Houston LinkedIn Workshop a Social Selling Strategy on the 5 Things You Must Know About Referrals and Referral Marketing
Leads are the lifeblood of any business. There are many ways to get leads for your business, but the best way is via referrals.
When you know how to get referrals, your business has a constant flow of leads available for you to nurture.
Referrals are valuable for several reasons. For one, they’re already warm leads. They’re warm because they likely already like you. Someone who you know in common provided the connection. This makes your job far easier.
WHY ARE REFERRALS IMPORTANT?One of the most important things in a business relationship is for the other person to know, like, and trust you. Referrals are great for your business because the person referred is much more likely to feel as though they know, like, and trust you very quickly.
So, how do you get that referral introduction made in the first place? Bill Cates, creator of the Perpetual Referral System, is the author of a book named Beyond Referrals, in which he gives tips on the best way to easily grow your business, including ways to get and nurture referrals.
This excerpt from Beyond Referrals shows you how exactly to not only get the referral, but make sure that the introduction is done in a way that will guarantee a great start to the business relationship.
5 TIPS FOR BETTER REFERRAL INTRODUCTIONS FROM BILL CATES
Referrals are the best way to work smarter, not harder. Following these five steps will help turn your new referral relationship into a successful business relationship…. One that generates more referrals and business for years to come.
For more ideas on Social Selling , Relationship Building and Referral Marketing please reach out to me directly at 713-409-6127 | firstname.lastname@example.org | www.LinkedInSalesFunnel.com
Warning: This is a 3 hour masterclass workshop for those who are looking to build a real system for growing their business. If you're looking for some sort of get rich quick easy magic button thing, this is not for you.
That said, the strategies we'll be teaching you are so systematic that once you learn them, you'll be able to apply them in less than 15 minutes a day.
There's a good chance you're already spending 15+ minutes per day on LinkedIn...but now you're going to be reallocating that time, and getting substantial results. (And if you're already getting results with LinkedIn, these systems will help you take it to the next level.)
Here's what we are going to cover...
Josh Turner is the world's leading LinkedIn marketing expert, and is the CEO and Founder of LinkedSelling. His book Connect is a Wall Street Journal bestseller.
People are starting to notice...
Because LinkedIn is essentially the only profession based social media site and has the most affluent user base of any mainstream online community, having a proven strategy to generate leads, land clients, and grow revenue on LinkedIn has become extremely valuable and a fixture in many business'marketing strategies.
You no longer can afford to just play around on LinkedIn. You must have a strategy and a plan.
On this masterclass workshop, Josh will give you our proven, complete plan for growing your business with LinkedIn.
Client’s responsibility: *We recommend that you do subscribe to Sales Navigator or premium account
LinkedIn Profile Management, Marketing and Lead Generation
Our Lead Generation Process:
We use a proven 4-step methodology to get you your ideal customers and clients.
The power of social media is what you make of it, you can waste your time or you can have an intentful strategy for Branding | Marketing | Sales
I am keeping this Case Study simple as not to complicate things or to reveal too much of the secrets and strategies used to obtain over 6,860,000 people in Houston.
The Problem: How to add value to Government and Corporate Sponsors on the Houston Young Professionals Facebook Fan Page
Solutions Considered: Hire a third party agency | Boosting | Paid for Advertising | Videos | Posts | Events
Results: Government and Corporate sponsors benefited from the HYP strategy and had their Brand & Message reach over 6,860,000 unique profiles in Houston in 100 days and had their message shared thousands of times organically.
Though these results are unique and we can not guarantee the same results for you or your company, we can say that we have reproduced these results 4 times in 100 days.
I am always available for a conversation or a strategy session to help your Brand get the most out of its Social Media engagement!
713-409-6127 | Fgoerges@gmail.com
Do you have a LinkedIn
Sales Manager will often times encourage their team to network and even social sell using LinkedIn.
I am writing a series articles about Business Network, Social Selling and success stories using LinkedIn as a Selling Tool and would love to include your experience.
Below is a list of ways one could use LinkedIn as a tool for selling. Please submit your experience using the form above.
"Your Social Selling Index (SSI) measures how effective you are at establishing your professional brand, finding the right people, engaging with insights, and building relationships. It is updated daily."
Deadline: I am submitting a series of articles for publication starting in January 2018
Scope of the work: I am writing a series of articles to be published about LinkedIn Sales Success Stories and about Business Networking and what role it played in a company’s strategy in : Marketing | Business Development | Sales | Introductions | Closing the Deal
Media: Based in Houston and writing about Houston Business, articles are submitted to HBJ for approval and acceptance but are not exclusive to the HBJ, this could include the Houston Chronical, Trade Industry Magazines and or the stories shared with News & Radio outlets.
Credit: Unless specifically requested for confidentiality reasons or NDA, all parties will be named and recognized with the appropriate credit in the article.
Publish Date: As I am writing a series, I will be submitting weekly articles and it is my understanding that we are looking at a January publication date for the first series. When I have confirmation date on your specific article, I will immediately let you know. This will also apply when submitted to any Trade Magazine or any other media.
Length: 500 word +/-
Format: The format will start off with a conversation from my point of view as a LinkedIn Influencer and Business Networking organizer on the value of Social Selling on LinkedIn and Business Networking. Then it will go into a case study format.
The idea of this series is that somewhere in your problem, LinkedIn or Business Networking helped you in Researching the company or decision makers| Contacting the decision maker | Setting up a meeting | Closing the deal.
I have chosen the case study format as it allows the reader to directly identify with the successes of your previously satisfied customers, offering them the kind of concrete proof that no amount of carefully worded promises or inspiring mission statements can compete with.
My Spin is:
In your case study you will incorporate how LinkedIn or Business Networking was used as a Solution and / or Strategy to solving the problem in your journey for the desired results.
Three elements in a successful case study:
· A problem
· A solution
· A result
In writing your case study on how you used LinkedIn or Business Networking, be sure to keep in mind the use of The Headline & Direct Quotes
Your headline is the first thing people will read when deciding if your case study is worth their time. It should underline the main topic of the report and the results that were achieved and demonstrate to the reader that it was written with them and their situation in mind.
Make sure your case study is easy to scan by including images, subheadings that highlight the main points of the problem-solution-results journey, bullet points where appropriate and, most importantly, use quotes.
Direct quotes from satisfied clients can be included in any of the three sections in your case study; either describing the challenges the customer was facing, why they chose your company for help or highlighting the benefits they enjoyed after working with you.
And don’t forget to include a clear Call To Action at the end where interested readers can go to learn more about the project and your services.
By following the Problem-Solution-Results format, you can guide readers or potential customers through their decision making process, demonstrating how you achieved the results they want for someone else and making that previous success story work for them.
Planning & Organizing
Establishing courses of action for self and others to ensure that work is completed efficiently and business goals are achieved.
Uses social media tools to expand seller’s knowledge and interact / influence customers and prospects.
Coaching & Developing
Helps sellers identify and address performance gaps.
Networking / Relationship Building
Establishes new contacts through events, external organizations, professional activities, and social media platforms. Identifies important contacts within key accounts with whom to develop relationships. Proactively identifies ways to increase the value of relationships for both parties. Ensures existing relationships are maintained and nurtured. Leverages professional brand or reputation to influence
trends, discussions, or opinions related to area of thought leadership.
Ensures that sales pipelines are full and that opportunities within each pipeline close in a timely fashion.
Evaluates competitive opportunities and executes appropriate strategies and tactics to win.
Accurately predicts future sales results and / or commitments by time period based on a variety of inputs.
Analyzes their area of responsibility (customer, partner or territory) to identify potential for growing the business, strengthening relationships, and improving sales and satisfaction.
Opportunity Pre-Call Planning
Prepares for customer meetings through research and development of a plan for the meeting.
Effectively navigates his/her team through change and leads by example.
Provides context that connects the work of individuals and teams with the broader strategic intent of the organization
Provides the motivation for others to summon the will to achieve goals and / or overcome challenges
Demonstrating a commitment to ethical values and ensures that actions are fair, open and honest.
Providing inspiration, clarity and direction through a compelling vision of the future. Ensure that those who are led work together and are provided with the required resources and motivational support.
Allocates resources to organizational initiatives in a way that maximizes the likelihood of goal attainment.
Embracing and championing change by helping others understand the value of the change and its impact on them. Helps identify the elements of managing change and executes change initiatives.
Problem Solving & Decision-Making
Identifies and solves problems by understanding the situation, seeking additional information, developing and weighing alternatives, and choosing the most appropriate course of action given the circumstances
Identifies and pursues accounts within a territory based on business potential.
Strategic Account Planning
Analyzes the account to identify potential for growing the business, strengthening relationships, and improving customer satisfaction.
Partner Account Planning
Analyzes the partner account to identify potential for growing the business, strengthening relationships, and improving partner sales and satisfaction.
Problem / Need Identification
Identifies business drivers for change within a targeted market, prospect or opportunity.
Creates and uses business development messaging for generating demand, providing thought leadership, and stimulating interest.
Consultative Sales Conversation
A dialogue between salesperson and customer where the salesperson asks questions to learn about customer needs before discussing product. Jointly, the salesperson and customer agree on a solution which is positioned based on the customer’s needs and language.
Ability to quantify the impact of solving a customer’s business issue through capabilities provided by the seller.
Sales Messaging & Positioning
Develops and delivers sales messages / presentations that engage the audience and clearly position a solution to a customer business issue.
Applies guiding standards in making opportunity engagement and prioritization decisions.
Uses solution value and vision established with others in the organization to gain access to decision makers.
Leverages sales techniques to successfully address a buyer's concern that a proposed solution will be effective, provide ROI and deliver business success.
Speaks and writes in a clear, logical, and grammatical manner in formal and informal situations.
Leverages value to negotiate and reach a final agreement that provides mutual value for seller’s and customer’s organizations.
Addresses customer objections by following a consultative conversation process: listening to objections, asking clarification questions, confirming understanding of the issue, addressing the issue, and checking for customer agreement to resolution.
Sales Process Adherence
Uses sales process to qualify, communicate the status of, and manage opportunities.
Understands the customer’s industry, job roles, areas of responsibility, and common business issues.
Understands how capabilities provided by the seller’s organization help solve customer business issues.
Understands the customer’s industry, changes and trends.
The ability to apply complex concepts, develop creative solutions, or adapt previous solutions in new ways for breakthrough thinking in the field.
The desire and willingness to discover, address and meet the needs of both internal and external customers in order to build strong working relationships and provide consistently high levels of service.
Easily adapts and deals with change; meets customer needs by providing innovative or unique solutions
Does more than is required or expected in the job; being action-oriented in order to grasp opportunities and address issues. This involves having the ability to look ahead, anticipate events and take action now to shape the future.
Explores new ways of doing things and learns from mistakes. Is open to change and resilient when obstacles are encountered. Remains effective when experiencing major changes in work tasks or the work environment.
Teamwork / Collaboration
Works with others to share information and achieve goals. Coordinates efforts with applicable stakeholders to ensure awareness, share information, and provide updates until completion. Works towards goals that benefit the sales team / partner / customer relationship, which includes contributing ideas and participating appropriately. Resolves conflicts, confrontations and disagreements positively and constructively. Fosters an environment that emphasizes knowledge sharing and group participation. Mentors others on collaboration best practices.
Clearly conveys information and ideas verbally to teammates, managers, and customers. Clearly conveys information and ideas in writing to teammates, managers, and customers. Communicates effectively with all levels within the seller and customer organizations. Tailors communications to the needs and characteristics of the audience. Provides guidance to others for leveraging communication best
Shows respect and appreciation for customers. Makes decisions and acts with customer in mind. Provides timely and accurate service to customers. Listens to and addresses needs and concerns of customers. Fosters an environment focused on customer service and quality.
Takes action that is consistent with the available facts, constraints, and probable consequences. Uses resources responsibly and effectively when making decisions. Demonstrates persistence in solving problems.
Can be depended on to do a good job and consistently comes through when needed. Follows through on commitments and consistently meets deadlines. Prioritizes and effectively performs multiple tasks simultaneously.
Uses financial documents to build situational knowledge of the customer's business. Uses financial documents to identify customer's business or strategic initiatives. Communicates the value of solving a business issue in financial terms most important to the customer. Translates business strategy into operational reality. Provides guidance to others for interpreting and leveraging financial documents.
Proactively identifies opportunities for individual growth and departmental improvement. Seeks opportunities for continual learning and professional personal growth. Is receptive to feedback and constructive criticism.
Takes personal accountability for getting things done. Is attentive to detail and accuracy. Learns and adheres to all organizational policies, procedures, regulatory standards, and our values. Acts with the best interests of the organization and team in mind. Accepts responsibility for failures and successes. Takes ownership of actions and strives to do the job right the first time.
Stays current with new technology enhancements and functionality used by seller organization and customers. Uses technology to engage and communicate with customers (i.e., social media tools, marketing automation tools). Uses technology to demonstrate business impact and value analysis (i.e., value calculators, advanced spreadsheets). Uses technology to improve collaboration (i.e., DropBox, SharePoint, WebEx, Skype). Models, leads, and mentors others in the use of technology for sales
Work Ethic / Attitude
Treats others with courtesy, honesty, and respect. Shows up for scheduled work on time and prepared. Possesses a positive, "can do" attitude at work. Exhibits a willingness to commit to the organization and invest time and best efforts in working toward the accomplishment of organizational goals.
Translates business strategy into operational reality. Demonstrates a strong understanding of basic business operations and key organizational systems, processes, departments, and functions. Understands the role and interrelationship of each organizational function.
Communicates effectively with all levels of the organization. Understands the organization’s vision and can clearly communicate it to the team. Clearly conveys information and ideas (verbally and written) to teammates, managers, and customers. Tailors communications to the needs and characteristics of the audience.
Make decisions and acts with customers in mind. Is committed to providing excellent service to our customers. Creates a work environment focused on customer service and quality.
Takes action that is consistent with the available facts, constraints, and probable consequences. Uses resources responsibly and effectively when making decisions. Effectively copes with uncertain circumstances. Quickly identifies key issues relevant to achieving long-term organizational goals.
Provides on-going feedback and coaching to his / her teammates. Provides honest and direct feedback to others. Inspires and challenge others to reach their full potential Recognizes and rewards the performance of his / her teammates.
Explores new ways of doing things and learns from mistakes. Remains effective when experiencing major changes in work tasks or the work environment. Embraces change and seeks opportunities to improve processes and / or service. Facilitates the implementation and acceptance of change within the workplace. Foresees obstacles and opportunities, and generates breakthrough ideas. Offers new ideas and suggestions for improving performance and work requirements.
Lives Our Values
Exhibits a willingness to commit to the organization and invest time and best efforts in working toward the accomplishment of organizational goals. Ensures that the organization's values and standards of performance are consistently upheld. Nurtures commitment to organizational vision and goals.
Holds others accountable for high performance. Makes each individual feel his / her work is important. Effectively organizes people and activities. Attracts, develops, and retains talented individuals. Clearly and comfortably delegates both routine and important tasks and decisions.
Understands personal strengths, weaknesses, and limits. Proactively identifies opportunities for individual growth and departmental improvement. Seeks opportunities for continual learning and professional personal growth.
Takes into account resources, constraints, and organizational values when establishing direction for the team. Quickly identifies key issues relevant to achieving long-term organizational goals. Has a clear vision for the business, operation, or team. Ensures that the organization's vision and values are at the forefront of strategic decision making
HOuston LinkedIn Workshop Social Selling on LinkedIn and what you need to know about this LinkedIn workshop
In this new environment, it’s more crucial than ever for sales and marketing to align and create a united social media strategy to reach prospective customers. Organizations that have embraced social selling are able to influence buyers throughout their buying journey, provide them more value and ultimately drive sales success.
In this eBook, you’ll learn:
Social Selling Solutions:
According to LinkedIn and what I also teach in my LinkedIn workshop is that Companies who empower employees to share content perform better, just look at the statistics provided by linkedin.
Talent: Social enterprises are 58% more likely to attract top talent and 20% more likely to retain them
Marketing: Content shared by employees has 2x higher engagement versus when shared by a company
Sales: Salespeople who regularly share content are 45% more likely to exceed quota
FIND OUT WHAT IS YOUR LINKEDIN SOCIAL SELLING INDEX FOR FREE. JUST CLICK HERE
Tips to improve your InMail response rate and Starting a meaningful conversations with insights!
What is an InMail? InMail are private,messages that is sent to your 2nd and 3rd degree connections when you do not have a direct connection to them or you are not able to get a 1st degree connection to make an introduction
Why send an InMail? According to Linkedin, InMail can generate a 12-15% response rate vs. a 3% response rate from a cold call or cold email. InMail is a great way to go directly to the decision makers without worrying about your email getting trapped in the "Spam" or "promotional" filters and InMail also allows you to bypass the Gate Keepers of your ideal contact. InMail is a great way to break the ice and its your call to action message.
Seven Tips to improve your InMail response rate. Use these guidelines to help craft a compelling InMail when you have no common connection to introduce you [image credit LinkedIn (TM)]
Premium accountsThe LinkedIn premium accounts are available in three varieties:
InMail is an internal e-mail system integrated network LinkedIn, which facilitates communication between premium members and ordinary members. credit is required for each message sent. Credits are issued based on the type of premium account and are renewed monthly, if not used remain available for the next month.The InMail service offers the ability to create full email campaigns, besides providing basic postal services, which is ideal for commercial communications that are sent to many users.If you would like to learn more about using InMail for your Business please schedule a One on One LinkedIn Workshop with Freddy Goerges at 713-409-6127 www.LinkedInSalesFunnel.com
Best Practices Tips for increasing response rates & engagement! Follow these best practices to increase your response rates and engage with your prospective customers. Focus on quality versus quantity Don’t inundate your recipients’ inboxes. It’s okay to send a follow-up message if a suitable timeframe has elapsed, but don’t re-send someone the same message again and again.
Write a compelling subject line at the very top of the message. Make your purpose clear and give them a reason to want to learn more. Consider mentioning your company name or theirs, or asking a question.
Be brief Be polite, and to the point. Shorter is better. Treat this as if you were writing a Billboard Ad, don't over load them with details with the first message. If they want to learn more, they will ask for more information.
This is your Call to Action statement! Start a conversation More “salesy” messages get lower response rates. Instead start a conversation. Personalize your messages Customize your messages and make them highly personalized. Avoid spam and canned messages. Consider some of the following:
Develop a clear call to action Make the next steps clear. Assuming that the message is forwarded—as messages frequently can be by CXO’s—will it be clear what the recipient should do? Combine massages with other contact methods. By itself messages can generate response rates substantially higher than email or cold calls. Some industry consultants have increased contact to meeting ratios with messages as much as 8% using a multi-contact approach (InMail + messages + email and/or phone calls). Mix it up and find the pattern and approach that generates the best response rates for you.
Select recipients carefully Who you choose to message matters as much as what you say. Recipient response rates are likely to be higher for active LinkedIn users (high number of connections, member of many LinkedIn groups, frequent updates, and complete profile).
If you would like to know more on how to have a Corporate LinkedIn Strategy please reach out to Freddy Goerges for a One on One Linkedin Workshop 713-409-6127 www.LinkedInSalesFunnel.com
LinkedIn for Realtors a Social Selling strategy that every Realtor should be doing on LinkedIn and what every Houston Realtor should know.
QUESTION: BASED ON THE SAMPLE IMAGE ABOVE, CAN YOU EASILY IDENTIFY WHAT THIS REALTOR DOES AND HOW THEY COULD HELP A SELLER OR BUYER?
Your Headline:Most people will put their job title here and I want to tell you that this is a missed opportunity to really set yourself apart. Houston has over 30,000 Realtors, so just saying you are a Realtor does not set you apart from any other Realtor in Houston. This is where it pays off to be specific or to focus on a specific niche market or Neighborhood:
1) Who you help
2) How you help them
Generally speaking, you can figure these things through deducing the common questions people ask you. Or the things they thank you for. This is a great spot to showcase this information on your profile.
Picture:There are two main routes you can go with this part of your profile.
1) Formal Headshot: This options builds trust and oozes professionalism. It’s a great option and you can hardly ever go wrong. Make sure your headshot is up-to-date, however. A good rule of thumb is to get a new one every 4 years.
2) “Lifestyle photo”: It gives people a view into who you actually are. You do have to be careful when choosing these types of headshots, however. Be sure to ask a few friends and make sure they think it’s appropriate.
Contact Information:If you’ve changed companies in the past few years, there might be something in this section you’d rather not have there.
You are going to be using your profile to market at prospective clients. You want your Linkedin profile for real estate agents to shine from their perspective, make sure you have your must current email, phone and website listed here.
LinkedIn URL:This aspect of your profile is mostly for ease of finding you. You can customize the URL of your LinkedIn so that it’s: www.linkedin.com/in/YOURNAME. I suggest making your URL your name and maybe a keyword related to your business. Most of the time, your name will be unavailable. So, couple it with “Realtor” or “real-estate-agent.” Either option will help your visibility in LinkedIn and Google searches.
Plus, you can include your profile on your business cards if you wish. I really recommend doing this because it helps you get more connections.
We all lose business cards we’re given. But rarely do we “un-connect” with someone on LinkedIn. You want to maximize your Linkedin profile for real estate by gaining as many connections as possible.
Connections:The number of connections you have is VITAL. Unlike other networks, LinkedIn makes it hard for you to see a persons profile or posts if you aren’t at least a 2nd or 3rd degree connection with them.
This means the more connections you have the more people that can find you. You should be sure to send a connection request to everyone you’ve met in person. It’s ok to send requests to people you haven’t met as long as you explain yourself in the invitation.
Call us for a One on One Linkedin Workshop about our connection building hack below. It’ll help build connections AND set appointments for you on a weekly basis.
Summary:You’ll want to explain two things in your summary. Who you help, and how you help them.
Remember that from the headline you wrote that you get to expand on that here in your summary. Your summary is vital to your Linkedin profile for real estate agents being found.
Be sure to include your contact information to include Name, Title, Email, Phone, Website and if you can, try to put things in a Bullet Format so it is easy for viewers t read your profile.
Content:Do you write on your blog? If so, this is the perfect place for you to display your work. Put your most popular articles here and you’ll get a great stream of traffic going from your profile to your blog.
You’ll want to place a notification in your calendar reminding you to change these articles monthly. If you’re producing content, it’s likely that you’ll have a better performing article every month. Be sure to place that article here for maximum effectiveness.
If you have a Listing and or Open House, this is a great opportunity to write up an Article about the listing and Open House, remember that Linkedin Articles are like published blogs that are searchable on google
Experience:This isn’t the place to put your resume. This is the place to explain to buyers and sellers why you’re the best realtor in town. Go look at your experience now. How does it look to buyers researching you online? If you were listing a house soon, would this experience section entice you to list with you?
Realtors often overlook this and write the experience section as if they are applying to a new job. You’ll also want to make sure this section is public so everyone can see your experience.
This is also a good place to add your signature line, make it easy for people to contact you or visit your website. One tip to remember is to make sure that everything is easy to read and remember people have a short attention span, use bullet points when you can.
Honors & Awards:Fill out this section from the perspective of buyers and sellers once again. Be sure to highlight it if you’ve won several impressive awards. It will really improve your Linkedin profile for real estate agents.
Recommendations:Recommendations are gold on any LinkedIn profile for real estate agents.
Ask your best clients to recommend you on LinkedIn. It will go a long way. You can then mention your recommendations in your summary. This, with a strong call to action compelling buyers and sellers to connect will you, will dramatically increase the number of leads you get off of LinkedIn.
This is a good opportunity to let them know how and whee you are involved in the community. It makes you relatable
If you are looking to get more out of your LinkedIn and Build up your email list and connections, please reach out to Freddy Goerges at 713-409-6127 | email@example.com | www.LinkedInSalesFunnel.com
Houston's premier LinkedIn Workshop and LinkedIn Sales Funnel by Houston's leading LinkedIn Influencer