1. 1. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW SALES REPS CAN USE LINKEDIN TO GROW SALES Darrell Amy Larry Levine Chief Innovation Officer Social Sales Strategist
2. 2. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys AGENDA The Opportunity Three Ways to Use LinkedIn to Generate New Sales How You Can Support Your Reps
3. 3. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys
4. 4. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHY IS THIS VIDEO RELEVANT?
5. 5. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys THE TRADITIONAL SALE
6. 6. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys
7. 7. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys Always Be Connecting NEW ABCS OF SELLING
8. 8. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BUYER 2.0 Researches online Tunes out traditional tactics in favor of educational content
9. 9. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys
10. 10. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 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. Source: Corporate Executive Board
11. 11. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys
12. 12. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 1. MINE FIRST LEVEL CONNECTIONS
13. 13. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LINKEDIN ADVANCED SEARCH
14. 14. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 881 Results
15. 15. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LONG FORMAT POSTS
16. 16. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 2. CONNECT WITH KEY INFLUENCERS
17. 17. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW TO CONNECT TO PROSPECTS LinkedIn Invitation Always have a personal greeting never the generic Id like to connect with you message Find a common thread (ex. Part of same group, both graduated from the same college)
18. 18. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys
19. 19. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys
20. 20. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 3. GET INVOLVED IN LOCAL GROUPS
21. 21. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys GROUPS
22. 22. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW YOU CAN HELP YOUR REPS
23. 23. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LEAD THE WAY
24. 24. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys DEALERSHIP SOCIAL MEDIA Platform What How Often? Why? LinkedIn Links to blog articles on your website Links to press releases from your partners Weekly Thought leadership Recruiting Twitter Links to blog articles Links to press releases Links to interesting tech articles Daily Search engine optimization Position as tech leader Facebook Pictures of employees/clients Charity events Weekly Personal connections with prospects Recruiting Google+ Links to blog articles on your website Links to press releases from your partners Weekly Search engine optimization
25. 25. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys TRAIN YOUR TEAM