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Daniel Disney. The Ultimate LinkedIn Sales Guide
Praise for The Ultimate LinkedIn Sales Guide
Table of Contents
Guide
Pages
THE ULTIMATE LINKEDIN SALES GUIDE. HOW TO USE DIGITAL AND SOCIAL SELLING TO TURN LINKEDIN INTO A LEAD, SALES AND REVENUE GENERATING MACHINE
FOREWORD
ABOUT THE AUTHOR
MY LINKEDIN JOURNEY
INTRODUCTION
UNFORTUNATELY, MOST OF THOSE SALESPEOPLE FAILED
WHY DO YOU THINK COLD‐CALLING HAS AN AVERAGE SUCCESS RATE OF 2%?
BACK TO THIS STORY…
WHY AREN'T YOU?
LINKEDIN/SOCIAL SELLING STATISTICS
PART 1 ABOUT LINKEDIN
CHAPTER 1 THE HISTORY OF LINKEDIN
CHAPTER 2 LINKEDIN FREE VERSUS PREMIUM/SALES NAVIGATOR
CHAPTER 3 THE PILLARS OF LINKEDIN SUCCESS
PART 2 THE PERFECT PROFILE
CHAPTER 4 CREATING A FULLY OPTIMISED LINKEDIN PROFILE
CHAPTER 5 YOUR DIGITAL SUIT OR DRESS…
80% THOUGHT THEIR PROFILE WAS ALREADY GOOD ENOUGH
CHAPTER 6 COMMON LINKEDIN PROFILE MISTAKES
POOR PROFILE PICTURE
NO BACKGROUND/BANNER IMAGE
WEAK OR NO SUMMARY
THE SALESPERSON SUMMARY
ZERO RECOMMENDATIONS
CREATING A CUSTOMER‐FOCUSED LINKEDIN PROFILE
CHAPTER 7 BUILDING THE ULTIMATE LINKEDIN PROFILE
LINKEDIN PROFILE URL. Character Limit – 30
LINKEDIN PROFILE PHOTO. Recommended Photo Size – 400 X 400
LINKEDIN PROFILES WITH PROFESSIONAL HEADSHOTS GET 14X MORE PROFILE VIEWS (SOURCE: LINKEDIN)
PROFILE PHOTO TIPS
LINKEDIN BACKGROUND/BANNER IMAGE. Recommended Image Size – 1584 x 396
Top Tip
LINKEDIN NAME AND HEADLINE. LinkedIn Name. Character Limit – First Name 20 characters, Last Name 40 characters
DANIEL DISNEY LINKEDIN AUTHOR, SPEAKER & TRAINER
LINKEDIN HEADLINE. Character Limit – 120
Important
AN IMPORTANT TRUTH:
STYLE 1 – THE JOB TITLE
STYLE 2 – WE HELP PEOPLE …
STYLE 3 – BULLET POINTS
LINKEDIN SUMMARY. Character Limit – 2,000
Keyword Optimisation
SUMMARY STRUCTURE
HERE IS MY LINKEDIN SUMMARY:
CONTACT DETAILS
FEATURED SECTION
LINKEDIN ARTICLES AND ACTIVITY
LINKEDIN WORK EXPERIENCE
UPLOADING MEDIA
MEDIA FILE TYPES SUPPORTED ON LINKEDIN
IMPORTANT:
LINKEDIN ENDORSEMENTS
LINKEDIN SKILLS QUIZ
LINKEDIN RECOMMENDATIONS
TWO BIRDS …
KEEPING YOUR PROFILE UP TO DATE
PART 3 GROWING YOUR NETWORK
CHAPTER 8 USING LINKEDIN SEARCHES
BUILDING YOUR IDEAL CUSTOMER PROFILE
SEARCHING
LINKEDIN BASIC SEARCH
IMPORTANT NOTE – LINKEDIN SEARCH LIMITS
LINKEDIN FILTERED BASIC SEARCH
LINKEDIN CONTENT SEARCH
LINKEDIN BOOLEAN SEARCH
OR
NOT
GHOST SEARCHES
CHAPTER 9 GROWING YOUR LINKEDIN NETWORK
Quality versus Quantity
AVERAGE LINKEDIN NETWORK SIZE
IMPORTANT – ONE CONNECTION IS NOT JUST ONE CONNECTION …
THERE ARE TWO WAYS TO GROW YOUR NETWORK …
DON'T TRY TO TAKE SHORTCUTS …
ADD NO MORE THAN 20–25 PEOPLE PER DAY
HOW DO I KNOW IF THEY DON'T ACCEPT?
YOU CAN WITHDRAW REQUESTS …
Important
CHAPTER 10 SENDING PERSONALISED CONNECTION REQUESTS
CONNECT VS. FOLLOW
TO CUSTOMISE OR NOT TO CUSTOMISE …
HOWEVER …
CUSTOMISATION EXAMPLES
Template 1 – The simple request
Template 2 – The content compliment
Template 3 – The recommendation
WHAT SHOULD YOU DO IF THEY DON'T ACCEPT YOUR REQUEST?
Personalising connection requests after withdrawing a connection request
PART 4 MESSAGING
CHAPTER 11 LINKEDIN MESSAGING
INMAIL VS MESSAGE
NO ONE LIKES SPAM
NO ONE LIKES SPAM!
EXAMPLES
THE ‘WAY TOO LONG’ MESSAGE
THE ‘WAY TOO SHORT’ MESSAGE
THE ‘HERE'S MY CALENDAR LINK’ MESSAGE
CHAPTER 12 LINKEDIN MESSAGE TEMPLATES
THE ‘HOW WE CAN HELP YOU’ TEMPLATE
THE CASE STUDY TEMPLATE
THE CONTENT COMPLIMENT TEMPLATE
THE EXPERT OPINION TEMPLATE
AUTHENTICITY REALLY IS KEY …
CHAPTER 13 LINKEDIN AUDIO AND VIDEO MESSAGES
WILL THEY WORK FOR EVERYONE?
VIDEO MESSAGES
VIDYARD
HOW LONG SHOULD A LINKEDIN VIDEO MESSAGE BE?
WHERE SHOULD I RECORD THE VIDEO?
WHAT SHOULD I SAY IN THE VIDEO?
TO SCRIPT OR NOT TO SCRIPT …
THIS IS WHERE YOU NEED TO FIND THE SWEET SPOT IN BETWEEN …
QUICK EXAMPLE GUIDELINE:
AVOID THE ‘UMS’ AND ‘ERMS’
IT'S ALL ABOUT MAKING THE RIGHT IMPRESSION
LINKEDIN VIDEO SALES SCRIPTS
LINKEDIN VIDEO MESSAGE SCRIPTS
Script template
Script template
Script template
LINKEDIN AUDIO MESSAGES/VOICE NOTES
OTHER LINKEDIN MESSAGING OPTIONS
Images
Attachments
GIFs
Emoji
LinkedIn messaging top tips
PART 5 CONTENT
CHAPTER 14 SHARING CONTENT ON LINKEDIN
THINK BEFORE YOU SHARE
THE MYSTERIOUS ALGORITHM …
CREATE VS CURATE
A BALANCED LINKEDIN CONTENT DIET …
THE 80/20 RULE OF CONTENT ON LINKEDIN
HOW TO START SHARING CONTENT ON LINKEDIN
FINDING CONTENT TO SHARE
CHAPTER 15 CREATING CONTENT ON LINKEDIN
Case study – From LinkedIn article to closed sale
Top tip
HASHTAGS AND TAGS
HASHTAGS
TAGGING PEOPLE
POST/UPDATE. Character Limit – 1,300
THE FIRST THREE LINES …
Case study – A post a day to LinkedIn fame
Post examples
LinkedIn post/update ideas
IMAGES/PHOTOS
PHOTO EXAMPLES
EXAMPLE 1 – THE ORANGE TWIRL
EXAMPLE 2 – A BOOK REVIEW
EXAMPLE 3 – THE EVENT PHOTO
Photo post ideas
QUOTES
MEMES
PDF
LINKEDIN POLLS
TURNING POLLS INTO SALES
LinkedIn poll ideas
VIDEO POSTS ON LINKEDIN
AN EXAMPLE OF HOW NOT TO RECORD A VIDEO FOR LINKEDIN …
DO YOU NEED TO HAVE SUBTITLES/CAPTIONS?
LINKEDIN LIVE
TURNING LINKEDIN LIVE INTO SALES OPPORTUNITIES …
THE KEY, AS ALWAYS, IS TO DO THIS WITH AUTHENTICITY
EXTRA THOUGHTS/TIPS
LINKEDIN STORIES
CHAPTER 16 WRITING ARTICLES ON LINKEDIN
Case study – Blog to closed deal in 24 Hours
LET ME SHARE ANOTHER EXAMPLE OF THAT PROCESS, BUT WITH A COMPANY I RECENTLY TRAINED …
LinkedIn Article Structure
Example blog
THE FEAR OF THE PHONE!
I'M SORRY, WHAT??!
Just Pick Up the Phone and Call Them!
Why are people scared of the phone though?
HOW BAD DO YOU WANT THE SALE?
CHAPTER 17 CREATING VIRAL CONTENT ON LINKEDIN
VIRAL CONTENT TOP TIPS
PART 6 PERSONAL BRANDING
CHAPTER 18 BUILDING AN INDUSTRY‐LEADING PERSONAL BRAND
THE C‐LEVEL IMPACT …
WHAT IS A PERSONAL BRAND?
DO YOU NEED A PERSONAL BRAND?
PEOPLE BUY FROM PEOPLE THEY KNOW, LIKE AND TRUST
HOW DO YOU BUILD A PERSONAL BRAND?
CONSISTENCY AND VALUE
BUILD A PERSONAL BRAND IN JUST 15 MINUTES PER DAY
1 – Grow your network (five minutes)
2 – Share and create content (five minutes)
3 – Social post engagement (five minutes)
PERSONAL BRAND TOP TIPS
CHAPTER 19 GENERATING LEADS FROM LINKEDIN
CONTENT AND PERSONAL BRAND
YOUR PROFILE
INTERVIEWS AND GUEST POSTS
CHAPTER 20 ACCOUNT‐BASED MARKETING, MANAGING ACCOUNTS & BUILDING DIGITAL RELATIONSHIPS
CHAPTER 21 MULTI‐TOUCH SELLING
CHAPTER 22 LINKEDIN TOOLS, TECHNOLOGY & SOFTWARE
CHAPTER 23 MEASURING RESULTS ON LINKEDIN & YOUR SSI SCORE
1: ESTABLISH YOUR PROFESSIONAL BRAND
2: FIND THE RIGHT PEOPLE
3: ENGAGE WITH INSIGHTS
4: BUILD RELATIONSHIPS
You can get your SSI score right here:
CHAPTER 24 LINKEDIN SALES NAVIGATOR TIPS
1) ‘VIEW SIMILAR’ PROSPECTS
2) USE ‘BLUEBIRD’ SEARCHES
3) SEARCH FOR CONTENT KEYWORDS
4) LOOK AT YOUR ‘SHARED EXPERIENCES’
5) FIND THE MOST ENGAGED PROSPECTS
6) LET SALES NAVIGATOR FIND YOU LEADS
7) LOOK FOR PEOPLE IN NEW ROLES
8) LOOK AT WHO IS VIEWING YOUR PROFILE
9) LOOK FOR COMMON POINTS
10) SAVE SEARCHES TO SAVE TIME
11) EXTEND YOUR INMAIL LIMIT
CHAPTER 25 THE FUTURE OF SOCIAL & DIGITAL SELLING
1) THE CONTINUED RISE OF VIDEO
2) SOCIAL ENABLEMENT TOOLS
3) THE RISE OF EMOJIS/MEMES AND GIFS!
4) THE CONTINUED GROWTH OF INSTANT MESSAGING
5) FUTURE BUYERS/YOUNGER GENERATIONS/MILLENNIALS
6) NEW SOCIAL MEDIA NETWORKS
7) 24/7 WORKING
CHAPTER 26 THE PROSPECTING MAZE
LET ME GIVE YOU AN EXAMPLE …
THE ABCS OF SOCIAL SELLING
1) Always Be CONNECTING
2) Always Be CREATING CONTENT
3) Always Be (starting) CONVERSATIONS
4) Always Be CONSISTENT
NEXT STEPS
ACCESSING YOUR FREE LINKEDIN WEBINARS
PLEASE LEAVE AN AMAZON REVIEW!
WORKING WITH DANIEL DISNEY
LINKEDIN MASTERCLASS ONLINE COURSE
SPECIAL READER OFFER
INTERNATIONAL KEYNOTE SPEAKER
LINKEDIN & SOCIAL/DIGITAL TRAINING
LINKEDIN COACHING AND CONSULTING
WHAT DANIEL'S CUSTOMERS SAY:
ACKNOWLEDGEMENTS
INDEX
WILEY END USER LICENSE AGREEMENT
