It seems that in today’s increasingly digital world, you have anyone on the planet within a click’s reach. So many social media platforms are designed to make communicating and engaging with others as easy and fast as possible. So, with all this immediate contact at our disposal, why not use it to our advantage?

As a Business Influencer (and yes, you are in fact an influencer), your impact on others is limitless— if you implement your influence correctly. LinkedIn, the leading professional networking and job search app, is a necessary tool for taking social media by the reigns and using it to build business. Yes, connecting with professionals in your industry, whether you know them or not, is great for building your network. But what’s the point of your large network if you are not taking the extra steps to convert these connections into clients? With each accepted invitation to connect comes a whole wave of opportunity. Watch this Social Jack Flash Class!

What is Social Selling?

Social selling is the process of developing relationships as part of the sales process. Today, this often takes place via social networks such as LinkedIn, Twitter, Facebook, and Pinterest, but can take place either online or offline. Examples of social selling techniques include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social listening. Social selling is gaining popularity in a variety of industries, though it is used primarily for B2B (business-to-business) selling or highly considered consumer purchases (e.g. financial advisory services, automotive, realty).

Social selling has become more popular since companies have looked to increase their return on investment of social media interaction. Sales teams within organizations frequently mine data from social media that may help them connect to customers in order to create a more genuine sales lead. The technique frequently focuses on approaching potential clients in a less direct way, meaning they don’t interrupt their daily lives with cold calls and hard sells. Koka Sexton stated that the art of social selling is said to speed up many sales processes, while also improving relationships.

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Let’s take a look at some statistics from the International Data Corporation:

75% of B2B buyers and 84% of C-level/vice president (VP) executives surveyed use social media to make purchasing decisions.

Online professional networks are the number one information preference of buyers in the final stage of the purchase process.

Social buying correlates with buying influence. The average B2B buyer who uses social media for buying support is more senior, has a bigger budget, makes more frequent purchases, and has a greater span of buying control than a buyer who does not use social media. B2B buyers find the greatest benefit of social media is gaining greater confidence in and comfort with their decisions.

How Many Contacts Do You Have That You Cannot See?

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When we think about our social reach, you may be connected to someone directly, through another person or through many different people. What happens is, information gets passed down a line. One person may see what you’re doing online, believe that it may be of value to someone else they know, then connect you to their connection. This opens up an array of networking opportunities

The LinkedIn Network

Even with 500, 400, even 300 industry-related connections, this puts us within degrees of millions of possible connections. When you look at someone’s profile on LinkedIn, you can see how many shared connections there are between you and them. This is the beginning of the formation of “clusters”. It is essential to know how to talk with the people within these clusters, more specifically, find the ones that matter.

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Goal: Prevent Clicking Roulette!

What we want to prevent is “clicking roulette”. It’s normal to go onto social media and begin clicking on every possible prospective client you see, but it’s not efficient or beneficial to us. We may log onto LinkedIn with one goal, but soon find ourselves buying gadgets from the Amazon trending list, or making trades on Draft Kings. This lack of focus is not going to generate appointments.

Personal Challenge: Make it a goal for yourself to set five minutes (and only five) to go on LinkedIn, and make your sole intent to leave with one appointment. Whether it’s a phone appointment, a Zoom call, or just a coffee date, make that your one goal for five minutes on LinkedIn.

LinkedIn Power Moves- Let’s Get Those Appointments!

1) Your Profile = Your Professional Brand

Think about your ideal target and whom you want to start conversations with. Take the time to identify your target audience, then make sure your LinkedIn profile speaks specifically to that group.

Your profile photo should represent who you truly are. It should be current, welcoming, and you want it to portray how you would look if a client were to be seeing you at a meeting or an event. If you put a tie on for professional headshot photo day at work, but you don’t usually wear a tie, that is not a good representation of your personal brand.

Ensure that your profile headline is clear and communicates to people what you do and how you can help them. Putting where you work is unnecessary because it is already located at the top of your profile. You want to answer the clients’ question: “What is your solution that you are bringing to me?”. Your headline is what the potential client will see first when they land on your profile, meaning it should be packed full of keywords (within LinkedIn's limit of 120 characters, of course) relating to your specialties and services. If they were to search for a combination of keywords pertaining to the service you provide, you want to be first on the list of profiles after they press enter.

Joseph has a clear & concise headline of exactly what he can provide to his potential clients. His profile photo represents him well, for if we were to meet him at an event, this is how he would appear. You can see he included speaker and author in his headline-- While this may not be his primary job, he included this service in order to be found via keyword search.

2) Home Page Scan (UNE)

Remember that personal challenge from earlier? When you log onto LinkedIn, use part of those five minutes to scan your homepage. This step is where you literally scroll through your LinkedIn feed. If you’re noticing a lot of content and profiles that don’t apply to you and your goals, you have the wrong network. You can hide this unwanted content, or even unfollow/disconnect to these people that don’t belong in your circle.

Example: If you are hosting an event and have 500 people you know, but 50 of those are the decision makers, those 50 people are the ones you want at your event. LinkedIn, and social media in general, is one huge event. Invite the people who belong, and drop the ones who aren’t benefiting you or your business.

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Above is what your LinkedIn home page looks like. Time to scroll and see who is helping you reach your goals— and who isn't. Remember: Social Media is like an event. Invite those who should be apart of it.

Within two minutes of your homepage scan, you should be able to spot somebody worth starting a conversation with.

3) Network Diving – Level One

Find someone within your network whom you believe is reputable, is always making referrals, or who is just a good friend. Then, “dive” into their LinkedIn network.

Example: Tony is a good friend of mine who I KNOW would always be willing to introduce me to people in his network. Find a connection like Tony and try diving into their connections!

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Don’t be afraid to get in touch with your established network and ask them to introduce you to people in their network. Take the “social” part of social media literally, and dive right in to new opportunities.

LinkedIn has a feature where you can search specifically for a certain industry, seniority, or job title of that connection pool to ensure you’re reaching out to your preferred target audience.

Here's an example of a filtered search within Tony's network:

Customize the search on your friend or colleague's network to hone in on a target that meets your needs.

4) Conversation

Now that you took that leap of faith diving into a new network, it’s time to start a conversation. Think back to those first five minutes on LinkedIn, we’re at the point where times halfway up.

You have identified that new person whom you want to start a conversation with, now it’s time to engage. Isn’t engaging what social media is all about? Select a recent post that your prospective appointment has shared and start a genuine conversation with them in the comments. Something as simple as making an authentic comment is a guaranteed way to opening up new doors for you and this potential client. Put the sales aside for a second and really focus and touch on what matters to them. Start that dialogue, and be sure that you are all in on investing in them. This will establish a feeling of authenticity and trust before the actual conversation even begins.

Example: You found a potential appointment, Spencer in this case, from that nose dive into Tony's network. Now that it's time to start a conversation, head over to Spencer's activity to find something you can either comment on or include in your future messaging.

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5) Set the Hook – Convert

Now that you've done all that work (about 3.5 minutes into your 5 minute limit!), you're ready to get that appointment. Here are a few example strategically formulated messages you can send to your future client for your best chances of landing that conversion.

The “Catch Up”

This introductory message shows a genuine, authentic approach to breaking the ice with your target appointment. Writing this message needs to be done in a targeted fashion. Confirm that this person has a reason to utilize you and your services and that you as well are targeted in this initiative.

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The “Fresh Connect”

It is important to thank people for connecting. If you’re lost on ways to initiate that conversation, thanking someone for simply connecting with you is a great place to start. It’s personal, simple, and gets straight to business.

We want to include a specifics with formulating this message. Specify how you want to meet and let them know you’re interested in working with them. Don’t leave this potential client wondering why you reached out.

Always provide two times and dates you are available to meet! If their response is delayed, at least you ignited a dialogue that can get picked back up in the future. Don’t forget to insert forms of contact information so you are easily reachable. While LinkedIn does not allow for automated signatures on messaging, it is always helpful to keep a document handy with a custom signature you can quickly copy and paste.

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The “Continued Call”

One of the most important things about the continued call message is that you started the conversation. Remember that initial chat you had in the comments of the potential client’s post? It should be referenced here in this direct message. You can lead with language like “As promised…” or “Like I mentioned…” as an extension of that previous conversation. Make your intentions clear.

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The “Transition”

This message can be technically viewed as an email validation. Make sure you have that intent to go from this conversation, to the next.
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The “Referral Call”

Adding something relevant and specific to this potential client will allow them to feel like you truly care about them as a person, rather than just another possible conversion. Now, you are actually offering them referrals, letting them know that this connection will be mutually beneficial.

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All of these steps to creating appointments on LinkedIn are meant to be completed within just FIVE minutes after logging on. Ditch the phone, turn off the TV, and focus on using your time on social media to gain new business. Every message you’ve seen thus far has included a personalized touch, clear intent, specific times and dates, and contact information. Who knew that five short minutes could be amplified into creating appointments? It is essential that we utilize the ever-growing digital world to our advantage.

What did you take away from these 5 LinkedIn power moves?

About the Author

For over 30 years, Dean DeLisle, has demonstrated his ability to accelerate bank, financial, and insurance institutions to stimulate business development while in a compliant environment. As Founder of Forward Progress, Dean and his team have helped over 2,000 clients assess and improve their online marketing and social networking results and trained over 120,000 professionals in over 35 countries with their online programs on their Social Jack™ Academy.

Dean has recently launched his new book, FIRST, The Street Guide to Digital Business Influence, which also tell stories of leaders within banking who have changed their culture and brand impact online.

Watch this Social Jack Flash Class

 


It’s not a secret that businesses are what drive our economy and drive revenue. However, many people have a misconception about capitalism and how it can be cold and inhumane. Despite that thought, there is another avenue of thought called “Conscious Capitalism.” This idea of business focuses on how business can be a force for good even if it is for profit. In this episode of Influence Factory, Thea Polancic, Founder and Chair of the Chicago chapter of Conscious Capitalism, discussed how people can humanize the world of business and use that to become an agent of change.

What is Conscious Capitalism?

Breaking down those two words into their simple definitions would make you think this term is about businesses’ awareness of what they are selling to customers. While this is true, the actual meaning of this phrase is that businesses are serving the needs of their stakeholders from the customers, to the employees, to the suppliers of the industry. This thought hits on the idea that businesses (and specifically, business owners) should make it a business to care about each individual involved with a company. This ensures that a business becomes more of a personality instead of a corporate entity.

Influencer Marketing Pro Tip: The idea behind Conscious Capitalism can apply to your personal online branding as well. You are there to offer a service and make money, obviously. However, your actions should be focused on how you can best serve your customers and community. By simply interacting with them instead of just pushing a product, you can show your personality and how your service can help others. Connect your brand and service to a purpose!

The Impact of a Caring Company

Each individual employee in a company has a primary purpose of getting money through their job along with getting benefits. However, this is just a general reason why people want a job with a company. The other (and far more important) reason is that they want to work for a company that cares about them. During this episode, Thea talked about companies providing a meaningful environment to their employees. A meaningful environment is one that allows employees to help the company’s success by being allowed to share thoughts and opinions with their colleagues. Yes, employees are needed for a business’ overall financial success. However, when companies allow their employees to share their thoughts, it can humanize them and get people to fully believe in what the company stands for.

Another way that companies can do this is by engaging in a voluntary exchange with their customers. A voluntary exchange is what happens when both the buyer (customer) and seller (the business) engage in a market transaction that will benefit all parties involved. Remember, companies are selling a service, but that service needs to show how it can benefit the buyer. Showing a customer how this product can solve an issue will also show that the company cares about creating a meaningful relationship with them.

Influencer Marketing Pro Tip: These lessons can also apply to your online brand. Social media gives you a chance to get personal with these customers and really engage in meaningful conversation. Talk with your potential customers and show how your company can help; if you are managing a company’s page, talk to your customers and find out what you need to do in order to help them, or solve a complaint. This helps customers see a business as one that truly cares about their customers – not one that couldn’t care less about them.

Growing the Business for Everyone

Another point that Thea made during her presentation is the importance of considering everyone who is invested in a business. Every move you make for a business should be done to benefit everyone, not just yourself. This can be done by expanding your company with new connections. By reaching out to others or even enhancing your relationships with current employees. Remember that capitalism can be a force for good, and you need to make sure everyone who is making your business a success is benefitting from the success.

Successful Business Growth

At the end of the day, the main goal of any business is to expand their services to make money. In order to do this, there are a couple things you can do. First, encourage a leadership culture. Earlier, we mentioned that you should make employees feel comfortable sharing their opinions. Doing this allows for workplace innovation. Initially, new ideas may struggle and face some backlash from others, but don’t let this scare you – this is how all innovations start. Employees should feel comfortable with being uncomfortable because it can take a business to new heights.

The other option to help with growing a business is by enlisting the aid of a business coach. The advantage of the coach is that they will be a fresh set of eyes that can point out what is being done wrong, or even opportunities that are being missed. Business owners can have a bias that may keep them from seeing these errors or opportunity gaps. A coach can help you find where there is room for improvement, and elevate a business to new levels of productivity and innovation.

Influencer Marketing Pro Tip: If you are looking to elevate you or your business’ brand, our team at Social Jackis here to assist you. We offer various programs for Influencer Development, which include helping your business expand its network.

In Summary

The idea of Conscious Capitalism can apply to Social Media Marketing. Conscious Capitalism is all about making sure every person invested in a business benefits from the opportunity. A business should be offering a service and be able to have a purpose as to why people should use this product. Businesses should also make sure that they care about their employees, who will bring in incredible ideas, resulting in new innovations for the company. In case of any issues, businesses should bring in coaches who can help them enhance a brand and humanize it. Take these lessons and apply them to your own social media channels.

Influence Factory LIVE airs Wednesdays at 12pm CST. Register here!

You can also subscribe to previous and upcoming shows on the Social Jack website.

We hope to see you in our next Influence Factory!


Influence Factory Brings Influencers Topical Industry News in an Exciting Way.

CHICAGO, February 12, 2018—Social Jack jump-started 2018 with a bang launching their new, free online webinar to podcast offering called The Influence Factory. The show airs live every Wednesday at noon CST as a webinar, but unavailable viewers can catch the episodes at a later time on YouTubeiTunesGoogle PlayStitcherSoundCloud and other channels.

Influence Factory, Where Leaders Assemble, features a wide variety of up-to-date segments compacted into a concise hour. Segments include an Influencer lesson of the week, a Special Guest interview with an Industry Business Influencer, updates on the latest industry news, and “Ask the Experts”. “Listeners” are encouraged to participate through polls, questions, and a Q&A segment and at the end of each episode the viewer with the most engagement receives a special prize. The goal of the webcast is for aspiring Influencers to engage and share new business ideas and learn from industry experts.

Each week Influence Factory features a different guest influencer to answer viewers’ questions pertaining to their area of expertise. Past guests include Google SEO Expert Joe Karns, Social Media Speaker Spencer X. Smith, Microsoft Storyteller Miri Rodriguez, “The Video Jedi” George B. Thomas, and Nimble CRM founder Jon Ferrara. Interested viewers can watch past episodes on Social Jack’s app, or on YouTube: https://www.youtube.com/channel/UCOySYhhhgqoAtKpLXPWmxhQ

Viewers can also listen to past episodes on the go in podcast form on iTunesSoundCloud, and Google Play. The best way to catch The Social Jack Influence Factory is by subscribing to their weekly Webcast, and ensuring you don’t miss an episode, at www.myinfluencefactory.com

About Social Jack:

The Social Jack System is an Influencer Development platform that combines the power of people, social teaming and today’s social networks to create Business Influencers and develop a targeted loyal following and achieve influence in your world. Social Jack serves organizations, executives, professionals, top producers, speakers, and they even have Influencer Event offerings.

About Dean DeLisle:

As Founder and CEO of Forward Progress, Dean leads his core team to provide digital marketing solutions serving over 2,000 corporate clients for the past 15 years. In 2015 Dean created and released a Business Influencer Development Platform known as Social Jack™, and they have successfully trained over 100,000 professionals on Social Selling and B2B Influencer Marketing. Their curriculum and programs are used globally by Fortune 500 companies, Associations, Conferences and Universities to instill best practices related to the effective use of social networks.


With all the hype of the newest features on LinkedIn — video, active status and other cool new features – that were released in the last few weeks, an old popular feature, one that was taken away with the last major release, now returns!

At the Social Jack™ Academy, we had a cool feature called “Network Diving;” this is the simple process of searching your connections’ networks. Well, this feature is now back, and better than ever because now it incorporates the new filtered search system.

We’ll illustrate how it works with an example: let’s say you are going to have a meeting with one of your connections and are going for named referrals, and you would like to have the option to filter ideal connections. With the previous release you would get a list, with no way to search like you used to. Fortunately, now this has changed back to the way it was, where when you click on someone’s connections, it now jumps you to the filtered search like it used to! This is an amazing switch. We caution here that there are a few exceptions, so read on.

You can search within the connections using all the filter options shown below.

The main exceptions here are the following:

1.     If the connection you are “Network Diving” on, i.e. exploring their connections, has their network access turned off, you will not be able to dive unless you have Sales Navigator.

2.     Those of you on Basic (Free) LinkedIn will be able to enjoy only a few selections in the search, then you will be blocked from seeing the rest unless you have Premium LinkedIn. But in my mind, this feature alone is the worth the price!

We are showing this account version chart provided from our friends at Integrated Alliances, thanks Mike O’Neil!

We hope you love this new feature and if you want to learn more of what we call “Power Moves”, please connect with us at our Social Jack™ website. If you are reading this before September 5th, then jump into our next Social Selling class at: http://socialjack.com/linkedin-complete-social-selling-course/ – this is our complete course with On Demand classes, Instructor-Led Coaching Sessions. You will learn more cool fun things like in this article.

Please let us know how this ‘old new’ feature works for you.

We will see you online Network Diving!