1. Bert Verdonck & Mike Clark @BertVerdonck@MikeClark03 Synergy Conference – Istanbul – April 2013

2. Who is Really LinkedIn? Customer & TBK Partner Value Proposition Really LinkedIn Training Packages How to sell our Training Packages The TBK Consultants role Really LinkedIn’s role Next Steps – a special offer for you Questions Agenda

3. Background Europe’s #1 LinkedIn training organisation. Track record of more than 450 organisations. International team in place, including seasoned LinkedIn trainers. Trainers speak multiple languages. Best selling book “How to REALLY use LinkedIn” in 5 languages. 250 books given as part of induction process @ LinkedIn EMEA HQ. Experience in corporate programmes (LinkedIn Strategy Matrix). Bespoke sessions for every customer. LinkedIn asked us to become the firstin 2010.

4. Customer Value Proposition Challenges Software companies that hire us face: They have no clear social media strategy or goals Traditional sales channels are less effective than ever before Struggling to make understand how to make social media work for their company What they’re looking for To use LinkedIn and social media more effectively To see a Return on Investment for their social media (LinkedIn) activity Qualified prospects New customers

5. Customer Value Proposition Benefits of the training they’ll receive They’ll learn and apply new LinkedIn Lead Generation strategies New LinkedIn techniques to find customers faster Enhanced online branding Ability to track, measure and record their LinkedIn activity Increased confidence to use LinkedIn effectively to achieve their business development (and recruitment) goals New customers regularly!

6. Partner Value Proposition Benefits you’ll receive through our collaboration New revenue stream/s for you (20%) Your clients will receive more customers through our trainings Through helping them be more successful, you’ll be more successful We’ll contribute and support you to hit your KPI’s Our training will become a ‘Door-Opener’ for new opportunities You’ll be able to expand your service range As a result you can attract new types of different clients

7. LinkedIn Profile Matrix © EMPLOYEDNOT EMPLOYED NOT LOOKING FOR A JOB CEO, spokesperson (Active) Sales (Proactive) Recruiting (Proactive) Hiring Manager (Proactive) Marketing (Active) Experts & Consultants (Active) Others (Passive) Student LOOKING FOR A JOB Job Switcher Student Unemployed 1 2 3 4 5 6 7 8 8 9 8

8. Types Of Training Services We Deliver Keynote presentations (100 to 3000+) Small Group or Open Workshops (13-99 people) Training Workshops 8 -12 people (per trainer) Consultancy & LinkedIn Strategy Executive LinkedIn Coaching (1-2-1) Webinars, home-study courses & products Creating Social Media Policy Top/Down & Bottom/Up

10. LinkedIn Strategy Matrix © for Organisations PASSIVE STRATEGIES ACTIVE STRATEGIESPROACTIVE STRATEGIES OrganizationBranding, Job Openings, Products & Services - Company Profile Branding, Ads, Job Posts, Interaction - Advertising Solutions (fee) - Talent & Sales Solutions (fee) - Company Status Updates Find: - Talent Solutions (fee) - Sales Solutions (fee) CEO, Managers Branding & Lead Generation - Personal Profile - Rich Media Branding, Visibility, Interaction - Status Updates See below (all co-workers) All Co- workers Branding & Lead Generation - Personal Profile - Rich Media Branding, Visibility, Interaction - Group Managers of internal and alumni Groups or external Groups - Active member of internal and external Groups - Status Updates - Share information & use Polls - Attend events and use (Sub)Groups Find: - New customers - New employees - New partners - New suppliers - Project members - Internal and external expertise Fundamental Networking Principles

11. Training for passive profiles Training for active profiles Strategical session with management team Tactical session (Part 1 & Part 2) with management of marketing, sales & recruiting Pilot Training & Evaluation with “Ambassadors” Awareness session for all co-workers Classroom Training for proactive profiles Training LinkedIn 1 Training LinkedIn 1 Training LinkedIn 2 Training LinkedIn 3 Home Study Courses Webinars 1 1 1 2 1 3 1 4 1 5 1 6 1 7 1 8 1 9

12. Prices, excluding travel & expenses Bert Verdonck Type of servicePrice range Keynote Speaking Fees3,000 € first hour 1,000 € additional hour(s) Half Day Foundation Or Advanced Training 1,000 € up to 2,500 € Full Day Foundation Or Advanced Training 1,500 € up to 3,500 € Consultancy1,000 € up to 3,500 € Coaching & Mentoring250 to 400 €/hour, min. 2 hours Open workshops250 € up to 500 €/person Products, webinars, booksVariable

13. How to easily sell our LinkedIn Training Simple steps to make it easy for you Act as the introducer – arrange online conference meetings for us We’ll do 1-2-1 or small group online meetings with your clients You choose to participate in these meetings or not (your choice) Use our ‘Key Questions Guide’ to ask your clients We’re here to support you – lets arrange a Conference Call with your Country’s consultants Bert Verdonck

14. Key Questions Guide - to ask your clients Would you be open to additional LinkedIn strategies for finding new customers? How effectively are your sales and marketing (or HR) teams using LinkedIn to find new customers? Can your team track and measure their LinkedIn activity and results? Are they still cold calling, but finding it’s not so effective anymore? Do you feel like you’d like to use LinkedIn more effectively, but you’re not sure how? Would you be open to talking to our LinkedIn experts who can show you how to find new clients via LinkedIn? Bert Verdonck

15. How the training will be delivered 1.Initial assessment meeting (arranged by you) 2.Questionnaire (completed by client) 3.Proposal 4.Agreement to proceed 5.Preparation 6.Delivery 7.Follow Up (varied) Bert Verdonck

16. The TBK Consultant’s role Spotting opportunities Act as the introducer Arrange meetings You’ll be involved & informed of every step – with minimal effort Bert Verdonck

17. Really LinkedIn’s role Inform and educate you of our services Provide marketing collateral – resource centre (via Dropbox) Be available for meeting and appointments Train you up on our programs – special offer for you Write up proposals Run everything past you first Treat your clients with the utmost respect Deliver the training & follow up Give you feedback Pay you commissions Bert Verdonck

18. Necessary Details 80/20 commission split Fees paid 50% upfront & 50% upon completion

19. Next Steps Lets connect! Arrange Country conference call with your consultants Our gift to you… Free access onto our online 3day LinkedIn product – to become a LinkedIn Ninja Turtle (Master) Plus, we’ll provide monthly webinar training to support your implementation of strategies

20. Let’s build a winning team together!