Using LinkedIn for Cold Calling
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The document presents insights on leveraging LinkedIn, technology, and social selling for cold calling, highlighting key statistics on buyer behavior and conversion rates. It emphasizes the importance of social connections, personal referrals, and effective strategies such as visual cold calling to enhance meeting success rates. Additionally, it offers practical tips for improving response rates and optimizing cold calling strategies.
Using LinkedIn for Cold Calling
- 1. The Science of Using LinkedIn, Technology & Social Selling for Cold Calling Steve Richard @srichardv Ken Krogue @kenkrogue
- 4. Research on Buyer Behavior @srichardv # 3% 40.5% 56.5% Prospects Actively Buying 3% Poised to Begin 40.5% Not Ready 56.5%
- 5. @srichardv
- 6. @srichardv
- 11. 3x3 Research @srichardv #1 When 3x3 Research Is Filled Out, Conversions of Prospects to Appointments Increases 16.7%
- 12. Social Connection @srichardv #2 Conversation to Appt (w/ Group): 70% Higher
- 13. Social Connection @srichardv #2 Conversation to Appt (no 2nd): 32% Conversation to Appt w/ 2nd: 50% Results w/ TeamLink: TBD
- 14. VM Call Backs to 6% The "quick question" voicemail: http://lnkd.in/cgEYPj The "power player" voicemail: http://lnkd.in/ztHKGY @srichardv #3
- 15. Share This
- 16. Free JobChangeAlerts @srichardv #4 Lead to Appointment Conversion Rates: All Leads 5.25% Old Client, New Company 30.05% Third Party Referrals 60.58%
- 17. Calls to Action @srichardv #5 1. Point me to the right person 2. Attend this webinar/live event 3. Attend an “executive briefing” 4. Meet our CEO at the trade show 5. Intro you to a peer (your client) 6. Watch this on demand webinar 7. Download this content piece 8. Schedule time with me 9. Grab lunch
- 18. Internal Referrals @srichardv #5 Execs Respond to 82% of Credible Internal Referrals
- 19. Double Dials @srichardv #6 Double Dials Yield 18% More Connections, But… It Takes Far More Time
- 20. Direct Lines @srichardv #7 Time to Dial: SB = 80 sec vs. DL = 45 sec Time to Connect: SB = 22.2 min vs. DL = 5.5 min
- 21. Direct Lines @srichardv #7 Dials to Connect: SB = 17 vs. DL = 12 DL vs. SB: Director = +46.15%; VP = +147.83%
- 23. Visual Cold Calling @srichardv #8 1) Send Link “In the Moment” on Cold Call 2) Call Immediately When They Open Document 3) Talk About Pages That Are Viewed Longer
- 24. Visual Cold Calling @srichardv #8 Early Findings = 7.5% More Meetings
- 25. Coaching @srichardv #9 Meetings Per Rep Per Month: 16.5 19
- 26. Permission @srichardv #10 Are you busy? 86% give permission to continue Are you busy or do you have a quick second? 61% give permission to continue
- 27. Cold Calling Math @srichardv #10 Contacts ID = 22,411 Convos = 6,843 Mtgs = 2,180 Dials = 290,014 Email Mtgs = 912 42 : 1 3.14 : 1 32%
- 28. About Ken Ken Krogue President & Founder InsideSales.com #1 ranked Blog in the world on the topic of ‘Inside Sales’ and ‘Lead Response Management’ Please join the conversation! Ken Krogue Google +: gplus.to/kenkrogue Twitter: @kenkrogue Blog: www.kenkrogue.com Forbes: forbes.com/sites/kenkrogue LinkedIn: linkedin.com/in/kenkrogue
- 30. ①Use CEO clout to close deals ②Grab your name(s) … ⑨Use „3 Free Backlinks‟ with all employees ⑩Freely give and receive recommendations … 27 LinkedIn Tips – Ken on Forbes bit.ly/27linkedintips
- 31. 31 LinkedIn Tips for B2B Prospecting bit.ly/31linkedintips
- 32. 42 LinkedIn Inside Sales Tips • Connect to your customers • Connect at tradeshows • Join industry groups • Unlimited messages • Follow prospect companies … www.insidesales.com/eBooks
- 33. Technology Science Art Art --- Science --- Technology
- 34. Solving Problems ART = Applying knowledge and skill SCIENCE = Testing data TECHNOLOGY = Building tools Art --- Science --- Technology
- 35. Paramount Pictures & Marvel Enterprises Human + Technology = Superhero
- 36. Systems Thinking
- 37. Test, Test, Test Fire Bullets … then Cannon Balls
- 38. C L O S E R Campaign = Test Strategy List / Leads = Test Sources Offer = Test Offers Skill = Test Approaches Effort = Test Contact Rates Reporting = Test Results CLOSER = Science of Sales Model
- 39. Specialist vs Generalist 7 pts
- 40. LinkedIn response rates 7X better than email LinkedIn vs. Email = Test
- 41. LinkedIn response rates 33X better than email LinkedIn inMail vs. Email = Test
- 42. Join industry Groups Social Strategy = Unlimited Messages
- 43. Voicemail response rates 16X better than email Voicemail vs. Email = Test
- 44. ___________ Call 1, VM 1, EM 1 ___________ Call 2 ___________ Call 3 ___________ Call 4, VM 2, EM 2 ___________ Call 5 ___________ Call 6, VM3, EM3 Cold Call Sequence = Tested
- 45. Leave 2-3 voice messages, then stop Source: InsideSales.com Voice Messaging Analysis Studies 0.00% 2.00% 4.00% 6.00% 8.00% 10.00% 12.00% 14.00% 16.00% 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 ContactRate Dial Attempt With Voicemail Without Voicemail Voice Messaging Study
- 46. Social nurturing Cold Calling Strategy #1 = PR, Social Education Social Nurturing
- 47. Cold Calling Strategy #2 = Marketing Education Lead Nurturing
- 50. TYPES TIRE KICKER BUYING SIGNAL INTEREST NEED research studies white papers webinars seminars e-books books toll free pricing proposal free trial demo product slicks buying signal tire kicker Lead Nurturing
- 51. Cold Calling Strategy #3 = Lead Gen Education Deal Nurturing
- 52. Cold Calling Strategy #4 = Sales Commitment Client Nurturing
- 53. Cold Calling Strategy #5 = Support
- 54. 7 Contact Ratio Strategies “What did you guys do? Everyone is answering our calls” Steve Dodsworth
- 55. Contact Rate 100x decrease from 5 min to 30 min Qualification Rate 21x decrease from 5 min to 30 min #1 = Immediacy Dr James Oldroyd 2007
- 56. #2 = Persistency
- 57. #3 = Time of Day
- 58. #4 = Day of Week
- 59. #5 = Optimal
- 60. Used with Permission from Vorsight #6 = Direct Dial Phone Numbers Representative Average Meetings Per Month (last 3) % Direct Lines on Contact List Rep 1 11 51% Rep 2 13 45% Rep 3 20 76% Rep 4 22 74% Rep 5 29 87% Rep 6 33 97.6%
- 61. #7 = Caller ID
- 62. LocalPresenceTM
- 63. Offers LinkedIn eBook Bonus: This Webinar content will be made into an eBook and sent to all registrants! Top Sales Campaigns Experience the PowerDialer ART SCIENCE TECHNOLOGY
- 64. Q & A Ken Krogue Google +: gplus.to/kenkrogue Twitter: @kenkrogue Blog: www.kenkrogue.com Forbes: forbes.com/sites/kenkrogue LinkedIn: linkedin.com/in/kenkrogue Steve Richard Twitter: @steverichard LinkedIn: linkedin.com/in/steverichard