social selling linkedin case study
DESCRIPTION
The last few years have seen the sales sphere undergo dramatic changes with the adoption of Web 2.0 and social media. The latter has been singlehandedly responsible for increasing the scale and reach of your networks. Web 2.0 has transformed the way we interact, with the buying process starting and ending online. No face-to-face meetings. Social selling (or Sales 2.0), is the response to these changes that have occurred in customer behavior and the buying process. How does LinkedIn fit into this? Consider for a moment that you’ve turned on your laptop on a Monday morning. Logging in to your LinkedIn account you find a “request to connect” from a potential client halfway across the world. You accept his/her request. An hour or two later you get an enquiry from your new connection for information about your products or services, a joint-venture proposal or some other details which could lead to a mutually beneficial business relationship. This is a classic example of social selling viTRANSCRIPT
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Social Selling (Sales 2.0):LinkedIn – Case Study – Aug 2013
Presented by: Logan Nathan
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Digital Marketing Success in 2013 and beyond…
Its all about referral LEADS
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Social Media for Business - Facts in 2013
89% Business exposure 64% Lead Generation 69% Marketplace intelligence 62% SEO increase 62% Reduced expenses
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What is Social Selling?
A Growing Sales Technique: Building Timely Referral LEADS
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What is Social Selling?
LEADS
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What is Social Selling?
LEADSTransparencyRelationshipUniquenessSimplicityTiming
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What is Social Selling?
SharingOpennessCommunicationIntelligenceActivityLeadership
LEADSTransparencyRelationshipUniquenessSimplicityTiming
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Why Social Selling?
FUNDAMENTALS are….. Broken on Traditional Sales
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Why Social Selling (Sales 2.0)?Finding your Products/Services
Understanding your Products/Services
Networking beyond traditional means
Demand for better Products/Services for LESS
Access to Information Instantly
Mobile devices
Education available globally
No Borders/Barriers
Technology Enablers – Social Local & Mobile
Available 24 x 7
Leaders to role model
Smart Mobile Innovation
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The Power of Social Media
Why Social Selling?
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The Power of Social Media
Why Social Selling?
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Social Selling – How?Intelligence GatheringNews UpdatesFinding Target Market Leverage Your UBPsUtilising Key Social PlatformsEducating YourselfNetworking in the CommunityConnecting beyond boardersEngaging with Target MarketRelationship AddictTimely Referrals
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TransparencyRelationshipUniquenessSimplicityTiming
Social Selling – Building…
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The Global de-facto B2B Professional Networking Platform
A Case Study
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It’s reach… (in Australia Feb 13)
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A different approach…
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Over 35% decision makers!
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Wide Range of Skills……
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TransparencyRelationshipUniquenessSimplicityTiming
Social Selling – Building…
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The Foundation – Reputation Online!
Personal Profile
(Paid Vs Free)Keywords
Be found by Target MarketOrganic Network Growth
Your Biz Reputation
Building TRUST... Transparency
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The Foundation – Reputation Online!
Personal ProfileInfluencers
News Channel(s)
(Paid Vs Free)Keywords
Be found by Target MarketOrganic Network Growth
Role ModellingWiden your network knowledge
Trending News Contents
Your Biz Reputation Your Biz Education
Building TRUST... Transparency
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The Foundation – Reputation Online!
Personal ProfileInfluencers
News Channel(s)Special Interest Groups
Company Page(s)
Following Targeted Companies& Groups
(Paid Vs Free)Keywords
Be found by Target MarketOrganic Network Growth
Role ModellingWiden your network knowledge
Trending News Contents
Your Biz Reputation Your Biz Education Your Biz Community
Building TRUST... Transparency
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TransparencyRelationshipUniquenessSimplicityTiming
Social Selling – Building…
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Your Personal Reputation!
1st Level 2nd Level 3rd Level
Building TRUST... RelationshipThe Rest!
200M+&
Growing?
1500+ 560,000+ 12,000,000+
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Your Group Reputation!
Groups Members
Building TRUST... Relationship
200M+&
Growing?
50+ 2,000,000+
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Your Company Reputation!
Company Products/Services
Building TRUST... RelationshipFollowers 200+
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TransparencyRelationshipUniquenessSimplicityTiming
Social Selling – Building…
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Your Unique Skills Contributions!
Personal Updates Company Updates
Building TRUST... UniquenessGroup Updates
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Your Unique Skills Contributions!
Personal Updates Company Updates
Building TRUST... UniquenessGroup Updates
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TransparencyRelationshipUniquenessSimplicityTiming
Social Selling – Building…
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Visual, Auditory, Kinaesthetic
The visual Attractions Keywords
Building TRUST... SimplicityImpact
Leverage LinkedIn
Your Profile to ALL STAR status
LaymanPracticalAnalogy
Pain Prescription
Pills
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TransparencyRelationshipUniquenessSimplicityTiming
Social Selling – Building…
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Timing is everything!
Building TRUST... Timing Timely Updates Innovative Approach Manage Profile/Company/SIG Integrate KEY Messages Network your UBPs Gather Intelligence
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Manage key Social Media platforms LinkedIn, Facebook and Twitter
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