There are practical, basic stuff that we tend to forget when we get online. Today, we’re bringing in Bobbie Foedisch as we touch on this topic plus more social selling strategies, specifically leveraging your online presence on LinkedIn.
Bobbie is the founding partner and chief social selling officer at All About Leverage, where they develop social selling, lead generation, networking processes. Bobbie has been in the business development space for most of her career. Seeing the power of leveraging social media, they have cultivated a lead-generating process which they offered to clients as a voluntary benefit business.
Presently, there are 413 million people on LinkedIn. Find out how you can use it as a driving force to your business as well as how you can leverage on the intersection between online and offline marketing.
Here are the highlights of my conversation with Bobbie:
LinkedIn strategies to get more leads and grow your business:
You don’t have a relationship with a logo, but you have a relationship with people. Make sure your photo is recognizable and looks like you. Oftentimes too, your profile picture is your first impression so you want to make sure it reflects the professional that you are.
Generic messages show that you didn’t even take just 10 seconds to make that extra effort to personalize your message and show them that you care enough to do that.
Who you are on social media should reflect who you are face to face. And how you represent yourself face to face should be how you want to represent yourself online.
Have the right network of people. Have a reason to be connected. Know why you’re there. What’s your purpose? From there, you can then know how to build the network and which processes you can do.
Building a social selling process:
Are you creating your own content? Are you curating content? Are you putting out content that your network is interested in reading about? You want to resonate with your network but you also want to tie it back to your subject, job, or expertise.
Take the content being a thought leader, use it through your LinkedIn publisher, and post it. Get it out on your homepage for your network. Tweet it out a few times and put it on your Facebook company page.
Put out content on the right days of the week, at the right times of the day depending on the social platform to strategically reach at least 60% of your network.
Groups allow you to reach out past your network. Put the right amount of content. Leverage the groups for live, face-to-face networking events. Search LinkedIn groups for specific details based on companies, job titles, and geographic location, etc. to narrow them down. Then message these groups at no cost.
When you save your purchase based on your ideal client profile, LinkedIn will send you a lead generation list every week.
Leverage your network of referral partners. Look at all those connections and narrow it down in under a minute based on exactly who you want to know. Meet with your different referral partners every week and get an average of five introductions. Statistics show that as of last year, this type of warm lead generation has a 60% conversion rate.
Other parts of LinkedIn you can leverage in:
How you can change the way you cold-call:
More insights from Bobbie:
Bobbie’s Major Takeaway:
There’s no magic to it. You have to invest in the relationship especially in a relationship-based business (which is every B2B business out there). Don’t expect things to happen overnight. Take the time. Make mistakes as long as you figure out what’s right. Success is measured by the amount of times you fail.
Connect with Bobbie through the following:
Bobbie’s LinkedIn profile
Email address: email@example.com
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I read a recent article stating that only about 31% of salespeople are incorporating social media into their sales cycle. Okay, that’s just crazy unbelievable. I mean you practically have everything at the tips of your fingertips now. You’re crazy if you’re not taking advantage of it.
Although it’s understandable since you probably don’t know how to actually use social media for selling or that you end up wasting your time not really getting anything out of it. Either way, you have to understand the power of social selling.
Once you’re able to really tap into it and use it the right way, you’d be surprised how much it can help enhance your selling and bring building relationships to a whole new level. It’s a matter of having the right strategies in place.
Strategies to Get Started with Social Selling:
Find out who your ideal customer is. You have to know who you’re going to go after otherwise it’s pointless to go around online.
Identify the decision-makers and look for them on social media. Make a list for each week considering a certain number of prospects that you want to focus on and set aside a certain amount of time for finding them.
The best way to get someone’s attention is to promote something they’re all about. See if there is any content that they’ve written (article or blog post). Comment on the blog post and mention something about the article. Go on Twitter and connect with them. Tweet it and tag them in it and say something cool.
Here’s what I learned from Jack during an interview with him on TSE 201: Create an image that you can put with the article.
Go to LinkedIn and when you send a request, say something about the fact that you connected on Twitter and you loved the article. Mention their content. Your LinkedIn profile should be more than just a resume. It should also be engaging. Tell stories and offer benefits to your prospects.
Look for opportunities to share value with the individual. Is there something your company has that has helped other marketing directors? Offer a video series, podcast, or whatever you can offer so you can build a relationship.
If you have 2 hours per day for social selling, then spend your time and focus on social selling. Budget your time effectively to see the results.
Listen to this interview with Gabe Villamizar on Social Selling TSE 207: The Four Pillars to Social Selling Success
Here’s another interview discussing Social Selling with Jack Kosakowski on TSE 201: How the Collision of Marketing & Sales Creates Revenue in the New World of Social Selling
Check out Kristina Jaramillo’s interview on TSE 231 – Learn to Use LinkedIn and Sell More
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
During this episode I interview the founder and CEO of Triberr, Dino Dogan. For those of you who don’t know about Triberr, it is a social network for bloggers that sends over 2 million monthly visits (and growing) to its members. It is a powerful avenue for anyone selling or desiring to grow an audience. With his years of experience building a powerful startup, Dino also offers great practical insights you can take and apply. With his knowledge you can learn how to grow your influence, gain loyal advocates and become a better seller. We had a great discussion and a lot of information was shared by Dino, so much that I had to break up the interview into two parts.
Some of the key take aways are:
Book recommendation by Dino
Stay connected with Dino:
Mr. Dave Delaney is “The King” of networking and I had the great pleasure of interviewing him this episode. Dave’s career has focused on the art of networking both online and offline. Through his remarkable networking experiences, Dave has landed new jobs, created networking groups, traveled the country, became a sought after keynote speaker and now most recently has written“New Business Networking: How to Effectively Grow Your Business Network Using Online and Offline Methods”. In this book Dave teaches us the art of networking and how to maximize your reach through a variety of avenues. Seeing networking as such a crucial part of sales, I wanted to have Dave come on the show to share some expertise.
Some of the things we discuss in this episode are:
I know the principles in this episode will help with you’re networking efforts. Come and meet my friend Dave Delaney and learn the art of networking!
Check out the book!