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Social Selling With LinkedIn

Date post: 02-Aug-2015
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Social Selling With LinkedIn
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Social Selling With LinkedIn

Social selling is when salespeople use social media to interact directly with their prospects. Salespeople will provide value by answering prospect questions and offering thoughtful content until the prospect is ready to buy.

or

Social selling is when salespeople use social media to interact directly with their prospects.

Hubspot

Question:

Who uses LinkedIn for Sales?

Buyer profile:

• 49% of buyers research vendors through Linkedin profiles• 50% of buyers avoid sales professionals with incomplete profiles• 44% of social buyers used shared connections to find potential vendors• ¾ of B2B buyers use social media to research purchasing decisions & 2X’s as

many use LinkedIn than any other network• B2B buyers complete 57% of the buying decision before they are willing to talk

to a sales rep.• 92% of buyers say they delete emails or voicemail messages when comes

from someone that they do not know.• The average cold calling appointment rate is 2.5%• 2/3 of companies have no social media strategy for their sales organizations• A warm referral increases the odds of a sales success 2x-4x• 84% of B2B decision makers begin their buying process with a referral.• 77% of B2B buyers said they did not talk with a salesperson until after they had

performed independent research

Social Selling Statistics:

• Top social sellers have 45% more opportunities per quarter and are 51% more likely to make quota

• Sales reps focused on new business who exceed quota make 148% more connection requests each month than other sales reps

• Sales reps are 70% more likely to get an appointment from a cold connection request if they cite a common LinkedIn Group

• Sellers who reach out to prospects with relevant insights about their business are nearly five times more likely to get a response than sellers who reach out cold

• Sales reps who exceed their quota engage on LinkedIn with their prospects 39% more than other sales professionals. This means that they’re liking, commenting, and sharing the content that their prospects post and share on LinkedIn

• 74% of B2B buyers will abandon a search if the company doesn’t have a strong social presence

• 72.6% of salespeople using social selling as part of their sales process outperformed their sales peers and exceeded quota 23% more often.

Social Selling isn’t something to do in the future

It’s part of the here and now

LinkedIn Stats:

Registered Users - 347 Million

40% check LinkedIn Daily

11 X’s - Increase that your profile will be viewed with a Photo

13 X’s - Increase in profile views if you list skills

13% of Millennials (13 to 35) on LinkedIn

41% of all millionaires use LinkedIn

76% of Canadian LinkedIn Users go on monthly

Top 11 Tips for LinkedIn:

1. Join LinkedIn2. Complete your profile3. Get and Give Recommendations4. Endorse Others5. Join Relevant Groups 6. Share relevant information7. Connect with everyone you meet8. Connect with past acquaintances9. Connect with anyone who views your profile10. Follow Companies11. Referrals - Give and Get

LinkedIn Tricks/Tips #1 Alerts:

Click Here

Fill Out This

And this

Click this

Click Here

Why:Within the first 3 months @ a new position -> 10 X’s more likely to make a product or service change

Save This

BTW - Delivered to your inbox weekly

LinkedIn Tricks/Tips #2 Referrals:

On Paul’s Profile I see the best way to reach him

And I Go For An Introduction

Why:Almost 90% of executives never respond to or buy from cold

calls or unsolicited emails....

yet

More than 80% engage when referred by a connection - Friend, Colleague, Customer, Peer

LinkedIn Tricks/Tips #3 - Endorsements:

Grow your endorsements by endorsing - Law of Reciprocity

LinkedIn Tricks/Tips #4 - Share Content:

These are Chrome Plugins

Why:

74% of B2B buyers will abandon a search if the company doesn’t have a strong social presence

LinkedIn Tricks/Tips #5 - Connected App:

Why:

Keep in contact with people on a daily basis.

Top of mind.

A Bonus - Groups

Sales reps are 70% more likely

to get an appointment from a

cold connection request if they

cite a common LinkedIn Group

Is this of interest?

,

I found your contact information on LinkedIn as we are both part of Young Oil and Gas Professionals Group.

I thought I would reach out as I am working with a company that may have an offer that is applicable to XXX.

The company is called Salus Innovations and they have an integrated health and safety solution that incorporates a bunch of other modules, like contractor management, employee competency, journey management, invoicing and safety management among others.

Some of the main benefits of leveraging Salus includes saving time on tracking many aspects of the HSE side of business, reducing paper work up to 100% and reducing costs.

You can see more at http://www.salusinnovations.com/ .

Is this something that may be of interest to XXX, if so, would you be open to a quick discussion to see how Salus Innovations can help?

Regards,

Chris Hamilton

Offer

Profile Review and Rewrite

or

Train You One On One or as a Group

Contact me at

[email protected]

or

403-630-1243


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