Social selling 101: How to Convert Connections to Clients - Chicagoland Chamber - 2019 Exchange - Social Jack

1. SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack 5 Steps to Monetize Your Network How to Convert Connections to New Clients

2. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients 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 • Financial Services, Insurance, Banking, Private Equity, Professional Services, Legal, Accounting, Technology

3. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack New Book!

4. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients 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

5. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Social Networks Where Do You Stand Now? YOU ARE HERE

6. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Social Media – Why? • Reputation • Protection • Visibility • Compliant-friendly • Referrals • New business

7. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Social Media – What?

8. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients 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

9. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients 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!

10. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack The LinkedIn Network

11. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack GOAL: PREVENT CLICKING ROULETTE!

12. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Just Twenty Minutes a Day

13. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Social Selling ROI

14. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients 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? Power Move #1 Your Profile = Your Professional Brand

15. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Power Move #2 – Home Page Scan (UNE)

16. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Power Move #3 – Network Diving – Level One

17. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Power Move #4 – Conversation Power of 8,000 to 1 “Likes” and “Comments” Power of million to 1 “Shares”

18. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Power Move #5 - S.C.A.G. S - Scan C - Connect A - Ask G - Get Live Demo – NEW

19. How to Use LinkedIn for New Business Development Influencer Development Are You a Business Influencer? SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Power Move #6 – Add Other Influencers! Connect UP! 5

20. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Set the Hook - Convert Bonus Power Move #7

21. How to Use LinkedIn for New Business Development Influencer Development Are You a Business Influencer? SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack #8 - Measure Results (Goals)! Don’t forget Appointments, Proposals and SALES! 7

22. How to Use LinkedIn for New Business Development Influencer Development Are You a Business Influencer? SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Social Selling Index

23. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Are You Ready to Be an Influencer?

24. SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack

25. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack www.SocialJack.com

26. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack

32. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack BusinessInfluencerMasterclass.com

33. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients 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 3 POWER MOVES!

34. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Questions?

35. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Thank You!

36. How to Use LinkedIn for New Business Development Flash Class - How to Convert Connections to Clients SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack Connect WITH us! Dean@forwardprogress.net

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