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The Do's and Don'ts of an Effective LinkedIn Sales Strategy. First and foremost, LinkedIn is a social network. It’s not a “hear my pitch network”. It’s about building relationships with people who have common interests. Find out more about HOW with specific examples.
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LinkedIn LinkedIn B2B Sales StrategyB2B Sales Strategy
Getting Found, Filling the Sales Pipeline and Increasing Revenue
LinkedInLinkedIn
LinkedIn is the premier social networking site devoted solely to professionals. There is no other social networking site in which you have a greater chance of being able to interact with an influential decision maker due to the business focused nature of the community. LinkedIn remains one of the best social networking sites to market your business-to-business (B2B) products and services because of this special demographic.
LinkedInLinkedIn
First and foremost, LinkedIn is a social network. It’s not a “hear my pitch network”. It’s about building relationships with people who have common interests.
Why LinkedIn?Why LinkedIn?
#1 Professional Network Gold mine for sales opportunities Able to establish yourself as an expert
within the organization Source to Build Clients, Build Revenue &
Source Talent
Why LinkedIn?Why LinkedIn?
Attract very specific professionals Generate new leads and fill pipelines
Create inbound leads consistently
Shorter sales cycles Create a targeted tribe/online communities Maintain top of mind awareness through
consistent thoughtful content Establish cutting edge social strategies
LinkedIn Sales Strategy FocusLinkedIn Sales Strategy Focus
Develop compelling INDIVIDUAL PERSONAL PROFILES to Connect and build an onstage presence and Credibility with target prospects, customers, vendor partners and peers to:
Drive inbound leads and conversions Build Brand Awareness
The Foundation - CredibilityThe Foundation - Credibility
COMPLETE TEXT OVERHAUL OF COMPANY”S EXECUTIVE AND EMPLOYEE LINKEDIN PROFILES TO HELP INCREASE LEAD CONVERSIONS AND BUILD CREDIBILITY AS EXPERTS TO YOUR COMPANY’S MISSION.
Step One: Build Credibility by Step One: Build Credibility by Optimizing ProfileOptimizing Profile
Improve LinkedIn profile by getting into psyche of target market utilizing relevant optimized keywords/phrases in:
1. Professional headline
2. Profile summary
3. Presentation, webinar, etc links
4. Reading recommendations
5. Regular post activity
How to increase lead generation and client How to increase lead generation and client acquisition using the LinkedIn Profile?acquisition using the LinkedIn Profile?
Get into the psyche of your target market Ask what does the potential client want/need
and how can you supply that need and answer that need using the professional headline in the personal profile that would compel a person to click on your profile to find out more Add focus and/or goals met, numbers met,
acquisition met from case studies
How to increase lead generation and client How to increase lead generation and client acquisition using the LinkedIn Profile?acquisition using the LinkedIn Profile?
1. Professional Headline in Profile Specific Key WordsKey Words must
be used here related to the value of what a person could be looking for relative to value propositions.
For Example for Jill Frank: Experienced Internet Internet
Marketing ConsultantMarketing Consultant, Social Media Strategy, Social Media Strategy, Web Development & E-Web Development & E-Marketing Strategy and Marketing Strategy and ExecutionExecution
How to increase lead generation and client How to increase lead generation and client acquisition using the LinkedIn Profile?acquisition using the LinkedIn Profile?
2. Profile Summary Section Build credibility and Trust Add bullets points to highlight skills relative to your
Company’s Value Proposition using relevant relevant keywords/phraseskeywords/phrases. Talk to credibility plays. List of media outlets articles, awards etc.
For Example for Jill Frank: Small to Mid-Sized businesses hire Jill, owner of
Sterling Communications Inc., and her team for the following reasons:
- To replace the need for an in-house marketingin-house marketing department saving start-ups and established companies thousands to millions of upfront costs. - To stop companies from throwing money away at each “must-do” internet marketing technology and waiting for something to work. The difference between success and failure is creating AND executing the right internet internet marketing strategymarketing strategy. Sterling Communications can create and help execute the right plan for your B2B or e-commerce budget and timeline.. - To create and implement successful Social Media Strategies from recruitment to creative lead generation and sales apps. - To integrate design and usability with data to develop the right web design strategy to drive web design strategy to drive conversions for e-commerce and B2Bconversions for e-commerce and B2B.- To develop and execute internet marketing internet marketing campaigns with PPC, Remarketing, Call Metricscampaigns with PPC, Remarketing, Call Metrics and More- To develop Marketing proposition, positioning Marketing proposition, positioning and messaging.and messaging.- To develop realistic Marketing budgetsMarketing budgets
How to increase lead generation and client How to increase lead generation and client acquisition using the LinkedIn Profile?acquisition using the LinkedIn Profile?
3. Add presentations Add website links with
keyword titles of webinars, videos, ebooks, case studies that you have conducted establishing you as an expert relative to Value Proposition. Inbed the link using a bit.ly link to track clicks etc.
Profile Enhancements: Free AppsProfile Enhancements: Free Apps
Linkedin Apps – reach out to those outside of Linkedin but can tie them into your profile. Slideshare – post presentations, pdfs,
webinars Tweets Blog link/WordPress if applicable Amazon Reading List
RSS Feeds
Step 2: Generate Inbound Inquiries from Step 2: Generate Inbound Inquiries from Target MarketTarget Market
Step 2: Generate Inbound Inquiries from Step 2: Generate Inbound Inquiries from Target MarketTarget Market
1. Select employees to lead participation Designate a few sales employees to be internal
LinkedIn champions. To be most effective, these individuals should be social-network savvy; knowledgeable about your products, services and brand messaging; and have a desire to engage with target audiences.
Participants should also have the time availability each week to respond to LinkedIn discussions and questions relating to their areas of expertise.
Note: Marketing can help with messages, email campaigns etc.
Step 2: Generate Inbound Inquiries from Step 2: Generate Inbound Inquiries from Target Market – Engagement StrategyTarget Market – Engagement Strategy
2. Utilize LinkedIn Advanced Search
For Example: Expand network to target market
Title Fortune 1000s Software Technology City State
Generate Inbound LeadsGenerate Inbound Leads
LinkedIn Connect Strategy Create very personal outbound invite campaigns Connect Take off line as quick as possible
LinkedIn Group Strategy Create your own community (groups) and have high
participation through Announcements Posts with relevant content to groups
Join as many Groups with Groups searches and subgroups as you can
Engage and interact in Q&A in groups
Generate Interest/Inbound LeadsGenerate Interest/Inbound Leads
Share content on LinkedIn to include a photo, make it visible to anyone or just connections or just groups
Reshare from another connection
Creating a GroupCreating a Group
The Power Tree
- Define Mission of Group: Find the common bond that you have with clients- Create SEO Friendly Name- Remember it’s NOT about Your Company but the community it serves-Generate Conversation
Small to mid sizeTechnology Companies
Agile Method
Software Developers
LinkedIn Premium Test LinkedIn Premium Test RecommendationsRecommendations
Business Plus - $39.95 per mos/per user* Executive - $99.95 per mos/per user*
Click on links above for full package detail options
Key Differentiators:‒ Inmail‒ Number of full profile search results‒ Full profiles of everyone in your network - 1st, 2nd
and 3rd degree. ‒ Number of Introductions
* Prices quoted at publishing time
Understanding LinkedIn Premium Understanding LinkedIn Premium Features:Features:
End