social selling keynote
DESCRIPTION
How to attract new Clients OnlineTRANSCRIPT
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 1
Social Selling Success Stories: Keynote Address
Introduction:
With more than 300 million members, LinkedIn has become the world’s largest online business
networking site. No longer just a tool for job searchers, LinkedIn has become the premier social
media site in online revenue generation and reputation management.
Other than Facebook and Twitter, LinkedIn is strictly business – and has become a “secret weapon
for B2B activities” such as
Replacing Cold Calling
Generating New Leads
Finding the Decision Maker
Accelerating the Sales Cycle
Connecting with C-level Executives
The State of the LinkedIn Nation:
LinkedIn has more than doubled in size in the past year with two users added every second;
Executives from all Fortune 500 Companies are registered on LinkedIn;
45% of LinkedIn’s members are considered the major decision makers for their companies;
LinkedIn holds the record for the Highest Average Household Income over all other social
networking sites at over $109,000 per member;
There are no distractions - on LinkedIn, you’ll only find individuals with a business mindset,
focused on networking for results.
277% more effective than Facebook & Twitter
In a recent study of over 5,000 businesses, HubSpot found that traffic from LinkedIn generated the
highest visitor-to-lead conversion rate at 2.74%, almost 3 times higher (277%) than both Twitter
(.69%) and Facebook (.77%).
LinkedIn's conversion rate also outranked social media as a channel overall. In other words, of all the
traffic that came to these business' websites via social media, .98% of that traffic converted into
leads, compared to LinkedIn's 2.74%. So why might LinkedIn be the most efficient social channel for
lead generation, and how can you use that to your advantage?
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 2
Success Stories abound
According to Harvard Business Review, 87% of company executives believe LinkedIn is the place to
connect and interact with peers and industry leaders. And over 40% of LinkedIn Frequent Users
indicate they have successfully generated revenue based upon their LinkedIn efforts.
According to the Corporate Executive Board, 57% of buying process is complete before talking to
sales. Consumers are also 71% more likely to make a purchase based on social media referrals.
The newly upgraded sales and marketing functionality on LinkedIn now enables you to establish a
marketing funnel and product path online and attract new clients on an ongoing basis.
Early adopters that have piloted the new LinkedIn Sales capabilities, have reported significant
increases in lead generation, including:
IBM doubled the traffic to their seller profiles in one month
40% of Morgan Stanley's financial advisors got business inside of two months
Leading US Technology firm Marketo increased their outbound sales rates by four times
Recent studies have shown that the best in class companies are using social selling 144% more than
their industry peers and that social selling adoption has now become the number one indicator of
top performers in the sales and marketing force.
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 3
1st Social Selling Success Factor
LinkedIn Open Networking
Social Selling Success Story: Darrel Rhea, Cheskin
Rhea wasn’t sure how to
leverage his professional
network on LinkedIn
effectively. A quick 10
minutes that he spent
importing his Outlook
contacts to LinkedIn
yielded a chance
encounter with a former
client. One thing led to
the other, and before he
knew it he had signed off
on a $1M project with his
client
Should you be a LION
(LinkedIn Open Net-
worker) or a CAT (only
network with the people
you know, like and trust)?
The answer to this
dilemma lies in the
number 250 and is
something that both
wedding planners and
funeral organisers know
about this number
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 4
2nd Social Selling Success Factor
Building Your Personal Brand
Social Selling Success Story: Sasha Strauss
Once you have a complete
LinkedIn profile (and
achieved LinkedIn ‘All Star
Status’), your profile will
rise to the top of Google
results whenever some-
body searches for your
name.Google loves
LinkedIn and both your
personal profile and
company page will boost
your brand’s GoogleAbility
Sasha used LinkedIn to
grow his new company’s
profits exponentially
without placing a single
advertisement.
He describes LinkedIn as
“an authenticity protocol”,
by which professional
contacts come to him pre-
qualified by the network
and accomplishments they
represent on LinkedIn.
Conversely, his business has profited from his robust network and profile that features 53 glowing
recommendations, one of which informs us, “Sasha is a talent so rare, that if he were an animal,
National Geographic specials would be made about him.” His clients include Adobe, IBM, Johnson and
Johnson, Korn/Ferry International, Microsoft, Pepsi, TiVo and Yahoo!
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 5
3rd Social Selling Success Factor
Activating Your Content Marketing Machine
Social Selling Success Story: Steven Shimek
Thanks to the recent
changes to its publishing
capabilities, LinkedIn has
become the premier
content marketing
platforms for marketers.
2 out of 3 LinkedIn
members use the network
for keeping up with
business news and 71%
are more confident in the
information on LinkedIn
than any other channel.
Steven, a Senior VP at
Ruder Finn Public
Relations in Los Angeles,
used LinkedIn first to find
his current position, and
then began answering
questions on LinkedIn.
This led to multiple
business developments for
Ruder Finn, not the least
of which was a a $250,000
contract.
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 6
4th Social Selling Success Factor
Mining Your Referral Network
Social Selling Success Story: Cathay Pacific
Called the “Three Degrees
of Success”, LinkedIn
enables you to data mine
the networks of your
connections – and to
leverage your own
network to obtain
introductions to their
LinkedIn connections.
According to the latest
research, up to 80% of
new business comes from
referral networking.
Cathay Pacific worked
with LinkedIn to target
members of relevant
international business
Groups, using member
profile information to fine-
tune its profiling.
A combination of Recom-
mendation Ads and
Sponsored Polls was then
used to engage this key
audience, 70% of which
were planning business
flights between the US
and Asia in the next year.
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 7
5th Social Selling Success Factor
Replacing Cold Calls with Warm Conversations
Social Selling Success Story: Drew Neisser
“LinkedIn is part of the
fabric of Renegade and
how we do business,” says
Drew Neisser, President of
Advertising firm Renegade.
LinkedIn helps Drew stay
connected with decades of
clients while developing
new ones.
“Cold calls are dead –
LinkedIn enables you to
know enough about
someone to have a warm
conversation.”
Since LinkedIn is built
upon the power of
personal rather than orga-
nisational profiling, it is
the perfect vehicle for
replacing cold calls with
warm conversations,
based upon the personal
preferences of your peers
and prospects.
Done correctly, this can
generate a host of new
leads and opportunities.
Social Selling Success Stories: How to Attract New Clients Online
© LinkedIncome 2015. All rights reserved Page 8
About Your Social Selling Coach
Dr Nik (Dr Nikolaus Eberl, PhD) is one of the world's leading experts on
the subject of social selling and how to use LinkedIn to grow your
business. He is currently working for a number of international clients,
from SME's to multinationals (such as IBM, FNB and Altech), and he has
helped his clients attract new clients online and grow their revenue and
reputation through the Social Selling Success System™
To view the social selling success stories and assess your social selling
skills, please go to www.themeerkatmethod.com
All clients receive a signed copy of Dr Nik's book "The Meerkat Method: How to attract New Clients
Online" and have access to the online MasterMind Group "Content Marketing Leaders EMEA"
To apply for your Social Selling Certification, please go to www.socialsellingcertificate.com
Dr Nik has been featured extensively on the following channels: