How to Build a Dynamic Community & Drive Engagement on LinkedIn

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How to Build a Dynamic Community & Drive Engagement

How to Build a Dynamic Community & Drive Engagement

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Why This Presentation is So Important: A recent study byKitedeskfound that those sales leaders who are skilled in digital relationship building are 6x more likely to exceed their sales quotas.

https://www.kitedesk.com/blog/new-study-sales-reps-using-social-media-are-6x-more-likely-to-exceed-quota/

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

But most sales and marketing leaders are failing to build relationships on LinkedIn. Their definition of engagement is WRONG!

True social engagement is when prospects take next step actions toward revenue for your organization or firm.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Proof That Most Sales and Marketing Leaders Definitions of Engagement Are Wrong.Top 4 Most Important Social Media Metrics That Sales and Marketing is Tracking:

Number of Profile Views and Content Platform ViewsHow Many People Theyre Reaching with Their Content or MessagesNumber of Likes, Comments and SharesNumber of Connections and Group Members

These metrics were picked over:Next step actions beyond the click, like, share etc.Marketing qualified sales opportunitiesRevenue

Getting leads and opps but with the wrong peopleI have connections but no leads or oppsI am getting some leads but not many and not consistently. I am regularly generation leads and opportunities using LinkedInLook at the difference sales and marketing has to be engaging wrong!!!The LinkedIn marketing results sales and marketing is getting as told in our recent survey

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

What is LinkedIn Engagement In the Words of Vanessa DiMauro:

Its when you hear your key prospects needs, understand their concerns and advance relationships with those that are interested in learning using the power of LinkedIn communities and content.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

An Opportunity for Change and Why Your LinkedIn Community Should Be the Center of Your LinkedIn Engagement and How You Interact with Prospects During the Buyers Journey

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

LinkedIn Communities Lead to Revenue for Software, Technology and Professional Service Firms.Leading International SaaS Organization Built a community of 700+ IT leaders which led to partnerships with IBM and sales conversations with companies like:

Watch Our Webinar to See How Weve Built These LinkedIn Communities That Are Leading to Revenues: http://freelinkedinmarketingtraining.com/communityengagement

Built a community of Sales Directors, VP of Sales and other B2B sales leaders at companies like: KPMG, HCL Technologies, Oracle, XO Communications, Bell Canada, Pfizer and many others. This group led to sales conversations with:

Built a community of software and technology CEOs, CMOs, Marketing Directors, VPs of Marketing and Product Marketing Leaders which led to conversations with:

Leading supply chain and logistics technology firmBuilt a community of 900+ senior level SC leaders from the companies below which led to 30% increase in RFPs.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

The Importance of Engaging with Your LinkedIn Community Throughout the Entire B2B Customer LifecycleSource: The Social Bridge to the IT Committee Study commissioned by LinkedIn'

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Awareness:Options, Ideas, Research and Education

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

The goal during the awareness stage is to identify a broad list of possible options that have repeatable success solving the problem, is within project parameters and most importantly is trustworthy.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Your Online Community Such as Your LinkedIn Group Can Help Advance the Awareness StageHOW: Community is a findable point of entry for prospective customers

HOW: Your LinkedIn community helps you herd and identify prospective customers that can use your support throughout the buyers journey These people took action beyond making the connection.

HOW: Community gives you early exposure to potential buyers who do not want to be marketed to and are not ready to talk to sales.

HOW: Community gives you a chance to offer feedback and challenge common ideas, practices and approaches thus making potential buyers aware of the problem they have and an alternative solution. This helps in moving prospects to the next stage

HOW: Community gives prospects what they want: Trust, Relevancy, Access and Efficiency

Source: LinkedIn Report IT Buying Goes Social50% of survey respondents plan to use their online community to engage prospects earlier in the sales process.

A Market Report by Get Satisfaction

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Plan:Turning Vision Into a Path to Value

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Video Content Production Firm Gets Dynatrace, Cisco, Deltek, Axios Systems, Fiserv, Journey Sales and Others By Showing How to Integrate Quick Sales Enablement Videos with Webinars, White Paper, Ebook, Email and Social Media Marketing

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Evaluate/Select:Where the Rubber Meets the Road

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

The buyers goal at this stage is to eliminate most of the firms surfaced during the awareness stage in order to focus on the chosen few.

This is the point where the buyer team is expanded and new influencers are starting to learn about your firm. You can speed this process by targeting different people within an organization that may be part of the buying process and giving them a reason to join your community.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Your Online Community or LinkedIn Groups Role During the Evaluation/Selection Stage: Provide on-demand answersEstablish and sustain trustAccelerate point of contact with salesDifferentiate brand with a collaborative environmentHelps prospects engage with you on many different levels so they see you as an expert and become comfortable with your ideas, thoughts and process Measured engagement activity within the LinkedIn community and within 1-to-1 communications makes you more relevant to their specific needs. The more relevant you are the better your chances of getting put on that short list.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

The First Closed Deal:Where Most B2B Firms Lose Control of the Customer Experience Journey

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

The customer goal at this stage is engage quickly with product, software, or service, meet other customers to learn more about their success, connect with more people at the firm as they need relationships to succeed and prove to their firm that they made the best decision.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

How Online Communities Like LinkedIn Communities Help the 1st Time Buyer.

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Retention:Reduce churn and increase lifetime value of clients faster

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

How Your LinkedIn Community Helps Retain CustomersHOW: Gives customers a platform to tell their success story

HOW: Connects customers to other customers who are more advanced and experienced

HOW: Enables on-demand learning to progress your clients use of products, services and/or solutions

HOW: Gives customers a reason to keep you in mind so theyll come back for repeat business sooner.

HOW: Connects customers to additional products and services that your firm offers

Video production firm gets $45K opportunity from an existing client that they would not have gotten without community engagement

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

10 Ways to Kill Your Online Community:The Reasons Why Most LinkedIn Groups Fail

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Not Integrating Social Data into Your Organizations Information Assets

Not feeding your LinkedIn community with content they need to survive and overcome their specific challengesNot creating a business strategy for the community

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Thinking LinkedIn marketing is a numbers game and that a bigger community is always better

No predictable communications

Failing to evolve your community

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

Looking for the exit slide

Forgetting about relevancy

Treating your community as a newsfeed

Not engaging outside the communityLearn More About These Mistakes in Our LinkedIn Community and Engagement Webinar:http://freelinkedinmarketingtraining.com/communityengagement

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

8 Social Selling Ways to Engage with Your LinkedIn Community

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

1. Useful Content6. Share Intelligence2 . Start a Real Conversationwith Up-Front Value3. Challenge Prospects Minds5. Get Your Community Involved in a Project4. Be Relevant7. Collaborate8. Co-Innovate

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

See the Webinar That Goes Along with This Presentation and See How You Should Be Building a Dynamic LinkedIn Community and Driving Engagement:

http://freelinkedinmarketingtraining.com/communityengagement

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro

About GetLinkedInHelp.comWe are passionate marketers focused on harnessing the power of the LinkedIn network to generate leads, develop prospects and establish thought leadership positions for our clients. Weve been doing it since 2009 using our proven process to produce amazing results.

Kristina Jaramillo (Founder of Get LinkedIn Help) isNew York Times Recognized Social Media ExpertFeatured in LinkedIns Guide for Sophisticated MarketersPublished in publications like:

Community Building and Engagement Webinar with Kristina Jaramillo, Eric Gruber and Vanessa DiMauro