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RelSell – LinkedIn Marketing Solutions
Highlights
Pay-Per-Lead / Per Appointment @ €150 Per Lead
Builds a targeted network on LinkedIn and converts to Leads
Can be conducted in any country / any language - no extra cost
Impertion already works with major technology companies worldwide as well as many small / new companies
E.g. Oracle, EMC, Cisco, SAP
Messaging is critical: must be innovative & compelling
Step one: identify at least one sales person that will allow us to run this campaign with their profile.
3 Month Pilot CampaignOnce-off setup fee per profile: €950
Minimum 30 Leads
Total investment for 3 month pilot: €5,450
Why Social Selling?
Your sales team and channel partners have a HUGE potential network of people that lies completely untapped.
A LinkedIn Profile
We build the campaign(s) around a person’s LinkedIn profile
Therefore at least one sales person / marketing person must be “on board” with the campaign
Permission to use their LinkedIn profile, OR
Permission to create a duplicate of their profile (not best practice)
We do not use InMailWe connect your sales person with people they have targeted
We send a personalised follow up message that drives responses / leads
Step 1: Profile Decision
Use Sales Person’s Existing LinkedIn Profile or “Mirror” Profile?
“Mirror” LinkedIn Profile
•Duplicate profile on LinkedIn•Not Best Practice•Workable – but may be suspended if caught by LinkedIn
Original LinkedIn Profile
•Use Sales Person’s original LinkedIn Profile.•Considered Best Practice•Ridge act as “PA”, accelerating networking.•Sales person needs to be “on board” with this.
Step 2: Targeting
Together, we build a “Saved Search” on LinkedIn that identifies the people your sales person wants to develop conversations with.
This should be 90% accurateThere is no way to get it 100% accurate on LinkedIn
We can only use LinkedIn database criteria for targetingE.g. Geography, industry, company size, titles
NOT: Oracle users, X number of desktops per site, etc.
The Saved Search needs to generate at least 1,000 people2nd connections, 3rd connections and Group members
We can only send invitations to 2nd connections and Group members
Ideally 3,000+ people in Saved Search, but min. 1,000
Step 3: Messaging
Absolutely critical to generating responses
We send TWO messages to people within the Saved SearchPersonalised invitation to connect
Personalised follow up text to new connections
The second message is the most important as it generates the leads
It must be focused on thought leadership & innovation
It is not about selling at this point!It is about generating an introductory conversation with a completely cold contact & developing the relationship. Selling comes later when trust has been established.
The first message is sent three times per weekApprox 300 in a month, with approx 130 people accepting
The second message is sent once a weekSent to all 130, typically generating 10 leads
Leads
At least 10 per month for campaign of €1,500 per monthIf less than 10, pro rata @ €150 per month
If more than 10, no extra charge. Cost per lead simply reduces
This allows clients to work off fixed budgets, but still have pay-per-lead
Lead Definition:“A response from someone in the target market that you have approved, agreeing to a further discussion (by phone, email or LinkedIn) within the next six weeks.”
This is the only definition that we can offer guarantees around
It is a marketing qualified lead, not sales qualified
It is not intended to meet BANT criteria (Budget, Authority, Need, Timeframe)
These are inbound responses intended to kick off a relationship with relevant people to build credibility and trust for future selling
Workshop
We will conduct a remote workshop with a screen sharing tool to:Adapt your person’s LinkedIn profile to conform with “Best Practice”
Develop the Saved Search and have you sign off on this
Work through the first and second messaging (we provide templates)
Identify Groups to be joined (to allow us send invitations)
Ensure we have at least 1,000 people and the search is 90% accurate
Discuss “Do’s and Don’ts” to stay within LinkedIn rules
You will upgrade the profile to “Business / Sales professional” in advance of the workshop
This allow us to have greater “Reach”
This should be done on a “Monthly Renewal” basis rather than annual so you can cancel it at any time. This fee is paid directly to LinkedIn and Impertion cannot make this payment for you.
Reporting
This is kept to a minimum to keep costs low
The only measurable KPI is “leads”
These can be tracked within LinkedIn itself
More in-depth reporting can be provided at additional cost.
In-House Option?
“Can’t we just do this ourselves?”
Of course, but consider…We have built our own software to automate much of the mundane tasks involved because the sheer volume of work is overwhelming.
Your sales person would need to spend at least 20 hours per week solely on frustrating LinkedIn tasks to achieve the volume of work that we get through in a month. Or they could spend this time actually selling…
LinkedIn has a huge amount of rules and technical permissions that you need to be aware of (and play within) or be suspended.
We are Experts on LinkedIn. We focus on nothing but LinkedIn marketing! We can help you avoid the delays and suspensions.
Social selling is now mainstream. If you are not using LinkedIn as a marketing tool you are already losing out to your competition.
How Do We Start?
We can start today!
We just need: Login details for your person’s LinkedIn account
50% payment in advance (€2,725)Balance invoiced net 30 days halfway through campaign
There is no simpler, faster, low cost way for you to generate new sales pipeline today.
Case Studies
Ridge Consulting is the division of Impertion that delivers our RelSell Service
Introductory Video:
•http://www.ridge-consulting.com/
Case Studies:
•http://www.ridge-consulting.com/index.php/case-studies/
THANK YOU
