SALES SOLUTIONS
How Financial Services Can Leverage LinkedIn to Prospect
#LinkedInFS
SALES SOLUTIONS
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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?
#LinkedInFS @AmyMcilwain
SALES SOLUTIONS
§ 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
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Create a Custom URL
Before:
A)er:
#LinkedInFS @AmyMcilwain
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Upload Your Profile Picture
DO! DON’T
#LinkedInFS @AmyMcilwain
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PhotoFeeler
#LinkedInFS @AmyMcilwain
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Complete Your Contact Information
#LinkedInFS @AmyMcilwain
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Maximize Anchor Links
#LinkedInFS @AmyMcilwain
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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
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Embed Video & Dynamic Content
§ Introduction video § How to videos § Breaking news § Reports § TV appearances § Slideshare presentation
#LinkedInFS @AmyMcilwain
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Dynamic Content
#LinkedInFS @AmyMcilwain
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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
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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
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Groups
#LinkedInFS @AmyMcilwain
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Analytics
#LinkedInFS @AmyMcilwain
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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
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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
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Start by identifying prospects using Lead Builder and advanced search filters to build a prospect list within seconds
#LinkedInFS @dianeguganig
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Create a targeted Lead List and then filter further based on more advanced search filters
#LinkedInFS @dianeguganig
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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
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Save your Searches and have LinkedIn alert you to new Leads!!
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Identify your warmest path to the right decision maker
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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
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“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: [email protected] • LinkedIn: https://www.linkedin.com/in/dianeguganig • Twitter Handle:@linkedinselling • Web: https://business.linkedin.com/sales-solutions/financial-services
• Amy Mcllwain Email: [email protected] • Web: http://amymcilwain.com/ • Twitter Handle:@amymcilwain • LinkedIn: Linkedin.com/in/amymcilwain • YouTube:Youtube.com/amymcilwain
#LinkedInFS @AmyMcilwain @dianeguganig
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