webinar linkedin-debunking the four fears -15 1113
TRANSCRIPT
LINKED IN AND COPIER SALES:DEBUNKING THE FOUR FEARSDarrell AmyChief Innovation OfficerDealer Marketing
Larry LevineSocial Sales Coach
Social Sales Academy
AGENDAThe Opportunity
The Four Fears
A Sensible Strategy
Q & A
MY STORY• 27 ½ years in the industry• Los Angeles sales “rat race”• Zero account base• 2014 Results
– >$600,000 in net new business– $1,250,000 in sales revenue
against a $840,000 budget– $1,600,000 pipeline leveraging
LinkedIn relationships www.linkedin.com/in/larrylevine1992
LINKEDIN IS REAL
97 million unique visitors each monthJuly 2015, LinkedIn Q2 Earnings Report
10X Growth since 2009
97 million unique visitors each monthJuly 2015, LinkedIn Q2 Earnings Report
84% of C-level/VP executives surveyed use social media to make purchasing decisions.IDCSocial Buying Meets Social SellingApril 2014
DECISION MAKERS + INFLUENCERS
GenX-40% Boomers-25%Millennials-35%
“The two keys to success are:(1) building relationships and (2) changing the way people think”
Social selling can accomplish both
WHAT ARE YOU AFRAID OF?
FEAR #1MY BEST REPS WILL GET RECRUITED AWAY
• Your reps were being recruited long before LinkedIn
• Keep reps with good leadership, training, service and comp plans
SMART STRATEGY:MAKE SURE YOUR BEST CLIENTS DON’T GET STOLEN
5.4 peopleAre now involved in the average B2B transaction
Creates 5.4 different buying criteria & personalities
Corporate Executive Board, 2012
FEAR #2COMPETITION WILL STEAL OUR CURRENT ACCOUNTS
• Your competition already knows who your current accounts are
• You can add privacy settings to your profile so only your friends can see your contacts
SMART STRATEGY:USE LINKEDIN TO BUILD YOUR NETWORK OF CONNECTIONS
MIN
E CO
NNEC
TION
S
Second Level Connections &
Group Members
Title
Location
235 ResultsM
INE
CONN
ECTI
ONS
LINKEDIN ALLOWS YOUR REPS :1. Get appointments for net-new business2. With the real decision makers3. While showcasing the expertise of your team/dealership4. And protecting your current accounts
FEAR #3REPS WILL STOP COLD CALLING
• Cold calling isn’t dead, it’s just different
• LinkedIn creates warm calls and more effective appointments
SMART STRATEGY:USE LINKEDIN TO PLAN YOUR PROSPECTING
PLAN YOUR PROSPECTING
FEAR #4REPS WILL SPEND ALL DAY SITTING AT THEIR COMPUTERS
• LinkedIn enables 24 Hour-a-day Prospecting
• Mobile Apps make down time productive
ABC: ALWAYS BE CONNECTING• 24 Hour Prospecting
– In between appointments– In the evening– Weekends
• Lead the way as a dealership by having a social presence
EMPLOYEES WITH SOCIALLY-ENCOURAGING EMPLOYERS ARE SIGNIFICANTLY MORE LIKELY TO HELP BOOST SALES THAN EMPLOYEES WHOSE EMPLOYERS AREN’T SOCIALLY ENCOURAGING – 72% VS. 48%”– Weber Shandwick
A SENSIBLE STRATEGYHow to Equip Your Sales Team for LinkedIn Success
HOW TO ENSURE FAILURE1. Have someone who has never
sold a copier (or anything) teach your reps
2. Write a big check to LinkedIn for Sales Navigator and expect success
DailyHabits
Killer Profile
THREE PILLARS OF SUCCESS
Social **Selling Skills**
SOCIAL SELLING SKILLS
Mine Connections Connect Build
CredibilityRequestMeeting
Go Deep & Wide
SOCIAL SALES ACADEMY
Larry LevineSocial Sales [email protected] x.302
Online On-Site
www.socialsalesacademy.netPromo Code: WEBINAR for $100 coupon