How To use LinkedIn To Conquer Your Sales Funnel

HOW TO USE LINKEDIN TO CONQUER YOUR SALES FUNNELBuild connections, take action and create fuel for your funnel

Presenter – Kristian Downer, Managing Director

Strictly confidential April 2016

About DowSocial

Our BackgroundDigital consultancy based in Peterborough with a strategic focus on the

implementation of digital technologies with SMEs to increase sales, monitor operations and improve business processes.

Last year our clients were all on LinkedIn but few had generated notable business from thousands of ‘connections’.

We took the time to find out why and came up with a now battle-tested theory and processes to overcome the problems


LinkedIn Challenges

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The Challenges Of LinkedIn

• Everyone is ‘social’ but nobody is truly connected• Oil without fire is just dead dinosaur sludge• Nodody Wants To Be Sold To Everybody Wants To Buy• Applying marketing concepts to evolving platforms


Dunbar’s Number

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Everyone is ‘social’ but nobody is truly connected

• Dunbar’s number for meaningful connections• Limit of 150 yet we all have hundreds if not thousands of connections• Have to put processes in place to bring people into and out of this space


Dinosaur Sludge

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Oil Without Fire Is Just Dead Dinosaur Sludge

• Connections, followers and email subscribers are fuel• Few small businesses have processes to utilise this fuel• The fuel is used differently by each business


Negative Selling

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Nobody Wants To Be Sold To Everybody Wants To Buy• Selling is seen as a negative activity, almost a ‘con’• We must educate potential customers so they make the sale for us• Education must be tailored and targeted• LinkedIn can be used to break this barrier


Marketing Principles

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Marketing Principles Applied To Dynamic Platforms• LinkedIn is changing both as a tech platform and socially• The tactics to engage our audience may alter but strategy stays the same• Many unsure how to apply marketing principles to LinkedIn


Elements of LinkedIn

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Understanding The Beast

• Each business will use differently depending on their marketing strategy

• Most can use the platform for free without advertising of premium and get results

• Understanding each element in relation to your business


LinkedIn Characteristics

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Effective LinkedIn User Characteristics

• A profile correctly optimised to convert

• A plan on what to post, when and why

• Knowledge on who to connect with and how to find them

• System to follow up with connections & bring into their sales process


Daily Steps

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Daily Steps on LinkedIn

Step 1 - Get Involved• Post daily• Share, like and comment on others

Step 2 – Build Targeted Connections• Send 3 personalised connection requests per day

Step 3 – Follow Up• Know what you want to achieve • Send new connections new message


Giveaway

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Free LinkedIn Profile Review

• Via Skype• Give me a business card to claim or email [email protected]

mailto:[email protected]