16. Identify connections
• Make a list of influencers to connect with
• Make a list of decision-makers to connect
with
• Make a list of CXO’s and CIO’s to connect with
• Make a list of key IT team members to
connect with
19. 4 things to consider…
1. Do you have a mutual connection/group?
2. What are they interested in?
3. Engage, inform, inspire, action
4. Build a relationship with shared
interests/goals
20. Suspect approach
1. Make a list of suspects by vertical
2. Follow their company
3. Write and share relevant content publically
4. Build customer recommendations by vertical
5. Invite them to a webinar on the topic
6. Over time, suggest a call/meeting
21. Prospect approach
1. Invite to connect
2. Research the prospect role/objectives
3. Send relevant engaging information
4. Request a follow up phone call
5. Invite to follow the company page
22. Lead approach
1. Invite to connect
2. Send relevant industry content
3. Invite to follow the company page
4. Invite to webinars & events
5. View their profile
23. Let’s connect now
• Connect with 5 prospects
• Connect with 5 customers
• Connect with 5 influencers
• Connect with 5 leads
• Connect with 5 prospect CXO’s & CIO’s
27. 4 ways to cross-sell on LinkedIn
1. Become thought-leaders
2. Educate your audience via content
3. Invite to attend webinars, groups & events
4. Write and distribute factsheets/white papers
5. Invite users to the LinkedIn group
34. Why In-Mail often fails
• Subconsciously communicate “me-me-me” to
the recipient.
• Don’t compel the reader to talk with you after
clicking “accept.”
• Accidentally help prospects decide
to ignore the message
35. 3 best practice recommendations
1. Avoid starting your message with the word
“I”
2. Let’s decide – subject line
3. De-emphasis you and focus on the prospect
36. For example..
Hi _________ (first name),
As a member of the _________ (LinkedIn group)
group, I wanted to introduce myself. I’m
_______________(title or background) with
_______________ (company) and wanted to
connect with area professionals. If you are not
open to connecting, please ignore this invite.
Thanks!
37. Better yet..
Hi _________ (first name),
We both participate in the ____________ group
and should know each other because
____________ (insert specific, mutual benefit).
How can my network of colleagues help advance
your ambitions or bring you closer to goals?
Thanks for considering the connection. I look
forward to helping and hearing from you
38. Why it works?
• Emphasizing the other person by removing most of
the “I”s.
• Giving the recipient a reason to act.You’re clearly
stating “theWHY.”
• “Bringing to life” an appealing idea: making your
LinkedIn network available to advance their agenda.
• Creating interest. By asking a question we compel the
recipient to consider answering. By asking the
question we encourage the thought, “gee, how can
this person’s network serve me right now?”
• Being polite without inviting deletion and increasing
response
43. After today
• Connect with 5 new prospects each week
• Reach 500 + connections
• Join 3 vertical groups and strategically
contribute
• Share weekly relevant content agreed with
marketing in advance
45. Summary
1. Optimise your profile
2. Answer the w’s
3. Be engaging and relevant to connections
4. Be relevant, agnostic and genuine in groups
5. Write engaging in-mails to achieve meetings
6. Define what social media success is and
measure
Hinweis der Redaktion
Today we are going to talk about how you can strategically build the right connections to build the right relationships
Make a list of the top 50 organisations that you would like to work with
Email Marketing team for Q&A and will liaise with SFB
