With over 460 million people on LinkedIn, and thousands of active prospects, why aren’t you making more money with LinkedIn? Inbound Sales Strategies are not as intuitive as they seem on LinkedIn. By attending my session you will be better armed to break through some common selling misconceptions to create a social selling system that really works and converts!

1. #INBOUND16
BUST THROUGH LINKEDIN
LEAD GENERATION
MYTHS….
And Crush Your Social Sales!
Viveka von Rosen

2. #INBOUND16
1. What is this Social Selling Stuff Anyway?
2. I’m an All Star and That’s Enough
3. There’s No Good Prospects on LinkedIn Anymore
4. My Network Is Too Small to be Useful
5. Publisher is a Waste of Time
ALSO….....
LINKEDIN MYTH BUSTING AGENDA

3. #INBOUND16@LinkednExpert
There Will be Ninja Tricks!

4. #INBOUND16
1
SOCIAL CONVERATIONAL SELLING - AND
WHY IT’S IMPORTANT TO YOUR LEAD
GENERATION

5. Social Selling is the process of using
your professional brand to fill your
pipeline with the right people, insights
and relationships.
“
”@KokaSexton

6. #INBOUND16
Social selling works
with anyone on social
who is willing to engage
with you …. from a one-
time consumer - to a
lifelong loyal corporate
client.
Who Social Selling Works With

7. #INBOUND16
Can You Even Sell on LinkedIn?
LinkedIn is about relationships and
engagement. While LinkedIn can be
a great lead generation machine –
it's not a place to scrape unsuspecting
prospects into a list they never signed
up for.
-@LinkedInExpert

8. #INBOUND16
+ Credibility
+ Research
+ Engagement Tools
+ Conversations
+ TOMA
+ Ability to Close
= SALE!
Recipe to Conversation Selling Success

9. #INBOUND16
FOUR LINKEDIN
MYTHS
The Truth
and
The Solutions

10. #INBOUND16
MYTH
ONE
IF I BUILD IT THEY WILL
COME

11. TRUTH #1
• An “All Star” Profile doesn’t mean you’ll
convert profile views into clients
• Make it easy for your high quality leads to
contact (not just connect) with you.

12. #INBOUND16
REAL STORY

13. #INBOUND16
1. Put your phone number and your email
address on your background or hero
image.
2. Use a Google Voice Number and an unique
email address so that you can easily track
where your leads are coming from.
3. NEW UI has a new template, but the above
strategies should still work
POWER ACTION ONE

14. #INBOUND16
• Use a calendar tool like TimeTrade or Calendly.com
• Add to your Summary section, Website section
and Publisher Posts
…A lot of the folks who find your profile know they
need you, but they don’t necessarily need you right
that second. Make it easy for them to book sometime
with you in the near future – on their timetable.
POWER ACTION TWO

15. #INBOUND16
MY PROSPECTS ARE NOT
ON LINKEDIN
MYTH
TWO

16. TRUTH #2
• Enough of high quality leads use LinkedIn to make it
a viable tool for you.
• If you are not finding your ideal prospects on
LinkedIn, it’s probably because you aren’t looking in
the right places or using the right tools.

17. #INBOUND16
REAL STORY

18. #INBOUND16
Make sure to use LinkedIn’s Advanced Search to find
exactly the right leads. If you are not getting enough
results, use the Boolean modifier “OR” to include more
search terms.
Example “CEO OR founder OR owner OR partner.”
If you are getting too many unqualified results, use AND
and NOT to refine your search.
Example: “CEO AND Medical NOT consultant.”
POWER ACTION THREE: Current UI

19. #INBOUND16
• Save your searches! You can save up to three
searches on LinkedIn with the free account.
• Once you have saved a search, LinkedIn will
send you new prospects who fall into that search
algorithm every week!
…..Then all you have to do is follow up with them!
POWER ACTION FOUR: Current UI

20. #INBOUND16
• Use Google to do Boolean Searches:
Site: LinkedIn.com/in CEO AND Medical NOT Consultant
• Save the URLs of your current searches
• Upgrade to Sales Navigator (and import your Tags and
Notes Immediately!)
POWER ACTION: NEW UI

21. #INBOUND16
I DON’T HAVE ENOUGH
CONNECTIONS TO MAKE
LINKEDIN WORK
MYTH
THREE

22. #INBOUND16
I don’t have enough connections on
LinkedIn to make it worth my time. And
most of them are spammers anyway, or at
least not high-quality leads.

23. TRUTH #3
• There are Spammers on LinkedIn.
• There are also some really quality people you should
be connecting and engaging with!
• LinkedIn is not necessarily a numbers game. Don’t
be a connections hoarder or LION.
….With a little effort and a few strategies you can find
and nurture enough prospects to really build your
business

24. #INBOUND16
REAL STORY

25. #INBOUND16
• Organize your Connections!
• “Tag” your 1st level connections and organize
them in such a way that makes sense to you
• Systematically and consistently communicate
and engage them
POWER ACTION FIVE

26. #INBOUND16
• Export Your Connections (Data Export
Tool)
• Import into CRM of Choice
• Use Nimble.com
• Use Dux-Soup Extension
• Use SalesWingsApp.com
POWER ACTION: NEW UI

27. #INBOUND16
BOB BURG SAYS,
“PEOPLE DO BUSINESS WITH
PEOPLE WITH THE PEOPLE
THEY KNOW, LIKE AND
TRUST.”

28. #INBOUND16
• Build the KLT Factor with content marketing.
• If you disseminate the right kind of content on a
consistent basis, it WILL increase the KLT (know, like
and trust) factor.
• You will build “personal brand awareness” by sharing
updates daily, writing posts consistently, and sending
regular private messages to your connections.
POWER ACTION SIX

29. #INBOUND16
LINKEDIN PUBLISHER SUCKS
MYTH
FOUR

30. #INBOUND16
TRUTH #4
While Publisher Posts no longer
consistently get the views they
used to, engagement is still
substantially greater than in
blog posts…
And engagement = business!

31. #INBOUND16
Publisher Best Practices
1. Branded and Cohesive Visuals
2. 900- 1400 words
3. Use of all features
4. Added media
5. Calls to action
6. Contact info
7. Bio section
8. Share often on social
9. Have your Influencer friends share
POWER ACTION SEVEN

32. #INBOUND16
 Create a Header/Hero Image and add contact info
 Use your calendar/appointment tool on LinkedIn
 Use Advanced and Boolean Search to find your perfect
prospects (or upgrade to Sales Nav)
 Save your searches and follow up on leads
 Tag and organize your connections
 Follow up
 Consider Using Publisher
Wrapping Up

33. #INBOUND16
AFRAID OF THE NEW UI?
(Me Too!)
This Should Help!
bit.ly/linkedinbound

34. #INBOUND16
Q&A
bit.ly/linkedinbound

35. #INBOUND16
Q&A
viveka@linkedintobusiness.com
@LINKEDINEXPERT
bit.ly/linkedinbound