Post on 17-Jun-2015
description
transcript
Michael (Mike) Clark@ReallyConnect @MikeClark03
company/really-connect
groups/reallyconnect
reallyconnect.com
Leveraging Your Online Networks
Old vs New School of doing business
What is LinkedIn (not)?
3 fundamental principles of (online) networking
5 step strategy to be successful on LinkedIn
Next steps
Agenda
Old vs New SchoolOld ways of Business New ways of Business
Flyers, Billboards, Advertising and Direct Mail
Online Searching & Personal Recommendations
One Way Marketing Two Way Marketing
Cold Calling Personal Introductions
Information Gathering Research, Create, Target & Distribute Relevant Content
Manual Automated
Seller Controls Sale Buyer Controls Sale
Social Selling is about identifying and leveraging the TRUST that is already in your network with a view to expand and enhance your business through relationships
What is Social Selling?
What is it?
What it is not?
What is the 1 thing that makes LinkedIn so powerful?
What is ?
LinkedIn is the biggest online professional network in the world.
LinkedIn is not Facebook, which is mainly used for social networking with friends and family.
The 1 thing that makes LinkedIn so powerful is that it shows us how we are connected with the people we are looking for!
What is ?
Why LinkedIn?
LinkedIn has >313 Million professional users
It’s had almost 200% growth in the past 3yrs!
16M UK users
75M Europeans users
Why do B2B Top Sellers use LinkedIn?
Source: Jill Konrath
Biggest Mistake?
Using LinkedIn as
a (passive) billboard
instead ofa (proactive) tool
3 Biggest Problems
Not having clear goals
Not knowing who the people in the best position areto help you reach those goals
Not measuring activity or knowing how to?
Fundamental Principle 1the REAL Power is in the 2nd Degree
1st Degree: everyone knows 250 people
2nd Degree: those 250 know 125 = 31.250
3rd Degree: 31.250 * 125 = 3.906.250
4th Degree: 3.906.250 * 125 = 488.281.250
5th Degree: 488.281.250 * 125 = 61.035.156.250
Fundamental Principle 1the REAL Power is in the 2nd Degree
Fundamental Principle 1the REAL Power is in the 2nd Degree
Everyone knows 250 people = 250 connections
If you connect with 10 people = 250 x 10 = 2,500 connections
If you connect with 100 people = 250 x 100 = 25,000 connections
If you connect with 200 people = 250 x 200 = 50,000 connections
Fundamental Principle 1the REAL Power is in the 2nd Degree
Fundamental Principle 2the Networking Attitude
Networking Attitude = sharing information in a reactive and proactive way without expecting anything immediately in return
“Give and Receive”
Fundamental Principle 3the “Know, Like & Trust” Factor
“All things being equal people do business with – and refer business to – people they know, like and trust.”
Bob Burg (USA), Networking Expert
5 Step Lead Generation StrategyLeverage the Power of your Network1. Define a specific goal
2. Think of the people in the best position to help you reach your
goal
3. Use “Advanced Search”
4. Look at the list for common contacts
5. Ask the person you have the best relationship with for a Magic
Questions & Answers
Michael (Mike) Clark@ReallyConnect @MikeClark03
company/really-connect
groups/reallyconnect
reallyconnect.com
Leveraging Your Online Networks