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  • Power Productivity on LinkedIn

    Hubspot & Jill Konrath

    Contact Information:

    (617)-PATRICK

    www.617-patrick.com

    pat@617-patrick.com

    Twitter: @617patrick

    http://www.617-patrick.com/ http://www.617-patrick.com/ http://www.617-patrick.com/ mailto:pat@617-patrick.com mailto:pat@617-patrick.com mailto:pat@617-patrick.com

  • Why you care

    • More sales – Use “old school” techniques

    – Faster & more productive with LinkedIn

    • Case study – Insurance company

    – At least 6 deals

    – Each deal is $25,000+

    Copyright 2011 617-PATRICK Social Media Training 2

  • Outline

    • LinkedIn

    – For processes in sales • Prospecting

    • Cold calling

    – done in case study

    • First meetings

    • Using referrals

    • Et cetera

    – Your profile • minimal

    – Building your network

    – Groups, Q&A, etc

    • Handouts http://www.617-PATRICK.com/hubspot.html

    Copyright 2011 617-PATRICK Social Media Training 3

    http://www.617-patrick.com/hubspot.html http://www.617-patrick.com/hubspot.html http://www.617-patrick.com/hubspot.html

  • Prospecting

    4

  • Prospecting

    • LinkedIn “Home page”

    Copyright 2011 617-PATRICK Social Media Training 5

  • Prospecting

    • LinkedIn – sales perspective - a database of prospects

    - searchable

    - contains research data about each prospect

    • conversation starters

    • mutual friends

    • Example salesman: – Sells computer networking hardware

    – Typical prospect: VP of Operations

    – Boston area

    Copyright 2011 617-PATRICK Social Media Training 6

  • Prospecting

    • LinkedIn “Advanced Search”

    Copyright 2011 617-PATRICK Social Media Training

  • White Paper

    • White paper

    – “LinkedIn Tips For Sales – 10 Things To

    Examine In A Target’s LinkedIn Profile”

    • http://www.617-PATRICK.com/hubspot.html

    Copyright 2011 617-PATRICK Social Media Training 12

    http://www.617-patrick.com/hubspot.html http://www.617-patrick.com/hubspot.html http://www.617-patrick.com/hubspot.html

  • Windows Productivity Tip

    • Instead of “click”

    – Go to page

    – Then come back

    • CTRL-click creates a tab in the background

    – Works in

    • Internet Explorer

    • Chrome

    • Firefox

    • Put many tabs in the background

    – Use CTRL-tab to cycle thru them

    Copyright 2011 617-PATRICK Social Media Training 13

  • LinkedIn

    • For prospecting?

    • Search LinkedIn’s database for

    – Titles

    – Location

    – Industry

    – Keywords

    • Cisco, Juniper

    – Company name

    – Others…

    Copyright 2011 617-PATRICK Social Media Training 16

  • Cold Calling

  • Cold Calling

    • Me, cold calling a reporter

    • Back story, through HARO: 13) Summary: Sales call tips

    Name: Emma Johnson (Major business monthly)

    Category: Business and Finance

    Email: query-10jx@helpareporter.com

    Media Outlet: Major business monthly

    Deadline: 07:00 PM EST - 2 March

    Query:

    Seeking salespeople from established businesses to offer tips and

    experience on how to reach the decision-maker / how to gain

    credibility over the phone or get past the gate-keeper in order

    to get a meeting with the person with authority to make the

    purchase. Also seeking experts on this topic with a platform -

    book, consulting business, etc.

    Copyright 2011 617-PATRICK Social Media Training 18

    Typical

    approach

  • My Plan

    • Limit time to 30 minutes

    – Determine importance of prospect

    • Research - Internet, LinkedIn, Twitter

    – Use it all to get in the door

    Copyright 2011 617-PATRICK Social Media Training 19

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    1

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  • No phone number…

    Bummer,

    but email address

    Copyright 2011 617-PATRICK Social Media Training

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  • Awesome Power Of LinkedIn

    • 2nd level connections

    • “Friends of friends”

    • Use “Irish guilt”

    Copyright 2011 617-PATRICK Social Media Training 26

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  • My Plan

    • Robert McGarvey

    – I remembered talking to him about something, but had

    to search through email to verify

    • We talked about Twitter for an article in March 2010

    • I will refer to that with Emma Johnson

    • Super advanced – Could search my LinkedIn invitation to Robert McGarvey with advanced

    search of “Inbox” • Bad search engine

    – Could put my personal notes on “my copy” of Robert McGarvey’s profile

    Copyright 2011 617-PATRICK Social Media Training 28

    3

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    Great info

    in her case

    Copyright 2011 617-PATRICK Social Media Training

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  • My Plan

    • Quick investigation of everything

    – Web site

    – “portfolio” web site

    – Summary, old jobs, college, etc

    • Twitter

    – The “gold mine” in this case

    – Don’t even need an account

    Copyright 2011 617-PATRICK Social Media Training 36

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  • My Plan

    • Have email address, so send direct email

    – Found through

    • Google

    • Twitter research

    • Use research to build rapport

    – Show her how I got to her

    • LinkedIn common connection

    • Refer to one of her tweets

    • Refer to her Twitter “tag line”

    – “Intersect of money and life”

    • Sent LinkedIn invitation also

    Copyright 2011 617-PATRICK Social Media Training 39

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    3

    5

    2

  • Review

    • Perspective

    – Time

    • Is 30 minutes worth it for this client?

    • Research gave me advantages over a

    competitor

    • Still didn’t work

    Copyright 2011 617-PATRICK Social Media Training 41

  • Great Sales “Pat Tricks”

    • Cold call tip:

    – Cold call happy people with an ice breaker • After Auburn won the college football national

    championship

    • Search for

    – Title: CEO

    – College: University of Auburn

    • Stats

    – CEOs 388,000

    – Auburn 566

    – Football 23

    • Recent newsletter http://conta.cc/fovCET

    Copyright 2011 617-PATRICK Social Media Training 42

    http://conta.cc/fovCET

  • LinkedIn For Ice Breakers

    • Fields to examine before – Cold calling

    – First meetings

    • Profile – Common connections

    – Professional headline

    – Old jobs

    – Old schools

    – Interests • Near bottom

    • Not everyone fills these in

    – Their blog

    – Contact information

    – Plenty of others

    Copyright 2011 617-PATRICK Social Media Training 43

  • Find Referrals

    • Common connections can be referrals

    – In Search Results, see “Shared connections”

    • Robert McGarvey

    • Doesn’t always work

    • In profiles

    – on right, 2nd screen down

    Copyright 2011 617-PATRICK Social Media Training 44

  • Find Referrals

    • Another referral technique

    • Look through your best client’s rolodex

    – Get a recommendation from them

    – Then find their connections with similar titles

    – See guest Hubspot blog from March 15th at • http://blog.hubspot.com/blog/tabid/6307/bid/10943/3-

    Strategies-to-Get-More-Sales-Referrals-With-LinkedIn.aspx

    Copyright 2011 617-PATRICK Social Media Training 45

    http://blog.hubspot.com/blog/tabid/6307/bid/10943/3-Strategies-to-Get-More-Sales-Referrals-With-LinkedIn.aspx http://blog.hubspot.com/blog/tabid/6307/bid/10943/3-Strategies-to-Get-More-Sales-Referrals-With-LinkedIn.aspx http://blog.hubspot.com/blog/tabid/6307/bid/10943/3-Strategies-to-Get-More-Sales-Referrals-With-LinkedIn.aspx http://blog.hubspot.