How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
SOCIAL SELLING –
Orientation
Group E – GE Digital Aviation

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™
• Train and Coach over 2,000 people per month
• Trained and Coached over 100,000 in Social Network
Skills
• Influencer Development, Relationship Marketing, Social
Selling, Influencer Marketing and Production, eLearning,
Lead Generation and Conversion Social Networking,
Digital Marketing

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
How to Engage with the
Go-To-Webinar Interface
• Questions area in task bar
• Type us a question so we know you
understand
• Ask us anything throughout the session
Audio
Problems
during the webinar?
Click on “Telephone”
at any time to get
the dial-in phone number:
+1 (562) 247-
8421
Access Code : 578-708-343

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Course Objectives
• Boost Network Ranking
• Improve Personal Branding
• Advance Business Influence
• Gain Social Selling Skills
• Online Appointment Setting
• Increase Targeted Referrals
• 20 Minute a Day Routine

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Networks
Where Do You Stand Now?
YOU
ARE
HERE

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Media – What?

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Selling – Why?
•Reputation
•Protection
•Visibility
•Compliant-friendly
•Referrals
•New business

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social selling is the process of developing relationships as part of the sales process.
Today this often takes place via social networks such as LinkedIn, Twitter, Facebook,
and Pinterest, but can take place either online or offline. Examples of social selling
techniques include sharing relevant content, interacting directly with potential buyers
and customers, personal branding, and social listening. Social Selling is gaining
popularity in a variety of industries, though it is used primarily for B2B (business-to-
business) selling or highly considered consumer purchases (e.g., financial advisory
services, automotive, realty).
Social selling has become more popular since companies have looked to increase their
return on investment of social media interaction.[5] Sales teams within organizations
frequently mine data from social media that may help them connect to customers in
order to create a more genuine sales lead.[5] The technique frequently focuses on
approaching potential clients in a less direct way, meaning they don't interrupt their
daily lives with cold calls and hard sells.[6] Koka Sexton stated that the art of social
selling is said to speed up many sales processes, while also improving relationships.
Source: Wikipedia: Social Selling
Social Selling – What?

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
75% of B2B buyers and 84% of C-level/vice president (VP) executives
surveyed use social media to make purchasing decisions.
Online professional networks are the number one information
preference of buyers in the final stage of the purchase process.
Social buying correlates with buying influence. The average B2B buyer
who uses social media for buying support is more senior, has a bigger
budget, makes more frequent purchases, and has a greater span of
buying control than a buyer who does not use social media.
B2B buyers find the greatest benefit of social media is gaining greater
confidence in and comfort with their decisions.
Source: IDC #247829
IDC Statistics

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Source: IDC #247829
IDC Statistics

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Are You a Business Influencer?
Influencing is a necessary skill for anyone in business,
whether a person is a manager or a salesperson. The ability
to bring others to your way of thinking without force or
coercion is important in business. Influencing others is a
transferable skill business persons take with them from job
to job in the business world.
Managers want to convince employees to work hard, and
salesmen need to convince clients their product is the best
purchase choice.
Source: CRON NEWS

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
How Many Contacts Do You Have That You Cannot See?
• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE
ONE TO ONE
SELLING!

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
The LinkedIn Network

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters
Courtesy of US Army*

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Teaming – 3 Degrees
YOU
Bob
Smith
Karen
Jones
Kim
Lock
John
Bean
George
Miller
Jane
Adams
Level 1
Level 2
Level 3
Level 1
Level 2
Level 3
Assoc
Bill
Steve
Laura
Becky

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Teaming

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Just Twenty Minutes a Day

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
BEFORE THE POWER MOVES
Your Professional Profile
• Complete profile
• The start of social selling
• Your first conversation
• Be clear
• What will you do for others?
• Why & how?
• What do you want/need?

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Profile = Your Professional Brand

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Profile = Your Professional Brand

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Measure Results!
Don’t forget Appointments,
Proposals, and SALES!

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Selling Index

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move – Outcome Based Routine

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Intent for ROI

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
DEMO

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Selling 101 – Social Selling Foundation/LinkedIn™ Beginner
•Why and how social networks work for selling – compliant-friendly
•Fundamentals of building trust and relationships online
•Effective profile setup, keywords and settings
•Key profile elements for attracting new business
Social Selling 201 – Social Jack™ Network Building
•Network building for territory coverage (Network Science)
•Benefits of connecting with customers, prospects, industry thought leaders and competitors
•Protecting the security of your connections
•Communication techniques to build your professional brand
Live Webinar Instruction
Social Selling - Advanced Conversion Skills Program

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Selling 301 – LinkedIn™ Advanced Sales Techniques
•Learn LinkedIn™ online sales foundation skills
•Identify new prospects beyond your assigned accounts
•Pre-call research for existing and new prospects
•Level one communication (SEI)
Social Selling 302 – LinkedIn™ Advanced Sales Routine
•Getting into your 20 min a day plan
•Trust building and conversion techniques
•Build your industry domain expertise via LinkedIn™ connections
•Level two communication (SEI)
Live Webinar Instruction
Social Selling - Advanced Conversion Skills Program

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Go for
your
Social
Selling
Black
Belt!

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Next Classes and Coaching Sessions
Your Classes
Social Selling Orientation Overview
Monday, April 8, 2019 - 7:00 AM - 7:30 AM CT
Social Selling 101 – Social Selling Foundation/LinkedIn Beginner
Monday, April 15, 2019 - 7:00 AM - 8:00 AM CT
Social Selling 201 – Social Jack Network Building
Monday, April 22, 2019 – 7:00 AM - 8:00 AM CT
Social Selling 301 – LinkedIn Advanced Sales Techniques
Monday, April 29, 2019 – 7:00 AM - 8:00 AM CT
Social Selling 302 – LinkedIn Advanced Sales Routine
Monday, May 6, 2019 – 7:00 AM - 8:00 AM CT
Your Coaching Sessions
Tuesday, April 16, 2019 - 7:00 AM - 7:30 AM CT
Tuesday, April 23, 2019 - 7:00 AM - 7:30 AM CT
Tuesday, April 30, 2019 - 7:00 AM - 7:30 AM CT
Tuesday, May 7, 2019 - 7:00 AM - 7:30 AM CT
You Are Group E

SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Giving Course Insights

SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Course SurveyCourse Performance
 Meeting Objectives
 Recommending to others
Trainer Performance
 Relevancy ~ business, regional and cultural examples
 Expertise, applicability, clarity
 Engage audience ~ curate positive learning experience
Growth and Application
 Manager discussion
 Application of tools, techniques and behaviours
 Support individual growth
Venue and Logistics
 Registration and pre-course communications
 Venue
 On-site support

SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Here’s what it looks like …
3
3

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Quick Next Steps
• Log into Social Jack
• Upload Profile Picture
• Want to jump ahead?
• Take other courses
• Fast Track Course
• Certification Series
• Downloads etc
• Log into LinkedIn, review your profile!
• Send any questions to GE@SocialJack.ZenDesk.com

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Questions?

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Thank You!

How to Use LinkedIn for New
Business Development
Social Selling Course
Orientation
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Connect WITH us!