SUAFI LINKEDIN TRAINING

Transcript

1. Start Up and Fly LinkedIn Training
2. Agenda Wednesday 11th - 2 hours LinkedIn for Account-Based B2B Sales Thursday 12th - 2 hours Non-salesy Messaging and Appointment Setting Best Practices
3. 8/11: LinkedIn for account-based B2B sales 1) About SUAFI 2) LinkedIn ABC 3) LI Profile Makeover 4) LI Navigator for Prospecting 5) Limits & Tricks 6) Multi-touch, Omni-channel Approach 7) Social Selling 8) LI for Account-Based Sales 9) Some Creative Ideas 10) SUAFI approach 11) Q&A
4. 1 Presenter 2010s: Russia’s TOP level corporate international sales 2015 - 2017, USA: Country Manager and Shareholder 2017, San Francisco (USA): Start Up and Fly Inc. was founded Sergey Krivochurov, Founder & CEO
5. 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
6. 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
7. Bonus - Use a custom URL for your public profile
8. 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
9. 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
10. Multi-touch, omni-channel road to success
11. 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
12. Account-based B2B sales
13. 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*
14. 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”
15. 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
16. 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!”
17. Be creative proactive and don’t manipulate – instead, try to surprise your prospects
18. 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
19. Q&A
20. 1) A Concept of Smart (non-salesy) Messaging 2) Bad Sequence vs Good Sequence 3) A/B Testing, Conversions, Stats 4) Listen to Your Client: Transcribe Your Web Calls 5) The Art of the Follow-ups 6) How to Reanimate Old Leads or Kicking Tires 7) How to Book a Call When a Prospect is 90% Ready (Calendly?) 8) Library of Best Practices and Objections 9) Pipeline Management 10) Workshop: Let’s Improve Your Own Templates 11) SDR specific: best tools for prospecting (Alina Penkina is a presenter) 12) Q&A 8/12: Appointment setting best practices
21. Your LinkedIn profile makeover SUAFI Approach
22. 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
23. Some examples
24. Some examples 0% - 4.5%
25. Some examples
26. Some examples ~10%
27. Some examples
28. Some examples 19% !!!
29. 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
30. 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
31. Examples how to sound more like an expert
32. Examples how to sound more like an expert
33. 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
34. Excel Spreadsheet
35. Listen to your clients and transcribe the calls ~15%
36. 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
37. 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
38. 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!
39. Library of best practices
40. Pipeline management Hubspot CRM
41. Workshop YOUR MESSAGES
42. Useful tools for prospecting (Alina Penkina)
43. Q&A