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Knowledge Lab Power Up Sales With Social Media

The document summarizes a presentation about using social media, specifically LinkedIn, for social selling and powering up sales. It discusses building a complete LinkedIn profile, connecting with the right people on LinkedIn, engaging audiences by posting relevant content, using LinkedIn groups to find prospects and build expertise, searching for new prospects on LinkedIn, and researching connections and companies on LinkedIn to prepare for meetings. The overall message is that taking time to fully utilize LinkedIn features can help salespeople find new prospects, engage with clients, and gain insights to close more deals.

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Salman Johar
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33 views

Knowledge Lab Power Up Sales With Social Media

The document summarizes a presentation about using social media, specifically LinkedIn, for social selling and powering up sales. It discusses building a complete LinkedIn profile, connecting with the right people on LinkedIn, engaging audiences by posting relevant content, using LinkedIn groups to find prospects and build expertise, searching for new prospects on LinkedIn, and researching connections and companies on LinkedIn to prepare for meetings. The overall message is that taking time to fully utilize LinkedIn features can help salespeople find new prospects, engage with clients, and gain insights to close more deals.

Uploaded by

Salman Johar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Power Up Sales with Social Media

Knowledge Lab 1:30-2:30 pm

Todays Presenter
Rebecca Chanin, Director of Marketing
JK Moving Services, Sterling, Virginia, U.S.

linkedin.com/in/rebeccachanin
linkedin.com/company/jk-moving-services

@RebaChan
@JKMoving

A Little About Me
25 year career in marketing
Strengths
Digital: search, online display, social media
Traditional: offline media/creative (TV, radio, print)
Branding: messaging, visual identity

When Im not working


Cooking, travel, reading, spending time with family, eating
cheese
Too much time on social media

A Little About JK Moving Services


Established 1981
Third largest independent moving company in North America
Residential, commercial, corporate, government customers
Global and domestic moving, storage, corporate relocation,

logistics
Headquartered in the metropolitan Washington, D.C. area
Fleet of 350+ pieces of equipment; 15,000+ moves annually
650 trained, vetted moving professionals

Todays Topic Social Selling

But First, A Few Statistics

77% of business-to-business buyers dont talk to a salesperson until theyve done independent
research (Corporate Executive Board)

IBM survey of 1,000 global buyers: 1/3 are using social media to engage with suppliers

72% of salespeople using social selling outperformed their peers and exceeded quota 23% more
often (Aberdeen Group)

2.5% = average cold calling appointment rate (Keller Research Center, Baylor University)

84% of prospects will respond to cold-calls or emails when you leverage connections (Kenan-Flagler
school of Business, University of Carolina)

LinkedIn stats:

Total user base: 300,000,000 worldwide

Continued explosive growth: approximately one million new members every 12 days

48% spend more than two hours a week on LinkedIn

40% of users check LinkedIn daily

65% of users are outside the U.S.

Social Selling What Is It & Why do It?


Using social media to interact with prospects and customers
Find, connect with, gain insights, nurture prospects and customers

Grow your business


Provide value via thoughtful/relevant content
Build your personal brand
Platform: most typically, LinkedIn. Depending on your business,

product, audience, and message, perhaps Facebook, Twitter,


Instagram, etc.

Today, we will focus on LinkedIn.

Get Started - Build your LinkedIn profile


Professional head shot
Headline with more than just your title and company name

Relevant contact information and web links: company website, blog


Executive summary about yourself
Customize the link to your profile page
Current and past positions with short, descriptive text
Note at least five skills
Education, awards, volunteer work, videos, presentations, etc.
Three recommendations from your network (not all coworkers)

Connections Building Your Network


Is bigger, better?

How many connections should you have


Who to ask to be a connection

How should you ask

Social Selling How To Do It


Define your target audience or key influencers

Engage with the audience:


Post content of interest: blog posts, articles, videos
Ask your network questions relevant to their work

Discuss what you learned at a conference or


networking event

Goal: at least one post every business day

Best times to post: early or late in the work day

10

LinkedIn Groups
Five types of LinkedIn Groups
1. Industry Groups Education, connect with peers, competitive
intel
2. Vertical Groups Industries youre targeting for sales
3. Local Groups Connect with communities where you want to
build business
4. Professional Groups Hone your skills
5. Parallel Groups Share the same target audience that you are
pursuing but in a different industry

11

I Joined Some Groups Now What?


Contribute Content is King
Join discussions when you can add value
Post your own questions to the Group
Add value and educate
Share links to helpful blog posts, articles, white
papers, video
Be helpful, NOT sales-y
Be a trusted advisor

12

Prospecting
Search for new prospects
Save your searches LinkedIn notifies you of

new members that fit your criteria


Use your network for intel and/or to make

introductions

13

Preparing
Go into meetings smarter
Educate yourself about your prospect, their

company, news in their industry


If the prospect (or company) uses Twitter, it may

be noted on their profile


Twitter feeds can be a wealth of info

Go back to your Groups and brush up

14

Recap
Invest time to create a robust LinkedIn profile page
Connect with courtesy
Define your audience, seek them out, and cater to them
Post thoughtful content often
Join relevant Groups and contribute to the conversations
Use LinkedIn Search and save your searches for

prospecting
Conduct LinkedIn research to prepare for meetings

15

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