SALES SOLUTIONS

How Financial Services Can Leverage LinkedIn to Prospect

#LinkedInFS

SALES SOLUTIONS

Type questions into the Q&A panel

Housekeeping

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SALES SOLUTIONS

Today’s Speakers:

3

Diane Guganig Enterprise Account Executive, Financial Services

LinkedIn Sales Solutions @dianeguganig

Amy McIlwain Social Media Speaker and Trainer

for Financial Services @AmyMcilwain

#LinkedInFS

SALES SOLUTIONS

SALES SOLUTIONS

Why does this matter? Sales Professionals that have high social selling scores are significantly more likely to win business

1.6X faster to get promoted to VP3

45% more opportunities per

quarter2

51% more likely to exceed quota1

Exceed Quota Get more At Bats Get Promoted Faster

1SSI leaders (>70) are 51% more likely to hit quota than SSI laggards (<30). Based on a global study LinkedIn ran in Q4 2013 of Q3 performance. 2LinkedIn sales reps with high SSI (>90) were 3X more likely to go to club based on quota-carrying reps that began before Jan. 1, 2013 across all regions. 3Directors with SSI > 70 were promoted 1.6X faster to VP than directors with SSI <30 among all Director to VP promotions in past 2 years based on analysis of data on LinkedIn profiles.

SALES SOLUTIONS

Find the right people

414M + members, and 2 new

every second

2B + Members updates

per week

Stay informed Build trust

Billions Of professional relationships

#LinkedInFS @dianeguganig

Why LinkedIn? The largest professional social network

SALES SOLUTIONS ©2014 LinkedIn Corporation. All Rights Reserved. 7

Advisors on Social Media

SOURCE: PUTNAM 2015 ADVISOR SURVEY

SALES SOLUTIONS

~20% of connections will change jobs this year, and they’ll take their 401(k) accounts

with them

With a target network of 1.2 MILLION contacts,

that’s 240,000 money-in-motion events

totalling

$17.9 BILLION IN MOTION

LinkedIn reports that 3 of 5 advisors using LinkedIn have gained new clients as a result

Nearly a third of those brought $1 MILLION+

in assets under management

What’s the ROI?

LINKEDIN

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

LINKEDIN

§ The Tradeshow § Business related networking § Connect with everyone § Share articles, blogs, surveys, best practices §  Interact – ask & answer questions § Follow people, companies, organizations §  Join groups

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Profile Optimization

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Create a Custom URL

Before:

A)er:

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Upload Your Profile Picture

DO! DON’T

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

PhotoFeeler

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Complete Your Contact Information

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Maximize Anchor Links

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Create A Powerful Headline

§  Include Keywords § Describe what you do § Leverage the real estate § DON’T just list your current title

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Summary

1) About YOU…tell a story 2) What you do in your role 3) What your company does

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Embed Video & Dynamic Content

§  Introduction video § How to videos § Breaking news § Reports § TV appearances § Slideshare presentation

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Dynamic Content

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Education & Interests

#LinkedInFS @AmyMcilwain

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Connections

§ Why are they important? § How do you make them? § How to be professional and personable

#LinkedInFS @AmyMcilwain

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Sample Invite - Connections

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Endorsements

§ What are they? § Why are you getting so many? § How to respond § Are you allowed to have endorsements? § How to manage endorsements?

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Endorsements

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Manage Your Endorsements

§ Turn them off entirely § Hide endorsements for specific skills § Hide endorsements from specific people § Delete or add specific skills

REMEMBER:Whenyoudoreceiveanendorsementyoucanalwaysacceptordeclineitrightoffthebatbychoosingthe“AddtoProfile”or“Skip”buDons.

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

SAMPLE Response - ENDORSEMENTS

Greetings*irstname,IwouldliketothankyouforyourrecentendorsementofourserviceshereonLinkedIn.Thankyoufortheheart-feltappreciationofourwork.However,IwillneedtoremoveallmyLIendorsementsastheregulatorsforbidtestimonialsforinvestmentadvisors,andconstrueLIendorsementsassuch.Iwouldlovetoconnectwithyoutolearnmoreaboutyourinterestsandneedswithrespecttomyservicesyouendorsed.Ibelievethereareanumberofwayswecouldhelponeanother.Wouldyoubefreeforabriefchatinthenearfuture?Lookingforwardtoconnectingsoon.Thanks!

©DavidGratke,aPrincipalforGratkeWealthinBeaverton,Oregon

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Groups

§ How to find relevant groups § Leveraging groups for networking § Group participation best practices

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Groups

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Analytics

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Analytics

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

Analytics

#LinkedInFS @AmyMcilwain

SALES SOLUTIONS

LinkedIn Sales Navigator makes it simple to establish and grow relationships with your prospects and customers

#LinkedInFS @dianeguganig

SALES SOLUTIONS 33

Sales Navigator is your personalized environment focused only on your book

#LinkedInFS @dianeguganig

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Social Selling Index helps to measure your progress

#LinkedInFS @dianeguganig

SALES SOLUTIONS 35

Start by identifying prospects using Lead Builder and advanced search filters to build a prospect list within seconds

#LinkedInFS @dianeguganig

SALES SOLUTIONS 36

Create a targeted Lead List and then filter further based on more advanced search filters

#LinkedInFS @dianeguganig

SALES SOLUTIONS 37

Or leverage Sales Spotlights to quickly target the right prospects

Sales Spotlights leverage LinkedIn data to segment search results.

Easily discover

prospects who are more likely to

engage with you.

#LinkedInFS @dianeguganig

SALES SOLUTIONS 38

Save your Searches and have LinkedIn alert you to new Leads!!

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Identify your warmest path to the right decision maker

SALES SOLUTIONS

Uncover relationships for warm referrals at scale

#LinkedInFS @dianeguganig

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Get signals and Insights on people you aren’t connected to (outside of your 1st Degree)

SALES SOLUTIONS

InMail: The most credible way to message anyone on LinkedIn

Noah Gold

#LinkedInFS @dianeguganig

SALES SOLUTIONS

Gain insights and engage from anywhere

#LinkedInFS @dianeguganig

Desktop Email CRM integration

Mobile

SALES SOLUTIONS

“In a chronically leaking boat, energy devoted to changing vessels

is more productive than energy devoted to patching leaks.”

- Warren Buffett

SALES SOLUTIONS

Questions?

45

•  Email: lssfinancialservices@linkedin.com •  LinkedIn: https://www.linkedin.com/in/dianeguganig •  Twitter Handle:@linkedinselling •  Web: https://business.linkedin.com/sales-solutions/financial-services

•  Amy Mcllwain Email: amy@amymac.com •  Web: http://amymcilwain.com/ •  Twitter Handle:@amymcilwain •  LinkedIn: Linkedin.com/in/amymcilwain •  YouTube:Youtube.com/amymcilwain

#LinkedInFS @AmyMcilwain @dianeguganig