LI training Vol.2

Workshops

Transcript

1. Start Up and Fly
   LinkedIn Training
   

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2. 9/16: Workshop
   1) Training Recap
   2) LinkedIn profiles analysis
   3) LI messages: Sophie + chain in Slack + my
   4) Account-based sales: scenarios
   5) Q&A
   

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3. Your LinkedIn profile
   Why it’s important:
   - It’s your online business card
   - People get the first impression of you / the brand you represent
   - You can change the way people perceive you
   

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4. Profile picture: first thing your prospects see
   Picture recommendations:
   - Smile J
   - Have a clear one-color background
   - Use a professional shot
   Intervals:
   - Your headline – 2nd thing they see (adding hobby is a GOOD idea)
   - Location
   - First line in your work experience
   - Sometimes summary and education
   

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5. Bonus
   - Use a custom URL for your public profile
   

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6. GOAL is to generate more meetings > new business
   LinkedIn Navigator
   is a MUST
   Why:
   - Extra layer of security
   - Great leads sourcing tool
   - Fancy little logo on your profile
   Segmentation
   Targeting
   

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7. LinkedIn Limits and Tricks
   Limits:
   - < 100 invites a day
   - BUT < 50 invites a day if your account has < 1000 connections
   - SPECIAL: send invites from a mobile browser
   Tricks:
   - Stand out from bots: put a delay btw an accepted invite and your 1st touch
   - Withdraw unaccepted invites every 2 weeks
   

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8. Multi-touch, omni-channel road to success
   

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9. Your LinkedIn profile makeover
   LinkedIn is a content platform and social media network
   Social selling: ENGAGE WITH INSIGHTS
   - Post relevant content weekly
   - Like and comment on your prospects’ pages
   - Become a subject matter expert
   - Stay up-to-date with prospect news
   

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10. Account-based B2B sales
    

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11. Your LinkedIn profile makeover
    Traditional vs Account-based Approach
    Traditional B2B Sales Strategy
    - Wide targeting: e.g. SAAS
    brands with > 500 employees
    - Generic messages
    - Low-hanging fruit strategy
    Account-based B2B Approach
    - A list of MOST WANTED
    specific accounts
    - Custom (account-tailored)
    message gets more responses
    - Experiment with creative ideas*
    

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12. Your LinkedIn profile makeover
    Some creative ideas
    1) You just signed a new deal with a big brand X (in one country/state)
    and want to scale this project
    Option 1 – ask your Champion to make introductions (takes time, sometimes it’s distractive)
    Option 2 - make some new connections yourself on LinkedIN
    - Connect with as many people from company X as possible: it’s easier when you
    share a common network,
    - Make a test with a custom outreach e.g.: “Guys, we just signed a contract with
    your UK office. [some specifics like: The project is going really well…]. Would
    like to invite you on a virtual coffee and share what we’re working on”
    

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13. Your LinkedIn profile makeover
    Some creative ideas
    2) You have a new inbound request
    - Connect with him and his peers who are in charge of events (maybe even with his
    boss?)
    - Say “Hi, and thanks for sending us a request via the website. Look forward to
    chatting soon! You can reach me here on LinkedIn as well, should you need
    anything in futureJ ”
    - Your advanced profile and regular posts will help additionally warm up the lead,
    while the data that you collect on the profile help qualify this lead & enrich the CRM
    - Send a follow up LI message if the lead is not responsive on email
    

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14. Your LinkedIn profile makeover
    Some creative ideas
    3) Upsell your existing client
    - When traditional messages look boring, why not to experiment?
    - You may go with something like:
    “Hi Jim, and thanks for connecting. The reason I reach out is that we’re working with
    the US branch of Sony on {…}. We’re setting up a group demo for event managers
    across different offices, and I plan to present what we’re working on with your peers
    in California. Would you like to take part? We’re gathering a group of <10 and thinking
    about the end of September for the demo day. Look forward, thanks!”
    

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15. Be creative
    proactive
    and don’t manipulate –
    instead, try to surprise
    your prospects
    

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16. Lead Gen
    SUAFI
    Client
    SpatialChat
    SDR
    SUAFI
    TL
    SUAFI
    One Pot
    Your LinkedIn profile makeover
    SUAFI Approach
    Maria - Data Analyst Sophie – Outbound SDR Alina – Team Lead
    

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17. Your LinkedIn profile makeover
    SUAFI Approach
    

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18. How not to sound salesy:
    - Convey positive energy
    - Avoid cliche phrases
    - Experiment with your call to action
    - Don’t aim to close a prospect for a call from the first touch
    Smart Messaging
    

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19. Some examples
    

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20. Some examples
    0% - 4.5%
    

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21. Weeks later (65 messages sent)
    18.5% (!!)
    

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22. Bad sequence
    Bad sequences are the ones where you:
    - Remind about your previous message directly
    - Use expressions such as “You’re probably busy”
    - Try to put the question bluntly – YES/NO?
    - Show any signs of impatience
    

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23. Good sequence
    Good sequences are the ones where you:
    - Each time give a prospect some value in your message
    - Adhere to adequate intervals between touchpoints
    - Always positive, patient, client-friendly
    - Sound more like an expert rather than a sales-person
    - Industry news, large events, new plans, new features, new signed clients
    

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24. Examples how to sound more like an expert
    

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25. Examples how to sound more like an expert
    

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26. Track your weekly progress
    Stats on the meetings completed
    5-10 booked appointments per week
    500+ leads found and engaged
    20-50 positive responses a week
    20-30% of LI invites accepted
    Plus 50-100 emails sent per day
    DQ Nurture SQL
    

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27. Listen to your clients and transcribe the calls
    ~15%
    

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28. Follow ups
    The recommendations are:
    - Be persistent: minimum 5 follow ups with adequate gaps
    - Try different angles and styles and message length
    - Be ready that your prospect is BUSY or OOO or ON A SICK LEAVE …
    - Always use task reminders until you get a prospect on the call
    

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29. How to reanimate OLD leads
    The recommendations are:
    - Try to avoid situations where you have old (untouched) leads: CRM & tasks
    - Lifecycle of a lead ends where it opts out or become a client
    - Use the same approach: no pressure, no blaming, only positive vibes
    - Play with intervals
    - Try to time your message to an important event/news for your client
    - Referral approach
    

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30. CALENDLY?
    Hi, John, sounds like a plan!
    Please book a comfortable time
    using my Calendly: link. Thanks!
    Hi, John, sounds like a plan!
    How about beginning of the next
    week for a call? Say Tuesday at
    11am or 3pm ET. Let me know
    what works better for you.
    Thanks, and look forward!
    

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31. 9/16: Workshop
    1) Training Recap
    2) LinkedIn profiles analysis
    3) LI Messages Quiz
    4) Account-based sales workshop: scenarios
    5) How to win clients on outbound demos?
    6) Q&A
    

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32. Olya & Eve
    

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33. Questions in Slack
    

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34. Questions in Slack
    

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35. GOOD vs BAD messages quiz
    First touch
    

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36. Corporate
    ?%
    

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37. GOOD vs BAD messages quiz
    0% L
    

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38. Education
    ?%
    

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39. Education
    8.7%
    

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40. Event Agencies
    ?%
    ?%
    

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41. Event Agencies
    3.8%
    14.5%
    

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42. GOOD vs BAD messages quiz
    How to revive current leads?
    

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43. Hi John! I understand that you've been
    too busy to get back, so I wanted to
    follow up with you and see if you're still
    open for chat.
    GOOD?
    BAD?
    

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44. Hi John, last time we spoke, you seemed
    interested in discussing SpatialChat in more
    details. But then again, I know how hectic things
    can get between work and personal life, so I
    thought I'd check and see if you're still up to it.
    GOOD?
    BAD?
    

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45. Hi Claire, I hope everything is alright.
    Just checking in to make sure that the chat
    is still on your radar. Thanks!
    GOOD?
    BAD?
    

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46. Hi Claire, not sure if it's a bad moment, or
    you changed your mind in regard to our call.
    But let me know, please, if we can get back
    on track.
    GOOD?
    BAD?
    

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47. Hi Claire, how are you? I understand if your priorities
    changed, and you might be no longer interested in a
    call with me, but I'll appreciate if you would give me
    an update about where you currently stand. If you're
    still interested - please, let me know, so we can get
    something on the calendar for this or the next week. If
    not - it's totally fine, I just don't want to bother you
    unnecessarily :)
    If you'd like - I can follow up in a few months, maybe it
    will be a better moment for it then
    GOOD?
    BAD?
    

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48. Good response from a prospect
    Hi Alexandra, thanks for your message. My pleasure!
    It’s not easy to find the right solution I have to say… there is no perfect solution. We are
    currently using either the speed networking or roundtables on platforms such as Hopin.
    Otherwise, we are using breakout rooms on Zoom or WebEx and it works well. Our
    members are really missing in-person events/networking so we are really looking forward
    to organising hybrid events in the fall.
    As of September, we will organise our first real hybrid events so I will let you know!
    What about you?
    Looking forward to hearing from you soon.
    Best regards,
    Mia
    

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49. Good response from a prospect
    Thanks for sharing, Mia! Good to see you're
    being inventive in what you're doing. I was
    hoping to make a point about SpatialChat -
    we help agencies (*examples*) host annual
    conventions and monthly events with way
    more progressive networking. We really hit
    that feeling of in-person with our proximity-
    based audio and lots of other features. Let
    me know if you’re open to chat further :)
    GOOD?
    BAD?
    

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50. Good response from a prospect
    Thank you for getting back to me, Mia!
    Even if it’s not easy to find the right solution - I appreciate your thoughtful
    approach in the networking aspect and that you're still striving to find
    your right fit :)
    Hey, I'm very excited to hear about your first real event! Wishing you the
    best of luck!
    And yes, I must agree that there's no perfect solution. Though,
    answering your question - we're trying to bring online events experience
    to new highs with our own platform for virtual events. Have you ever
    heard of SpatialChat?
    Since you said you have experience with platforms such as Hopin I think
    you might have.
    GOOD?
    BAD?
    

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51. Scenario #1 – Email to a lost lead
    Workshop
    

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52. #1 Email to a lost lead
    Why it is lost:
    1) Irresponsive
    2) We didn’t have the right features
    3) They didn’t have the budget
    

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53. Scenario #2 – Email to an old lead
    Workshop
    

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54. #2 Email to an old lead
    Why it didn’t purchase:
    1) They had a trial long ago and we don’t know how well it went
    2) Used to be our client and then stopped using us (the lead is
    from a HUGE company)
    

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55. How to win OUTBOUND leads?
    

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57. Why SUAFI uses SpatialChat?
    Main reasons (on the surface):
    1) We’re partnering with SC on leadgen, the moment we signed
    a contract we cancelled our Zoom plan.
    2) SC is not expansive for us – we use a free plan and it has all
    we need
    

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58. Why SUAFI uses SpatialChat?
    Some more reasons (2nd layer – they are hidden but real):
    1) We like the reaction of our clients and prospects when they
    first see the platform – we make an image of a super-
    innovative team (“we know some cool tools that you don’t”)
    2) We like the casual style of the platform: sofa and all that stuff,
    we enjoy it more on internal calls compering to Zoom
    

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59. Q & A
    

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