80% of sales are gained on the 5th-12th touch. LinkedIn can be a powerful tool in helping sales professionals and entrepreneurs gain more high quality touches with prospects.

1. Increasing High Quality Sales
Touches With LinkedIn
Yuhannes Watts – LinkedIn Sales Strategist
www.learn2link.com

2. LinkedIn can be a powerful tool for sales
professionals and entrepreneurs. The
secret sauce is INTEGRATING LinkedIn
with your current sales activities – cold
calling, networking, prospecting, telemark
eting, etc.
LinkedIn makes the things you’re already
doing MORE effective.
The Secret Sauce

3. “80% of sales are made on the 5th – 12th
contact or “touch.”
This is one of my favorite sales quotes because it’s
easy to understand and also true. Let’s explore how
to use LinkedIn to get more quality touches.
Key Sales Stat

4. For many of us the 1st touch is going to be a face to
face conversation from someone we meet at a
networking event. Business cards are usually
exchanged. Most people stop here…
Touch #1
Only 2% of sales are made on the first contact

5. Sift through all those business cards from the
networking event and follow up with key contacts
within 24-48. When they see your request to connect
in LinkedIn, it will be your 2nd touch. Remember to
personalize your message! Many people stop here…
Touch #2
Only 3% of sales are made on the second contact

6. The 3rd touch is where you start to separate yourself
from the “herd” of LinkedIn connectors. Send a
simple follow up message – “Mike, thx for allowing me
to be a part of your network.” How many of your
LinkedIn connections have sent one of these to you?
Exactly… Very few.
Touch #3
Only 5% of sales are made on the third contact

7. Switch it up and make your 4th touch a follow up
email. If the person hasn’t accepted your request
to connect in LinkedIn yet, casually remind them
you’ve sent a request.
Touch #4
Only 10% of sales are made on the fourth contact

8. Take it back to LinkedIn and share an insightful article with
your new contact. Make sure the article is about them,
something relevant to their business or a challenge they
face… Don’t share an article from your company on how
you’ve got the latest and greatest... At least not yet.
Touch #5
80% of sales are made on the 5th – 12th contact!

9. Remember how you used dread the telephone?
Now, when you finally end up speaking with your
contact for your 6th touch… It’s no longer a cold
call, it’ll be a warm conversation – thx to mixing it up
with LinkedIn!
Touch #6
80% of sales are made on the 5th – 12th contact!

10. LinkedIn should be a part of your touch strategy and not your entire touch
strategy. It’s a tool that can easily help you get 6-12 high quality touches
with key prospects in a short period of time. Remember to mix it up and
don’t stop at touch #6 – keep going! The goal should be to see how
quickly you can turn key LinkedIn connections into real working
relationships. This will ultimately create more sales opportunities for you.
+Good luck
To learn more about LinkedIn strategies, how to increase your sales
opportunity pipeline and relationship pipeline check out the next slide.
Final Notes

11. www.learn2link.com
Yuhannes Watts is a Business
Relationship Strategist who
teaches sales teams and
professionals how to leverage
LinkedIn to realize their goals.
Helping them transform Cold
Calls into Warm Conversations
to increase sales success.
He has trained and consulted
for top organizations such as
TD Bank, AARP and AFLAC.
Connect with him on LinkedIn:
www.linkedin.com/in/yuhanne
swatts