The PolitePersistence System Workshop 2.12.14
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This was the workshop deck that facilitated a group of about 30 'Polite Persisters' as they learned how to accelerate their human interaction in business. The workshop covered ways to build ...

This was the workshop deck that facilitated a group of about 30 'Polite Persisters' as they learned how to accelerate their human interaction in business. The workshop covered ways to build professional relationships faster and easier than ever before.

The PolitePersistence System is not just about enhancing business development practices - rather The PolitePersistence System can be used to gain significant exposure, seek out investors, etc.

www.PolitePersistence.com

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The PolitePersistence System Workshop 2.12.14 Presentation Transcript

  • 1. THE POLITE PERSISTENCE SYSTEM February 12th, 2014 Presented by: John Genovese Accelerate Human Interaction in Business
  • 2. Agenda 2 Topic Objective Time Welcome Understand why you’re here 5 minutes Objectives Understand your goals for today 2 minutes PICS Stage & Polite Focus Learn how you fit into The PolitePersistence System 3 minutes Introductions Share your objective 5 minutes 80/20 Your Contacts Learn how to target the right contacts 10 minutes Surround Sound Channels Learn the Surround Sound approach to getting responses 10 minutes Navigation Mapping Learn how to stay on track and focused 10 minutes Multiply Yourself Learn how to leverage the power of virtual assistants in your follow up 10 minutes What You Learned Recap the main points 3 minutes Close Discuss next steps and takeaways 2 minutes Copyright 2014 PolitePersistence, LLC Confidential
  • 3. 3 Welcome Thanks for attending! Copyright 2014 PolitePersistence, LLC Confidential
  • 4. Welcome 4 • product development • content development • services • strategy • branding etc. What is Hustling? 80% Promotion 20% Creation Copyright 2014 PolitePersistence, LLC Confidential • marketing • telephonic & electronic communication • direct customer research • networking • paid search • advertisements
  • 5. Welcome cont. 5 Free to paid conversion rate of 13% (Evernote has 6%) 55,000 Total Signups w/ 6,800 paid users Raised $1.8M & Seed Extension of $500K 4.5 Star Rating w/ 1,000+ Reviews Ex-Apple founders with 6 FTEs Copyright 2014 PolitePersistence, LLC Confidential
  • 6. Welcome cont. 6 Success Hustling Promotion Relationships Follow Up Copyright 2014 PolitePersistence, LLC Confidential
  • 7. Welcome cont. 7 “Nothing in this world can take the place of persistence. Talent will not: nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not: the world is full of educated derelicts. Persistence and determination alone are omnipotent.” – Calvin Coolidge, 30th President of the United States Copyright 2014 PolitePersistence, LLC Confidential
  • 8. Welcome cont. 8 Copyright 2014 PolitePersistence, LLC Confidential
  • 9. 9 Objectives Copyright 2014 PolitePersistence, LLC Confidential
  • 10. Objectives 10 1. To share and verbalize your business’s growth goal (i.e. Your Polite Focus) 2. To learn how to use The PolitePersistence System to achieve your Polite Focus 3. To provide you an opportunity to receive feedback from and give feedback to your fellow Polite Persisters 4. To meet and connect with fellow entrepreneurs, business owners and solopreneurs for mutual benefit Copyright 2014 PolitePersistence, LLC Confidential
  • 11. 11 PICS Stage & Polite Focus Copyright 2014 PolitePersistence, LLC Confidential
  • 12. PICS Stage & Polite Focus 12 Copyright 2014 PolitePersistence, LLC Confidential
  • 13. 13 PICS Stage & Polite Focus cont. EXERCISE #1 Using four corners of the room, break yourselves up into your respective PICS Stage. Anyone who wants can be a Client. 1. 2. 1. Anyone else will be the PolitePersistence System Consultants. 3. 1. 4. 5. Clients will be able to apply The PolitePersistence System to their business. Consultants will link up with Clients and help them develop their PolitePersistence System The client should quickly fill out the Client Profile form. As we go through The PolitePersistence System Consultants will be tasked with guiding this Client on using the PolitePersistence System to achieve his or her Polite Focus. Copyright 2014 PolitePersistence, LLC Confidential
  • 14. 14 Introductions Copyright 2014 PolitePersistence, LLC Confidential
  • 15. Introductions 15  30 seconds each  Your Name  Company Name  Company Tag Line or One Sentence Benefit Statement   Polite Focus for Your Company   I.e. We help ABC do XYZ. I.e. I am seeking to... (find beta users, gain more exposure, connect with specific type of contact, find investors, etc.) Something Interesting About You Copyright 2014 PolitePersistence, LLC Confidential
  • 16. 16 80/20 Your Contacts “Fewer is better and less is more.” - Anonymous Copyright 2014 PolitePersistence, LLC Confidential
  • 17. 80/20 Your Contacts 17 Copyright 2014 PolitePersistence, LLC Confidential
  • 18. 80/20 Your Contacts cont. 18 Your message Their Action Copyright 2014 PolitePersistence, LLC Confidential
  • 19. 80/20 Your Contacts cont. 19 Rack the Shotgun Story Racking the shotgun demands attention Copyright 2014 PolitePersistence, LLC Confidential
  • 20. 80/20 Your Contacts cont. 20 The 80/20 PPS Funnel Example Targeted List of Bloggers Gauge Interest in Your Product or Service Rack the Shotgun Follow Up via The PolitePersistence System Interested Bloggers Follow Up via The PolitePersistence System Rack the Shotgun Bloggers Ready to Interview Copyright 2014 PolitePersistence, LLC Confidential Gauge Interest in Conducting Interview
  • 21. 80/20 Your Contacts cont. 21 80/20 for Inbound Contacts  Inbound Contacts  80% of your Inbound Interaction is Generated by 20% of your Message  Need incoming traffic to prove 80/20  Some inbound sources include: Foot Traffic Radio Podcasts TV Google Adwords Endorsed Email Blasts Craigslist Direct Mail Letters Facebook Ads Twitter LinkedIn Banner Ads YouTube Videos Press Releases Books eBay Kindle Books Guest Post Appear as Expert Trade Show Infomercial Free White Paper Webinar Pinterest Copyright 2014 PolitePersistence, LLC Confidential
  • 22. 80/20 Your Contacts cont. 22 80/20 for Outbound Contacts  Outbound Contacts  80% of your Outbound Interaction is Generated by 20% of your Outreach  Need sources of contacts to prove 80/20  Some outbound sources include: Google Alerts Twitter KW Alerts Google Searches Meetups Seminars Conferenc es Events LinkedIn Facebook Twitter Pinterest Niche Sites Trade Orgs Press Releases RSS Feed Local News Bloggers Radio Podcasts Speaker Panels Top X Lists Directories Google+ In-Person Research Copyright 2014 PolitePersistence, LLC Confidential
  • 23. 80/20 Your Contacts cont. 23  Your PolitePersistence System Goal  Follow up ONLY with the individuals who responded when you ‘racked the shotgun’ How Will You Rack The Shotgun? Copyright 2014 PolitePersistence, LLC Confidential
  • 24. 80/20 Your Contacts cont. 24 EXERCISE #2 Help your Client determine his or her 80/20 contact strategy for reaching his or her Polite Focus. Help him or her by recommending: 1. 2.   3. Three inbound sources of contacts, if applicable Three outbound sources of contacts, if applicable Write your answer on a separate sheet of paper – you will share this with the class. Copyright 2014 PolitePersistence, LLC Confidential
  • 25. 25 Surround Sound Channels “A wealth of information creates a poverty of attention.” – Herbert Simon Copyright 2014 PolitePersistence, LLC Confidential
  • 26. Surround Sound Channels 26  Enemy #1: Noise Attention Economy Get Things Done The Mere-Exposure Effect  All leads to  Surround Box Out Approach    Copyright 2014 PolitePersistence, LLC Confidential
  • 27. Surround Sound Channels cont. 27 Enemy #1: Noise Copyright 2014 PolitePersistence, LLC Confidential
  • 28. Surround Sound Channels cont. 28 The Attention Economy UX UP 30 to 40% Clear Call-To-Action Copyright 2014 PolitePersistence, LLC Confidential
  • 29. Surround Sound Channels cont. 29 Get Things Done (GTD) Copyright 2014 PolitePersistence, LLC Confidential
  • 30. Surround Sound Channels cont. 30 Mere Exposure Effect Copyright 2014 PolitePersistence, LLC Confidential
  • 31. Surround Sound Channels cont. 31 Mere Exposure Effect Hmm… I’m starting to like this guy. Copyright 2014 PolitePersistence, LLC Confidential
  • 32. Surround Sound Channels cont. 32 1 Learn to Navigate the Attention Economy Takeaway: Recipients want and need to see relevant information instantly 2 Make Sure to Fit Within their GTD Flow 3 Takeaway: Simplify your communication to ensure your task gets accomplished Stay on Their Radar for the Mere-Exp. Effect Takeaway: 4 Continue to message your target recipient until he or she becomes familiar enough with you that he or she responds Takeaway: Box Out Other Noise Know your competing with your recipient’s other tasks so make sure you don’t fall out of site – out of mind Copyright 2014 PolitePersistence, LLC Confidential
  • 33. Surround Sound Channels cont. 33 The PPS Surround Sound Box Out Approach Marketing Noise Marketing Noise Your Message Email Facebook LinkedIn Twitter Google+ Target Recipient Phone Etc. Copyright 2014 PolitePersistence, LLC Confidential
  • 34. Surround Sound Channels cont. 34  Four elements make up a Surround Sound Channel  Medium  Order  Length Between  Template Copyright 2014 PolitePersistence, LLC Confidential
  • 35. Surround Sound Channels cont. 35 Mediums Alternative Communication Mediums Core Communication Mediums  Email  Skype  LinkedIn (InMessage, Connect Request Message, Standard Message)  SMS  Instant Message  Hangout  Niche Communication Mediums  Facebook (Response to post, Direct Message, Company Message)  Google+   Twitter (@Reply, DM, @Mention)   Phone  Copyright 2014 PolitePersistence, LLC Confidential  Creative  Pinterest,  Etsy, etc. Sports  SportsFanLive,  Baseball.net, etc. Real Estate  Zillow,  Trulia, etc. Physical Niche Aggregators  Meetup  GroupSpaces,etc. Etc.
  • 36. Surround Sound Channels cont. 36 Order & Length Between 1st Determine How Many Touch Points 2nd Determine the Order of Your Mediums 3rd Determine Time Between Each Medium Do you want to have a total of three follow ups? Your communication medium order is not set in stone. Do you want to wait three days between each touch point? Do you want to follow up seven times? Remember - Experiment. Do you want to send your tweet out the same day as your email? Remember – The PolitePersistence System suggests 5 – 10 touch points. Remember – Contacts may not check every communication medium you use. Copyright 2014 PolitePersistence, LLC Confidential Remember – the timed structure will help you develop a habit of following up.
  • 37. Surround Sound Channels cont. 37 Copyright 2014 PolitePersistence, LLC Confidential
  • 38. Surround Sound Channels cont. 38 Templates Direct Personal Good – Cite how you came across him or her Remember – Attention First Your goal = get a conversation started Simple When in doubt, try to keep templates short and sweet. Example: - First Line: How you found their information - Second Line: Why you’re To do so, ask a close ended contacting him or her - Third Line: The name of your question: company / product  Are you interested? (hyperlinked to your Best – Cite a referral source & drop homepage) and your one  Do you want to discuss this a specific comment about sentence, description of your further? something he or she wrote company. Include qualifiers (i.e. social proof) if necessary. - Fourth Line: Simple and direct ask - Fifth Line: Your closing Bonus: Services like ToutApp & Yesware allow you to track metrics salutation of templates you use. Better – Cite how you came across him or her and drop a specific comment about something he or she wrote Copyright 2014 PolitePersistence, LLC Confidential
  • 39. Surround Sound Channels cont. 39 EXERCISE #3 Develop your Client’s Surround Sound Box Out Approach Analyze their Polite Focus and pick as many relevant communication mediums as you see fit. Now determine the Order & Length between for each of the communication mediums you chose. Lastly, it’s time for you to write the templates your Client will use for each communication medium. Be sure to include placeholders for variables (i.e. [FIRST NAME], etc.) 1. 2. 3. 4. 1. 5. It might make sense for different members of your Consulting team to write the templates for the different mediums. Write your answer on a separate sheet of paper – you will share this with the class. Copyright 2014 PolitePersistence, LLC Confidential
  • 40. 40 Navigation Maps “If you don't know where you are going, you'll end up someplace else.” – Yogi Berra Copyright 2014 PolitePersistence, LLC Confidential
  • 41. Navigation Mapping 41    Constellations Used for Navigation Science of Your Navigation Map Draw your Navigation Map using Surround Sound Channels as map points Copyright 2014 PolitePersistence, LLC Confidential
  • 42. Navigation Mapping cont. 42 Constellations Make Up Our Navigation Maps Directions Story Telling What does your constellation tell us about your goal? Copyright 2014 PolitePersistence, LLC Confidential
  • 43. Navigation Mapping cont. 43 Science of Your Navigation Map  Clarification “I want to connect with X number of people…”  Motivation “I am connecting with these people because…”  Conviction “I will do XYZ every day to stay the course…”  Celebration “I’m looking forward to achieving this goal…” Copyright 2014 PolitePersistence, LLC Confidential
  • 44. Navigation Mapping cont. 44 Draw Your Navigation Map - 1 of 4 Step 1) Draw Yes, that’s a suppose to be a beer… Copyright 2014 PolitePersistence, LLC Confidential
  • 45. Navigation Mapping cont. 45 Draw Your Navigation Map - 2 of 4 Step 2) Plot 1) Twitter 2) Email Same Day 3) LinkedIn 5) Twitter X Day(s) 4) Facebook Copyright 2014 PolitePersistence, LLC Confidential
  • 46. Navigation Mapping cont. 46 Draw Your Navigation Map - 3 of 4 Step 3) Match to Spreadsheet 1) Twitter 2) Email Same Day 3) LinkedIn 5) Twitter X Day(s) 4) Facebook Copyright 2014 PolitePersistence, LLC Confidential
  • 47. Navigation Mapping cont. 47 Draw Your Navigation Map - 4 of 4 Step 4) Review & Optimize 1) Twitter 2) Email 5/20 = 25% Same Day 5) Twitter 3) LinkedIn X Day(s) 4) Facebook Copyright 2014 PolitePersistence, LLC Confidential
  • 48. Navigation Mapping cont. 48 Here are a few of my own… Inbound Subscribers Outbound Meet-Uppers Copyright 2014 PolitePersistence, LLC Confidential Outbound Bloggers
  • 49. Navigation Mapping cont. 49 EXERCISE #4 1. 2. 3. 4. 5. You will now develop your Client’s Navigation Maps Create a Navigation Map related to your Client’s Polite Focus. (Be Creative) Plot his or her Surround Sound Channels Indicate the length of time between each Medium Give the Navigation Map a Fill-In Feature to track progress Copyright 2014 PolitePersistence, LLC Confidential
  • 50. 50 Multiply Yourself “Time is the most valuable asset you don’t own.” – Mark Cuban Copyright 2014 PolitePersistence, LLC Confidential
  • 51. Multiply Yourself 51   Why use a Virtual Assistant (VA)? Your VA Toolkit  Finding a VA  Managing a VA Copyright 2014 PolitePersistence, LLC Confidential
  • 52. Multiply Yourself cont. 52 Why Use a Virtual Assistant?  It’s simple numbers…  As an entrepreneur, business owner, solopreneur or business developer your time is easily $50+++ / hour  If it takes you on a low end to follow up with 100 contacts five minutes each = 500 minutes = ~ 8 hours.  If YOU follow up it costs you at LEAST $400 + Opportunity Cost If you use a VA (@ $5/hr) it costs you about $40  How many contacts do you need to break even?  Copyright 2014 PolitePersistence, LLC Confidential
  • 53. Multiply Yourself cont. 53 Your VA Tool Kit: Finding a VA VA Matchmakers Online Staffing Portals Bonus: Copyright 2014 PolitePersistence, LLC Confidential
  • 54. Multiply Yourself cont. 54 Your VA Tool Kit: Finding a VA cont.  Your project description should include a few things: 1. 2. 3. 4. 5. 6. 7. Project Summary Project Deliverables (in bulleted list) Skill Requirements What Is Provided Schedule Next Steps Disqualifiers Copyright 2014 PolitePersistence, LLC Confidential
  • 55. Multiply Yourself cont. 55 Your VA Tool Kit: Finding a VA cont.  Examples of Disqualifiers:  “Complete this task...”  “Include these original questions in your response.”  “I Am Real” Copyright 2014 PolitePersistence, LLC Confidential
  • 56. Multiply Yourself cont. 56 Your VA Tool Kit: Managing a VA Explain how to use your PolitePersistence System • Walkthrough the spreadsheet • The spreadsheet is the deliverable • Communication channel templates are included • Each tab is a new approach / niche Copyright 2014 PolitePersistence, LLC Confidential
  • 57. Multiply Yourself cont. 57 Your VA Tool Kit: Managing a VA cont. Explain there are two roles that your VA will play 1) Finding Contacts 2) Receiving Contacts Document Everything Copyright 2014 PolitePersistence, LLC Confidential
  • 58. Multiply Yourself cont. 58 Your VA Tool Kit: Managing a VA cont. Explain how you want to be alerted Copyright 2014 PolitePersistence, LLC Confidential
  • 59. Multiply Yourself cont. 59 Your VA Tool Kit: Managing a VA cont. Explain the purpose of your checkpoints & reviews Have established goals   Goal = Outreach to 200 Contacts w/ 10% conversion Conduct checkpoints once a week     Every Sunday night check results & tweak if necessary Review at the end of month Determine if VA is meeting expectations Copyright 2014 PolitePersistence, LLC Confidential
  • 60. Multiply Yourself cont. 60 EXERCISE #5 1. 2. Write your Request for Proposal (RFP) for finding your Client’s VA. Follow the provided outline but feel free to tweak as you feel necessary based upon your Client’s Polite Focus. Copyright 2014 PolitePersistence, LLC Confidential
  • 61. 61 What You Learned “Systems are the roads that actions take to arrive at achievement.” – John Genovese Copyright 2014 PolitePersistence, LLC Confidential
  • 62. What You Learned 62  How To:    Build a personalized and custom follow up system Empower a VA to ‘automagically’ put you in touch with only the people who want to build a professional relationship with you MOST IMPORTANTLY:  You learned that every time you connect with someone using The PolitePersistence System you are adding real time & money back to your life Copyright 2014 PolitePersistence, LLC Confidential
  • 63. 63 Close Congratulations! Copyright 2014 PolitePersistence, LLC Confidential
  • 64. Close 64 1. Join ‘Polite Persisters’ on Google+ Will post templates and content from workshop here This is a community for: sharing templates, asking questions, connecting with other like-minded hustlers & improving your professional hustling game Click here: Polite Persisters    2. Sign up for PolitePersistence Launch Updates PP is The PPS scaled down, simplified and automated for email Download & use for free @ www.PolitePersistence.com   3. Follow Me on Twitter  @PolitePersist – to keep in touch Copyright 2014 PolitePersistence, LLC Confidential
  • 65. 65 THANK YOU! Copyright 2014 PolitePersistence, LLC Confidential
  • 66. 66 APPENDIX Copyright 2014 PolitePersistence, LLC Confidential
  • 67. APPENDIX: References 67  Everpix Shutdown:   Science Behind GTD:   http://www.theverge.com/2013/11/5/5039216/everpix-lifeand-death-inside-the-worlds-best-photo-startup http://cogprints.org/6289/1/Heylighen-Vidal-GTDScience.pdf Science of Achieving Your Goals   http://www.lifehack.org/articles/productivity/the-science-ofsetting-goals.html http://www.happify.com/public/articles/the-science-ofachieving-your-goals/ Mere Exposure Effect  http://deepblue.lib.umich.edu/bitstream/handle/2027.42/23 882/0000121.pdf Copyright 2014 PolitePersistence, LLC Confidential
  • 68. APPENDIX: 80/20 Rules 68 Inbound Contacts Outbound Contacts Know How Much You Are Willing to Pay for a New Contact (Paid Search) Always Have Something in Common Contacts Who Find You Are More Willing The PolitePersistence System 80/20 Hustling Rules To Live By Author, Speak and Publish When Possible No Cold Calling. Ever. Seek to Solve Problems, Not Provide Information Maintain Detailed Customer Database Copyright 2014 PolitePersistence, LLC Confidential Always Narrow Lists Seek Introductions When Possible Make It Easy to Reply
  • 69. Appendix: Surround Sound Channels 69 AIDA Rack the Shotgun Rack the Shotgun Rack the Shotgun Copyright 2014 PolitePersistence, LLC Confidential