linkedin five unbeatable strategies
TRANSCRIPT
LinkedIn5 UNBEATABLE
STRATEGIES
FOR GREATER SALES
AND RELATIONSHIP
RESULTS ON LINKEDIN
THE PROMISE
LEARN HOW TO USE LINKEDIN TO CREATE A STEADY FLOW OF QUALIFIED SALES OPPORTUNITIES.
LEARN HOW TO CREATE INSIGHT THAT TURNS YOU INTO A KNOWN AND TRUSTED THOUGHT LEADER.
LEARN HOW TO COMMUNICATE AND CONNECT EFFECTIVELY WITH ANYONE WITH EASE.
2.1 million LinkedIn groups. 200 thousand plus niches. Your idealclients and existing customers are already engaging in groupssharing needs and ideas you can address.
It is the one place where global and local personalised connection can happen in the most cost effective and efficient manner for your business.
81% of LinkedIn users lookingfor business insight in how to doand be better in their role andbusiness.
WHY MOST PEOPLE FAIL ON LINKEDIN
NO GOAL
NO STRATEGY
NO PROCESS
THE BIG REVELATION
30% LINKEDIN IS A SEARCH ENGINE WITHPRE DEFINED RULES AND EXPECTATIONS BASED ON USER ACTIVITY.
55% INTENTIONAL WEEKLY ACTIONS THAT ARECONSISTENT, CLEAR AND CONGRUENT.
15%UNDERSTANDING THE PSYCHOLOGY OF LINKEDIN USER BEHAVIOUR.
5 UNIQUE STRATEGIES -USED BY THE TOPLINKEDIN TRAINERS ON THE PLANET
STRATEGY ONE
CHOOSE YOUR TRIBE
STRATEGY THREE
CONNECT POWERFULLY
STRATEGY TWO
CAPTURE ATTENTION
STRATEGY FIVE
COMPEL OFFLINE
STRATEGY FOUR
CREATE INSIGHT
ONCE PROVEN
AUTOMATE
5 UNIQUE STRATEGIES -USED BY THE TOPLINKEDIN TRAINERS ON THE PLANET
STRATEGY ONE
CHOOSE YOUR TRIBE
STRATEGY THREE
CONNECT POWERFULLY
STRATEGY TWO
CAPTURE ATTENTION
STRATEGY FIVE
COMPEL OFFLINE
STRATEGY FOUR
CREATE INSIGHT
ONCE PROVEN
AUTOMATE
WHAT A LINKEDIN PROFILE DOES?
SUPPORTS AND STRENGTHS
THE BRAND RECOGNITION FROM
YOUR CURRENT ACTIVITY.
ENABLES LINKEDIN TO PLACE YOU
IN THE MOST RELEVANT PLACE
WITH PEOPLE LOOKING FOR
INSIGHT AND VALUE YOU SHARE.
GIVES AN IDEAL PROSPECT AN
IMMEDIATEA IDENTIFICATION
TO HOW YOU CAN SERVE THEM.
DOESN’T GIVE YOU ANY
IMMEDIATE LEVERAGE
ADVANTAGE.
PROMOTE YOU ON YOUR
BEHALF WITHOUT YOU DOING
ANYTHING.
DOES NOT GUARANTEE
PEOPLE WILL FIND YOU AND
WANT TO CONNECT WITH
YOU.
WHAT A LINKEDIN
PROFILE DOESN’T DO?
CHOOSING YOUR TRIBE
WHO IS YOUR CUSTOMER? WHAT ARE THEY LOOKING FOR? AND
HOW DO YOU FIND THEM?
INSIGHT
13% of LinkedIn users
make purchase
decisions based on
insights that get from
groups.
INDUSTRY
81% of LinkedIn users
are connected to a group
with 37% saying they do
this to be up-to-date in
their industry.
INTEREST 100% of LinkedIn users
have recorded interests you
can discover on your ideal
profile.
The (Q+C)*V Model
Q - Question
C - Comment
V - Value
BENEFITS TO CHOOSING YOUR TRIBE
Gateway to direct
prospects and real
time customer
conversations.
Platform to lead and
establish your authority.
Only place outside of Inmail
you connect directly with
prospects outside your
network.
KEY QUESTIONS TO ASK WHEN CHOOSING YOUR TRIBE
What problems do your ideal customers want solved?
What are their interests, concerns and goals?
KEY QUESTIONS TO ASK WHEN CHOOSING YOUR TRIBE
What unique value do you bring to them and how do you want them to feel and act as a result?
What LinkedIn groups are your ideal prospects and customers in and why?
CAPTURING ATTENTION
3 powerful hidden LinkedIn
approaches to capturing
attention.
CAPTURING ATTENTION BEGINS WITH KNOWING WHAT ATTENTION YOUR TRYING TO GET AND WHERE IT IS.
TWO OF THE MOST UNDERRATED AREAS FOR ATTRACTING ATTENTION ON LINKEDIN
LINKEDIN TOPICS SLIDESHARE
The database that holds
all the skills, interests
and preferences
registered by LinkedIn
users.
The most underrated tool
connected to LinkedIn
that has it’s own
dedicated viewership of
30 million users a month.
In the url after
www.linkedin.com/topic/(key
word) e.g. Key Account
Management
HOW DO YOU USE LINKEDIN TOPIC? (HERE ARE TWO MAIN IDEAS)
ADD SKILLS YOU WANT TO BE
SEARCHED AND ASSOCIATED
WITH BASED ON YOUR EXPERTISE
LEVERAGE DATA AND POPILAR
POSTS YOUR IDEAL CUSTOMERS
ARE READING AT THAT MOMENT.
Decide on those terms
your ideal prospect or
customer will look or
search for.
View current articles. Share.
Comment or reverse engineer
content to see what your ideal
customer is reading in real time.
HOW DO YOU USE SLIDESHARE? (HERE ARE TWO MAIN IDEAS)
UPLOAD CONTENT YOU’VE
DELIVERED TO YOUR IDEAL
PROSPECT AND LEVERAGE
ANALYTICS
LEVERAGE DATA AND POPULAR
POSTS YOUR IDEAL
CUSTOMERS ARE READING AT
THAT MOMENT.
The power of Slideshare
connected to LinkedIn is any
content uploaded gets added to
your profile but also goes into a
wider database of active users.
View current articles around your
expertise. Reverse engineer
content to see what your ideal
customer is reading in real time.
Use this to shape your content.
BENEFITS OF CAPTURING ATTENTION
Greater access to analytics
on what your target
customer or prospect likes.
Build a team of advocates
promoting and distributing
your content.
Position yourself in
LinkedIn network of rules
for better ranking position.
KEY QUESTIONS TO ASK WHEN CAPTURING ATTENTION
What are the four most powerful internal questions your ideal customer is asking?
Where and with who are you most visible to?
KEY QUESTIONS TO ASK WHEN CAPTURING ATTENTION
What are the top ten key words you want to be known and associated by with your ideal customer?
What one of these approaches could you do immediately?
CONNECTING POWERFULLY
"Half of all users are morelikely to buy from a companyor person they engage andconnect with on LinkedIn"
MARKETERS GUIDE
FOUR STEPS TOSUCCESSFUL CONNECTION
What’s the purpose of your communication today and why would they pay attention.
WHY NOW WHO YOU’RE NOT COLLABORATIVE
Make a connection that actually demonstrates you’ve paid attention to them as a person.
RAPPORT
Give the user power to choose and demonstrate you want to build a relationship.
Take risk off the table and make sure they know you’re there to be of value and not pitch them.
KEY QUESTIONS TO ASK WHEN CONNECTING POWERFULLY
What one thing can you add to your profile or messaging to address the potential cognitive biases on LinkedIn?
What would be the one message you would want every LinkedIn connection to have about you?
KEY QUESTIONS TO ASK WHEN CONNECTING POWERFULLY
Write down the first 10 customers or prospects that you will reach out to this week?
What ideal prospect have you connected with recently that you could send something of value to today?
BENEFITS OF CONNECTING INTENTIONALLY
Build your network
with high value
people.
Get recognised among
potential contacts and
prospects.
Widen distribution of
your reach and content
to your ideal audience.
5 UNIQUE STRATEGIES -USED BY THE TOPLINKEDIN TRAINERS ON THE PLANET
STRATEGY ONE
CHOOSE YOUR TRIBE
STRATEGY THREE
CONNECT POWERFULLY
STRATEGY TWO
CAPTURE ATTENTION
STRATEGY FIVE
COMPEL OFFLINE
STRATEGY FOUR
CREATE INSIGHT
ONCE PROVEN
AUTOMATE
CREATING INSIGHT
"80% of users want to connect with companies that
help them enhance their professional decision making"
LINKEDSURVEY
THREE POWERFULAPPROACHES TO DELIVERING
INSIGHT ON LINKEDIN
LINKEDIN BLOG PLATFORM IS THE PLACE MILLIONS OF PEOPLE USE ON A DAILY BASIS.
SLIDESHARE COMMENTSPULSE/ARTICLES
MOST DIVERSE PLATFORM FOR CONTENT DELIVERY AND DIRECT ANALYTICS TO PEOPLE WHO HAVE ACTUALLY READ AND OR DOWNLOADED YOUR CONTENT.
UNDERESTIMATED AS A MEANS TO ADD YOUR VOICE, EXPERTISE AND VALUE TO EXISTING CONVERSATIONS. ESPECIALLY WHERE YOUR IDEAL PROSPECT IS.
GERICKEPOTGIETER
"...LinkedIn ranks posts based on a
specific ratio of views, shares and li
kes...Then to its alignment to it’s
own channels...“
Artifex knowledge Engineering
FIVE RULES OF LINKEDIN INSIGHT CREATION
RELEVANCE
AUTHORITY
VALUE
IMAGERY
CONSISTENTCY
AUTHORITY
BE THE EXPERT OF ONE THING.
CONSISTENCY
BE RELIABLE AND PICK A
FREQUENCY TO POST.
RELEVANCE
ENSURE YOU’RE CONNECTING TO
ISSUES YOUR CUSTOMERS CARE
ABOUT TODAY.
VALUE
ALWAYS CONSIDER
DELIVERING VALUE THAT CAN
FUNDAMENTALLY HELP YOUR
IDEAL PROSPECT SOLVE A
PROBLEM OR BECOME BETTER.
IMAGERY
THE SCIENCE SHOWS AND
LINKEDIN STATS PROVED
THAT POSTS WITH IMAGES
GET CLOSE TO 20X MORE
VIEWS.
KEY QUESTIONS TO ASK WHEN CREATING INSIGHT
What specific insight is your ideal customer looking for today that you can provide?
What would be the one message you want every ideal prospect to feel and act after reading your content?
KEY QUESTIONS TO ASK WHEN CREATING INSIGHT
What insight approach could you use or amplify that you are currently using to deliver value to your ideal customer?
Who will own the insight creation process, follow up and taking advantage of all analytics?
BENEFITS TO CREATING INSIGHT
LinkedIn will rank you
better in searches made
by your network.
Positions you as an
authority and
thought leader.
Attracts and nurtures
key prospects for
future connection.
COMPEL OFFLINE
FOUR POWERFULPRINCIPLES FOR COMPELLING PEOPLE OFFLINE
COMPEL
OFFLINE
REDUCE
RISK
RAISE
TRUST
SHOW
INTEREST
BUILD
CREDIBILITY
Reduce Risk
Build Credibility
Raise Trust
Show Interest
KEY QUESTIONS TO ASK WHEN COMPELLING PEOPLE OFFLINE
What ideal prospect connections have you made in the last three months that you can go back and reconnect with? (use search)
What message could you share that would immediately resonate with who they are, their role?
KEY QUESTIONS TO ASK WHEN COMPELLING PEOPLE OFFLINE
What communication has worked for you recently with those in your network and why?
Can you dedicate one hour a week to make more meaningful current prospect conversations happen?
BENEFITS FOR FOLLOWING A PROCESS OF COMPELLING OFFLINE
Proven prospect or
customer led process
that is repeatable.
Raise engagement
and opportunity for
offline conversations.
You can feel confident that
you'll leave a strong
impression for a future ask.
ACTIVIATING THE LINKEDINSTRATEGIES AS ONE
STAGES ACTION 1 YOU ACTION 2 YOU ACTION 3 YOU
GOALS
How many prospect or customer connections do you want this week?
How many prospect/customer conversations to want this week?
How many appointments/meetings do you realistically want to this week?
CHOOSE Positioning
get clear on your ideal customer (write this down)
prepare your customer questions (groups and conversation)
Take notice of particular industry trends, people and ideas you’d want to engage with.
CAPTURE Attract
choose two of the capture areas to focus apply
write out the specific tasks you’ll do to prepare you to activate the two capture channels chosen
start using the channels and make note of analytics, comments and engagement after 3-4 days
CONNECT
Connecting
take note of the top 10 prospects/customers you want to engage with from groups/2nd/1st degree contacts
Set time aside to send out specific personalized messages using the four step connecting process.
Send thank you follow up messages based on previously crafted customer profile email.
CREATE Engage
Identify the two different insight content you’ll create. match this against your customer questions and value profile
create or update content to reflect work done from action 2
Pick a day to execute and distribute the content with your target audience in mind. Use your network as advocates where appropriate. Write this down.
COMPEL Nurture
Follow the email sequence and connect with the first 10 contacts you connected with give something of value. send email
Look for opportunity to recommend or comment on a key prospects activity to demonstrate your interest. Pick three people.
Make the ask for whatever that next best step is between you. There must be at least 10 days between your first and next email for the ask. follow the ask framework e.g.
AUTOMATE (QUESTIONS BEFORE YOU
are your lead, conversation and appointment goals per week 7 or lower?
do you have the space each week to allocate one hour?
can you allocate to others or already have access to supporting tools?
THE FIVE UNBEATABLE STRATEGIES AS ONE
• Complete the workbook
• Add details into planner
• Take committed and consistent massive Action
CHOOSING YOUR TRIBE
CAPTURING
CONNECTING
CREATING
COMPELLING
What if you need help?Get in touch and book a free consultation HERE
Or
www.jermaineedwards.com/linkedinsuccess