your professional profile & social selling
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Your Professional Profile & Social SellingTRANSCRIPT
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Your Professional Profile and Social Selling
12th November 2013
Anthony Slater Product Consultant
LinkedIn Sales Solutions
MEMBERS WORLDWIDE +2 New MEMBERS PER SECOND
180M+ MONTHLY UNIQUE VISITORS
259M+
LinkedIn is the world’s largest professional network
LinkedIn in Australia
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• 5 million+ Australian members
• 80% of Australian professionals
• The top five Australian industries represented on
LinkedIn are:
• IT & Services,
• Construction,
• Financial Services,
• Education Management
• Hospital & Health Care
• 92 of the ASX200 companies leveraging LinkedIn
Talent Solutions.
Visualise your network
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Create your own:
http://inmaps.linkedinlabs.com/
Our Mission. Connect the world’s professionals to make
them more productive and successful
Hire Engage the world’s
best passive talent
Sell Engage the world’s
decision makers
Market Engage most effectively
with professionals
Advanced Profile Tips & Adjusting your
settings
8
Where do people look on your profile?
Always personalise your introductions
Reach out in a friendly and professional manner – even if you know
someone well.
How do you connect?
Who should you connect to?
Current customers
Former boss/supervisor & colleagues
Present colleagues
Current suppliers, contractors
People you meet at events & conferences
Family/friends, if they are also business professionals
Prospects (once you’ve had a conversation!)
Add quality connections – you are a reflection of your network
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Adjusting your settings
Social Selling Introduction
The world and buyers have changed What once worked, will not work anymore
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97% 75% 57% Of the time cold
calls do not work * 7% worse every year
since 2010
B2B purchaser
influenced
by social
Buying decisions
are made before
sales rep involvement
Corporate Executive Board 2012
Connect & Sell 2012
IBM Buyers Preference Study 2011
How How do I get
a warm intro?
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+259M members
+2B member updates
per week
Billions connections
LinkedIn defines social selling
What What to
talk about?
Who Who are the
Right People?
Social Selling Index
• Visibility into company’s social
selling activities
• Identify opportunities for
improvement
• Benchmark against peers and
competitors
Ranks and tracks company utilisation of
LinkedIn as a social selling tool.
16
Source: Aberdeen Group
LinkedIn Social Selling Index Correlates to sales success
15% More customer
renewals
31% Greater team
quota attainment
21% More reps
achieving quota
4 Actions to Becoming a Social Selling Pro
17
Developing a Reputation: Building a strong online reputation that
showcases your experience and increases your credibility
Gathering Intelligence: Researching social information to
prepare for sales conversations
Building your Network: Developing relationships with people
who can share information and provide referrals
Engage with Insights: Use the information you have learned and
the relationships that exist to reach prospects in a warm way
1. Build Your PROFILE
3. Gather INSIGHTS
2. Develop Your NETWORK
4. Engage with INSIGHTS
1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU
18
2. Proactively Develop Your Network Build trusted relationships who can support your professional objectives
20
3. Gather Intelligence Be prepared for every interaction by researching contacts and companies
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4. Engage with insights Leverage the information and relationships available
Summary: Social selling best practices
Buyers have changed
Leverage social data
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Buyers are well educated
Lead with insights
Cold calling is ineffective
Go in warm
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Q&A