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Photo: Nick HallPresented by Matt Heinz of Heinz MarketingA Visit Seattle Educational SessionHandshakes and @handles
Handshakes & @Handles: How toincrease contacts, leads &opportunitiesMatt HeinzPresident, Heinz Marketing Incmatt@heinzmark...
Housekeeping• Copy of this deck• Offers for you– Secrets to Productivity, Work/Life Balance &Success– 10 minute brainstorm...
Last Slide First1. Networking and sales is still about relationshipsand delivering value2. Tools are just tools (but they ...
Eating the dog food…
Relationships matter
Networking plan in 5 questions1. What/who are your targets?2. What do they care about? Whatoutcome are they seeking?3. Whe...
“Collecting” contacts• Events• Meetings• Phone calls• News articles• Yesterday’s schedule• Etc etc etc…
“Processing” contacts• Follow-up• Value & differentiation• Follow• Registration & triage• Follow-up
Daily to-do’s• Five thank yous• Four catch ups• Three recommendations• Two referrals• One hand-written note
Daily Do Lists• Objective: Engage with social selling bestpractices daily• Cost: Free• How It Works:– Schedule a daily mee...
Matt’s Daily Do List1. Schedule (yesterday & today)2. Touch Base (birthdays, Likes)3. Endorsements (skills, Kred, Klout,Co...
LinkedIn profile best practices
LinkedIn profile best practices
LinkedIn profile best practices
LinkedIn profile best practices
Nine Social Networking Tools1. HootSuite2. Newsle3. TweetAdder4. Contactually5. Buffer6. Socedo7. Nimble8. Email Alerts9. ...
Buffer• Objective: Automate throttling anddistribution of curated content to up to 20social channels• Cost: $20/month• How...
How to create more content• Write more ideas down• Keep a single, ongoing list of those ideas• Ideas, then outlines, then ...
10 sources of content inspiration1. Customer questions2. Stuff you read3. People you disagree with4. Your customer-facing ...
Making the most of live events• Take plenty of business cards (but don’tlead with them)• Dress & appearance is important• ...
Last Slide Last1. Networking and sales is still about relationshipsand delivering value2. Tools are just tools (but they a...
Don’t forget…matt@heinzmarketing.com
Questions?
Photo: Nick Hall
visitseattle.orgfacebook.com/visitseattle twitter.com/visitseattle
Handshakes & @Handles
Handshakes & @Handles
Handshakes & @Handles
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Handshakes & @Handles

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Presentation deck from June 20, 2013 Visit Seattle meeting

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Transcript of "Handshakes & @Handles"

  1. 1. Photo: Nick HallPresented by Matt Heinz of Heinz MarketingA Visit Seattle Educational SessionHandshakes and @handles
  2. 2. Handshakes & @Handles: How toincrease contacts, leads &opportunitiesMatt HeinzPresident, Heinz Marketing Incmatt@heinzmarketing.com @heinzmarketing
  3. 3. Housekeeping• Copy of this deck• Offers for you– Secrets to Productivity, Work/Life Balance &Success– 10 minute brainstorm– Successful Selling• Give me a business card, and write on itwhat you want– It’s that simple…
  4. 4. Last Slide First1. Networking and sales is still about relationshipsand delivering value2. Tools are just tools (but they are critical)3. Engage & nurture prospects (and partners)“upstream” before they are active buyers4. Use research tools to customize approach withnew targets5. Make networking a daily discipline
  5. 5. Eating the dog food…
  6. 6. Relationships matter
  7. 7. Networking plan in 5 questions1. What/who are your targets?2. What do they care about? Whatoutcome are they seeking?3. Where do you find them?4. What or who influences them?5. How do they want to engage and(eventually) buy?
  8. 8. “Collecting” contacts• Events• Meetings• Phone calls• News articles• Yesterday’s schedule• Etc etc etc…
  9. 9. “Processing” contacts• Follow-up• Value & differentiation• Follow• Registration & triage• Follow-up
  10. 10. Daily to-do’s• Five thank yous• Four catch ups• Three recommendations• Two referrals• One hand-written note
  11. 11. Daily Do Lists• Objective: Engage with social selling bestpractices daily• Cost: Free• How It Works:– Schedule a daily meeting with yourself at 7:30am (or whenever you start your work day)– Work through the list
  12. 12. Matt’s Daily Do List1. Schedule (yesterday & today)2. Touch Base (birthdays, Likes)3. Endorsements (skills, Kred, Klout,Connect.me, MeritShare)4. Spam folder5. Network (Twitter adds, G+ Circles)6. Engage (Comments, LinkedIn Groups)7. Prospecting
  13. 13. LinkedIn profile best practices
  14. 14. LinkedIn profile best practices
  15. 15. LinkedIn profile best practices
  16. 16. LinkedIn profile best practices
  17. 17. Nine Social Networking Tools1. HootSuite2. Newsle3. TweetAdder4. Contactually5. Buffer6. Socedo7. Nimble8. Email Alerts9. Morning Coffee
  18. 18. Buffer• Objective: Automate throttling anddistribution of curated content to up to 20social channels• Cost: $20/month• How it works:– Identify value-added content worth sharing on Twitter,Facebook, LinkedIn (including groups)– One-click to share & choose appropriate channels– Automatically queues content for future distribution
  19. 19. How to create more content• Write more ideas down• Keep a single, ongoing list of those ideas• Ideas, then outlines, then drafts• Write ahead of time• Use guest contributors
  20. 20. 10 sources of content inspiration1. Customer questions2. Stuff you read3. People you disagree with4. Your customer-facing teams5. Trade press6. Conferences, panels & Webinars7. Twitter hashtags8. LinkedIn Answers9. The news10.Things you see that are dumb
  21. 21. Making the most of live events• Take plenty of business cards (but don’tlead with them)• Dress & appearance is important• Be polite but proactive• Remember and/or write down names,contexts and deliverables• Focus on THEM (and ask good questions)• Don’t overdo it
  22. 22. Last Slide Last1. Networking and sales is still about relationshipsand delivering value2. Tools are just tools (but they are critical)3. Engage & nurture prospects (and partners)“upstream” before they are active buyers4. Use research tools to customize approach withnew targets5. Make networking a daily discipline
  23. 23. Don’t forget…matt@heinzmarketing.com
  24. 24. Questions?
  25. 25. Photo: Nick Hall
  26. 26. visitseattle.orgfacebook.com/visitseattle twitter.com/visitseattle
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