Introduction to social selling with Linkedin at IESE, with Quelcom+ and Jordi Gili
Jan 27, 2015
Session delivered at IESE Business School, Barcelona, on 06-03-2014 by Jordi Gili with the support and organization of Quelcom+
Overview of the possibilities of Social Networks and One2one relationships, facilitating Social Selling opportunities.
Review of Inbound possibilities (natural, paid ads) and Outbound (prospecting, listening)
Overview of the possibilities of Social Networks and One2one relationships, facilitating Social Selling opportunities.
Review of Inbound possibilities (natural, paid ads) and Outbound (prospecting, listening)
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Transcript
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Agenda
• The evolution of Marketing and Sales
• Social Selling with Linkedin
• Passive strategies: how do they find me (marketing)
• Active strategies: how do I go after clients (sales)
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The evolution of Marketing …
1. Internet
• Global exposure
• Targets are global
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The evolution of Marketing …
2. Google
• Targets are global + segmented
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The evolution of Marketing …
3. Social Networks
• Targets are global + segmented + ONE
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The revolution of One2One …
• Now you can target a universe of ONE
• Benefit of a One2One conversation
• Not massive targeting – the Art of One2One
… at a massive scale
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Social Networks +
One2One =
SOCIAL SELLING !
Revolution in Sales
Social Selling with Linkedin
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What is it?
What is Linkedin
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Web site
Freemium
Social Network - A huge network of contacts on internet
Business - professional
What is Linkedin?
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What is it useful for?
What is Linkedin?
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Find
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Be found
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Connect
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Learn
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Share
Share
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SELL!
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Enhance my career
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Ok, but why
Why Linkedin?
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Why Linkedin? – so many options
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Why Linkedin? – so many options
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How does it help me?
How does Linkedin help my company?
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SELL!
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Passive Strategy - Inbound - Marketing
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Active Strategy - Outbound - Sales
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Brand Passive Strategy- Marketing
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Network
Passive Strategy- Marketing
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Message Passive Strategy- Marketing
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Sharing Passive Strategy- Marketing
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Passive Strategies Check List
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Passive Strategies Check List
Profile • Design Profile to SELL • Make your contact info visible • Description Line is KEY • Include websites to showcase your services • Shift your settings to adjust as needed
Activity • Update status once a week • Share Relevant professional updates • Join groups • Contribute: Post, share, comment • Forward News, Events ... Share! • Grow your network: Proactively send invitations to peers, managers, collaborators, clients, providers, Send invitations to ex- … • Ask for Recommendations • Engage: Give and ask
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Passive Strategies
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Linkedin ranks GREAT on Google
Passive Strategies side effect: SEO
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Prospecting Active Strategy- Sales
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Gathering Information Active Strategy- Sales
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Soft Landing Active Strategy- Sales
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Meeting Active Strategy- Sales
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Active Strategies
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Active Strategies
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Mixed Strategies
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Agenda
• The evolution of Marketing and Sales
• Social Selling with Linkedin
• Passive strategies: how do they find me (marketing)
• Active strategies: how do I go after clients (sales)
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