

people who are a marketing manager, a sales manager, a marketing director or a sales director.

• Finally, just as in math, you can combine different levels of parentheses too! Here is an example: ((Chief AND

Officer) AND (Executive OR (Operational OR Operations) OR Marketing) OR (CEO OR COO OR CMO)).

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omWho’s Viewed Your Profile?

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omIs is the RIGHT PEOPLE who views your profile?

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omIs is the RIGHT PEOPLE who views your profile?

Copenhagen

IT & Services

Software

Director

Owner

Manager

PartnerInternet

Telecom

Marketing

South Jutland

Sealand

Central Region

Nothern Region

Denmark

Funen

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omHow can we measure our activities?

• Number of Followers on personal and company profile

• Personal Profile Rank

• Number of connection requests

• Number of Views on personal profiles

• Number of meetings/calls initiated from LinkedIn activity

• Number of Updates

• Xx% updated personal profile

• Adding Rich Media to the profiles

• Establishing a Company profile aligned with website

• Number of Posts on personal and company profile

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omHow to Meassure your Effort

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omLinkedIn Daily Success Routine

Be A Connector

Engage Contacts

Who’s Viewed Your Profile

Join & Start Discussions

Find Content

Share Content

Create Content

LinkedIn Publisher

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Your Commitment

Initial One-Time Setup

Develop Your Prospect Profile 1 Hour

Optimize Your LinkedIn Profile 2 Hours

Join the Right LinkedIn Groups 2 Hours

Ongoing Monthly Marketing & Outreach

Reach Out to 6 Prospects / Day 10 Minutes per Day

Setup of Top-of-Mind Campaign 1 Hour per Month*

Follow up with Leads in Your Inbox 5 Minutes per Day

18 Minutes per Day!!

*1 hour per month averages out to 3 minutes per day

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omTactical Plan

• Approval on:

• Objectives

• Goals

• Roles

• Resources

• Implementation

• Trainings

• Execution

• Support

• Follow up

• Measurement

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Let’s Talk ROI

6 prospects each day…..leads to 1.320 total prospect

leads over the course of 12 months.

Based on your ROI calculations:

1. What % of prospects you speak/meet with will be interested in your

products/services?

2. What % of those will you close?

3. What is a typical new client worth to you?

Your revenue generated:________________

Is that an acceptable ROI for you?

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omWrap Up

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Full day workshop from 9 am to 5 pm

- Connect with me on LinkedIn if you are interested -

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Need help!

Steen Helmer

+45 4040 9099

she@tbkconsult.com

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omTBK Consult - videos

Why our clients use us

How we operate

What we do

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om The success factor for every networker is to Always Be Building

your network of connections and opportunities.