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How to REALLY use LinkedIn TBK Synergy Conference
1. Bert Verdonck & Mike Clark
@BertVerdonck @MikeClark03
Synergy Conference – Istanbul – April 2013
2. Who is Really LinkedIn?
Customer & TBK Partner Value Proposition
Really LinkedIn Training Packages
How to sell our Training Packages
The TBK Consultants role
Really LinkedIn‟s role
Next Steps – a special offer for you
Questions
Agenda
3. Background
Europe‟s #1 LinkedIn training organisation.
Track record of more than 450 organisations.
International team in place, including seasoned LinkedIn trainers.
Trainers speak multiple languages.
Best selling book “How to REALLY use LinkedIn” in 5 languages.
250 books given as part of induction process @ LinkedIn EMEA HQ.
Experience in corporate programmes (LinkedIn Strategy Matrix).
Bespoke sessions for every customer.
LinkedIn asked us to become the first in 2010.
4. Customer Value Proposition
Challenges Software companies that hire us face:
They have no clear social media strategy or goals
Traditional sales channels are less effective than ever before
Struggling to make understand how to make social media work for their
company
What they‟re looking for
To use LinkedIn and social media more effectively
To see a Return on Investment for their social media (LinkedIn) activity
Qualified prospects
New customers
5. Customer Value Proposition
Benefits of the training they‟ll receive
They‟ll learn and apply new LinkedIn Lead Generation strategies
New LinkedIn techniques to find customers faster
Enhanced online branding
Ability to track, measure and record their LinkedIn activity
Increased confidence to use LinkedIn effectively to achieve their
business development (and recruitment) goals
New customers regularly!
6. Partner Value Proposition
Benefits you‟ll receive through our collaboration
New revenue stream/s for you (20%)
Your clients will receive more customers through our trainings
Through helping them be more successful, you‟ll be more successful
We‟ll contribute and support you to hit your KPI‟s
Our training will become a „Door-Opener‟ for new opportunities
You‟ll be able to expand your service range
As a result you can attract new types of different clients
8. Types Of Training Services We Deliver
Keynote presentations (100 to 3000+)
Small Group or Open Workshops (13-99 people)
Training Workshops 8 -12 people (per trainer)
Consultancy & LinkedIn Strategy
Executive LinkedIn Coaching (1-2-1)
Webinars, home-study courses & products
Creating Social Media Policy
Top/Down & Bottom/Up
11. Training for passive profiles
Training for active profiles
Strategical session
with management team
Tactical session
(Part 1 & Part 2) with management of marketing, sales & recruiting
Pilot
Training & Evaluation with “Ambassadors”
Awareness session
for all co-workers
Classroom Training for proactive profiles
Training
LinkedIn 1
Training
LinkedIn 2
Training
LinkedIn 3
Home Study
Courses
Webinars
11
12 13
14 15
16
17
18
19
12. Prices, excluding travel & expenses
Bert Verdonck
Type of service Price range
Keynote Speaking Fees 3,000 € first hour
1,000 € additional hour(s)
Half Day Foundation
Or Advanced Training
1,000 € up to 2,500 €
Full Day Foundation
Or Advanced Training
1,500 € up to 3,500 €
Consultancy 1,000 € up to 3,500 €
Coaching & Mentoring 250 to 400 €/hour, min. 2 hours
Open workshops 250 € up to 500 €/person
Products, webinars, books Variable
13. How to easily sell our LinkedIn Training
Simple steps to make it easy for you
Act as the introducer – arrange online conference meetings for us
We‟ll do 1-2-1 or small group online meetings with your clients
You choose to participate in these meetings or not (your choice)
Use our „Key Questions Guide‟ to ask your clients
We‟re here to support you – lets arrange a Conference Call with your
Country‟s consultants
Bert Verdonck
14. Key Questions Guide - to ask your clients
Would you be open to additional LinkedIn strategies for finding
new customers?
How effectively are your sales and marketing (or HR) teams using
LinkedIn to find new customers?
Can your team track and measure their LinkedIn activity and results?
Are they still cold calling, but finding it‟s not so effective anymore?
Do you feel like you‟d like to use LinkedIn more effectively, but you‟re
not sure how?
Would you be open to talking to our LinkedIn experts who can show
you how to find new clients via LinkedIn?
Bert Verdonck
15. How the training will be delivered
1. Initial assessment meeting (arranged by you)
2. Questionnaire (completed by client)
3. Proposal
4. Agreement to proceed
5. Preparation
6. Delivery
7. Follow Up (varied)
Bert Verdonck
16. The TBK Consultant‟s role
Spotting opportunities
Act as the introducer
Arrange meetings
You‟ll be involved & informed of every step – with minimal effort
Bert Verdonck
17. Really LinkedIn‟s role
Inform and educate you of our services
Provide marketing collateral – resource centre (via Dropbox)
Be available for meeting and appointments
Train you up on our programs – special offer for you
Write up proposals
Run everything past you first
Treat your clients with the utmost respect
Deliver the training & follow up
Give you feedback
Pay you commissions
Bert Verdonck
19. Next Steps
Lets connect! Arrange Country conference call with your consultants
Our gift to you…
Free access onto our online 3day LinkedIn product
– to become a LinkedIn Ninja Turtle (Master)
Plus, we‟ll provide monthly webinar training to support your
implementation of strategies
