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Linkedin for sales and aquisition

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Many training programmes explain the nuts and bolts of

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Linkedin for sales and aquisition

  1. 1. LinkedIn for Sales & Acquisition LinkedIn Accounts
  2. 2. Be Aware! – Selling is moving in a new direction
  3. 3. 2013 LinkedIn Numbers • Daily interactions - 15,000,000,000 • Searches - 5,000,000,000 • 200,000,000 users world wide • 182,000 new members on a daily basis• 182,000 new members on a daily basis • In Ireland – 680,000 registered users approx Source factbrowser.com – as at 9/5/2013
  4. 4. More magic numbers • 90% use the free account version • 40% - Manager plus • 79% of users are 35 years of age or older • 44.2 years is average age of LinkedIn user• 44.2 years is average age of LinkedIn user • 83% of B2B users use LinkedIn as primary business networking site • 35% access LinkedIn daily Source factbrowser.com – as at 9/5/2013
  5. 5. Where is your sales world at? What do you want to do on LinkedIn?
  6. 6. Be StrategicStrategic
  7. 7. What is your business objective for using LinkedIn? Remote customers? Visibility?Visibility? Research? Thought Leadership? Inside Sales Process?
  8. 8. Must Understand where your offering best fits Rifle notnot Machine Gun
  9. 9. You can’t be all things to all people! • Clearly define target market – 1. Vertical – 2. Organisation type – 3. Size– 3. Size – 4.Function – 5. Buyer type • Understanding your stakeholders – 1. Companies 2. Buyers - Executive / Technical / User
  10. 10. What is your value proposition? Be Clear - if you don’t know why people buy from you – how can you position yourself on LinkedIn!
  11. 11. Be Informed
  12. 12. 1st Tier connections • Can see full profile • Can email • Can recommend • Can send messages (up to 50)• Can send messages (up to 50) • Can tag • Can search their 1st degree connections • Make notes on their profile (in my account)
  13. 13. 2nd Tier connections Example: Key word search to target someone • Can see headline summary within profile • Can’t see personal contact details • Can send invite to connect – can’t sent a• Can send invite to connect – can’t sent a message • Can’t see their connections • Can see summary of experience / company website etc
  14. 14. 3rd Tier connections Example: Key word search to target someone • Can’t see full name • Can see headline & high level summary • Can’t send invite to connect• Can’t send invite to connect • Can’t see connections • Can’t see full profile (even background) *** Fellow group members have same level of visibility as Tier 3
  15. 15. Your Profile Be Noticed
  16. 16. STOP!! • Think ..... Who are you writing the profile for?
  17. 17. Profile: Most common mistakes • Blank profile • No photo • CV type summary • List of job responsibilities ..• List of job responsibilities .. “I was sales team leader for EMEA sales office managing 30 people with turnover of 600 million annually” • Being overly self indulgent • Sweet heart recommendations!
  18. 18. 1) Professional Headshot photo: business clothing 3) The Summary: • Restate the benefit of working with you • Expand on what they get (Results / value) 2) Headline: Type of people you work with and how they benefit / can benefit from your input • Expand on what they get (Results / value) • Testimonial / case study • Evidence: Explain what / makes you different • WIIFM: - Must have potential results included • Call to action: link to presentation to website etc • Consider sharing something personable
  19. 19. Be Creative As a prospecting tool
  20. 20. Research & target • Target – 1st Tier – 2nd – Groups • Search – Names– Names – Titles • Look for (In their experience) – Mutual contacts – Previous clients – Similarity • Seek introductions • Consider ‘In-mail’ – last resort
  21. 21. Target 2/3 per company You can always move laterally towards the correct buyer regardless of which of the five targets you initially meet with!targets you initially meet with!
  22. 22. Follow their • Comments • Groups • And watch out for mutual contacts • Answering of questions • Create your own visibility in their groups - post resources, articles and answer questions
  23. 23. 50 % of the decision to purchase has been made before you meet
  24. 24. Tip Invite them to connect withInvite them to connect with you via LinkedIn once you agree to meet
  25. 25. Be Active
  26. 26. Tip It’s a good idea to follow your sales targets on LinkedIn and twitter inLinkedIn and twitter in advance of ever speaking with them. - Comment on their activity if appropriate - Be sincere
  27. 27. Develop relationships with representative organizations in that sector A Professional body OrOr A trade association (Example: If you sell to Retail - Retail Excellence Ireland) (Example: If you sell to HR Managers - Chartered Institute of Personal Development –C.I.P.D.)
  28. 28. Leverage Client relationships – where those clients are well networkedthose clients are well networked
  29. 29. How can you find out how well networked they are? • Check their LinkedIn account for your sales targets • Ask them who they know!• Ask them who they know! • Remember, most of your clients (if they rate you) will be delighted to introduce you to their contacts – Just ask them!
  30. 30. Target & connect with Complimentary Solution ProvidersComplimentary Solution Providers
  31. 31. A complimentary solution provider Is a supplier who Targets the same people you do Is not the competition Compliments your offeringCompliments your offering Is well networked Will share information Will swop introductions
  32. 32. CSP’s • For example, if you sell Security services to Facility Directors - a CSP ,might be environmental monitoring equipment providers • Have 3/4 CSP’s on the go, meet , chat once a month and swop two prospects with each one each time you meet.
  33. 33. Thought Leadership & Blogging • Shares ideas • Writes articles • Answers questions • Share ideas• Share ideas • Provides insight • Anticipates new trends
  34. 34. Rules for blogging • Be very clear who you want to find you • Be clear on what you want to be known for • Join groups where you already have credibility • Join groups where you already have existing relationshipsrelationships • Don’t spam • Give opinion … be original • Show judgment • Position re-posts • No advertorial
  35. 35. Be Sales Process Driven
  36. 36. Integrate into sales process • Make it a formal part of prospecting process • Insist on identifying people not just target companies • Connect with existing clients• Connect with existing clients • Make it part of follow up from networking events • Measure the movement
  37. 37. - www.evolve.ie davemaloneinsidesalescoach

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