How to Create a Massive LinkedIn Referral Network with THE Most Influential Players in Your Market! Effective Lead Generation

Transcription

1 How to Create a Massive LinkedIn Referral Network with THE Most Influential Players in Your Market! Effective Lead Generation

2 The Outcome for You in This Session How to set up a simple system within LinkedIn that consistently generates leads and opportunities! An easy to use and mostly automated LinkedIn drip marketing system to keep you top-of-mind with thousands of prospects. How to attract new clients from this network within months!! With this training you'll have a repeatable system for landing new clients.

3 Steen Helmer Partner, co-owner and board member at TBK Consult Executive in the Microsoft Partner Channel in 20+ years Management Consultant helping software companies to grow local and global since 2006 DK & EMEA member of the board in the business network for Microsoft Partners - IAMCP Masterclass in Business Model Generation framework Certified LinkedIn expert & trainer

4 From Microsoft Setting Up for Success in the Modern Cloud Business As you can read in his original post from WPC he describes, what Microsoft believes it takes to get success as a Cloud Partner. Which among other things are: 1. IP differentiation 2. Digital marketing 3. Customer acquisition and retention 4. People and Measurement Microsoft has done a great job with their partner offering in the SureStep Profitability Benchmark Resources but something is missing if you ask me!

5 The Partner of the Future Longer term business outlook Business focus shifts away from resale, towards verticals Sales motions move from one time to recurring Marketing shifts to digital Business activities shift to managed services, building IP Major buyer shifts toward line of business Sources of competition diversify

6 Journey to cloud maturity Early stage Transactional sales Deal-based revenue Mid stage Established relationships Stable cloud revenue Advanced stage Trusted Advisor status Increased profitability

7 What are the top best practices you can apply to accelerate your cloud business?

8 Digital marketing leads Advanced stage partners get almost half their leads through digital marketing

9 How to Create a Massive Referral Network with THE most influential players in your market In just a few minutes you ll learn how to. Build a referral network of at least 500 influencers within 90 days. Maintain Top-of-Mind status as a leading expert in your area AND generate deals from this network within months!!

10 LinkedIn Fun Facts

11 Why Solution Selling No Longer Works? The Old World: Sales reps successfully diagnosed customers needs, aligned their products to those needs, and sold them solutions that are better than their competitors. The New World: Companies readily define solutions for themselves courtesy of more sophisticated procurement teams and purchasing consultants armed with troves of data. The Proof: A CEB study of more than 1,400 B2B customers across industries revealed that 57% of a typical purchase decision is made before a customer even talks to a supplier. Source: CEB - the world s leading member-based advisory company

12 Most Business Comes from Referrals 82% of small business owners have said their main source of new business comes from EXERCISE referrals. So it s no surprice they re taken a hard look at technologies that boost social visibility and feed the referral engine

13 The LinkedIn Funnel

14 Leads are Different For Everyone

15 The Plan

16 Setting Up Your Foundation The 3 Things You MUST Do Before Anything Else: 1. Develop your Ideal Prospect Profiles 2. Optimize your profile to convert views into LEADS 3. Join the RIGHT LinkedIn Groups

17 Develop Your Prospect Profiles

18 Searches Basic Search Advanced Search Boolean Search Saved Search

19 Optimize Your Profile to Convert Views Graphical background Tagline Photo Posts Summary

20 Is it the RIGHT PEOPLE who views your profile?

21 How to get started? Get familiar with your business model? What is your customer value proposition? Who is your ideal customer?

22 Join The RIGHT LinkedIn Groups Join the groups where your prospects can be found, not your competitors!

23 One Time Setup Complete! Results: Crystal clear picture of your ideal prospect (every time you log into LinkedIn, you ll have a clear plan of attack) Optimized LinkedIn Profile (to convert views into leads) You re in the RIGHT LinkedIn Groups (giving you access to tens of thousands of prospects)

24 Monthly Marketing & Lead Generation 3 Key Activities: 1. Reach out to 6 new prospects per day 2. Monthly setup of Top-of-Mind campaign 3. Manage your LinkedIn Inbox to follow up with leads

25 Why Reach out to 6 New Prospects per Day? 1. Proactively reaching out to new prospects on a regular basis is THE very best method to reaching your sales goals 2. You can definitely do MORE than 6 per day, but we want you to create a plan that you can commit to and stick with 3. Plus, 6 prospects per day (5 days a week) comes out to about qualified prospect leads over the next 12 months

26 Finding New Business Find Your Perfect Clients

27 Targeting Local Business Owners

28 Specific Industries

29 Reach Out to 6 Prospects per Day

30 How To Communicate With Prospects 1. The right way to send connection requests 2. Our referral generating strategy that generates an average response rate of 70%

31 Connection Requests

32 Connection Requests

33 Challenges. What if you ve run out of connection requests.or what about those people who aren t open for connecting with people they don t know? Now what?

34 A Referral Generating Strategy With A 70% Response rate

35 Get The Introduction

36 Reach Out

37 Reach Out

38 Reach Out

39 Current Client Contacts

40 Level 1: Let s Connect

41 Connection Request

42 Level 2: Want to Join?

43 Level 3: Are You Going?

44 Media Contact Script

45 Warm Introduction Method Script

46 Name Drop Method Script

47 This process averages 70% favorable response rate

48 All of this can be done using the FREE LinkedIn account!

49 Let s Talk ROI 6 prospects each day..leads to total prospect leads over the course of 12 months. Based on your ROI calculations: 1. What % of prospects you speak/meet with will be interested in your products/services? 2. What % of those will you close? 3. What is a typical new client worth to you? Your revenue generated: Is that an acceptable ROI for you?

50 Reach Out to 6 Prospects per Day

51 Top Of Mind Drip Marketing Campaign Be seen as a thought leader within your industry and stay in front of your target prospects on a daily basis

52 Sharing into Groups 1-2x per Week Be seen as a thought leader by contributing to your Groups!

53 Status Updates

54 Keep Your Content Balanced List the topics you would like to focus on with your status updates. Local Business Focused Content IT & Related Content Local Area News Industry Specific Articles Small Business Articles/Resources Marketing and Sales Articles Company Related News Promotional Content Info About Local Events Quotes, Questions etc.

55 Follow Up With New LEADS In Your Inbox!

56 How to Meassure your Effort

57 Your Commitment Initial One-Time Setup Develop Your Prospect Profile Optimize Your LinkedIn Profile Join the Right LinkedIn Groups 1 Hour 2 Hours 2 Hours Ongoing Monthly Marketing & Outreach Reach Out to 6 Prospects / Day Setup of Top-of-Mind Campaign Follow up with Leads in Your Inbox 10 Minutes per Day 1 Hour per Month* 5 Minutes per Day 18 Minutes per Day!! *1 hour per month averages out to 3 minutes per day

58 LinkedIn Daily Success Routine Be A Connector Engage Contacts Who s Viewed Your Profile Join & Start Discussions Find Content Share Content Create Content LinkedIn Publisher

59 What s next? -

60 LinkedIn Strategy & Plan Your customers currently manage the journey of the buying process themselves. How do you ensure that you have the relevant relationships in order to be chosen when they look for a vendor? This workshop will give you insight in LinkedIn s strategy and the opportunities the social media platform gives you as a Microsoft Partner. After this workshop you will be able to plan your own LinkedIn strategy, implement it and execute it in your company. This workshop gave me a better understanding of LinkedIn and a platform for implementing and executing an active LinkedIn strategy in our company. Helle Godt Thygesen, Marketing Manager - Despite my many years as an executive in the software industry, my eyes have now been opened for how strategically important LinkedIn is in order to create awareness and interest about our solutions and services. Mikael Boutrup, CEO FORMAT: Individual workshop per company CONTENT: Preparation meeting and objectives + 1 day workshop + follow up meeting. Participation of max. 12 pers. Audience: Management, sale & marketing Price: incl. e-book and self-study documents. Excl. VAT transportation and venue costs Contact Steen Helmer for further information, or she@tbkconsult.com

61 Profile Optimization On LinkedIn How do you ensure that your potential customers and business partners receive the right experience when they find your company or your employees on LinkedIn? Learn how to create optimal content for your company and personal profiles. What to communicate and what not to communicate on the profiles. You will also learn how to be better positioned on search engines results through optimized profiles. I now know how I could be better at utilizing the many possibilities that LinkedIn offers in order to create awareness and interest in our software and services. Mette Eibye, Sales/Marketing Coordinator I have been inspired as well as taking away specific knowledge to help me in developing our own proactive strategy and plan in order to use LinkedIn to increase our business." Christian Holst-Jensen, CEO - FORMAT: Individual workshop per company CONTENT: Preparation meeting and objectives + 1 day workshop + follow up meeting. Participation of max. 12 pers. Audience: Management, sale & marketing Price: incl. e-book and self-study documents. Excl. VAT, transportation and venue costs Contact Steen Helmer for further information, or she@tbkconsult.com

62 Lead Generation On LinkedIn Learn how to get started with Social Selling and how to find new customers on LinkedIn. What we previously called a sales-cycle is today known as a buyers-cycle. The customer now manages the major part of the buying process themselves. How do you ensure that you will be part of their process and how do you manage lead generation and build pipelines on LinkedIn? After this workshop you will be able to identify the people who can help you achieve your goals and develop a structure for implementing and executing this strategy. I learned how we could support our partner strategy by being more proactive in our approach to using LinkedIn. Torben Jeppesen, Sales Manager We weren t really active on LinkedIn, but this workshop has given us the boost to get started. There is no doubt that there is much more value and business to get from LinkedIn than we expected. Gorm Erich Jensen, CEO FORMAT: Individual workshop per company CONTENT: Preparation meeting and objectives + 1 day workshop + follow up meeting. Participation of max. 12 pers. Audience: Management, sale & marketing Price: incl. e-book and self-study documents. Excl. VAT, transportation and venue costs Contact Steen Helmer for further information, or she@tbkconsult.com

63 LinkedIn Marketing, PR & Communication Your customers are now managing the major part of the buying process themselves. How do you ensure that you have the right relations and are among the chosen vendors to be considered when they are next in the market for your services? This workshop will give you insight into LinkedIn s strategy and the opportunities that it gives you as a Microsoft Partner. You will have the opportunity to plan how to implement and execute your own social media strategy on LinkedIn. This workshop really gave me specific knowledge and inspiration about how to get even better at utilizing LinkedIn as a communication and marketing platform. Glenn Müller, Marketing Communications Manager Good briefing and concrete suggestions on how to optimize profiles. The workshop provided food for thought as to the work needed on the personal and company profiles on LinkedIn." Christian Staffeldt, Marketing Manager & Partner FORMAT: Individual workshop per company CONTENT: Preparation meeting and objectives + 1 day workshop + follow up meeting. Participation of max. 12 pers. Audience: Management, sale & marketing Price: incl. e-book and self-study documents. Excl. VAT, transportation and venue costs Contact Steen Helmer for further information, or she@tbkconsult.com

64 TBK Consult Why our clients use us How we operate What we do

65 Need help! Steen Helmer

66 The success factor for every networker is to Always Be Building your network of connections and opportunities.