LinkedIn Sales Strategies for Suppliers and Subcontractors to the Construction Industry LinkedSelling.com
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LinkedIn Sales Strategies for Suppliers and Subcontractors to the Construction Industry
LinkedSelling.com
Why LinkedIn Matters?
• Over 135 145 150 Million
Users Worldwide
• 77% of Users are Age 25
and Above
• Average Household
Income is $109,000
• Over 2 million businesses
• Your Prospects
>>Agenda
• How to build a valuable prospect database within LinkedIn.
• What to do with all of these connections?
• How to monitor LinkedIn for prospects and deals.
• One of, if not the most powerful strategy to build your authority & promote your message using LinkedIn.
• How to attract new clients, contractors, builders, commercial property owners, developers, business owners, & industry partners.
• Strategies to continually grow your presence on LinkedIn.
• How to manage content creation and make offers within LinkedIn.
• Leveraging your employee’s LinkedIn profiles.
Suppliers & subs using social media.
Suppliers & subs using social media.
Suppliers & subs using social media.
How Suppliers & Subs CAN use LinkedIn.
Build a prospect database.
Build a prospect database.
Build a prospect database.
Build a prospect database.
Build a prospect database.
Metrics?
Connect to more people?
= ?
Why you want many connections.
What good is a large database if you don’t do anything with it?
Identify high value prospects.
Monthly personal messages.
Stay “top of mind.”
Direct messaging campaign
to high value
prospects.
Results.
Results.
Results.
Results.
“We’ve generated several bid opportunities and got one PO
from just a few hours of working the LinkedIn marketing
strategies that Josh taught us.”
- Owner, Green Space Construction
Monitoring LinkedIn for Prospects.
The Rock Group at Morgan Stanley Smith Barney
� What they do: Specialize in clients who are looking to
sell all or part of their middle-market businesses.
� Percentage of business from LinkedIn: 28% in 2011
� Highlights include one $70 million account generated
from LinkedIn prospecting.
How did they do this?
What kind of leads are out there?
Alternate flooring option?
Looking for a new sub.
Tennis court anybody?
More prospecting opportunities.
More prospecting opportunities.
The most powerful strategy = Build Your Own Group
Your message in every member’s email inbox. Every day.
Targeted Messages to the Group.
How to Grow Your Group
� Company-wide invitation of LinkedIn connections.
� Promote within email signatures.
� Create a LinkedIn invitation widget on your other web
properties.
� Promote via other social media properties.
� Buy LinkedIn ads.
�Ongoing group/personal invitations based
on profile research.
Continually building your presence.
Managing content creation.
� Set aside a block of time every other week.
� RSS Feeds for Google Alerts
� Build content in advance.
� Schedule = Hootsuite.
� Approval of messages, if necessary.
� In-house v. outsourced content creation.
Making offers.
� Offers on LinkedIn are about building trust and
relationships.
� Industry specific branded content.
� Valuable articles for business owners.
�Webinars.
� Branded content and events that promote your
expertise and provide value to your prospects.
Leveraging profiles company-wide.
� Leverage connections.
� Consistent messaging.
� Consistent branding.
� Training => Plan.
�Wider net.
If you implement even half of these methods…
�Large database of prospects.
�Sustainable drip marketing program.
�LinkedIn group = powerful marketing platform.
�Consistently reinforced authority in your space.
�Generating more leads.
�Closing more deals.
What does LinkedSelling do?�LinkedIn campaign strategy.
�Full-service LinkedIn campaign management.
�Monitoring services.
�Creation of branded content, case studies,
webinars, etc.
�Custom training workshops & one-on-one.
LinkedSelling.com
Connect with me on LinkedIn: linkedin.com/in/JoshBTurner
Email: [email protected]
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