linkedin - the 12 missed marketing opportunities
DESCRIPTION
LinkedIn provides the perfect platform for amazing sales success but most salespeople miss the opportunitiesTRANSCRIPT
LinkedIn Lead System
Capitalizing on the 12 Missed Marketing Opportunities
HOW MANY DIFFERENT COMBINATIONS ARE THERE?
WITH 2 LEGO BRICKS THERE ARE 24 DIFFERENT COMBINATIONS
WITH 3 LEGO BRICKS THERE ARE 1060 DIFFERENT COMBINATIONS
WITH 6 LEGO BRICKS THERE ARE
914,103,765DIFFERENT COMBINATIONS
How Many Marketing Combinations Are You
Missing?
Door-to-Door
Direct Mail
Telemarketing
Networking
Initial Contact
Prospect Has
Interest
Prospect Agrees to Appointme
nt
Door-to-Door
Direct Mail
Telemarketing
Networking
Initial Contact
Prospect Has
Interest
Prospect Agrees to Appointme
nt
OnlineSearc
h
*Some Facts*57% of the buying decision is complete before the first meeting with a salesperson - The Corporate Executive Board 2011
*70% of the buying decision in a complex sale is complete before prospects are willing to engage with a live salesperson – SiriusDecisions 2012
*70-90% of the buying decision is completed prior to engaging a salesperson – Forresters 2012
*78% of B2B buyers reported that the buying decision was primarily influenced by information garnered from a web search and the vendor’s website – DemandGen 2012 Buyers Survey
Road
to
Opportunit
y
LinkedIn Is NOT an Inbound Marketing Platform
LinkedIn Is AN Outbound Marketing Platform
The Ultimate in Permission MarketingEvery person that you
call will have given you Permission
Either implicit or Explicit
THE MAP TO MORE SALES
Message
Audience
Proof
A compelling the message shared with a targeted
audience combined with Social Proof is
the key to sales success
The 12 Missed Marketing Opportunities
Failure to have a headline
Most people use their title in their profile but LinkedIn asks for your Headline.
Use your headline to share your sales or value message and capture interest
The 12 Missed Marketing Opportunities
Bad Summary
Your summary is an opportunity to tell your prospects what you do for them.
It is not supposed to be your biography or resume.
This is an opportunity to become a Brand of One
The 12 Missed Marketing Opportunities
Failure to provide meaningful contact information
It never ceases to amaze me when I check someone’s profile and they have an email address but no telephone number. You wouldn’t leave home with business cards that didn’t have your telephone number on it would you?
Use LinkedIn to make it easy for prospects to get in touch with you
The 12 Missed Marketing Opportunities
Failure to utilize website listings
LinkedIn allows you to link up to 3 websites yet most people only use one.
Worse: they list as “Company Website.” No one will visit because they know that it will be an online brochure that shares nothing meaningful
The 12 Missed Marketing Opportunities
Failure to capitalize on received “Invitations to Connect”
Most people simply click accept and then delete the email.
This is a huge opportunity to share you message
The 12 Missed Marketing Opportunities
Failure to leverage connections
Every one of your clients should be connections. And leveraging those connection is the easiest way to generate referrals at will
The 12 Missed Marketing Opportunities
Failure to capitalize on “Who Viewed Your Profile”
You should be checking this at least twice per week. Check it more often when you are actively engaged in marketing.
People who view your profile need to hear your message
The 12 Missed Marketing Opportunities
Failure to utilize “Job Changes and Updates”
This is a huge opportunity to communicate the message that relationships matter to you.
The 12 Missed Marketing Opportunities
Failure to leverage “introductions”
There is no better lead than an introduction. Instead of going to “Networking” meetings and asking if any one knows a particular prospect learn to leverage LinkedIn Introductions
The 12 Missed Marketing Opportunities
Not utilizing “Advanced Search”
The advanced search tool on LinkedIn is way more powerful than any of the paid list building programs
The 12 Missed Marketing Opportunities
Not joining the right “Groups”
The biggest mistake that sales people and marketers make on LinkedIn Groups is joining groups within their own field instead of joining and participating in the groups that their prospects join.
The 12 Missed Marketing Opportunities
Failure to leverage Group Message
LinkedIn allows you to send direct messages to anyone sharing membership within a group.
The ways to leverage this are far too numerous to list here but trust me – this is an amazingly powerful marketing tool.
Mel Schlesinger(336) 525-6357
Want to Chat?Visit My Calendar
http://mels.youcanbook.me