Fab system explanation 6 slides


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An introduction to a powerful new technique for using LinkedIn.

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Fab system explanation 6 slides

  1. 1. Growing Your BusinessUsing LinkedInMike NevinAlliance Best Practice
  2. 2. Contents of this executive briefing packThis briefing pack covers the following areas: 1 The System: What is it? and How does it work? 2 Effect: What effects can we expect as a result of using the system? 3 The Evidence: What evidence is there that it works? 4 Uniqueness: Why is it special? 5 Questions: What are some of the common questions from clients? 6 Proof: How can you try before you buy? 7 Cost / Value: What cost and benefits have other clients seen? 8 Further Details : How can you get further information on the system?Page  2
  3. 3. The FAB SystemThe FAB system is a simple, proven, three step process for success  F = Find Them  A = Make Appropriate  B= Build relationships  In this stage you will learn contact with them. with them. how to target with  The second stage allows  The third stage shows amazing accuracy people you to make the right kind you how to build ongoing who can help you grow of contact and be seen as deep and valuable your business. a ‘trusted advisor’ rather relationships with key than as a salesman. contacts to sustain your development efforts over time.Page  3
  4. 4. System Effects : Before and AfterClients have typically seen a 250% - 650% increase in sales in 12 months Before After  Individual sales efforts spread across  Individuals have a better the whole firm. understanding of what LinkedIn can  Patchy use of sales systems and no do to help them. relationship building system.  The organisation has a defined social  Some sales / development people media strategy. aware of LinkedIn.  Pragmatic 30 – 60 and 90 day action  No coherent or deliberate use of plans are in place. LinkedIn for added sales value.  Business development staff are  State of ‘unconscious incompetence’ trained in the use of the FAB system. most people don’t know they have a  Management has some clear metrics problem. to judge success.  Sales results go up!Page  4
  5. 5. The Evidence: Cross Sector & SizesThe following are example client situations, more are available on request:  Before: Telesales costing £2,100. Results disapointing A:live  During: Identification of 10 new key accounts and key decision makers Communications  After : 80% response rate and 3 conversions within 30 days  Before: Lack of understanding of what LinkedIn could do for the firm KEY Personnel Ltd  During: One day training and system awareness  After: Practical 90 days action plans. 5 new placements to date  Before: Un co-ordinated activities with the Alumni and course sellingAshridge Business  During: One day strategy clarification and system introduction School  After: Course bookings up 43% ROI on exercise 1400%  Before: Some business development personnel using LinkedIn but no integration Geotechnical  During: FAB system training course and explanation Engineering Ltd  After: Common linking of in house personnel led to 3 new salesPage  5
  6. 6. Uniqueness: Why is it special?The FAB system is unique in three critical ways:  It is simple to apply and proven to provide repeatable results.  It has been tested by multiple organisations and proven to work each time.  The system is not a ‘one off’ trick. It is soundly based on relationship building techniques practiced by the largest Multi National Enterprise (MNE) companies.  It is simple to teach and practical results can be achieved in less than a day.  Companies and individuals can ‘try before they buy’ by testing the situation in a live demo mode with FAB practitioners.  The results can be immediately assessed (within hours) for relavence suitability and impact.Page  6
  7. 7. Frequently Asked Questions (FAQs)The following are a selection of FAQs from clients: Question Answer 1. I sell services not products. Will 1. The system works equally well with this system be applicable to me? service as well as product 2. I have a business to business companies. (B2B) model rather than a business 2. The system works best with B2B to consumer (B2C) model is this rather than B2C models. relavent? 3. The more you can build the system 3. I don’t have much spare time with into your business development all the other demands on me. How activities the more poerful it will much time will I have to commit? become but you can start with as 4. I am not keen on social network little as 1 hour per week. sites generally (like Facebook) will I 4. No. The FAB system utilises need to learn a whole new set of common PC techniques which are skills? easily mastered.Page  7
  8. 8. Proof: Try before you buyThe FAB system allows you to ‘try before you buy’ within 2 hours:  Finally ABP can show you how to B build a developing relationship with Build the targets over time.  The candidate list is then A benchmarked against our system to See how many see how many you could contact you could contact immediately.  ABP can run a diagnostic F assessment on the types of people Over 90 million contacts that could help you build your business and create a candidate list.Page  8
  9. 9. Cost benefit analysesTypical cost benefit analyses from clients: Typically 250% - 650%  Cost / benefit ratio = The ratio of total costs paid out for the system 900 compared to the extra revenue achieved as a result of its use. 800  Typical review points are 30 60 and 90 days. 650  Typical cost / benefit ratios are between 450% and 900%  Typically clients achieve a 250% - 450 650% increase in gross sales at minimal cost increases. Co. A Co. B Co. C Co. DPage  9
  10. 10. Further DetailsFurther details can be obtained from: For further details please contact: Mike Nevin Managing Director Alliance Best Practice W: www.alliancebestpractice.com O: +44 (0)1675 442490 M: +44 (0)7766 752350 E: mike.nevin@alliancebestpractice.comPage  10