2. NOTES
Company_____________________________ Date______________________
AGENDA
8:00am Registration, Breakfast and Networking
8:30am Your Computer Setup and Tested
9:00am CLASS START - Social Networks - Getting Productive
Game Plan
9:30am LinkedIn – Getting Found, Getting Referrals
10:30am Break
10:45am LinkedIn – Power Building Your Network
11:15am LinkedIn – Interactive Appointment Setting
NOON Lunch is served
12:45pm Facebook – Separating Personal from Business
1:15pm Facebook – Building your Business Page (properly)
2:00pm Facebook – Building Likes and Followers
2:30pm Break
3:00pm Online Advertising – Driving Leads to Anywhere you Want
3:45pm Getting into your Routine – 20 minutes-a-day
4:15pm Wrap Up and Q&A
4:30pm More Networking
Forward Progress Confidential Page 1 12/17/2012ForwardProgress.net
3. NOTES
Permission Based Emails
a. How are you collecting emails today?
b. How many do you have in total?
c. How many do you collect per week?
d. What are some of the creative ways you collect them?
e. What are you going to do differently?
f. Who will you leverage?
g. List your next steps
Forward Progress Confidential Page 2 12/17/2012ForwardProgress.net
4. NOTES
Social Media Inventory – List anything you have forgotten
a. Video
b. Audio
c. Articles & Blogs
d. Training Materials
e. Website Content
f. Q & A Items
g. Other
Forward Progress Confidential Page 3 12/17/2012ForwardProgress.net
5. NOTES
Keywords
Top Expert Business ServicesSkills What other people call those
Forward Progress Confidential Page 4 12/17/2012ForwardProgress.net
7. NOTES
Website Destination – My Website is….
a. ______________ Years Old
b. LinkedIn to my Company Social Networks _____ Yes _____No
c. Linked to my Personal Social Network Sites _____ Yes _____No
d. LinkedIn to my Partner Sites _____ Yes _____No
e. Activated with Blogging _____ Yes _____No
f. Keyword Optimized _____ Yes _____No
Forward Progress Confidential Page 6 12/17/2012ForwardProgress.net
8. NOTES
MY TOP 5 PEOPLE – REFERRAL$
NAME %OF REVENUE RAPPORT SCORE
RAPPORT AND RELATIONSHIP FACTOR:
0 = NEVER – NOT SURE WHERE WE ARE AT
1 = BARELY CONNECT – THEY KNOW ME BUT NOT SURE OF TRUST LEVEL
2 = COUPLE TIMES A YEAR – THEY KNOW ME AND TRUST ME – REFERS ME
ONCE IN A WHILE BUT HAVE TO ASK
3 = SEVERAL TIMES A YEAR – BETTER CONNECTION AND HIGHER
RELIABILITY FACTOR – STILL HAVE TO ASK
4 = MONTHLY REFERRALS – TRUST AND REFERS ME OFTEN – WILL REFER
ME WITHOUT ASKING SOMETIMES
5 = WOULD DO ANYTHING FOR ME – REFERS ME ALL THE TIME WITHOUT
ASKING
Forward Progress Confidential Page 7 12/17/2012ForwardProgress.net
9. NOTES
MY TOP 5 HUBS – REFERRAL GROUPS
NAME %OF REVENUE RAPPORT SCORE
Forward Progress Confidential Page 8 12/17/2012ForwardProgress.net
10. NOTES
LinkedIn Profile Section
Current Login Info (if applicable)
LinkedIn
Username: _________________________
Password: _________________________
□ Reference current resume
□ Reference contact info (with address of business)
□ Reference database of email contacts
□ Reference list of clients that have given or would give you
testimonials (only need emails)
□ Reference list of any other social media/online presence you
currently have (blogs, websites, etc.)
Picture – Use a basic headshot picture from any digital camera, no professional help needed. A
clean white background is best, but try and appear to be social and smile! Do not use group
photos or logos. Upload up to a 4Mb file and use the system’s cropping tool. The final picture is
quite small – 80 x 80 pixels.
Headline – This is the most important section on your profile, all 120 characters. Defaults
to “Current Job Title at Current Employer”. Use interesting, compelling, colorful words (dynamic,
seasoned, executive) to attract interest. This is critical in attracting people to click through from
search listings. Ex. “Dynamic Mortgage Professional for Over 30 years” (we will adjust it so it
sounds perfect)
Forward Progress Confidential Page 9 12/17/2012ForwardProgress.net
11. NOTES
Summary – Think of this as a brochure and a business Bio. Begin with how helpful you are
to others, encourage people to want to help you in return. Only include current and relevant
information as this is a high-level overview. This is not a historical area unless the history remains
part of the current and future. Do not focus on your work history, but rather who you are, what you
are about, and where you are going in life. Include goals, and what you want people to get out of
reading your profile. You get 2,000 characters (about 2/3 of a printed page) to work with.
Forward Progress Confidential Page 10 12/17/2012ForwardProgress.net
12. NOTES
Skills - LinkedIn Skills helps you get discovered and they allow you to show the expertise level
that you have with these skills. These are the words that will show up in search engines, so think
about what you would like to put down to attract people to find you. You are allowed up to 50
skills, and also include your expertise level and the number of years you have had that skill.
Ex: FHA- 20 years, Expert
Forward Progress Confidential Page 11 12/17/2012ForwardProgress.net
13. NOTES
Experience (Work History) – What to include? How far to go back? What to say? The
Best Practice is to include every position since college. This creates more opportunities for you to
create relationships with others. If you had multiple positions at a company, use the highest
position held. Do NOT simply copy/paste in data from a resume. Limit resume-type statistics.
Include relevant volunteer and community leadership experience. Use years only, no months
needed. You get lots of space, 2,000 characters, so make use of it! There are 100 characters
each for Title & Company Name – high SEO value!
Example - Sales Rep. >>> Sr. Sales Executive >>> Sales Manager – just list Sales Manager
What to say? For each position, state the following:
1. What does the company do?
2. Who do they do it for?
3. Where do they operate?
4. What was your role?
5. What made you special there?
Forward Progress Confidential Page 12 12/17/2012ForwardProgress.net
14. NOTES
Education/Certifications – Schools and a lot more. Remember that education is not
simply college degrees. Any business or professional training (e.g. Dale Carnegie, Integrated
Alliances University) should be listed. List your High School as well. Use years only, no months
needed. Include what degrees you earned, any relevant academic notes (e.g. honor roll), and
activities, clubs, societies that you participated in. Also include any certifications you have.
Interests – What do you like to do when you are not at the office? Here is where you show your
humor side. Formatting is important. Use single words or short phrases separated by commas
(see below). Also, include your professional interests if you have them. Up to 1,000 characters
are allowed.
Example – Personal interests: Biking, Basketball, Community Outreach
Professional interests: Networking, Coaching, Managing
Forward Progress Confidential Page 13 12/17/2012ForwardProgress.net
15. NOTES
Groups and Associations – This is a list of industry, professional and social organizations
and not LinkedIn Groups. It is basic text listing much in a keyword-list type of layout. Include both
the full spelling and the abbreviations. Up to 1,000 characters are allowed.
Example – Worldwide Association of Business Coaches, WABC, American Society of Training &
Development, ASTD
Advice – What advice would you give to someone walking down the street, or if you addressed
a room full of 1,000 people?
Forward Progress Confidential Page 14 12/17/2012ForwardProgress.net
16. NOTES
Your Social Reach
How many LinkedIn Connections ____________
How many Facebook LikesFriends __________
Total _____________ x180 _____ x 112 _______
= Your Total Estimated Reach __________
Forward Progress Confidential Page 15 12/17/2012ForwardProgress.net
18. NOTES
Facebook– Business Page Setup
a. Type of Business Page
b. Keyword Driven Content
c. Value for your Community – Define 5 items
d. What is your communication frequency?
e. What is the source?
f. Who will help?
g. Additional Pages
Forward Progress Confidential Page 17 12/17/2012ForwardProgress.net
19. NOTES
8. Posting Sources
a. News Sources for my industry?
b. Tips we provide for customersclients
c. PeoplePartners who have relevant content
d. SpecialsAnnouncements we can provide
e. Community events and news sources
Forward Progress Confidential Page 18 12/17/2012ForwardProgress.net
23. ASSIGNMENT TRACKER
Task Pty Due Date Leverage Benefit Notes
I’m COMMITED to generating more RESULTS in 2013 ________________________________________ Date ________________
Forward Progress Confidential
24. SNAP – Online Sales Acceleration by Forward Progress, Inc.
Online Appointment Setting Sales Language
COLD--- Phone appointment
Subject: connect –or- this week –or- resource for our clients
Hi ________,
I hope all is well. Caught you on LinkedIn as member of the xxxx group/industry, I thought it might
be mutually beneficial to meet. We have been in the xxxxxxxxxxxxxx “Chicago xxxxxxxxxxx”
business/industry for ## years and always find value in local partnerships. Our clients are always
asking for resources and seems we can never have enough.
I have some time available this xxxxxxx at either ##:## or ##:## for a fifteen minute introduction
call so I can find out more about your business. Let me know if this works and I look forward to
speaking with you.
Best Regards,
FIRST NAME
PHONE
COLD--- Face-to-face appointment
Subject: connect –or- this week –or- resource for our clients
Hi ________,
I hope all is well. Caught you on LinkedIn as member of the xxxx group/industry, I thought it might
be mutually beneficial to meet. We have been in the xxxxxxxxxxxxxx “Chicago xxxxxxxxxxx”
business/industry for ## years and always find value in local partnerships. Our clients are always
asking for resources and seems we can never have enough to recommend.
If you believe it would be beneficial to meet, I will be in the xxxx area this xxdayofweekxx” in the
afternoon for a quick thirty minute introduction meeting so I can find out more about your
business. Let me know if this works and I look forward to meeting with you.
Best Regards,
FIRST NAME
PHONE
ALWAYS HAVE AN INTENTION OF RESULTS BEFORE YOU LOGIN!
Confidential for Students Only Page 1
25. SNAP – Online Sales Acceleration by Forward Progress, Inc.
Online Appointment Setting Sales Language
WARM---2 Old - Phone
Subject: guess who –or- hey –or- catch up
Hey________,
How have you been? You flashed up on my screen in LinkedIn and can’t believe how long it’s
been since we have talked! I would love to catch up with you.
Let me know if you have this xxdayofweekxx or next xxdayofweekxx to talk. I’m looking forward to
catching up.
Regards,
FIRST NAME
PHONE
WARM---2 New - Phone
Subject: Slipped –or- sorry –or- next time
xxfirstnamexx,
How have you been? Can’t believe we met, had a great conversation and I let our getting
together slip away.
Let me know if you have this xxdayofweekxx or next xxdayofweekxx to talk. I would love to get
back on track with our conversation.
Regards,
FIRST NAME
PHONE
ALWAYS HAVE AN INTENTION OF RESULTS BEFORE YOU LOGIN!
Confidential for Students Only Page 2
26. SNAP – Online Sales Acceleration by Forward Progress, Inc.
Online Appointment Setting Sales Language
Flipping on the Add
When adding connections new or old is the best time to flip them to an appointments –
reference the 2 Old – 2 New messages above or if you an add from a recent event use the
sample below.
WARM---Recent Live Networking Connection
Subject: Great meeting you
xxfirstnamexx,
It was great meeting you at the event xxdayofeventxx.
Let me know if you have this xxdayofweekxx or next xxdayofweekxx to talk. I would love to
continue our conversation.
Regards,
FIRST NAME
PHONE
WARM---Group Discussion
Many times the best rule in a group discussion is to build quick rapor and
make it your mission to take that discussion offline to close on a meeting.
Send a “Direct Message” with the text below. When you exceed four
exchanges with no direction, time to move on.
xxfirstnamexx,
Love your insight on xxdiscussiontopicxx.
Let me know if you have this xxdayofweekxx or next xxdayofweekxx to talk. I would like to take
this conversation offline.
Regards,
FIRST NAME
PHONE
ALWAYS HAVE AN INTENTION OF RESULTS BEFORE YOU LOGIN!
Confidential for Students Only Page 3
27. SNAP – Online Sales Acceleration by Forward Progress, Inc.
Online Appointment Setting Sales Language
Confidential for Students Only Page 4
28. Sales Tools - Social Jack Personal Game Plan 30 day CLASS - Sales.xls
Social Jack Personal Game Plan
Sales Attack
User Name MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY
Time Per
Day MAX Facebook LinkedIN Facebook LinkedIN Facebook LinkedIN Facebook LinkedIN Facebook LinkedIN Facebook LinkedIN
Social Outreach (Remember 20 Min
2 Old 2 New) Home Page Scan - Status Update - Status Update -
Status Update - Cross Comment Home Page Scan - Target Fan Post - Status Update - Inbox Review - Get Profile Profile
Status Update - Cross Like Friend Diving Video Post -
Add Friends /Network Diving Group Diving Personal Post Network Diving One UpdateView UpdateView
Add Connections /Comment Group Diving
Goal 8 Appts 2 2 1 2 1
4 Closed 1 1 1 1
Outcome 0
Level 1
Task Duration Definition Task Duration Definition
Facebook - Personal Facebook - Fan
Profile UpdateView 10 Update your personal profile with relevant new info Page Update 10 Update Your Fan Profile Pages with relevant new info
Friend Build - Add 10 Add xx more friends Fan Build - Add 10 Invites xx new Fans
Friend Connect 2 Reach out and direct message xx friends Fan Connect 2 Reach out and direct message xx friends
Cross LikeComment 5 Observe postings of friends then comment and like posts Cross LikeComment 5 Observe postings of Fans then comment and like posts
Friend Diving 10 Go onto friend pages and connect to their relevant friends Fan Diving 10 Go into your Fan List, connect to their Friends "on their page"
Target Fan Post 5 Personal post and @TAG your Fan Page Target Fan Post 5 Fan Page Post and @TAG your selected fans
Personal Post 2 Personal status post Fan Blast 5 Send a Fan Blast - Remember target and value!
Fan Page Post 2 Go to Fan Page as personal account and post on Fan Page Fan Page Post 2 Go to Fan Page as your Personal Account and post on Fan Page
Event Invites 10 Invite new connections to your next Event Event Invites 10 Invite New Fans to your next Event
Photo PostTag 5 Upload Photo - tag relevant others Photo PostTag 5 Upload Photo - tag relevant others
Video PostTag 5 Update Video - tag relevant others Video PostTag 5 Update Video - tag relevant others
Partner Outreach 10 Specifically connect to NEW/OLD Strategic Partners Partner Outreach 10 Specifically connect to NEW/OLD Strategic Partners
LinkedIN
Status Update 2 Update to your profile status
Home Page Presence 2 Be aware of your home page and your network
Profile UpdateView 5 View and make a relevant update to your profile
Cross Comment 5 Look for Key Network connections and comment on their post
Network Diving 10 Click into your connections and see if there are any relevant introductions
Add Connections 10 Did you forget adding any connections this week - Advanced Search
Give Recommendation 10 Give one recommendation - make sure its in the right context
Ask for Recommendation 5 Request one recommendation - make sure its in the right context
Group Diving 10 Spend some time in your most productive group - be the expert
Job Search 10 Spend some time working your network for new job postings - get the recommendations
Answers Section 10 Rescue someone - if you can be a first responder!
Set Appointments 5 Set the hook - are you at or over quota - does not matter - go get one!
Inbox Review 10 Scan your inbox invites, messages, sent, archived, etc - whats works?
Event Invites 10 If you have an active event invite your new connections - otherwise scout for a good event
Blog Activity
Blog Post 30 Post your blog
Blog Comment 5 Comment on the blog post - cross team
Guest Blog 30 Guest blog with someone relevant to your target
Promote Blog 10 Cross promote blog in your Social Sites
* Confidential 12/17/2012 Page 1
