If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong! Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count. You will learn: 1. The 5 ways to kill your reputation on LinkedIn 2. The big "reveal" why LinkedIn is NOT a numbers game 3. The remarkable latest research you can't ignore about "social buyers" 4. What it takes to get results as a social seller: Listen up 5. When to ditch technology and Pick Up the Damn Phone!

1. 5 Ways LinkedIn Can Drive Revenue
Without Selling
July 22, 2014
Joanne S. Black

2. Welcome!
I’m Joanne Black
America’s leading authority on referral selling
Introducing Jim Horan
President, The One Page Business Plan Company
2

3. In 38 minutes…
• 5 Ways to kill your reputation on LinkedIn
• Why LinkedIn is NOT a numbers game
• Latest research on social buyers
• Get results as a social seller: Listen up
• When to ditch technology and Pick Up the Damn
Phone!

4. The Truth About Phones
Alexander Graham Bell
4

5. Contrary to Popular Belief

6. Why Social Media?
A place to find connections, begin a conversation,
begin a relationship
6

7. Showing Up Counts
Woody Allen
US movie actor, comedian, & director
“Eighty percent of success
is showing up.”
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8. We Show Up Two Ways Today
In Person
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9. We Show Up Two Ways Today
Online
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10. 5 Ways to Kill Your Reputation on LinkedIn

11. Kill Your Reputation on LinkedIn #1
I invite you to join my professional network on
LinkedIn.
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12. Kill Your Reputation on LinkedIn #1
Not responding to an invitation
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13. The Power of a Response
Hi Joanne:
I cannot express how much your note meant to me. As a
woman, sales person in Tech I've been at a professional
crossroads.
Your quick, note recognizing my efforts helped me to reset
and focus on what matters and to believe in myself and trust
my choices- so thank you!
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14. The Power of a Response
Lauren McSorley, Enterprise Sales Executive
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15. The Power of a Response
“The most impactful invitation I’ve ever received. I’m
saving it as an example.”
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16. The Power of a Response
Sean Burke, Chief Revenue Officer, Kite Desk
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17. Kill Your Reputation on LinkedIn #1
Since you’re my friend…
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18. Kill Your Reputation on LinkedIn #2
I need to see you
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19. Kill Your Reputation on LinkedIn #2
or just as bad…
19

20. Kill Your Reputation on LinkedIn #3
Thinking you know me…
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21. Kill Your Reputation on LinkedIn #3
What you won’t learn on my profile
- My hobbies
- My neighbors
- My pets
- The company I keep
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22. Kill Your Reputation on LinkedIn #4
LinkedIn is NOT a place to sell
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23. Kill Your Reputation on LinkedIn #4
Do not invite someone and then pitch
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24. Kill Your Reputation on LinkedIn #4
Don’t use Groups to promote your products
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25. Kill Your Reputation on LinkedIn #5
• Do not ask for a referral online
• A referral is an introduction from someone your
prospect knows and trusts
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26. Why LinkedIn is NOT a Numbers Game
500+++
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27. Why LinkedIn is NOT a Numbers Game
Assume a connection is a relationship
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28. Why LinkedIn is NOT a Numbers Game
“There’s a big difference between being the most
connected person and the being best connected
person.”
Reid Hoffman, co-founder of LinkedIn
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29. Why LinkedIn is NOT a Numbers Game
Not social intelligence we need so much—it's
relationship intelligence

30. Don’t Ignore Social Buyers
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31. of C-Level and VP-level buyers use
social media for B2B purchase decisions
Social buying is widely practiced among B2B decision makers,
especially C-level and VP-level executives
of all buyers use social media for
B2B purchase decisions
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32. Average spend of
non-social buyers
Average spend of
social buyers
Compared with other B2B buyers, buyers who use social
media for purchasing spend 84% more per purchase
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33. Social buyers also make 61% more purchases on average than buyers
who don’t use social
# of purchases made
by non-social buyers
# of purchases made
by social buyers
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34. And social buyers have a higher level of company influence
than purchasers who do not use social media
of non-social buyers make
purchases for their entire
company, business unit, or
multiple departments
of social buyers make purchases for
their entire company, business unit, or
multiple departments
34

35. Getting Results as a Social Seller
“Leveraging your professional brand to fill your
pipeline with the right people, insights, and
relationships.”

36. • Our job as salespeople is to provide:
- Wisdom
- Knowledge
- Insights
Getting Results as a Social Seller

37. We’re
SMARTER
than our
buyers
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38. Sales professionals can partner more effectively with social
buyers by increasing social proximity, presence, and capital
Social proximity
Grow social networks and
contribute to conversations.
Social presence
Manage a professional identity
that is credible, authentic,
accurate, information-rich, and
service oriented.
Social capital
Do your social homework to
ensure relevancy before you
reach out and facilitate peer-
to-peer recommendations.
38

39. Sales reps that exceed quota engage with
prospects 39% more than laggards
Sales reps that that exceed quota have
their updates engaged 98% more than
laggards
39%
more engagement
98%
Engagements received
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on
existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI
leaders have an SSI > 70; SSI laggards have an SSI < 30
Why Sharing Is Important? [Social Capital]
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40. How Can You Use LinkedIn to Socially Sell?
Establish a professional presence on
LinkedIn with a complete profile
Create a professional brand
Prospect efficiently with powerful
search and research capabilities
Find the right people
Discover and share valuable information to initiate
or maintain a relationship
Engage with insights
Expand your network to reach prospects and those
who can introduce you to prospects
Build strong relationships
40

41. And Pick Up the Damn Phone!
When to Ditch Technology

42. There’s
NO SUCH THING
as “warm”
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43. Research on LinkedIn
Your Warm Call Fantasy

44. Identify trigger events
Your Warm Call Fantasy

45. Discover mutual connections
Your Warm Call Fantasy

46. Send an email with your business case
Your Warm Call Fantasy

47. Ask for an introduction on LinkedIn
Your Warm Call Fantasy

48. Your Warm Call Fantasy
Without a referral introduction…
your connection is ice cold
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49. The “gatekeeper” is on your side
Get a Referral Introduction

50. When to Ditch Technology
• Never ask for a referral online
• A referral is an introduction from someone your
prospect knows and trusts
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51. When to Ditch Technology
Does your referral source actually know the person
you want to meet?
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52. When to Ditch Technology
Have you learned about their relationship with your
prospect?
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53. When to Ditch Technology
Have you taken the opportunity to reconnect and
help out?
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54. When to Ditch Technology
• You’re breaking all the rules of social media
• You’re giving sales a bad name
• You’ve chickened out
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55. When to Ditch Technology
Your Referral Source is pushed out of shape
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56. When to Ditch Technology
Take your conversation offline
• Find out if they know your prospect
• Share with them why you want a referral
• Ask them to introduce you
• Have them get the ok from their connection
• They send an email introduction
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57. Technology
addiction
THREATENS
personal
connections
57

58. Relationships Still Rule
“Face-to-face is the original social media.”
Jim Blasingame, The Small Business Advocate
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59. • Research from The TAS Group
– Referral from inside their company
– Referral from a trusted source outside their company
Why Executives Meet with Salespeople

60. The Truth About Phones
• Alexander Graham Bell
• March 7, 1876
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61. Your Best Dealmaker
You are the ultimate sales technology

62. Tweet Less
Talk more to the customers and contacts who really
matter!

63. Eric Schmidt Said It
“Take one hour a day and turn that thing off. Take your
eyes off that screen and look into the eyes of the person
you love. Have a conversation, a real conversation."
I challenge you to do the same...
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64. LinkedIn Resources
• Kurt Shaver, The Sales Foundry
Get Your Personal LinkedIn Score in 2 Minutes
http://thesalesfoundry.com/sell_score/
http://www.linkedin.com/in/kurtshaver
• Barbara Giamanco, Social Centered Selling
barbara.giamanco@scs-connect.com
http://www.linkedin.com/in/barbaragiamanco/
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65. Your Referral I.Q.
1. Take your 14 question Referral I.Q. Quiz http://bit.ly/Wl8p3A
2. Submit for your 15 minute consultation
3. 10 or more salespeople? Let me know. We’ll create a
composite quiz for your team.
4. Get my book: Pick Up the Damn Phone!: How People, Not
Technology, Seal the Deal. At Amazon, & Nook
65

66. Focused
Sales Teams
Win More Business!
We can focus your entire sales
team in less than 90 minutes with
our newest cloud-based system…
The One Page 90 Day Sales Plan®
FREE OFFER:
Instructions, sample plan & template for
The One Page – 90 Day Sales Plan at
www.onepagebusinessplan.com/90daysalesplan
The One Page Business Plan Company www.onepagebusinessplan.com

67. The One Page Business Plan
Contact:
(510) 705-8400
info@onepagebusinessplan.com
http://www.onepagebusinessplan.com/
67

68. Let’s Stay in Touch
– joanne@nomorecoldcalling.com
– 415-461-8763
– @Referral Sales
– www.linkedin.com/in/joanneblackreferralsales/
Joanne S. Black
America’s Leading Authority on Referral Selling