4. www.ForwardProgress.net(877) 592-6224
• Founder and CEO of Forward Progress, Inc.
• Train and Coach over 2,000 people a month
• Trained and Coached over 75,000 in Social Network Skills
• Over 30 years in Business Coaching, Consulting and Training
• Call Center, Internet, eMarketing, Event Management,
• Lead Generation, Web Seminars, eLearning, eSelling
• Over Two Billion Dollars Sales, over 100 Million Leads, Helped
Thousands of People using Internet Based Lead
• Financial Services, Real Estate, Professional Services, Legal,
Accounting, Manufacturing, Telecommunications, Technical,
Insurance, Agencies, Auto, Retail, Banking, Educational and Channel
Sales…..
Dean DeLisle
Using LinkedIn for New Business Development
#SocialJack
5. www.ForwardProgress.net(877) 592-6224
Upcoming Sessions
Other Classes you have access to this week and beyond:
Social Jack Orientation 201 – Today
Social Jack Orientation 202 – Same time next
Tuesday
Open Group Coaching – Tomorrow, Noon Central
LinkedIn Advanced Sales 301 – Starts Thursday
October 17th, Noon Central
#SocialJack
8. www.ForwardProgress.net(877) 592-6224
Game Plan – Phase One
Road Map to Success
1. Define Your Goal
2. Commit Your Time
3. Identify Your Ideal Destination
4. Identify Your Current Network
a) Your ID40
5. Identify Your Ideal Network
a) Target People
b) Target Keywords
6. Score Your Rapport Level
7. Connect to LinkedIn – Engagement Begins…
#SocialJack
15. www.ForwardProgress.net(877) 592-6224
Objectives – What’s Possible
1. Number of current contacts in your database? _____
2. ____% or _____ people that feed you referrals or
bring you direct business monthly?
3. Average transaction amount earned $______?
4. Total monthly volume calculated on referrals
(#2 x #3)= $_____?
5. Growth
a) 20 Minutes a day
b) work social network
6. In 20 min a day you can generate 4 referrals – 25%
close ratio brings one more per day how much
additional revenue does that generate $______?
#SocialJack
16. www.ForwardProgress.net(877) 592-6224
Objectives – What’s Possible
1. Number of current contacts in your database. 200
2. 10% or 20 people that feed you referrals or bring you
direct business monthly.
3. Average transaction amount earned. $ 2,500
4. Total monthly volume on referrals (#2 x #3)= $ 50,000
5. Growth
a) 20 Minutes a day
b) work social network
6. In 20 min a day you can generate 4 referrals – 25%
close ratio brings one more per day, increase in
revenue would be $ 12,500weekly x 4 = $ 50,000.
#SocialJack
17. www.ForwardProgress.net(877) 592-6224
Objectives – Claim Yours
1. Write how many Sales/Contracts/Deals you
need _______
2. Per when – Week/Month/Etc _________
3. How many Proposals/Quotes to achieve one
sale? ______
4. How many appointments do you need for per
Proposal/Quote? ________
Sales = 1 @ $2,000
Proposals = 4
Appointments = 8
#SocialJack
23. www.ForwardProgress.net(877) 592-6224
• Genuineness
• Undisputed credibility
• Real, honest, worthy of belief, sincere
• True to one’s values, spirit, personality, and
character despite external pressures
• Congruence between who you are on the
inside and how you are on the outside
• Behavioral integrity – doing what you say
• Reciprocity, Mutuality
Authenticity Defined
#SocialJack
24. www.ForwardProgress.net(877) 592-6224
Comatose
• Asleep
• Spaced out
• Psychotic
Kind of
Sort of
•Autopilot
Activity not
tied to
yearning
Engaged
Deep
Engagement
Transformative
Engagement
Mis-Engaging Engaging
Consciousness; Tied
to Yearning,
Emotions
Engagement Continuum v3
Disengaged
*Terms from Click: The Magic of Instant Connections by Ori & Rom Brafman
Phatic:
social
niceties
Factual:
objective
data
Evaluative:
opinion &
judgment
Gut Level:
emotions,
heartfelt
Peak: *
What do
you care
about?
Dr. Bob Wright – Wright Leadership Institute
#SocialJack
26. www.ForwardProgress.net(877) 592-6224
Mark
How Many Contacts and eMails
Do YOU Have?
• That Know YOU?
• That Trust YOU?
• That have done Business with YOU?
• That would recommend YOU?
Dean Sue Pat
Stop Thinking
One
Dimensional!
#SocialJack
27. www.ForwardProgress.net(877) 592-6224
• LinkedIn Has Over 230 Million Members
• Average user has 240 “Connections”
• One degree from over 35,000 “Trusted Connections”
• Two degrees from over 3,200,000 “Trusted Connections”
• 1 million new members a week
• 17.8 million members belong to groups
• 1.2 million comments and posts to groups weekly
• 2 billion people searches annually
• 1 million companies have a company page
2013 LinkedIn Stats - Growing
OVER 1,000 to 1
#SocialJack
35. www.ForwardProgress.net(877) 592-6224
Objectives – Claim Yours
1. Write how many Sales/Deals you need _______
2. Per when – Week/Month/Etc _________
3. How many Proposals/Quotes to achieve one
sale? ______
4. How many appointments do you need for per
Proposal/Quote? ________
Sales = 1 @ $2,000
Proposals = 4
Appointments = 8
#SocialJack
36. www.ForwardProgress.net(877) 592-6224
Who is your Target
Customer/Partner?
What do they look like?
Where are they?
What Industry are they in?
What size Company do they work for?
Who do they know?
#SocialJack
37. www.ForwardProgress.net(877) 592-6224
Mining Your Network Gold
• What does the best person in your
network look like?
• What does the worst person in your
network look like?
What does your target
look like?
#SocialJack
38. www.ForwardProgress.net(877) 592-6224
Network Science – Best
RelationshipsList Top 5
People
List Top
10 People
List Top
25 People
1. What % of your business Volume do you get from the Top 5?
2. What % of your business volume do you get from the Next
Level?
3. What % of your business volume do you get from the outer
layer?
#SocialJack
39. www.ForwardProgress.net(877) 592-6224
Your Ideal 40 or ID40
These are the “Ideal 40 People” in your
network who will serve your destination. You
will have the most in depth relationship and
rapport with these people and they will help
you in your career path. This is an evolving
list of ranked connections. These connections
can change in rank or be removed if it proves
that there are others that seem to be a better
fit. It does not mean that you will not maintain
contact or relationship with them, you will just
focus on working with the Top ID40 to
achieve your ideal career or revenue
movements.
#SocialJack
46. www.ForwardProgress.net(877) 592-6224
ASSIGNMENTS
Define your Destination Clearly
How much do you want to generate - $
Appointments
Proposals
Sales
Who is Your Target CustomerReferral Partner
Complete Your ID40 – PEOPLE
Score Your ID40 – PEOPLE
Outline Your Six Hubs – Cluster of Connections
#SocialJack
50. www.ForwardProgress.net(877) 592-6224
Upcoming Sessions
Other Classes you have access to this week and beyond:
Social Jack Orientation 201 – Today
Social Jack Orientation 202 – Same time next
Tuesday
Open Group Coaching – Tomorrow, Noon Central
LinkedIn Advanced Sales 301 – Starts Thursday
October 17th, Noon Central
#SocialJack
51. www.ForwardProgress.net(877) 592-6224
Contact Us
Connect WITH Us!
dean@forwardprogress.net
TWITTER: www.twitter.com/deandelisle
FACEBOOK: www.Facebook.com/deandelisle/
FAN PAGE: www.Facebook.com/ForwardProgress
LINKEDIN: www.linkedin.com/in/deandelisle
Call (877) 592-6224
www.ForwardProgress.NET
#SocialJack
Hinweis der Redaktion
I want to welcome everybody to session 1. Everybody has found the questions area of the GoToWebinar task bar.In our training, what we want to do is make sure you are learning, retaining and doing what we say to help you generate business.Session 1 is the fundamentals. All of you should have a basic account to get started, even if it’s a shell.Everything we’re going to show you is for the free version—that’s the good news. Paid subscribers will see some additional options.
Everyone on the call today is concerned with how to build a good, targeted network and find new business.Even though this is sales driven, if you’re a career mover. When you’re using the same strategies as sales. Call it recruiting or something else.All LinkedIn is about connecting your network and getting where you want to go.How to build your personal targets. That is our goal.
Start with poll.
Start with poll.
Start with poll.
We train Fortune 500 to sole proprietors. Regardless of size, the reason that some aren’t succeeding is the mindset.You are on this call because you are trying to learn what it’s all about. You have the right mindset. What you need to do is make sure you’re working within your organization to keep this top of mind.One company, during the 4 weeks we worked with them had 100 new appointments collectively. Top appointment setter had 17 in one week. Depends on your goal. Talk to team members, have a team conversation. Students that are succeeding are bringing this knowledge into their weekly meetings, measuring ROI, making investment in knowledge. Have the right mindset for generating business.
Even top networkers sometimes need reminders about his—integrate your efforts. All kinds of different groups. Top networkers are the “hub”
Bob – should we do the second bullet?
Comes from Greek “autos nomos” – self – law
If you work in a referral capacity, light will come on within a few sessions. Endless referrals if you work in a referral environment. You’re earning trust. Think about things a little differently—integrate your language when you see a new opportunity. Make new connections: “Are you on LinkedIn” Do the assumed close.Within 48 hours of meeting somebody, make an effort to connect. We’ll be sharing some very specific language with you that helps you get meetings, even if you don’t know the person.
Most of you are adding people to your core network. On your screen you’ll see “Bob” and “Sue” and this is what typically happens.We meet people and we add them to our Blackberry or our contact management database and if we’re really good, we’ll put in some key elements of the relationship and maybe even determine what kind of business we’ll be able to do with them.The magic here is that if Sue is too busy or we’re not a fit for her right now, LinkedIn and other social networks make it easy for Sue to recommend us without working too hard.Think about the network hubs you have—you want to be top of mind with them. Also want to see the people that Sue is connected with so you can ask “Would you mind making an introduction to (specific name)—looks like an ideal connection.”The other day the Sue I was talking to said, “You know what, that person might not be a great fit, but I’ve got some others.” Unfortunately doesn’t always happen, want to be able to make a direct connection.What we’re seeing is that people are coming from 2 and 3 levels away. We’ve had it happen where someone from 3rd level and they read a blog post and really made an impact on them that led to a call to us.
