Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14

1. Ask for
Referral
2. Clear
Pitch
3. Recognise
Need
4. Refer by
Name
5. Look you
Up
8. Delighted
7. Convert
Clients
6. Connect
Social Star
Client Referral
Process

A bit about Me
www.socialstar.com.au

Three Bonus Offers

The Stats
It Works Because
“90% of people trust a peer
recommendation and only
14% trust advertising”
- Eric Qualman

The Proof
“Only 4.4% of all emails are actually
being opened (let alone read)”
“Only 1-3% of cold calls lead to an
appointment”
“84% of all B2B decision makers begin
their buying process with a referral”
- Google, HubSpot, SmartCompany

The Referral Strategy
ATTRACT RATHER THAN FIND

The Challenge
HOW TO STAND OUT?

The Options
LEAD PEOPLE TO YOU

The Key Bit
BE FOUND - CONTENT IS THE KEY

The Value of Referrals
• What is the average value of a new client?
• What is the annual value of current clients?
• How much does it cost to get a new client?
• What is your profit margin of a new client?
• How much would you invest to get one new client?
Annual value – cost of acquisition = $ value of a
referral

Process

Step 1 – Ask for the Referral
• Highly satisfied
clients will give you
a referral
• Let them chose the
method they refer
• Get written ones on
LinkedIn

Step 2 – A Clear Pitch
• Can your clients repeat your pitch?
• Make sure it is in your specific niche
• Your LinkedIn Tag line is the start

Step 3 – Recognise Need
• If a friend
mentioned a
problem would they
thing of you?
• Keywords are great
triggers but have to
be specific to you
• These words need
to be throughout
your online profile

Step 4 – Refer by Name
• Your clients will tell
someone about you
by your name
• Can you be found?
• LinkedIn has the
highest search
rankings of any social
network

Step 5 – Look You Up
• 78% of clients will look you up!
• If they can’t find you they will move on

Step 6 – Connect
• You can’t see or
connect to people
you arn’t close too
• Are your contact
details easy to find?
• Be where your
customers want to
find you.

Step 7 – Convert
• Getting online to
offline is the key
• Does your brand
match reality?
• Authenticity is the
key

Step 8 – Delight Clients
• Only highly satisfied
clients will refer you
• Net promoter score
– 8,9,10/10 counts
• These are the clients
to ask for a LinkedIn
reference

Social Star Process
TAGLINE
BIOGRAPHY
WEBSITE
PHOTOGRAPHY
SOCIAL MEDIA

Step 1 - Photography

Step 2 - Personal Tag Line
Expert Marketer and Communicator, passionate about
Personal Branding to attract more opportunities to your
business

Step 3 – Descriptive Biography

Step 4 – Personal Website

Step 5 – Social Media

IF YOU ARE A BUSINESS
PROFESSIONAL AND YOU
DON’T HAVE A STRONG
LINKEDIN PROFILE YOU’RE
MISSING OUT ON VALUABLE
OPPORTUNITIES TO
CONNECT AND GROW
YOUR BUSINESS

Why LinkedIn for Business
• Worlds largest professional network on the Internet
• 6 million users in Australia – 1 in 3 business people
• 40% of users check their profile daily
• Only social media in China

Statistics
• 93% of Marketers rate LinkedIn as effective for
generating leads
• 65% of companies acquire B2B leads through
LinkedIn
• LinkedIn drives more traffic to B2B blogs and sites
than Twitter, Facebook and G+ combined
• LinkedIn members are 50% more likely to engage
with a company they engage with on LinkedIn
• Profile 11 times more likely to be viewed with a
photo

Statistics
Harvard Business Review:
“Top Salespeople use LinkedIn to sell more”
How do they use the tool?
• Research people on LinkedIn prior to meetings
• Research competition
• Monitor a prospective customer’s connections
• Engage prospective customers
• Keep existing customers informed about company’s offerings
(http://blogs.hbr.org/2013/04/top-salespeople-use-linked/)

Next Steps
• Build your LinkedIn profile
• Make your Facebook and other sites
private
• Create a G+ account
• Buy your personal URL
• Connect to your audience
• Create a content plan to talk to your
audience
• Pitch!

Offer 1 - Book
Everyone who
attended today
will receive a
digital copy of my
book ‘Creating a
Powerful Brand’
www.creatingapowerfulbrand.com
www.creatingapowerfulbrand.com

Offer 2 – 1 hour brand review
• Complementary 1 hour brand review –
only 12 spaces!
• First in, best dressed
• Register here and include the description
‘referral webinar’
• www.socialstar.com.au/work-with-us

Offer 3 – LinkedIn Workshop
If you are in Brisbane November 26th
LinkedIn 1 Day workshop
Early bird of only $197 – exp Nov 11th
Only 20 places available
Book here
www.howtouselinkedin.com.au
Book before Monday 10thNov 5pm EST –
Dinner with me after the workshop, my
shout!

V
Remember...

Connect With Me
Andrew Ford
linkedin.com/in/
personalbrand
www.andrewford.com.au

Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14

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