Honeywell LinkedIn Social Selling Strategy

Hi Dave and Jon,

I’ve outlined the SKO message (with times) and the two global sales meeting follow up sessions below.  Please let me know what questions or feedback you have.

Leveraging LinkedIn to Create and Cultivate Prospect and Client Engagement

1. LinkedIn Overview – Leveraging Digital Channels (15 minutes)
   1. The near and far future of digital selling
   2. How tops sellers are using LI to move business forward
   3. How LI fits into a multi-channel approach
   4. The best practices we’ll be addressing (and the pitfalls to avoid)
2. Creating a LinkedIn Profile that Demonstrates Credibility and Relevance and Promotes Buyer Engagement (55 minutes – including 25 minutes breakout)
   1. The principles of a buyer-first presence
      1. Know your audience and your message
      2. Speak to the value you bring
      3. Be ready to provide insights, not just information
      4. The 4 pillars of the profile you have to get right
         1. Images
         2. Headline
         3. About/Featured Content
         4. Experience
   2. Examples of Good Profiles from pre-work
      1. Break-outs and come back together
      2. Bringing messaging into the 4 pillars
   3. Give feedback to each other on content
3. Creating Conversations Online (That Move Offline)(15 minutes)
   1. 1. 3 tiers of active engagement – Conversation, Curation, Creation
      2. Start with Conversation – respond to your network’s content
         1. Liking, Commenting, Sharing, Sending
      3. Easy ways to do this daily
4. Start doing these conversations now (5 minutes)
   1. 1. 1. Leads the way to sharing content – Curation and Creation
            1. This is what we’ll do in our next meeting
         2. Start creating the habit of using Linked as part of your cadence
            1. And trains the algorithm to connect you with your network

 

Follow Up #1

1. Reminder of power of LinkedIn profile
   1. All of your activity will lead to certain “cornerstone” sites – your profile is one
      1. Bring in messaging from org into your profile
   2. Moving from Conversations to Creation and Curation
      1. How the human and LinkedIn algorithms work
      2. Creating reach and inspiring interaction
      3. The 5 ways to make the algorithm work for you
   3. How to curate content
      1. Working with marketing to bring in existing content
      2. Best practices to find content from other sources
      3. How to add context to become a trusted advisor
   4. Creating content
      1. Best practices to create content that resonates
         1. And that doesn’t require too much time

 

Follow up #2

1. Expanding your network and reach into new accounts
   1. How to invite new prospects into your network
   2. How to invite centers of influence/referral partners into your network
2. Integrating LinkedIn into an existing cadence
   1. Use a multi-channel approach that includes email/phone/etc.
   2. Be human to human
3. How to research your prospects and existing clients
   1. Where to find information through their profile and activity feed
   2. How to read between the lines
   3. The right way to reference online stalking.