social selling: how to find, engage, and influence key decision makers - andrew jenkins, volterra...

Social Selling Session One

Developed for:Andrew JenkinsCell: 647-262-4242ajenkins@volterraconsulting.com@ajenkins

Social Selling

It’s not who you know but how much you know about them

Andrew JenkinsCell: 647-262-4242ajenkins@volterraconsulting.com@ajenkins

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About Me• B.A. Econ, B.F.A. Film Production, M.B.A.

(Rotman, 2003)• Taught Entrepreneurship at OCADU• Teach Digital Strategy at U of T’s SCS• Former Head of Social Media Strategy for RBC• E-commerce Pioneer• Produced a documentary exhibited at TIFF,

Melbourne and Sydney as well as broadcast on Channel 4 (UK) and SBS-TV in Australia

ASSUMPTIONS FOR TODAY

• This is not about abandoning your current efforts. It’s about extending them.

• Everything I share with you is optional.• You don’t have to be using InMail or tweeting by the end of

the day but I hope you have a new appreciation for their power.

• We will make it interactive and make the most of our time together to answer as many of your questions as possible.

FEATURED IN LINKEDIN MARKETING

Featured Success Story

Your Profile

HAVE A FRIEND GOOGLE YOU

WHAT WILL PEOPLE FIND?

Adding a professional picture means 11x more likely your profile will be viewed and a 40% InMail response rate

PROFILE TIPS

• Avoid oddities in your profile pictures like backgrounds and remnants of other people (e.g. hands)

• A bad profile is like making a bad first impression without knowing it

THE NEW PROFILE

Use a vanity url to improve people’s ability to find you and it doesn’t hurt from a personal brand point of view either

WORDLE.NET

https://www.jasondavies.com/wordcloud/

Exploit the back links in personal profiles of each of your staff to drive traffic back to particular destinations on your website

CHECK YOUR STATS

NOW PROFILE RANKING

HUMANIZE YOUR

SUMMARY

HEADLINE BEFORE

HEADLINE AFTER

HEADLINE VS. JOBTITLE

• How you can help or the value you provide• Brand yourself• 120 Characters so make them count

SUMMARY BEFORE

SUMMARY AFTER

PROFILE BEST PRACTICES

• Summaries shorter than 40 words will not trigger inclusion in a search

• Don't talk about yourself in the 3rd person• Talk about accomplishments over responsibilities• Use media to create a rich profile by incorporating presentations,

brochures, documents, and videos• Get recommendations and endorsements*• Check out profiles of similar people and see what they are doing

right and wrong*Recommendations and/or endorsements may constitute non-compliance

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ADD MEDIA

AND YOU GET THIS

MORE BEST PRACTICES

• Research keywords and sprinkle them throughout your summary, headline, skills and expertise and consider synonyms too

• You are allowed up to 50 Skills• Avoid being similar to co-workers• List the location where you want to be found and not necessarily

where you live• Add accomplishments, projects, test scores, courses completed,

certifications, publishing, volunteerism, patents• Expand on your degrees/education to tie-in keywords

Your LinkedIn Profile has 13 times more chances to get viewed if you add your skills.

According to LinkedIn, This Is The Criteria For A Complete Profile:

• A profile photo• List of jobs or positions

with descriptions• 5 or more skills• A summary• Fill out your industry and

postal code• Where you went to school• 50+ connections

BUILD YOUR

BRAND

LinkedIn.com/portfolio

About.me

THANK YOU!

Andrew JenkinsCell: 647-262-4242ajenkins@volterraconsulting.com@ajenkins

Life Events And Public Disclosure Of IntentMining Data And Social Signals

Conversation Triggers

Nurture your network. Check in with them regularly and look for conversation triggers.

Profiling Via Social

What more can I learn about them from what they say, do, and share?

Start with John’s LinkedIn Profile

See how you are connected

What else can you learn about him?

Who is he talking to?

We know he definitely loves golf because he’s talking to a golf pro

WrapUp!