Archive | LinkedIn Tips

Quick Tips about LinkedIn – hopefully these are easy to grasp and implement.

LinkedIn Lead Generation Foundations

If you don’t want to build on sand it’s essential to put the right LinkedIn Lead Generation Foundations in place.

The reasons for this are many, including:

  • avoid being qualified out by potential customers – if your profile and page are weak
  • engage with potential customers who have a look at your profile – whatever the route they found your profile
  • be easy to refer on, by customers, peers, network colleagues and more
  • invest in your profile, market position and network for the long term – you never know when you might need it!

Your daily routine already includes answering the phone, checking email and opening the post. As more buyers use Social Media to find suppliers, and your activities online and offline create interest, many people, including potential clients, will have a look at your LinkedIn profile.

Here’s a quick guide to the LinkedIn Lead Generation foundations that will underpin many if not all of your lead generation, business development and sales activities.

The LinkedIn Social Selling Index

There are mixed views about the SSI, but I’m a strong advocate of its merits at the foundation level.

If you’ve not come across the SSI before, it’s a quick, easy and free online calculation that LinkedIn provides.

Get your SSI Score for Free here

A high score in itself does not guarantee lead generation success, but it’s a very useful progress tracker.

In particular the FOUR areas that make up the Index are of good value, to identify where time and attention should be allocated.

1. Establish your professional brand

Complete your profile with the customer in mind.

For lead generation, be clear who your ideal customer or client is, and especially what their questions, issues and aspirations are.

It can be a time saving and a way to achieve a better result if you work with a specialist to develop your profile.

2. Find the right people

Identify better prospects in less time using efficient search and research tools.

With 500m+ user profiles and 12m+ company pages it’s relatively easy to identify people and companies using Search.

There are ways to accelerate the process, by building a larger network of 1st Connections and using LinkedIn Premium Services for example.

3. Engage with insights

Discover and share conversation-worthy updates to create and grow relationships.

This is an ideal way to raise your profile as a specialist, having first decided what your specialist topic is going to be.

By sharing on-topic content from quality sources that others will Like, Comment on and Share you will stay visible to existing contacts and attract new contacts.

4. Build relationships

Strengthen your network by connecting and establishing trust with decision makers.

Relationships with decision-makers don’t reliably start and develop by chance, although there are always exceptions.

Having a contact plan for decision-makers and other influential people is the way forward to make LinkedIn a reliable source of quality leads and referrals.

The Fortune is in the Follow-up

Maybe your value proposition and message is so compelling that people beat a path to your door, desperate to pay you lots of money for what you do.

More likely they may look at your profile, comment on your articles and updates, or just lurk in the shadows.

Developing a routine to follow-up is the way to avoid missing opportunities that come by.

This primarily means reaching out to people who look at your profile – looking at their profile, and finding a way to make contact.

LinkedIn Lead Generation Foundations short-cuts

If only there was a silver bullet that would magically increase results, increase lead quality and save time.

In truth the best short-cut is in the preparation, specifically in 3 areas:

Identify your Identity

Be clear about your value to prospects, your track record and evidence of delivery

And consider this in 3 parts -Your Personal Brand, Your Products and Services and your Company – even if you’re not responsible for all 3.

Master your Market

Clarity about who your ideal client really is, what they are looking for, when and why.

Who they associate with, look up to, are influenced by, and where they congregate

Be Systematic about Lead Generation

The foundation level is an ongoing activity to regularly use LinkedIn – 3-5 times a week if not daily

 

This is where the SSI really pays off, as it encourages the right activity, although we do need to take action to capture leads by reaching out to people appropriately.

 

LinkedIn Lead Generation Foundations Review

Many people find it helpful to talk through LinkedIn and lead Generation with a specialist. This increases clarity, confidence and results, and saves time in the learning process and in doing the wrong things or even doing the right things badly.

Why not book a review call with me, Mark Stonham, today and let’s talk soon.

Linkedwin LinkedIn Review Masthead Image

 

Ten Tips to Connect LinkedIn with Sales

If you’re looking for a roadmap or playbook to Connect LinkedIn with Sales you’re in the right place.

What follows will pull together the various strands of Sales for Sales and Social Selling and join them up into a cohesive framework.

This is not a 5 minute Quick Fix – but individual steps it have produced results for others pretty quickly.

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And click on the buttons to go Forward and Backwards through the series.

 

 

 

LinkedIn Tips and Social Selling Techniques

LinkedIn and Social Selling Success Stories from the Web

LinkedIn Success Stories

LinkedIn Success Stories Wurlwind #LinkedWinWe know it’s always interesting, insightful and valuable to find out about other people and companies who are using LinkedIn. As we find LinkedIn Success Stories that we feel are valuable we’ll add them here.   If you find something that you feel would be worth sharing please let us know.

LinkedIn Success Stories from around the Web

LinkedIn Success Stories

LinkedIn Company Page – outbound and inbound Lead Generation strategies

As vendors and buyers do more research online so the relative importance of the LinkedIn Company Page rises. Business Owners and Sales Leaders can take advantage of this opportunity for outbound prospecting and inbound lead generation to get ahead of competitors. Outbound lead generation and prospecting techniques – the first strategy below highlights how you […]

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LinkedIn Case Studies for Sales Directors

In larger enterprises the responsibility of Sales Director or Sales VP is very focused on Sales Operations and closing business, supported by marketing.

As such, the tactics for LinkedIn and Social Selling may need to be more contained initially, focusing on sales operations, sales generated leads, leveraging content create elsewhere, until results are proven.

The case studies below should give ideas and strategies to scope and shape a project and develop the sales team skills, tools and culture.

LinkedIn Case Studies for Sales Directors

How uSamp generated 18 new meetings for 5 sales rep in 30 days

uSamp is the “fastest growing market research firm, and premier provider of technology and survey respondents”, a fiercely competitive market.

Key learning points from this hugely successful project are:

  • Commitment and participation from the top
  • Leverage customers, success stories and their networks to amplify your message and reach
  • Exploit high quality curated content that supports your value proposition
  • Monitor Social Media with tools like LinkedIn Signal
  • Use Twitter to engage people there as well

Initial success like this makes it much easier to build momentum.

XO Communications targeted new sales reps to book an appointment via LinkedIn – 50% success rate!

XO has 280 sales reps across the USA, and sales recruitment and training is vital. On completing training the reps were challenged to book their first appointment via LinkedIn.

Key lessons:

  • Understand and use the Sales Tools available
  • Reposition Sales Reps as Brand Ambassadors and customer problem solvers
  • Invest in training and equiping reps for success, rather than a hire and fire approach

Result: Over 50% of the new sales reps books their first appointment via LinkedIn almost immediately. And one experienced sales lady booked 4 appointments in one day, through LinkedIn, instead of spending time cold-calling.

IBM Cloud Computing Inside Sales Team pioneer Social Selling

IBM is a pioneer in its adoption of new technology for Sales and Marketing, and Social Media, Social Business and Social Selling are no exception.

For this project Mason Zimbler helped IBM implement a social selling program that included personalized Web, Twitter and LinkedIn pages for seven Public Cloud inside sales representatives.

Results: In six months, the program increased aggregated LinkedIn direct network size from 535 to 3,500 and increased potential impressions and reach of social selling messaging from 54,000 to 1.3 million. It also triggered 10 orders on the first day a 60-day free trial.

Results: Sales increased 400% as a result of using LinkedIn and Twitter (and creating a Free Trial Offer!)

Follow-on: As a result of the initial program, all 1,700 IBM North America inside reps have been trained in social selling. The team has made 50,000 LinkedIn connections and posted more than 20,000 tweets, and digital representative pages have received 100,000 visits in the past six months.

Generating PR is cited as one of the project outcomes, hence wide availability of the case study in multiple channels.

IBM’s Social Selling: The Computer Giant Finds B2B Leads in Social Media

 Write-up in Chief Marketer

 – Article on Slideshare