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1 Power Up Sales with Social Media Knowledge Lab 1:30-2:30 pm

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2 Todays Presenter Rebecca Chanin, Director of Marketing JK Moving Services, Sterling, Virginia, U.S. linkedin.com/in/rebeccachanin linkedin.com/company/jk-moving-services @RebaChan @JKMoving

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3 A Little About Me 25 year career in marketing Strengths Digital: search, online display, social media Traditional: offline media/creative (TV, radio, print) Branding: messaging, visual identity When Im not working Cooking, travel, reading, spending time with family, eating cheese Too much time on social media

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4 A Little About JK Moving Services Established 1981 Third largest independent moving company in North America Residential, commercial, corporate, government customers Global and domestic moving, storage, corporate relocation, logistics Headquartered in the metropolitan Washington, D.C. area Fleet of 350+ pieces of equipment; 15,000+ moves annually 650 trained, vetted moving professionals

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5 Todays Topic Social Selling

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6 But First, A Few Statistics 77% of business-to-business buyers dont talk to a salesperson until theyve done independent research (Corporate Executive Board) IBM survey of 1,000 global buyers: 1/3 are using social media to engage with suppliers 72% of salespeople using social selling outperformed their peers and exceeded quota 23% more often (Aberdeen Group) 2.5% = average cold calling appointment rate (Keller Research Center, Baylor University) 84% of prospects will respond to cold-calls or emails when you leverage connections (Kenan-Flagler school of Business, University of Carolina) LinkedIn stats: Total user base: 300,000,000 worldwide Continued explosive growth: approximately one million new members every 12 days 48% spend more than two hours a week on LinkedIn 40% of users check LinkedIn daily 65% of users are outside the U.S.

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7 Social Selling What Is It & Why do It? Using social media to interact with prospects and customers Find, connect with, gain insights, nurture prospects and customers Grow your business Provide value via thoughtful/relevant content Build your personal brand Platform: most typically, LinkedIn. Depending on your business, product, audience, and message, perhaps Facebook, Twitter, Instagram, etc. Today, we will focus on LinkedIn.

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8 Professional head shot Headline with more than just your title and company name Relevant contact information and web links: company website, blog Executive summary about yourself Customize the link to your profile page Current and past positions with short, descriptive text Note at least five skills Education, awards, volunteer work, videos, presentations, etc. Three recommendations from your network (not all coworkers) Get Started - Build your LinkedIn profile

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9 Is bigger, better? How many connections should you have Who to ask to be a connection How should you ask Connections Building Your Network

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10 Define your target audience or key influencers Engage with the audience: Post content of interest: blog posts, articles, videos Ask your network questions relevant to their work Discuss what you learned at a conference or networking event Goal: at least one post every business day Best times to post: early or late in the work day Social Selling How To Do It

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11 Five types of LinkedIn Groups 1.Industry Groups Education, connect with peers, competitive intel 2.Vertical Groups Industries youre targeting for sales 3.Local Groups Connect with communities where you want to build business 4.Professional Groups Hone your skills 5.Parallel Groups Share the same target audience that you are pursuing but in a different industry LinkedIn Groups

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12 Contribute Content is King Join discussions when you can add value Post your own questions to the Group Add value and educate Share links to helpful blog posts, articles, white papers, video Be helpful, NOT sales-y Be a trusted advisor I Joined Some Groups Now What?

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13 Prospecting Search for new prospects Save your searches LinkedIn notifies you of new members that fit your criteria Use your network for intel and/or to make introductions

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14 Preparing Go into meetings smarter Educate yourself about your prospect, their company, news in their industry If the prospect (or company) uses Twitter, it may be noted on their profile Twitter feeds can be a wealth of info Go back to your Groups and brush up

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15 Recap Invest time to create a robust LinkedIn profile page Connect with courtesy Define your audience, seek them out, and cater to them Post thoughtful content often Join relevant Groups and contribute to the conversations Use LinkedIn Search and save your searches for prospecting Conduct LinkedIn research to prepare for meetings