Читать книгу The Ultimate LinkedIn Sales Guide - Daniel Disney - Страница 3
Table of Contents
Оглавление1 Cover
2 Praise for The Ultimate LinkedIn Sales Guide
6 FOREWORD
7 ABOUT THE AUTHOR MY LINKEDIN JOURNEY
8 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
9 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
10 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 LINKEDIN PROFILE PHOTO LINKEDIN PROFILES WITH PROFESSIONAL HEADSHOTS GET 14X MORE PROFILE VIEWS (SOURCE: LINKEDIN) PROFILE PHOTO TIPS LINKEDIN BACKGROUND/BANNER IMAGE LINKEDIN NAME AND HEADLINE DANIEL DISNEY LINKEDIN AUTHOR, SPEAKER & TRAINER LINKEDIN HEADLINE AN IMPORTANT TRUTH: STYLE 1 – THE JOB TITLE STYLE 2 – WE HELP PEOPLE … STYLE 3 – BULLET POINTS LINKEDIN SUMMARY 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
11 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 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 … CHAPTER 10: SENDING PERSONALISED CONNECTION REQUESTS CONNECT VS. FOLLOW TO CUSTOMISE OR NOT TO CUSTOMISE … HOWEVER … CUSTOMISATION EXAMPLES WHAT SHOULD YOU DO IF THEY DON'T ACCEPT YOUR REQUEST?
12 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 LINKEDIN AUDIO MESSAGES/VOICE NOTES OTHER LINKEDIN MESSAGING OPTIONS
13 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 HASHTAGS AND TAGS HASHTAGS TAGGING PEOPLE POST/UPDATE THE FIRST THREE LINES … IMAGES/PHOTOS PHOTO EXAMPLES EXAMPLE 1 – THE ORANGE TWIRL EXAMPLE 2 – A BOOK REVIEW EXAMPLE 3 – THE EVENT PHOTO QUOTES MEMES PDF LINKEDIN POLLS TURNING POLLS INTO SALES 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 LET ME SHARE ANOTHER EXAMPLE OF THAT PROCESS, BUT WITH A COMPANY I RECENTLY TRAINED … THE FEAR OF THE PHONE! I'M SORRY, WHAT??! HOW BAD DO YOU WANT THE SALE? CHAPTER 17: CREATING VIRAL CONTENT ON LINKEDIN VIRAL CONTENT TOP TIPS
14 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 PERSONAL BRAND TOP TIPS CHAPTER 19: GENERATING LEADS FROM LINKEDIN CONTENT AND PERSONAL BRAND YOUR PROFILE INTERVIEWS AND GUEST POSTS
15 PART 7: SALES STRATEGY 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 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 NEXT STEPS ACCESSING YOUR FREE LINKEDIN WEBINARS PLEASE LEAVE AN AMAZON REVIEW!
16 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:
18 INDEX
