andrew ford at social star webinar on how to get more referrals from linkedin_6th_oct14
Post on 22-Jun-2015
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1. Ask for Referral
2. Clear Pitch
3. Recognise Need
4. Refer by Name
5. Look you Up
6. Connect
7. Convert
8. Delighted Clients
Social Star Client
Referral Process
Three Bonus Offers
www.socialstar.com.au
Why?
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The Stats
It Works Because
“90% of people trust a peer recommendation and only
14% trust advertising”
- Eric Qualman
www.socialstar.com.au
The Proof
“Only 4.4% of all emails are actually being opened (let alone read)”
“Only 1-3% of cold calls lead to an appointment”
“84% of all B2B decision makers begin their buying process with a
referral”
- Google, HubSpot, SmartCompany
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ATTRACT RATHER THAN FIND
The Referral Strategy
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The Challenge
HOW TO STAND OUT?
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The Options
LEAD PEOPLE TO YOU
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BE FOUND - CONTENT IS THE KEY
The Key Bit
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The Value of Referrals
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• What is the average value of a new client? • What is the annual value of current clients?• How much does it cost to get a new client?• What is your profit margin of a new client?• How much would you invest to get one new client?
Annual value – cost of acquisition = $ value of a referral
Process
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1. Ask for Referral
2. Clear Pitch
3. Recognise Need
4. Refer by Name
5. Look you Up
6. Connect
7. Convert
8. Delighted Clients
Social Star Client
Referral Process
Step 1 – Ask for the Referral• Highly satisfied
clients will give you a referral
• Let them chose the method they refer
• Get written ones on LinkedIn
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Step 2 – A Clear Pitch• Can your clients repeat your pitch?• Make sure it is in your specific niche
• Your LinkedIn Tag line is the start
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Step 3 – Recognise Need
• If a friend mentioned a problem would they thing of you?
• Keywords are great triggers but have to be specific to you
• These words need to be throughout your online profile
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Step 4 – Refer by Name
• Your clients will tell someone about you by your name
• Can you be found?• LinkedIn has the
highest search rankings of any social network
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Step 5 – Look You Up• 78% of clients will look you up!• If they can’t find you they will move on
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Step 6 – Connect
• You can’t see or connect to people you arn’t close too
• Are your contact details easy to find?
• Be where your customers want to find you.
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Step 7 – Convert
• Getting online to offline is the key
• Does your brand match reality?
• Authenticity is the key
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Step 8 – Delight Clients
• Only highly satisfied clients will refer you
• Net promoter score – 8,9,10/10 counts
• These are the clients to ask for a LinkedIn reference
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How?
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Social Star Process
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TAGLINE
BIOGRAPHY
WEBSITE
PHOTOGRAPHY
SOCIAL MEDIA
Step 1 - Photography
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Step 2 - Personal Tag Line
Expert Marketer and Communicator, passionate about Personal Branding to attract more opportunities to your business
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Step 3 – Descriptive Biography
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Step 4 – Personal Website
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Step 5 – Social Media
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IF YOU ARE A BUSINESS PROFESSIONAL AND YOU DON’T HAVE A STRONG
LINKEDIN PROFILE YOU’RE MISSING OUT ON
VALUABLE OPPORTUNITIES TO CONNECT AND GROW
YOUR BUSINESS
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Why LinkedIn for Business
• Worlds largest professional network on the Internet
• 6 million users in Australia – 1 in 3 business people
• 40% of users check their profile daily
• Only social media in China
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Statistics
• 93% of Marketers rate LinkedIn as effective for generating leads
• 65% of companies acquire B2B leads through LinkedIn
• LinkedIn drives more traffic to B2B blogs and sites than Twitter, Facebook and G+ combined
• LinkedIn members are 50% more likely to engage with a company they engage with on LinkedIn
• Profile 11 times more likely to be viewed with a photo
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Statistics
Harvard Business Review:
“Top Salespeople use LinkedIn to sell more”
How do they use the tool?
• Research people on LinkedIn prior to meetings
• Research competition
• Monitor a prospective customer’s connections
• Engage prospective customers
• Keep existing customers informed about company’s offerings
(http://blogs.hbr.org/2013/04/top-salespeople-use-linked/)
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Action
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Next Steps• Build your LinkedIn profile • Make your Facebook and other sites
private• Create a G+ account• Buy your personal URL• Connect to your audience• Create a content plan to talk to your
audience• Pitch!
www.socialstar.com.au
www.creatingapowerfulbrand.com
Offer 1 - Book
Everyone who attended today will receive a digital copy of my book ‘Creating a Powerful Brand’
www.socialstar.com.au
www.creatingapowerfulbrand.com
Offer 2 – 1 hour brand review• Complementary 1 hour brand review –
only 12 spaces! • First in, best dressed• Register here and include the description
‘referral webinar’• www.socialstar.com.au/work-with-us
www.socialstar.com.au
Offer 3 – LinkedIn Workshop
If you are in Brisbane November 26th LinkedIn 1 Day workshop
Early bird of only $197 – exp Nov 11th
Only 20 places available
Book here
www.howtouselinkedin.com.au
Book before Monday 10thNov 5pm EST – Dinner with me after the workshop, my
shout!
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V
Remember...
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Q&A
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Connect With Me
Andrew Fordlinkedin.com/in/personalbrand
www.andrewford.com.au
www.socialstar.com.au
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