Презентация о том, как использовать соцсети (на примере LinkedIn) для продвижения продуктов и услуг в ИТ сфере.

1. www.tbkconsult.com
The LinkedIn System for landing
1.320 Qualified Leads
Speaker: Steen Helmer

2. www.tbkconsult.com
 Partner, co-owner and board member at TBK Consult
 Executive in the Microsoft Partner Channel in 20+ years
 Management Consultant helping software companies to
grow local and global since 2006
 Former Danish & EMEA IAMCP board member
 BizSpark Connect Partner
 Masterclass in Business Model Generation &
Value Proposition Design framework
 Certified LinkedIn expert & trainer
Steen Helmer

3. www.tbkconsult.com
How to build a massive LinkedIn referral network AND how to attract hundreds of the most influential referral
sources in your market....within just a few months.
How to stay TOP OF MIND with your target audience for years to come (mostly on autopilot). When a deal
crosses their plate, YOU'RE THE ONE THEY THINK OF.
A step-by-step strategy for getting targeted referrals. It's ridiculous how effective this strategy is and how effective
it is at opening conversations with potential clients.
EXACT SCRIPT’s that you can use to achieve a 70% hit rate with even the most high-level decision makers!
How to position your profile so everybody knows YOU are the #1 leader in your area
A formula you can use to understand exactly how much work you need to put in to achieve your specific income
goals
This is not theory. Everything we are going to show you is based on practical experience from the software
industry and our own business.
How to get local support to implementation and execution of your own LinkedIn Lead Generation Strategy
The Promise

4. www.tbkconsult.com Content
 How to set up a simple system within LinkedIn
that consistently generates leads and
opportunities!
 An easy to use and mostly automated LinkedIn drip
marketing system to keep you top-of-mind with
thousands of prospects.
 How to attract new clients from this network within
months!!
 With this training you'll have a repeatable system for
landing new clients.

5. www.tbkconsult.com The Most Common Business Mistakes

6. www.tbkconsult.com Change of the Customer Journey

7. www.tbkconsult.com What’s Changed the Way We Manage Customers?

8. www.tbkconsult.com Major Trends

9. www.tbkconsult.com Major Trends

10. www.tbkconsult.com Major Trends

11. www.tbkconsult.com Major Trends

12. www.tbkconsult.com Major Trends

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Decisions involve more people than ever before
Major Trends

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Decision makers rely on Social Media
Major Trends

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Decision makers now ignore cold outreach
Major Trends

16. www.tbkconsult.com Major Trends

17. www.tbkconsult.com How Important is LinkedIn?
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18. www.tbkconsult.com 6 Steps to Success

19. www.tbkconsult.com Step #1

20. www.tbkconsult.com Step #2

21. www.tbkconsult.com Step #3
Inbound Outbound
Marketing
Sales
Farming

22. www.tbkconsult.com Step #4

23. www.tbkconsult.com Step #5
Do you use social media to market your business?
IGNORING

24. www.tbkconsult.com Step #6

25. www.tbkconsult.com The Plan

26. www.tbkconsult.com “Leads” are Different For Everyone

27. www.tbkconsult.com How to get started?
• Get familiar with your business model?
• What is your customer value proposition?
• Who is your ideal customer?

28. www.tbkconsult.com Optimize Your Profile to Convert Views

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It’s Personal
“Social selling is leveraging your own professional brand and social
network to gather insights and connections, then using that information
to help you discover new opportunities, sell, and get business done.”
In other words, social selling starts with each sales professional’s
personal brand and online activity.
Each salesperson is responsible for making connections, sharing
insights, and building relationships.
What is Social Selling?

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Encourage each of your salespeople to build their own brand.
Make sure they have completed, optimized LinkedIn Profiles.
Partner with the marketing department to provide quality content
for your team to share, and encourage them to be active on social
media where their potential customers are.
How Sales Leaders Can Help!

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Goals & KPIs Top-performing salespeople tend to score
high in all six of the following metrics:
1) Number of connections and followers
2) Number of personalized connection requests
3) Connections at key accounts
4) Number of “get introduced” requests
5) LinkedIn Group participation
6) Overall activity: number of likes, shares, and comments
There’s a common misconception that
social selling is composed of “soft”
activities that are hard to quantify.
In reality, social selling efforts are just as
measurable as any other sales activity.
Your team is far more likely to be
successful if they have concrete goals
and KPIs for their social selling efforts.
It’s Measureable!

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This process averages
70% favorable response rate

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All of this can be done using the
FREE LinkedIn account!

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The Plan

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The LinkedIn Funnel

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Level 1: Let’s Connect

37. www.tbkconsult.com Connection Request

38. www.tbkconsult.com Level 2: Want to Join?

39. www.tbkconsult.com Level 3: Are You Going?

40. www.tbkconsult.com Media Contact Script

41. www.tbkconsult.com Warm Introduction Method Script

42. www.tbkconsult.com Name Drop Method Script

43. www.tbkconsult.com Setting Up Your Foundation
The 3 Things You MUST Do Before Anything Else:
1. Develop your “Ideal Prospect Profiles”
2. Optimize your profile to convert views into LEADS
3. Join the RIGHT LinkedIn Groups

44. www.tbkconsult.com Searches
• Basic Search
• Advanced Search
• Boolean Search
• Saved Search

45. www.tbkconsult.com
Advanced Boolean Searches
• You can use brackets on top of the other 3 Boolean operators (AND, OR and NOT)
• Simply add brackets when you want to make group statements. Let’s assume you are looking for decision makers in
the sales or marketing field. Then, a group statement would look like this: (marketing OR sales). In this case, you
would be looking for anyone with a marketing or sales background. Now, if you combine this with (manager OR
director OR VP), you will find a combination of people at these different levels.
• So, what is the next step up? It is creating a combination of these two: (marketing OR sales) AND (manager OR
director OR VP). If you type in this search string in the Title field in LinkedIn’s advanced search, your results will have
people who are a marketing manager, a sales manager, a marketing director or a sales director.
• Finally, just as in math, you can combine different levels of parentheses too! Here is an example: ((Chief AND
Officer) AND (Executive OR (Operational OR Operations) OR Marketing) OR (CEO OR COO OR CMO)).

46. www.tbkconsult.com Who’s Viewed Your Profile?

47. www.tbkconsult.com Is is the RIGHT PEOPLE who views your profile?

48. www.tbkconsult.com Is is the RIGHT PEOPLE who views your profile?
Copenhagen
IT & Services
Software
Director
Owner
Manager
Partner Internet
Telecom
Marketing
South Jutland
Sealand
Central Region
Nothern Region
Denmark
Funen

49. www.tbkconsult.com How can we measure our activities?
• Number of Followers on personal and company profile
• Personal Profile Rank
• Number of connection requests
• Number of Views on personal profiles
• Number of meetings/calls initiated from LinkedIn activity
• Number of Updates
• Xx% updated personal profile
• Adding Rich Media to the profiles
• Establishing a Company profile aligned with website
• Number of Posts on personal and company profile

50. www.tbkconsult.com How to Meassure your Effort

51. www.tbkconsult.com LinkedIn Daily Success Routine
 Be A Connector
 Engage Contacts
 Who’s Viewed Your Profile
 Join & Start Discussions
 Find Content
 Share Content
 Create Content
 LinkedIn Publisher

52. www.tbkconsult.com Your Commitment
Initial One-Time Setup
Develop Your Prospect Profile 1 Hour
Optimize Your LinkedIn Profile 2 Hours
Join the Right LinkedIn Groups 2 Hours
Ongoing Monthly Marketing & Outreach
Reach Out to 6 Prospects / Day 10 Minutes per Day
Setup of Top-of-Mind Campaign 1 Hour per Month*
Follow up with Leads in Your Inbox 5 Minutes per Day
18 Minutes per Day!!
*1 hour per month averages out to 3 minutes per day

53. www.tbkconsult.com Tactical Plan
• Approval on:
• Objectives
• Goals
• Roles
• Resources
• Implementation
• Trainings
• Execution
• Support
• Follow up
• Measurement

54. www.tbkconsult.com Let’s Talk ROI
6 prospects each day…..leads to 1.320 total prospect
leads over the course of 12 months.
Based on your ROI calculations:
1. What % of prospects you speak/meet with will be interested in your
products/services?
2. What % of those will you close?
3. What is a typical new client worth to you?
Your revenue generated:________________
Is that an acceptable ROI for you?

55. www.tbkconsult.com Wrap Up

56. www.tbkconsult.com
Full day workshop from 9 am to 5 pm
- Connect with me on LinkedIn if you are interested -

57. www.tbkconsult.com
Need help!
Steen Helmer
+45 4040 9099
she@tbkconsult.com

58. www.tbkconsult.com TBK Consult - videos
Why our clients use us
How we operate
What we do

59. www.tbkconsult.com
The success factor for every networker is to Always Be Building
your network of connections and opportunities.