branding yourself on linkedin

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Our Linked in Vision Branding us! Branding you! A staff briefing by Safaraz Ali

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Page 1: Branding yourself on Linkedin

Our Linked in Vision Branding us! Branding you!

A staff briefing by Safaraz Ali

Page 2: Branding yourself on Linkedin

The need to embrace Social Selling!

Social selling means…

• Being open to opportunities• Being comfortable with sales • Promoting your personal brand

We need to understand that this is the lifeblood of our business

What do we need to do?

Page 3: Branding yourself on Linkedin

Social selling has not just changed the way we buy products but also the way we purchase services.

• People will go online to search what they will buy. • Often customers will have research about the product/service

reading reviews and feedback.• Customers are a lot more informed about what they are looking

for.

So what does this mean for Sales people?Isn't that their job?

Social Selling… Changing how we buy

Page 4: Branding yourself on Linkedin

A 2015 Forrester report (which is the most conservative) states that 22% of B2B sales representatives will be no longer required by 2020,

Other estimates even suggest that this figure could be as much as 80%.

Is there a role for sales?

B2B business is already often conducted by “non-traditional” sales people and this is going to further increase as time goes by. People in charge of or involved in procurement generally avoid traditional salespeople. Other key people in the business are now finding opportunities and closing the sales – This can be MD/CEO / OD/COO/ FD/CFO and all levels of Managers, including 1st line Team Leaders.

Page 5: Branding yourself on Linkedin

The use of social media networking needs to be encouraged within organisational management so that relationships can be formed, trust can be developed, business opportunities to be sought as well as it being a tool for

learning and information.

Social Selling…

Old School Thinking: Prevent access to social media as it’s a time killer

Now: Get C Level, M Level and T Level on there. Embrace it first, then utilise it and get better at it.

Old School Thinking: Sales People Sell

Now: Everyone sells and non-traditional people sell more without selling.

Page 6: Branding yourself on Linkedin

Set yourself up and look at personal branding for you first!

LinkedIn is Key here - In the past, people have tended to use their LinkedIn profile in order to gain new employment opportunities. However now even more so LinkedIn profiles are about educating, sharing, connecting and networking. It’s no longer just about job hunting.

It works best alongside meetings, telephone calls, emails etc. It’s an additional bonus and at times the first call of action and not there to replace any other forms of communication.

Have a buyer-centric profile. Buyers are interested in what you're saying. You need to have a professional photo and an output of what your product does. Think of your audience when you are writing.

So what should you do?

Page 7: Branding yourself on Linkedin

Do you know a good………?How many times have you asked this question, it may be a plumber, a builder or a cake maker but at some point we’ve all asked someone “do you know a……..”

This is where your branding comes into play, more often than not people don’t buy from businesses, they buy from people, or to be more accurate they like to buy from people they know and trust… What do YOU want to be known as.

When someone asks do you know someone who does 24+ loans, or apprenticeships.. Or do you know anyone we can approach to sub contract from we need to make sure the name on everyone's lips is Pathway….

Page 8: Branding yourself on Linkedin

Who do people buy from?Example..An engineering company wants to update its mechanical processes and machinery who is more likely to be able to advise?

Sales GuyAn obvious bias

Known to have sales targets Has interests of his company

Only knows what he has read in brochuresExpected to “sell”

Another EngineerCredible in industry

Inside knowledge of technical termsAn understanding of processes

Can recommend based on experienceNot expected to “sell”

Page 9: Branding yourself on Linkedin

• Whether you’re Quality or Operations, say what you do. • Provide a good description of what you’re doing for your customers. • When you’re online, be authentic. People want to deal with individuals

not corporate suits. • You want to build trust and rapport. There’s nothing wrong with talking

personal – it states who you are.• In Sales, you either win a deal or you lose a deal. You can get

competitive advances by having a good LinkedIn profile.

So what should you do?

Page 10: Branding yourself on Linkedin

From a B2B perspective ,certainly from an enterprising level, LinkedIn, is the most important social network.

Next StepsLets talk. Lets work together and get going. If you feel that you can’t develop an online profile or have other concerns then lets have a chat in confidence.

Saf’s thoughts…

Page 11: Branding yourself on Linkedin

Pathway CollegeBrand Building for Employers Brand Building for Training Providers

Martin Shaheed

Safeguarding andPrevent information

Contractual information within sector

Dealing with employers from a learners perspective

How to better market yourself to prime contractors

ILT from a learner perspective (Flip, E-Portfolios)

The funding landscape (Like Rob George)

Health & Safety

Saj Tracy

Ofsted information

IQA Material

Observations of teaching and learning

Good Practice in Quality

Good practice in teaching and delivery

Managing Assessors

Ahsan

SFA data/numbers

Apprenticeship targetsILT

Having confidence in numbers

Key IT / Data issues relating to SFA

Page 12: Branding yourself on Linkedin

Pathway CollegeGeneral Brand Building & PR Brand Building directly to HR

Cathy

Talent management

Apprentice advice – Recruiting and inducting

Learning and Development Vocational qualifications and 24+ loans

HR Updates

Hira

Good news stories relating to organisation

Good news stories relating to staff

Events, awards and promotions

Blogs, News, Stats

Page 13: Branding yourself on Linkedin

TCI PathwayReaching out to the following

Alliances and PartnershipClients – Direct

Alan DianeR&D Specialists

Patent Attorneys

Universities

Bid Writers / Teams

Pritam TalatCompanies involved in innovation

Research teams

SME’s

Alliances and other Collaborative Partnerships

Page 14: Branding yourself on Linkedin

Strategic Alliances

Eddie SafBrand Building for

Training

Funding

DWP