You’re a great Trusted Business Advisor who works hard to understand your clients’ underlying interests, so you already know the blueprint of how to help them. You know what a good referral looks like, and you also know what a bad referral looks like. What if you could score your referrals prior to contact to know that they are a good fit?
Join us for this complimentary webinar to learn the new techniques for using LinkedIn to find the companies that are ready for your advisory services. We will show you how to find new clients, how to know what they need, and how to score and qualify those referrals before you even contact them. This webinar is a game changer!
2. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
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, Social Selling, Influencer Marketing
& Production, eLearning, Lead Generation & Conversion,
Social Networking, Digital Marketing
• Legal, Accounting, Financial Services, Insurance, Banking,
Private Equity, Professional Services, Technology
3. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Thank You to Our Sponsors
4. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
How to Engage with the
Go-to-Webinar Interface
• Question area in task
bar
• Type us a message
so we know you got it
• Ask us anything
throughout the class
• Engage and WIN!
Audio Problems
during the webinar?
Click on “Telephone”
at any time to get
the dial-in phone number
and access code.
5. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
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
6. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Networks
Where Do You Stand Now?
YOU
ARE
HERE
7. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Media – Why?
• Reputation
• Protection
• Visibility
• Compliant-friendly
• Referrals
• New business
8. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Media – What?
9. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
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
10. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Source: IDC #247829
IDC Statistics
11. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Source: IDC #247829
IDC Statistics
12. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
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!
REFERRALS
GET BETTER
THE CLOSER
THEY GET!
13. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
The LinkedIn Network
14. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
GOAL: PREVENT CLICKING ROULETTE!
15. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
• Thought Leader
• Executive Presence
• Humanize Your Brand
• Attract Speaking Opportunities
• Increase Referrals
• Generate New Business
What are your Goals?
Know the Numbers! SHARE YOUR GOALS!
16. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Identify Your Target
Who is your target customer/client/partner?
• What do they look like?
• What industry are they in?
• What size company do they work for?
• Who do they know?
• If they are consumers, what are their interests?
• Who will you be talking to?
17. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Social Selling ROI
18. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
• 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?
Your Profile = Your Professional Brand
Over 60% Bounce Rate!
New
Profiles!
19. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Profile = Your Professional Brand
20. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Profile = Your Professional Brand
21. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Your Profile = Your Professional Brand
22. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Profile Intake Form
23. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move #1 – Home Page Scan (UNE)
24. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move #1 – Home Page Scan (UNE)
25. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move #2 – Network Diving – Level One
26. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move #3 – Conversation
Power of 8,000 to 1
“Likes” and “Comments”
Power of million to 1
“Shares”
NEW = use #HashTags to attract new
networks of prospects!
27. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move #4 – Search Content
NEW
FEATURE
28. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Power Move #5 - Video !
Social Reach
Over 1 Million
Impressions!
Remember to Tag
and HashTag
29. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Let’s Generate Referrals – Are they good?
30. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Linas Jarasius
• CEO, Founder of InfoVera
• Creator of the TEVO Scoring System
• For the last +25 years, he has specialized in helping
• owners grow, fund or exit their business. More than 3,000 companies
on three continents have benefited from his insights, practical tools and
expertise.
• His career includes 15 years in Australia and 6 years of M&A work.
• Relocated to San Francisco in 2005 where he co-founded Swiss
Avenue Partners and then Sterling Creek Holdings, the owner of
InfoVera.
• He loves golfing, skeet shooting, axe throwing and listening to any live
music.
31. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Let’s Generate and Score Some Referrals
32. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Referrals – What if we could tell?
33. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Referrals – What if we could tell?
34. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Bonus Reports (2)
35. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Thank You to Our Sponsors
A Market Value Reporting Agency (MVRA), similar in concept to
Experian, Equifax and TransUnion
Additional data gathered from company and/or partner network
Focus on privately held businesses ONLY
Predictive scoring platform similar in concept to
FICO.
Utilizing 6 key areas of a business to determine
marketability value in their segment – a true
business value scoring system.
.
36. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Questions?
37. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Assignment
• Fix your profiles – look good!
• Be complete – Be relevant
• What will you do for others?
• What do you want/need?
• Add new items!
• Social Selling = Be Social
• Have meaningful conversations
• Provide value - Be present!
• Do your POWER MOVES!
• HANDOUTS!!
• Get Your Leads from InfoVera!
38. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Winners?
Coffee is
for
Engagers!
39. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Thank You!
40. How to Use LinkedIn for New
Business Development
LinkedIn For
Business Advisors
SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
Connect WITH us!
Dean@forwardprogress.net