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LinkedIn 5 UNBEATABLE STRATEGIES FOR GREATER SALES AND RELATIONSHIP RESULTS ON LINKEDIN

Linkedin five unbeatable strategies

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Page 1: Linkedin five unbeatable strategies

LinkedIn5 UNBEATABLE

STRATEGIES

FOR GREATER SALES

AND RELATIONSHIP

RESULTS ON LINKEDIN

Page 2: Linkedin five unbeatable strategies

THE PROMISE

LEARN HOW TO USE LINKEDIN TO CREATE A STEADY FLOW OF QUALIFIED SALES OPPORTUNITIES.

LEARN HOW TO CREATE INSIGHT THAT TURNS YOU INTO A KNOWN AND TRUSTED THOUGHT LEADER.

LEARN HOW TO COMMUNICATE AND CONNECT EFFECTIVELY WITH ANYONE WITH EASE.

Page 3: Linkedin five unbeatable strategies

2.1 million LinkedIn groups. 200 thousand plus niches. Your idealclients and existing customers are already engaging in groupssharing needs and ideas you can address.

It is the one place where global and local personalised connection can happen in the most cost effective and efficient manner for your business.

81% of LinkedIn users lookingfor business insight in how to doand be better in their role andbusiness.

Page 4: Linkedin five unbeatable strategies

WHY MOST PEOPLE FAIL ON LINKEDIN

NO GOAL

NO STRATEGY

NO PROCESS

Page 5: Linkedin five unbeatable strategies

THE BIG REVELATION

30% LINKEDIN IS A SEARCH ENGINE WITHPRE DEFINED RULES AND EXPECTATIONS BASED ON USER ACTIVITY.

55% INTENTIONAL WEEKLY ACTIONS THAT ARECONSISTENT, CLEAR AND CONGRUENT.

15%UNDERSTANDING THE PSYCHOLOGY OF LINKEDIN USER BEHAVIOUR.

Page 6: Linkedin five unbeatable strategies

5 UNIQUE STRATEGIES -USED BY THE TOPLINKEDIN TRAINERS ON THE PLANET

STRATEGY ONE

CHOOSE YOUR TRIBE

STRATEGY THREE

CONNECT POWERFULLY

STRATEGY TWO

CAPTURE ATTENTION

STRATEGY FIVE

COMPEL OFFLINE

STRATEGY FOUR

CREATE INSIGHT

ONCE PROVEN

AUTOMATE

Page 7: Linkedin five unbeatable strategies

5 UNIQUE STRATEGIES -USED BY THE TOPLINKEDIN TRAINERS ON THE PLANET

STRATEGY ONE

CHOOSE YOUR TRIBE

STRATEGY THREE

CONNECT POWERFULLY

STRATEGY TWO

CAPTURE ATTENTION

STRATEGY FIVE

COMPEL OFFLINE

STRATEGY FOUR

CREATE INSIGHT

ONCE PROVEN

AUTOMATE

Page 8: Linkedin five unbeatable strategies
Page 9: Linkedin five unbeatable strategies

WHAT A LINKEDIN PROFILE DOES?

SUPPORTS AND STRENGTHS

THE BRAND RECOGNITION FROM

YOUR CURRENT ACTIVITY.

ENABLES LINKEDIN TO PLACE YOU

IN THE MOST RELEVANT PLACE

WITH PEOPLE LOOKING FOR

INSIGHT AND VALUE YOU SHARE.

GIVES AN IDEAL PROSPECT AN

IMMEDIATEA IDENTIFICATION

TO HOW YOU CAN SERVE THEM.

DOESN’T GIVE YOU ANY

IMMEDIATE LEVERAGE

ADVANTAGE.

PROMOTE YOU ON YOUR

BEHALF WITHOUT YOU DOING

ANYTHING.

DOES NOT GUARANTEE

PEOPLE WILL FIND YOU AND

WANT TO CONNECT WITH

YOU.

WHAT A LINKEDIN

PROFILE DOESN’T DO?

Page 10: Linkedin five unbeatable strategies

CHOOSING YOUR TRIBE

Page 11: Linkedin five unbeatable strategies

WHO IS YOUR CUSTOMER? WHAT ARE THEY LOOKING FOR? AND

HOW DO YOU FIND THEM?

INSIGHT

13% of LinkedIn users

make purchase

decisions based on

insights that get from

groups.

INDUSTRY

81% of LinkedIn users

are connected to a group

with 37% saying they do

this to be up-to-date in

their industry.

INTEREST 100% of LinkedIn users

have recorded interests you

can discover on your ideal

profile.

Page 12: Linkedin five unbeatable strategies

The (Q+C)*V Model

Q - Question

C - Comment

V - Value

Page 13: Linkedin five unbeatable strategies

BENEFITS TO CHOOSING YOUR TRIBE

Gateway to direct

prospects and real

time customer

conversations.

Platform to lead and

establish your authority.

Only place outside of Inmail

you connect directly with

prospects outside your

network.

Page 14: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CHOOSING YOUR TRIBE

What problems do your ideal customers want solved?

What are their interests, concerns and goals?

Page 15: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CHOOSING YOUR TRIBE

What unique value do you bring to them and how do you want them to feel and act as a result?

What LinkedIn groups are your ideal prospects and customers in and why?

Page 16: Linkedin five unbeatable strategies

CAPTURING ATTENTION

3 powerful hidden LinkedIn

approaches to capturing

attention.

Page 17: Linkedin five unbeatable strategies

CAPTURING ATTENTION BEGINS WITH KNOWING WHAT ATTENTION YOUR TRYING TO GET AND WHERE IT IS.

Page 18: Linkedin five unbeatable strategies

TWO OF THE MOST UNDERRATED AREAS FOR ATTRACTING ATTENTION ON LINKEDIN

LINKEDIN TOPICS SLIDESHARE

The database that holds

all the skills, interests

and preferences

registered by LinkedIn

users.

The most underrated tool

connected to LinkedIn

that has it’s own

dedicated viewership of

30 million users a month.

Page 19: Linkedin five unbeatable strategies

In the url after

www.linkedin.com/topic/(key

word) e.g. Key Account

Management

Page 20: Linkedin five unbeatable strategies

HOW DO YOU USE LINKEDIN TOPIC? (HERE ARE TWO MAIN IDEAS)

ADD SKILLS YOU WANT TO BE

SEARCHED AND ASSOCIATED

WITH BASED ON YOUR EXPERTISE

LEVERAGE DATA AND POPILAR

POSTS YOUR IDEAL CUSTOMERS

ARE READING AT THAT MOMENT.

Decide on those terms

your ideal prospect or

customer will look or

search for.

View current articles. Share.

Comment or reverse engineer

content to see what your ideal

customer is reading in real time.

Page 21: Linkedin five unbeatable strategies
Page 22: Linkedin five unbeatable strategies

HOW DO YOU USE SLIDESHARE? (HERE ARE TWO MAIN IDEAS)

UPLOAD CONTENT YOU’VE

DELIVERED TO YOUR IDEAL

PROSPECT AND LEVERAGE

ANALYTICS

LEVERAGE DATA AND POPULAR

POSTS YOUR IDEAL

CUSTOMERS ARE READING AT

THAT MOMENT.

The power of Slideshare

connected to LinkedIn is any

content uploaded gets added to

your profile but also goes into a

wider database of active users.

View current articles around your

expertise. Reverse engineer

content to see what your ideal

customer is reading in real time.

Use this to shape your content.

Page 23: Linkedin five unbeatable strategies

BENEFITS OF CAPTURING ATTENTION

Greater access to analytics

on what your target

customer or prospect likes.

Build a team of advocates

promoting and distributing

your content.

Position yourself in

LinkedIn network of rules

for better ranking position.

Page 24: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CAPTURING ATTENTION

What are the four most powerful internal questions your ideal customer is asking?

Where and with who are you most visible to?

Page 25: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CAPTURING ATTENTION

What are the top ten key words you want to be known and associated by with your ideal customer?

What one of these approaches could you do immediately?

Page 26: Linkedin five unbeatable strategies

CONNECTING POWERFULLY

Page 27: Linkedin five unbeatable strategies

"Half of all users are morelikely to buy from a companyor person they engage andconnect with on LinkedIn"

MARKETERS GUIDE

Page 28: Linkedin five unbeatable strategies

FOUR STEPS TOSUCCESSFUL CONNECTION

What’s the purpose of your communication today and why would they pay attention.

WHY NOW WHO YOU’RE NOT COLLABORATIVE

Make a connection that actually demonstrates you’ve paid attention to them as a person.

RAPPORT

Give the user power to choose and demonstrate you want to build a relationship.

Take risk off the table and make sure they know you’re there to be of value and not pitch them.

Page 29: Linkedin five unbeatable strategies
Page 30: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CONNECTING POWERFULLY

What one thing can you add to your profile or messaging to address the potential cognitive biases on LinkedIn?

What would be the one message you would want every LinkedIn connection to have about you?

Page 31: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CONNECTING POWERFULLY

Write down the first 10 customers or prospects that you will reach out to this week?

What ideal prospect have you connected with recently that you could send something of value to today?

Page 32: Linkedin five unbeatable strategies

BENEFITS OF CONNECTING INTENTIONALLY

Build your network

with high value

people.

Get recognised among

potential contacts and

prospects.

Widen distribution of

your reach and content

to your ideal audience.

Page 33: Linkedin five unbeatable strategies

5 UNIQUE STRATEGIES -USED BY THE TOPLINKEDIN TRAINERS ON THE PLANET

STRATEGY ONE

CHOOSE YOUR TRIBE

STRATEGY THREE

CONNECT POWERFULLY

STRATEGY TWO

CAPTURE ATTENTION

STRATEGY FIVE

COMPEL OFFLINE

STRATEGY FOUR

CREATE INSIGHT

ONCE PROVEN

AUTOMATE

Page 34: Linkedin five unbeatable strategies

CREATING INSIGHT

Page 35: Linkedin five unbeatable strategies

"80% of users want to connect with companies that

help them enhance their professional decision making"

LINKEDSURVEY

Page 36: Linkedin five unbeatable strategies

THREE POWERFULAPPROACHES TO DELIVERING

INSIGHT ON LINKEDIN

LINKEDIN BLOG PLATFORM IS THE PLACE MILLIONS OF PEOPLE USE ON A DAILY BASIS.

SLIDESHARE COMMENTSPULSE/ARTICLES

MOST DIVERSE PLATFORM FOR CONTENT DELIVERY AND DIRECT ANALYTICS TO PEOPLE WHO HAVE ACTUALLY READ AND OR DOWNLOADED YOUR CONTENT.

UNDERESTIMATED AS A MEANS TO ADD YOUR VOICE, EXPERTISE AND VALUE TO EXISTING CONVERSATIONS. ESPECIALLY WHERE YOUR IDEAL PROSPECT IS.

Page 37: Linkedin five unbeatable strategies

GERICKEPOTGIETER

"...LinkedIn ranks posts based on a

specific ratio of views, shares and li

kes...Then to its alignment to it’s

own channels...“

Artifex knowledge Engineering

Page 38: Linkedin five unbeatable strategies

FIVE RULES OF LINKEDIN INSIGHT CREATION

RELEVANCE

AUTHORITY

VALUE

IMAGERY

CONSISTENTCY

Page 39: Linkedin five unbeatable strategies

AUTHORITY

BE THE EXPERT OF ONE THING.

CONSISTENCY

BE RELIABLE AND PICK A

FREQUENCY TO POST.

RELEVANCE

ENSURE YOU’RE CONNECTING TO

ISSUES YOUR CUSTOMERS CARE

ABOUT TODAY.

Page 40: Linkedin five unbeatable strategies

VALUE

ALWAYS CONSIDER

DELIVERING VALUE THAT CAN

FUNDAMENTALLY HELP YOUR

IDEAL PROSPECT SOLVE A

PROBLEM OR BECOME BETTER.

IMAGERY

THE SCIENCE SHOWS AND

LINKEDIN STATS PROVED

THAT POSTS WITH IMAGES

GET CLOSE TO 20X MORE

VIEWS.

Page 41: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CREATING INSIGHT

What specific insight is your ideal customer looking for today that you can provide?

What would be the one message you want every ideal prospect to feel and act after reading your content?

Page 42: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN CREATING INSIGHT

What insight approach could you use or amplify that you are currently using to deliver value to your ideal customer?

Who will own the insight creation process, follow up and taking advantage of all analytics?

Page 43: Linkedin five unbeatable strategies

BENEFITS TO CREATING INSIGHT

LinkedIn will rank you

better in searches made

by your network.

Positions you as an

authority and

thought leader.

Attracts and nurtures

key prospects for

future connection.

Page 44: Linkedin five unbeatable strategies

COMPEL OFFLINE

Page 45: Linkedin five unbeatable strategies

FOUR POWERFULPRINCIPLES FOR COMPELLING PEOPLE OFFLINE

COMPEL

OFFLINE

REDUCE

RISK

RAISE

TRUST

SHOW

INTEREST

BUILD

CREDIBILITY

Page 46: Linkedin five unbeatable strategies

Reduce Risk

Build Credibility

Raise Trust

Show Interest

Page 47: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN COMPELLING PEOPLE OFFLINE

What ideal prospect connections have you made in the last three months that you can go back and reconnect with? (use search)

What message could you share that would immediately resonate with who they are, their role?

Page 48: Linkedin five unbeatable strategies

KEY QUESTIONS TO ASK WHEN COMPELLING PEOPLE OFFLINE

What communication has worked for you recently with those in your network and why?

Can you dedicate one hour a week to make more meaningful current prospect conversations happen?

Page 49: Linkedin five unbeatable strategies

BENEFITS FOR FOLLOWING A PROCESS OF COMPELLING OFFLINE

Proven prospect or

customer led process

that is repeatable.

Raise engagement

and opportunity for

offline conversations.

You can feel confident that

you'll leave a strong

impression for a future ask.

Page 50: Linkedin five unbeatable strategies

ACTIVIATING THE LINKEDINSTRATEGIES AS ONE

Page 51: Linkedin five unbeatable strategies
Page 52: Linkedin five unbeatable strategies

STAGES ACTION 1 YOU ACTION 2 YOU ACTION 3 YOU

GOALS

How many prospect or customer connections do you want this week?

How many prospect/customer conversations to want this week?

How many appointments/meetings do you realistically want to this week?

CHOOSE Positioning

get clear on your ideal customer (write this down)

prepare your customer questions (groups and conversation)

Take notice of particular industry trends, people and ideas you’d want to engage with.

CAPTURE Attract

choose two of the capture areas to focus apply

write out the specific tasks you’ll do to prepare you to activate the two capture channels chosen

start using the channels and make note of analytics, comments and engagement after 3-4 days

CONNECT

Connecting

take note of the top 10 prospects/customers you want to engage with from groups/2nd/1st degree contacts

Set time aside to send out specific personalized messages using the four step connecting process.

Send thank you follow up messages based on previously crafted customer profile email.

CREATE Engage

Identify the two different insight content you’ll create. match this against your customer questions and value profile

create or update content to reflect work done from action 2

Pick a day to execute and distribute the content with your target audience in mind. Use your network as advocates where appropriate. Write this down.

COMPEL Nurture

Follow the email sequence and connect with the first 10 contacts you connected with give something of value. send email

Look for opportunity to recommend or comment on a key prospects activity to demonstrate your interest. Pick three people.

Make the ask for whatever that next best step is between you. There must be at least 10 days between your first and next email for the ask. follow the ask framework e.g.

AUTOMATE (QUESTIONS BEFORE YOU

are your lead, conversation and appointment goals per week 7 or lower?

do you have the space each week to allocate one hour?

can you allocate to others or already have access to supporting tools?

Page 53: Linkedin five unbeatable strategies

THE FIVE UNBEATABLE STRATEGIES AS ONE

• Complete the workbook

• Add details into planner

• Take committed and consistent massive Action

CHOOSING YOUR TRIBE

CAPTURING

CONNECTING

CREATING

COMPELLING

Page 54: Linkedin five unbeatable strategies

What if you need help?Get in touch and book a free consultation HERE

Or

www.jermaineedwards.com/linkedinsuccess