With more than 450 million members, LinkedIn has become the world’s largest online business networking site. No longer just a tool for job searchers, today LinkedIn is the premier social media site for lead generation and reputation management. And - other than Facebook and Twitter - LinkedIn is strictly business – and has become a secret weapon for marketing activities such as Replacing Cold Calling Generating New Leads Finding the Decision Maker Accelerating the Sales Cycle Connecting with C-level Executives The State of the LinkedIn Nation LinkedIn has more than doubled in size in the past two years with two users added every second; Executives from all Fortune 500 Companies are registered on LinkedIn; 45% of LinkedIn’s members are considered the major decision makers for their companies; LinkedIn holds the record for the Highest Average Household Income over all other social networking sites at over $109,000 per member; There are no distractions - on LinkedIn, you’ll only find individuals with a business mindset, focused on networking for results. 277% more effective than Facebook & Twitter In a recent study of over 5,000 businesses, HubSpot found that traffic from LinkedIn generated the highest visitor-to-lead conversion rate at 2.74%, almost 3 times higher (277%) than both Twitter (.69%) and Facebook (.77%). LinkedIn's conversion rate also outranked social media as a channel overall. In other words, of all the traffic that came to these business' websites via social media, .98% of that traffic converted into leads, compared to LinkedIn's 2.74%. So why might LinkedIn be the most efficient social channel for lead generation, and how can you use that to your advantage? B2B Buying has changed fundamentally Thanks to the internet, buyers have changed their behavior fundamentally and financial buyers have been among the first to reverse the tables and use social media to guide their buying decisions. Please take a moment to absorb and digest the stats above - not only does cold calling not work anymore in 97% of cases reported, but it is now becoming illegal in many jurisdictions such as South Africa and Canada. According to Andrew Hunt, founder of Inbound Sales, the new reality is as follows: Ten years ago, all you had to do was leave a voicemail that piqued your customer’s interest to get a call back. The reality today is that the B2B buying process begins when prospects accesses a company’s website, blog, white paper, or signs on to a webinar that it is hosting. Concludes Hunt: "They go online and Google your website but they also look at competitive offerings, reviews of your company, and check out forums or blogs discussing your company and the solutions you offer." Combine that with the fact that 92% of business-to-business buyers start their search for a solution to their problem online, and the customer buying process has drastically changed.

1. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
5. PRO pose Your Services
Activate Your LinkedIn Digital
Sales Funnel
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
The 5 PRO’s to LinkedIn LEAD Generation

2. Why

4. How Professionals use LinkedIn

5. How Professionals use LinkedIn

6. How Professionals use LinkedIn

7. Buying has fundamentally Changed

11. The Five Deadly Sins of Sales

12. Sales Shortfall #1: Targeting

13. Sales Shortfall #2:
Getting Attention

14. Sales Shortfall #3: Building
Meaningful Relationships

15. Sales Shortfall #4: Understanding
Client Needs

16. Sales Shortfall #5: Wasting Time

17. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
5. PRO pose Your Services
Activate Your LinkedIn Digital
Sales Funnel
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
The 5 PRO’s to LinkedIn LEAD Generation

18. What is Your Social Selling Target for the
next Twelve Months?

19. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
1. PRO file Your LinkedIn Audience
5. PRO pose Your Services
Activate Your LinkedIn Digital
Sales Funnel

21. Who is Your Target Audience on LinkedIn?

22. Have You initiated a New Client on LinkedIn?

23. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
2. PRO position Your Value
5. PRO pose Your Services
Conduct Your LinkedIn Messaging
Campaign

25. Be visible and
professional on
LinkedIn
Save the privacy
settings for Facebook

26. Your LinkedIn Profile should read like

27. Your LinkedIn Profile should:
1. Get the attention of others
2. Get them to engage you by connecting
3. Give them VALUE and create Reciprocity

28. Your LinkedIn Profile should NOT Just:
1. Talk about your company
2. Talk about your products or services
3. Tell people how good you think you are

29. LinkedIn Headline: Your Brand Promise
Positioning Your Unique Value on LinkedIn

30. Your Headline: Stand Out from the Crowd
Positioning Your Unique Value on LinkedIn

31. Your LinkedIn Background Picture

32. LinkedIn Summary: Your Brand Narrative

33. LinkedIn Summary: Showcasing Your Brand

34. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
3. PRO spect Your Network
5. PRO pose Your Services
Conduct Your LinkedIn Messaging
Campaign

35. 1 NEW LinkedIn Connection expands Your
Network by 250 x 250 = 62,500

36. 1. Prospecting Your Alumni

37. 2. Prospecting within a Company

38. 3. Prospecting within a Group

39. 4. Prospecting People You May Know

40. 5. Prospect the People who viewed You

41. 6. Prospecting Your Email Contacts

42. 7. Prospecting Your Connections’ Network

43. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
4. PROmote Your Expertise
5. PRO pose Your Services
Conduct Your LinkedIn Messaging
Campaign

49. Have You published on LinkedIn yet?

50. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
5. PRO pose Your Services
5. PRO pose Your Services
Activate Your LinkedIn Digital
Sales Funnel

51. • Daily Status Updates that are
distributed to the home page of
all prospects in your funnel
• Content Marketing Plan, to turn
your daily updates into a themed
series of insights (such as
#SocialSellingSecrets).
• Result: You will be the one
prospects think of when they're
ready to engage.
1. Top-of-Mind
Campaign

52. • Maximize your exposure to
targeted prospects by joining the
most active groups
• Distribute the best content
available into the LinkedIn groups
you are a member of
• Result: Attract new prospects
into your funnel and position
your brand as a thought leader in
the market.
2. Group Marketing
Campaign

53. • Work prospects through a
systematic drip marketing
messaging campaign.
• Identify targeted, relevant prospects
who you want to do business with.
• Build a personal relationship which
opens the door to business
conversations.
• Result: Generate new leads with
new prospects every month.
3. Drip Marketing
Campaign

54. • Find and target new prospects each
month, to solicit new 1st degree
connections (and leads).
• Turn Connections into Referral
Partners through the Reciprocation
Marketing System.
• Showcase Your Referral Partners on
your Referral Platform
• Result: Constantly have new targeted
prospects added to your sales funnel.
4. Referral Marketing
Campaign

55. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
5. PRO pose Your Services
Activate Your LinkedIn Digital
Sales Funnel
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
Summary: The 5 Social Selling Secrets

56. Social Selling Secret #1: Ideal Client
The Target Market Locator
1. How to find Decision
Makers on LinkedIn
2. How to cut your
‘Warm-Up’ Time in Half
3. The Secret Formula for
building Rapport with
Your Ideal Clients

57. Social Selling Secret #2: NYT Bestseller
Executive Branding
1. How to discover your
Brand Archetype
2. How to decipher Your
Client EmotiVator
3. How to tell Your Story
of Discovery

58. Social Selling Secret #3: Reverse Referrals
2nd Degree Prospecting
1. How to build Your
Database of High Value
Prospects
2. How to start productive
Business Conversations
3. How to leverage Your
LinkedIn Connections
for Referrals

59. Social Selling Secret #4: Thought Leadership
Content Marketing
1. How to automate Your
Daily Status Updates
2. How to write Content
that sells on LinkedIn
3. How to source the best
Content easily & quickly

60. Social Selling Secret #5: DRIP Marketing
Messaging Campaigns
1. How to script LinkedIn
Messages that elicit a
positive Response
2. How to easily track &
monitor your Messag-
ing Campaigns
3. How to successfully re-
engage existing Con-
nections on LinkedIn

61. MESSAGING
4. PRO mote Your
Expertise
Set Up Your Content
Marketing Plan
5. PRO pose Your Services
Activate Your LinkedIn Digital
Sales Funnel
1. PRO file Your Prospect
Locate Your Target Market on
LinkedIn (Demographics)
2. PRO position Your
Value
Craft Your Brand Promise
& BrandVantage
3. PRO spect Your Network
Connect with Decision Makers &
Build Your Referral Network
BONUS: The 3 Social Selling Surprises

62. Social Selling BONUS #1: Linked Triggers
The Science of Social
Selling
• Discover the 6 Triggers
of LinkedIn Persuasion
• How to build
Relationships that Sell
• How to get Prospects to
say Yes on LinkedIn

63. Social Selling BONUS #2: Linked Referrals
The Network Infiltration
Blueprint™
• The 3 Steps to get Your
LinkedIn Connections to
send You Referrals
• The Secret Formula for
reverse engineering
Referrals on LinkedIn

64. Social Selling BONUS #3: Linked Leverage
The Audience Multiplier
Blueprint
• How to use Association
Marketing to access
Thousands of Members
at once
• How to locate the best
Associations for your
Business on LinkedIn