www.dealermarketing.net 214.224.0050 dealer-marketing- systems @DlrMktgSys HOW TO CREATE LEADS AND CLOSE NET-NEW BUSINESS WITH BUYER 2.0 Larry Levine Social Sales Strategist Dealer Marketing
BTA West Capture the Magic 2015
Aug 18, 2015
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www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW TO CREATE LEADS AND CLOSE NET-NEW BUSINESS WITH BUYER 2.0Larry Levine
Social Sales StrategistDealer Marketing
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MY STORY – STARTING OVER• 27 ½ years in the industry• Los Angeles sales “rat race”• Zero account base• 2014 Results
– >$600,000 in net new business– $1,250,000 in sales revenue
against a $840,000 budget– $1,600,000 pipeline leveraging
LinkedIn relationshipswww.linkedin.com/in/larrylevine1992
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
1995: ANALOG TO DIGITAL
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
2015: ANALOG TO DIGITAL
Analog Prospecting Digital Prospecting
Analog Marketing Digital Marketing
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
BUYER 2.0
Researches Online
1. Empowered with information2. Afraid of making bad
decisions3. Pressed for time
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
Buyers are 57% of the way through the buying process before engaging with a vendor or sales rep.Consumer Economics BoardSurvey of 1,400 business decision makersHarvard Business Review, July 2012
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MEET THE NEWEST MEMBERS OF YOUR SALES TEAM
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
84% of C-level/VP executives surveyed use social media to make purchasing decisions.IDCSocial Buying Meets Social SellingApril 2014
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW WILL YOU ADAPT TO BUYER 2.0?
57%In Person
Sales
Marketing
Online
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITAL PROSPECTING
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
1. 375 million users
2. 200 conversations per minute in LinkedIn groups
3. 12th most popular site in United States Alexa
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
97 million unique visitors each monthJuly 2015, LinkedIn Q2 Earnings Report
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
REPS USING SOCIAL SELLING REALIZE A 66% GREATER QUOTA ATTAINMENTTHAN TRADITIONAL PROSPECTING MEANSSales Benchmark Index
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW DO YOU TAKE ADVANTAGE?
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITALLY ENHANCED SALES SKILLS
Mine Connections
Connect Build Credibility
RequestMeeting
New Sales Skills Needed
Go Deep & Wide
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MINING CONNECTIONS LINKEDIN SALES MOMENTGuthy-Renker
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MINE CONNECTIONS
Advanced Search
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MIN
E C
ON
NEC
TIO
NS
Second Level Connections &
Group Members
Title
Location
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
235 ResultsM
INE
CO
NN
ECTI
ON
S
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
WARNING: THIS COULD BE HAZARDOUS
214.224.0050 x. 302
/in/larrylevine1992
@Larry1Levine
Your LinkedIn profile:1. Does not present you as a
helpful expert
2. Does not capture your target audience
3. Lacks educational content
4. Does not explain why someone should meet with you
214.224.0050 x. 302
/in/larrylevine1992
@Larry1Levine
DIGITALLY ENHANCED SALES SKILLS
Mine Connections
Connect Build Credibility
RequestMeeting
New Sales Skills Needed
Go Deep & Wide
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
Sales Funnel
1. Connect2. Communicate3. Convert4. Get Meeting
1. Appointments2. Assessments3. Proposals4. Sales
Relationship Funnel
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
SOCIAL SELLING SEES A 15% CONVERSION RATESales Benchmark Index
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
LINKEDIN SALES MOMENTCharter School
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITALLY ENHANCED SALES SKILLS
Mine Connections
Connect Build Credibility
RequestMeeting
New Sales Skills Needed
Go Deep & Wide
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
EXTRAORDINARY SALES PROFESSIONALS FOCUS ON DIFFERENTIATING THEMSELVES
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
BUILD CREDIBILITY
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HEADLINE
BusinessHead Shot
(First Impression)
PersonalURL
Headline: What You Do(Not Your Title)
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
“Sales Connect Conference – LinkedIn 2014”
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
POSITIONED MY PROFILE
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
WHAT SHOULD YOU DO?
214.224.0050 x. 302
/in/larrylevine1992
@Larry1Levine
DailyHabits
Killer Profile
THREE PILLARS OF SUCCESS
Social **Selling Skills**
www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
NEXT STEPS
Larry Levine
Social Selling Coach
214-224-0050 x.302
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