Why are we here today?

Our goal is to help facilitate conversations so that you will be able to be more successful in selling media We are to help you sell media

Today is an opportunity for us to discuss and share thoughts on how we can get our clients to embrace media.

Hear from your colleagues their experience and learn from each other

Find out what are the key components to increase your success rate in having clients incorporate media solutions as part of their recruitment strategy


Before we share our presentation, we want to ask:
How many of you have dealt with clients who didn't believe the power media can bring?
How many of you were able to influence and change their mindsets?
(If someone raises their hand, ask them to share their experience)
(If no one raises their hand, ask them another question)

Let’s ask the question in another way

- How many of you truly believe that media will help clients in their sourcing and brand building efforts?
- Why?
- What kind of success have you seen

Examples if no one shares
Evonik China: Evonik’s goal was to increase brand awareness amongst it’s professionals in the chemical industry. They ran a 30K recruitment ad campaign in China and got over 1% CTR, reaching over 50K members. Client decided to increase their investment by 2.5X this year

Accenture Japan: last year…no engagement, TBI is 17%. We went in with WWU, rec ads, TD, groups and lifted its TBI to 24% in 7 months! From 4K japan followers to XK followers. That is considered a huge impact in strengthening engaging with potential candidates and building their talent pool


Or course there are cases in which the result the initial results weren't ideal but the clients understood that we are in the journey together, learning and improving as we go. They see us as partners in achieving their goals and that's the power of relationship.

What have you seen as most challenging to you?

Why are we here today?

Our goal is to help facilitate conversations so that you will be able to be more successful in selling media We are to help you sell media

Today is an opportunity for us to discuss and share thoughts on how we can get our clients to embrace media.

Hear from your colleagues their experience and learn from each other

Find out what are the key components to increase your success rate in having clients incorporate media solutions as part of their recruitment strategy


Before we share our presentation, we want to ask:
How many of you have dealt with clients who didn't believe the power media can bring?
How many of you were able to influence and change their mindsets?
(If someone raises their hand, ask them to share their experience)
(If no one raises their hand, ask them another question)

Let’s ask the question in another way

- How many of you truly believe that media will help clients in their sourcing and brand building efforts?
- Why?
- What kind of success have you seen

Examples if no one shares
Evonik China: Evonik’s goal was to increase brand awareness amongst it’s professionals in the chemical industry. They ran a 30K recruitment ad campaign in China and got over 1% CTR, reaching over 50K members. Client decided to increase their investment by 2.5X this year

Accenture Japan: last year…no engagement, TBI is 17%. We went in with WWU, rec ads, TD, groups and lifted its TBI to 24% in 7 months! From 4K japan followers to XK followers. That is considered a huge impact in strengthening engaging with potential candidates and building their talent pool


Or course there are cases in which the result the initial results weren't ideal but the clients understood that we are in the journey together, learning and improving as we go. They see us as partners in achieving their goals and that's the power of relationship.

What have you seen as most challenging to you?

What are the obstacles you face in pitching media?

How do you go about presenting LinkedIn’s solutions to your clients?

List out their challenges:

No money
Proof of concept
What's the ROI
Long discussion process cycle

Let’s turn the table around…say a company comes to you with a new idea which requires effort on your side

What’s your first reaction? ( ask audience)

Will it be worth my time
Will it work
Will the investment be justified based on the predicted outcome?
How many people will need to be involved
Is this a priority
Will this idea make me “shine”
What will happen, worse case scenario

Clients are “scared”

They are out of their comfort zone, out of the circle of what they are used to

Provide them comfort and reassurance

- find ways to get them to see things the same way as you

- relate everything back to business objectives, direction , strategy, competition, market landscape

- Let the client understand that what we recommend is grounded in our understanding on the business

Imagine a relationship…the client is like a girl who needs guidance, attention, re-assurance and support 

PROVIDE THE CLIENT CONFIDENCE that the solution will work and makes sense

Summer training opening: 4 parts – mystery, rule of thumb, algorithm, and code

Where does the sales process fit in? Usually a mystery with a little bit of rule of thumb

What we want to do is to move it between rule of thumb and algorithm

That’s why we have some of these things in this slide where we’ve seen success. We will show you and get your colleagues to share their experiences.