Using LinkedIn for Cold Calling
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The Science of Using LinkedIn, Technology & Social Selling for Cold Calling Steve Richard @srichardv Ken Krogue @kenkrogue
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Learn tactics that you can use immediately to sell more: - The measurable impact of pre-call research - Specific calls to action for higher conversions - The best times to cold call and email -Tune in and find out how cold calling can be more effective. Watch the webinar on demand here: http://bit.ly/Webinar- Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Transcript of Using LinkedIn for Cold Calling
The Science of Using LinkedIn, Technology & Social Selling for
Cold Calling
Steve Richard@srichardv
Ken Krogue@kenkrogue
Steve Richard
Co-Founder
Execs Will Meet!
@srichardv
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Research on Buyer Behavior
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3%
40.5%
56.5%
ProspectsActively Buying 3%Poised to Begin 40.5%Not Ready 56.5%
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@srichardv
3x3 Research
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#1
Executive Changes
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#1
Quote or Video
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#1
Previous Employer
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#1
3x3 Research
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#1
When 3x3 Research Is Filled Out, Conversions of Prospects to Appointments Increases 16.7%
Social Connection
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#2
Conversation to Appt (w/ Group): 70% Higher
Social Connection
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#2
Conversation to Appt (no 2nd): 32%Conversation to Appt w/ 2nd: 50%
Results w/ TeamLink: TBD
VM Call Backs to 6%
The "quick question" voicemail: http://lnkd.in/cgEYPjThe "power player" voicemail: http://lnkd.in/ztHKGY
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#3
Share This
Free JobChangeAlerts
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#4
Lead to Appointment Conversion Rates:All Leads5.25%Old Client, New Company 30.05%Third Party Referrals
60.58%
Calls to Action
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#5
1. Point me to the right person2. Attend this webinar/live event3. Attend an “executive briefing”4. Meet our CEO at the trade show5. Intro you to a peer (your client)6. Watch this on demand webinar7. Download this content piece8. Schedule time with me9. Grab lunch
Internal Referrals
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#5
Execs Respond to 82% of Credible Internal Referrals
Double Dials
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#6
Double Dials Yield 18% More Connections, But… It Takes Far More Time
Direct Lines
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#7
Time to Dial: SB = 80 sec vs. DL = 45 sec Time to Connect: SB = 22.2 min vs. DL = 5.5 min
Direct Lines
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#7
Dials to Connect: SB = 17 vs. DL = 12DL vs. SB: Director = +46.15%; VP = +147.83%
NLP
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#8
Visual Cold Calling
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#8
1) Send Link “In the Moment” on Cold Call2) Call Immediately When They Open Document
3) Talk About Pages That Are Viewed Longer
Visual Cold Calling
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#8
Early Findings = 7.5% More Meetings
Coaching
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#9
Meetings Per Rep Per Month: 16.5 19
Permission
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#10
Are you busy?
86% give permission to continue
Are you busy or do you have a quick second?
61% give permission to continue
Cold Calling Math
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#10
Contacts ID = 22,411
Convos = 6,843
Mtgs = 2,180
Dials = 290,014
Email Mtgs = 912
42 : 1
3.14 : 1 32%
About Ken
Ken KroguePresident & FounderInsideSales.com
#1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’
Please join the conversation!
Ken KrogueGoogle +: gplus.to/kenkrogueTwitter: @kenkrogueBlog: www.kenkrogue.comForbes: forbes.com/sites/kenkrogueLinkedIn: linkedin.com/in/kenkrogue
bit.ly/27linkedintips
Forbes.com
① Use CEO clout to close deals
② Grab your name(s)…⑨ Use ‘3 Free Backlinks’ with all employees
⑩ Freely give and receive recommendations…
27 LinkedIn Tips – Ken on Forbes
bit.ly/27linkedintips
31 LinkedIn Tips for B2B Prospecting
bit.ly/31linkedintips
42 LinkedIn Inside Sales Tips
• Connect to your customers• Connect at tradeshows• Join industry groups• Unlimited messages• Follow prospect companies…
www.insidesales.com/eBooks
Technology
Science
Art
Art --- Science --- Technology
Solving Problems
ART = Applying knowledge and skill
SCIENCE = Testing data
TECHNOLOGY = Building tools
Art --- Science --- Technology
Paramount Pictures & Marvel Enterprises
Human + Technology = Superhero
Systems Thinking
Test, Test, Test
Fire Bullets … then Cannon Balls
CLOSER
Campaign = Test Strategy
List / Leads = Test Sources
Offer = Test Offers
Skill = Test Approaches
Effort = Test Contact Rates
Reporting = Test Results
CLOSER = Science of Sales Model
Specialist vs Generalist
7 pts
LinkedIn response rates
7X better than email
LinkedIn vs. Email = Test
LinkedIn response rates
33Xbetter than email
LinkedIn inMail vs. Email = Test
Join industry Groups
Social Strategy = Unlimited Messages
Voicemail response rates
16X better than email
Voicemail vs. Email = Test
___________Call 1, VM 1, EM 1
___________Call 2
___________Call 3
___________Call 4, VM 2, EM 2
___________Call 5
___________Call 6, VM3, EM3
Cold Call Sequence = Tested
Leave 2-3 voice messages, then stop
Source: InsideSales.com Voice Messaging Analysis Studies
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 410.00%
2.00%
4.00%
6.00%
8.00%
10.00%
12.00%
14.00%
16.00%
With Voicemail
Without VoicemailDial Attempt
Co
nta
ct R
ate
Voice Messaging Study
Social nurturing
Cold Calling Strategy #1 = PR, Social
Education
Social Nurturing
Cold Calling Strategy #2 = Marketing
Education
Lead Nurturing
TURN
INTEREST INTO
NEED WITH
EDUCATION
TYPES
TIRE KICKER BUYING SIGNAL
INTEREST NEED
research studies
white papers
webinars
seminars
e-books
books
toll free
pricing
proposal
free trial
demo
product slicks
buyingsignal
tire kicker
Lead Nurturing
Cold Calling Strategy #3 = Lead Gen
Education
Deal Nurturing
Cold Calling Strategy #4 = Sales
Commitment
Client Nurturing
Cold Calling Strategy #5 = Support
7 Contact Ratio Strategies
“What did you guys do? Everyone is answering our calls”
Steve Dodsworth
Contact Rate100x decrease from 5 min to 30 min
Qualification Rate21x decrease from 5 min to 30 min
#1 = Immediacy
Dr James Oldroyd 2007
#2 = Persistency
#3 = Time of Day
#4 = Day of Week
#5 = Optimal
Used with Permission from Vorsight
#6 = Direct Dial Phone Numbers
RepresentativeAverage
Meetings Per Month (last 3)
% Direct Lines on Contact List
Rep 1 11 51%
Rep 2 13 45%
Rep 3 20 76%
Rep 4 22 74%
Rep 5 29 87%
Rep 6 33 97.6%
#7 = Caller ID
LocalPresenceTM
Offers
LinkedIn eBook
Bonus: This Webinar content will be made into an eBook and sent to all registrants!
Top Sales Campaigns Experience the PowerDialer
ART SCIENCE TECHNOLOGY
Q & A
Ken KrogueGoogle +: gplus.to/kenkrogueTwitter: @kenkrogueBlog: www.kenkrogue.comForbes: forbes.com/sites/kenkrogueLinkedIn: linkedin.com/in/kenkrogue
Steve RichardTwitter: @steverichardLinkedIn: linkedin.com/in/steverichard
Thanks!
www.vorsight.com/ondemand-webinars
