Jan 08, 2016
Prospecting
Digitally
A Sales Development Company
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Agenda
Power down
Breaks
Workbooks
Participation
How to warm up leads How to get known for what you do How to create creditability How to build awareness with the
customers you want to work with
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How Buyers Buy
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How We Have Traditionally Prospected
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The New Buyer
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Juggling conflicting priorities
Under-staffed
Time deprived
Wants information on their terms
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They Get Information Off The Internet
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Digital Immigrants
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Digital Natives
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It is no long a question of if
It a question of how much in your industry
The Digital Affect On How Buyers Buy
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The Sale Before The Sale
Why should
your prospects
spend their
time with you?
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Most Of Us Think Social Media
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For B2B Sales
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Why LinkedIn
Total Number of US users: 84 million
Unique visitors monthly: 184 million
Percentage of users that check in daily: 40%
Total number of LinkedIn Groups: 2.1million
Growth in web traffic referrals Sept 2012-Sept 2013 34.51%
Slideshare monthly page views: 159 million
Source: By the Numbers: 48 Amazing LinkedIn Statistics by Craig Smith for Digital Marketing Ramblings
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Why LinkedIn
LinkedIn generates more leads for B2B companies than Facebook, Twitter or blogs.
Yet only 47% of B2B marketers say they are actively using LinkedIn v. 90% on Facebook.
One-third of global B2B buyers use social media to engage with their vendors.
And 75% expect to use social media in future purchases processes.
-Source Social Media B2B 2012
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3 Steps to Digitally Prospect
1. Profile
2. Reach
3. Referrals
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Your LinkedIn Profile
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Get The Headline Right
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What Not To Do
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Good Profile Headline
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Option #1 Your Expert Status
Expert status headline formula:
1. {Keyword/subject matter expert area}
2. Who {does what}
3. for {client, company, audience, project}.
4. {Proof point}
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Examples of Expert Headlines
Personal Chef specializing in gluten-free diets. Winner Seattle Personal Chef of the Year 2012.
Social Media Expert driving successful campaigns on a shoestring budget. 800%+ ROI in the past 12 months.
Bestselling Author and Professional Speaker energizing audiences to overcome limiting beliefs. 90%+ sat ratings.
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Option #2 Define Your Niche
Niche Headline Examples:
Six Sigma Master Black Belt | Dedicated to process excellence in auto manufacturing
Tax Accountant CPA | Specialist in family-owned businesses with revenues of $1-$5 million
Childhood Autism Psychiatrist | Specializing in diagnosing, treating and supporting families with autistic children
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Option #3: Direct to Your Customer
Best of you are in business development, sales or marketing your own company
Direct to customer headline formula:
1. {Attention-grabbing question}
2. {Who you are}
3. {who you help}
4. {Proof point}
OR {Attention-grabbing question}
5. {Free resource}
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Option #3: Direct to Your Customer
Examples:
Need capital? Banker for early-stage technology growth companies. Clients include XYZ and ABC.
Need talent? Exec Recruiter helping mid-size manufacturing companies find top talent. Clients include LMN and OPQ companies.
Need to recharge your career? Join my FREE webinar on 5 things you MUST do before you search: {short bitly.com link}
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Recent Example
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Write A Good
Summary
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Meet Boring Bob Smith
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Expand Your Reach
Quantity
Quality
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Groups and Following
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Referral
Customers
First Degree Connections
Second Degree Connections
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Build your Referral Pipeline
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How Not To Connect
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How I Do It With 2nd & 3rd Degree Contacts
(First name), we don't know each other and at the same time, we know a lot of the same people.
I work with your company recruiting sales and application engineers coast-to-coast.
Because of that, I thought you and I should connect.
This enables us to get exposure to the best talent available.
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Cultivate Your Referral SourcesAfter You Build Your Network Start Reaching Out To It
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How Not To Prospect
Hello,
I'd love to connect and introduce you to our service. SlideJar Conference is a turnkey solution for making speaker presentations available to your attendees on a Google-Style 'keyword' search basis. Our Site and Mobile App returns search results on an individual Slide basis, your attendees will love this service!
Our solution also provides your conference with exposure to new attendees and can potentially generate ancillary revenue for your event.
Given your role and influence. I'd love to setup a quick 10 minute demo to introduce you to Slidejar, Any interest? Let me know!
Thanks,Alice
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How To Prospect
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How to Get Known For What You Do
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Publish Daily
Post Information
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__________
__________
__________
When To Post
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What To Publish
Industry Trends
_________
Whitepapers
Links to any ___________you provide
Promoting a company event
Anything that addresses issues your customers may be facing
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Check On Who Is Viewing You
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Find Out Who Is Finding
You
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How Are You Trending
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You Cant Build Relationships With Keyboard Clicks
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It is Just Another Tool
Pick up the ________
Get out in the _____ in front of customers
________ information
Know your customers ________
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What Happens in Vegas Stays in Vegas
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Unfortunately, That is True with Most Training!
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Only Dead Fish Swim With The Current
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Free Resources
How Social Sellers Build Their Pipeline with LinkedIn
Posted by Dan Bernoske on Sun, Feb 03, 2013
How Social Sellers Succeed with LinkedIn
A few weeks ago I had dinner with my friend, Jim. Hes a sales rep at Oracle. He described the widespread misuse of
LinkedIn like this: Reps use their profile like a resume. They simply repackage a dead document with new
technology. Theyre missing the real value of the platform: its a sales tool. ItsTHE way to make connections.
Cold calling is ineffective because no one answers their phone. Your customers are too smart to respond to SPAM or
generic emails. Instead, todays successful Sales Reps excel with LinkedIn on several fronts:
They position themselves to win the deal theyre working on now.
They understand the individuals who compete for their business.
They expand their personal network to fill their sales pipeline through customer referrals.
Why LinkedIn is Ideal for Referrals
Large scale targeting. LinkedIn currently has 200 million members worldwide. 65.1% have held director-level or above
positions (source: LinkedIn Ad Platform, 2012). These are the decision-makers you need to access. Here is where you can
connect with almost anyone.
Referral-based connecting. Tell me who your friends are, and Ill tell you who you are. Successful people tend to work
together. So a referral from a successful customer legitimizes you. For reference, our sales efforts average a 63% win rate
on referrals. LinkedIn is the ideal platform to aid referral-based interactions.
Social Debt economics. LinkedIn provides tools that facilitate social gifting. Endorsements, recommendations, mentions,
and idea sharing are the currency in social debt economics. When you give, others are more inclined to give back. Asking
for and getting referrals and connections is a natural part of the process.
3 Steps to Use LinkedIn to Build your Referral Pipeline
This approach starts with an anchor account. A customer that stands by you and your product is ideal. After that, its your
effective use of LinkedIn that will build your pipeline.
1. Position yourself as a thought leader. Your LinkedIn profile represents your personal brand. This is where Content
Marketing meets Social Selling. You cannot afford to simply digitize your resume. Demonstrate thought leadership through
your connections and your profile content. My posts on Social Selling here and here provide more detail on this topic.
2. Connect to your customer. Customer connections are an absolute must. This is where the social debt economics can
pay dividends. If you are good at your job, your customer will facilitate introductions. This entire strategy hinges on these
customer relationships and virtual connections.
3. Expand your personal network. Build your customer-centric pipeline around the referrals from your customer. Use their
profile as your window into their connected world. Research your customers entire network to find the decision-makers.
The Customer decision-makers. Identify all the decision-makers within the account. Look at their LinkedIn profiles to understand how influential they are. Are they connected to potential prospects? Are they
respected thought leaders?
Your customers competitors. Chances are someone within your customers organization has worked for their competitor. Find the link.
Supplier, vendors, channel partners. Explore the partners of your customer. A good partner may be willing to collaborate with you. As mentioned earlier, a referral from a successful partner will legitimize
you. Look at partner profiles to find common connections. (see Figure 1)
Associations (both national and local). These are the industry watering holes. To find future customers like the one you have, look at association memberships. Then find the contacts within the organizations
that can help you most. (see Figure 2)
Example of A Good LinkedkIN INmail
Listen to Jim Lobaitos interview with Wayne Breitbarh, a
leading LinkedIn consultant and best Selling Author of The
Power Formula For LinkedIn Success
PODCAST
How to Use LinkedIn for Business
Development: The 5 things every salesperson
should know about using LinkedIn for business
development
FREE RESOURCE
Click Here For a Free Resource From Wayne:
LinkedIn Essentials Tool Kit
Jim Lobaito is creator and host of the weekly show BizTalk on WHO Radio. Topics covered with guest experts are recruiting, leadership, marketing, performance management, sales, sales management, company growth, and personal development. Podcasts of the BizTalk show can be heard at www.biztalkradioshow.com
www.biztalkradioshow.com
Performance Group, 4401 Westown Parkway, Suite 102, West Des Moines, IA 50266 800.550.9509 pmgllc.net [email protected]
2013 Performance Group
Jim Lobaito has spent his entire professional career in sales. Starting at age 19, he
went from Account Representative to Sales Manager in three years. He has held
positions as Director of Sales, VP of Sales, and General Manager. Throughout his
career, he has pursued and perfected how to identify top sales talent, develop
salespeople, and create a winning sales culture. These pursuits have resulted in Jim
developing sales teams that were not only the largest revenue producers in their
market but also possessed the most competent salespeople.
Jim is a member of the National Speakers Association and has been a featured
speaker at national sales conferences. His articles have been published in national
magazines.
Jim is known for his ability to take what appears to be complex issues around sales, marketing, and personnel
performance and give easily executable real world solutions on how to improve performance, processes, and profits.
He authors two blogs, Sales Quick Coach for salespeople and sales managers and Hire the Best for company
Presidents and hiring managers. He also produces a weekly radio show, BizTalk, where he interviews leading
business experts. These activities give him unique insight on how to effectively address the day-to-day challenges
business leaders face.
He is the founder and President of Performance Group. Founded in 2000, the company is a sales recruiting and
consulting company located in West Des Moines, Iowa. It offers sales and sales leadership recruiting, onboarding,
and sales consulting services.
Performance Group aligns itself with corporations that value their sales force and invest in the success of their people
because they understand that sales drive the bus. These sales organizations are recognized amongst their peers as
companies that invest in the success of their salespeople and dont accept mediocrity.
Jim is creator and host of the weekly show BizTalk on WHO Radio. Topics covered with
guest experts are recruiting, leadership, marketing, performance management, sales,
sales management, company growth, and personal development. Podcasts of the BizTalk
show can be heard at www.biztalkradioshow.com
Written for salespeople and sales managers, this weekly blog is based on
real world selling situations where Jim provides practical advice for todays
toughest sales challenges. It can be found at www.pmgllc.net
Addressing talent acquisition challenges that Presidents and Hiring Managers face, each week Jim covers topics in identifying, finding, screening and recruiting top people. It can be found at www.pmgllc.net.
Workbook Cover PageProspecting Digitally Workbook1 How Social Sellers Build Their Pipeline with LinkedIn2 Example of a Good LinkedIn Inmail3 BizTalk LinkedIn Podcast4 About Jim_Resources Page