The document outlines steps for using LinkedIn to develop new business. It discusses completing your profile, conducting home page scans of your network, diving into different network levels to find new connections, engaging in conversations to provide value, and measuring results through goals, appointments, proposals and sales. The goal is to become an influencer in your industry by developing relationships and sharing relevant content through social selling on LinkedIn.
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?
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
27. 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
28. 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
29. 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
30. 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
31. 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
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
Hinweis der Redaktion
- Let’s look at the LinkedIn Network
- This is just a little bit above average.
- Look at these numbers in your network!!!