Every H-Rep Needs An E-Rep<br />1<br />Todd Youngblood                                                                    ...
2<br />Agenda<br />Definitions & Perspective<br />Why bother??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
Explicit, Tacit & New<br />Knowledge<br />Explicit<br />Knowledge<br />+<br />“E-Rep”<br />“H-Rep”<br />
You’re An “H-Rep”if…<br />…you have specialized knowledge and     expertise <br />…when your advice is followed, it helps ...
Resistance At Every Stage<br />5<br />
You get:<br /><ul><li> A car allowance
 A cell phone
 A laptop
 An E-Rep</li></ul>6<br />
7<br />Agenda<br />Definitions & Perspective<br />Why bother??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
Alexa.com Site Ranking<br />8<br />Lower is better!<br />
Alexa.com Site Ranking<br />9<br />Lower is better!<br />
Unique Weekly Visitors<br />10<br />
11<br />“Push” is less effective than “Pull”<br />
New Record:  37 Days<br />79% Close In 13-17 Months<br />The Old Record:   8 Months<br />Longest:   4 Years 8 Days<br />Th...
Where E?  Where H?<br />13<br />e-Rep<br />e-Rep<br />h-Rep<br />
E-Rep Chronology<br />Day -395:  (Approx.) “We need help”<br />Day       1:  E-Rep Implementation<br />Day     28:  Receiv...
15<br />An E-Rep shares knowledge and builds the credibility of the H-Rep.<br />
How Do They Find Knowledge?<br />16<br />How Do you Find Knowledge?<br />
Search, Social Search& “Pull” vs. “Push”<br />17<br />Search for:  Whatever<br />X Number of Results<br />Regular Filter<b...
How Much Work?<br />18<br />
Leverage Your Knowledge<br />19<br />This is everything you do<br />~ 5X<br />In addition to the 8 X 5<br />8 X 5<br />24 ...
20<br />“Only the mediocre are always at their best.”<br />                    - Jean Giradoux<br />
“Social Media”Numbers Reached<br />21<br />?<br />40,800<br />X 145<br />280<br />A “Thin” Relationship…                  ...
“Social Media”Numbers Reached<br />22<br />?<br />3,040,800<br />X 74<br />Dunbar # = 150<br />X 145<br />280<br />40,800<...
Why An E-Rep? …a quick recap<br />Builds Your Reputation As An                     “Applicable Knowledge Source”<br />“Pul...
24<br />Agenda<br />Definitions & Perspective<br />Why bother??? ??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
OrchestrateKnowledge Flows<br />25<br />CRM<br />Dunbar # = 150<br />45,000<br />Support Team<br />Customer<br />H-Rep<br ...
26<br />Agenda<br />Definitions & Perspective<br />Why bother??? ??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
3 Facets of E-Rep<br />27<br />Continuously enhance personal skills, knowledge and understanding.<br />Demonstrate persona...
Core “Lurk & Learn” Tools<br />28<br />
Core “Harvest” Tools<br />29<br />
30<br />
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H rep needse-rep100725

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Every H-Rep Needs An E-Rep. That is, every human sales rep needs an electronic alter-ego, on duty 24 X 7 X 365 delivering that value proposition.

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  • The REAL point here is integration of all sales &amp; marketing activities and tools into a coherent wholeGutenberg press- 1455
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  • H rep needse-rep100725

    1. 1. Every H-Rep Needs An E-Rep<br />1<br />Todd Youngblood The YPS Group, Inc. www.ypsgroup.com todd@ypsgroup.com 770-514-1189<br />July 25, 2010<br />
    2. 2. 2<br />Agenda<br />Definitions & Perspective<br />Why bother??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
    3. 3. Explicit, Tacit & New<br />Knowledge<br />Explicit<br />Knowledge<br />+<br />“E-Rep”<br />“H-Rep”<br />
    4. 4. You’re An “H-Rep”if…<br />…you have specialized knowledge and expertise <br />…when your advice is followed, it helps individuals & organizations make and/or save money<br />…your customers are often too preoccupied to invest the time & thought to adequately understand & appreciate your value<br />4<br />
    5. 5. Resistance At Every Stage<br />5<br />
    6. 6. You get:<br /><ul><li> A car allowance
    7. 7. A cell phone
    8. 8. A laptop
    9. 9. An E-Rep</li></ul>6<br />
    10. 10. 7<br />Agenda<br />Definitions & Perspective<br />Why bother??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
    11. 11. Alexa.com Site Ranking<br />8<br />Lower is better!<br />
    12. 12. Alexa.com Site Ranking<br />9<br />Lower is better!<br />
    13. 13. Unique Weekly Visitors<br />10<br />
    14. 14. 11<br />“Push” is less effective than “Pull”<br />
    15. 15. New Record: 37 Days<br />79% Close In 13-17 Months<br />The Old Record: 8 Months<br />Longest: 4 Years 8 Days<br />That’s 1,203%better than average!!!<br />
    16. 16. Where E? Where H?<br />13<br />e-Rep<br />e-Rep<br />h-Rep<br />
    17. 17. E-Rep Chronology<br />Day -395: (Approx.) “We need help”<br />Day 1: E-Rep Implementation<br />Day 28: Received Book Order<br />Day 93: Meeting Request (Day 1)<br />Day 106: Meeting (Day 13)<br />Day 108: Proposal (Day 15)<br />Day 112: E-Rep Follow-Up (Day 19)<br />Day 130: Done Deal (Day 37)<br />The Greeting & The Content!<br />14<br />
    18. 18. 15<br />An E-Rep shares knowledge and builds the credibility of the H-Rep.<br />
    19. 19. How Do They Find Knowledge?<br />16<br />How Do you Find Knowledge?<br />
    20. 20. Search, Social Search& “Pull” vs. “Push”<br />17<br />Search for: Whatever<br />X Number of Results<br />Regular Filter<br />Social Filter<br />“Social Circle” Results Only<br />“Social Circle” = in my Google Profile (i.e., E-Mail Contacts, LinkedIn, Twitter, Blog…) <br />
    21. 21. How Much Work?<br />18<br />
    22. 22. Leverage Your Knowledge<br />19<br />This is everything you do<br />~ 5X<br />In addition to the 8 X 5<br />8 X 5<br />24 X 7<br />…simultaneously reaching many people on many topics<br />“H-Rep”<br />This is a pure display of your Knowledge & Thought Process<br />“E-Rep”<br />
    23. 23. 20<br />“Only the mediocre are always at their best.”<br /> - Jean Giradoux<br />
    24. 24. “Social Media”Numbers Reached<br />21<br />?<br />40,800<br />X 145<br />280<br />A “Thin” Relationship… …Is Where It All Begins<br />
    25. 25. “Social Media”Numbers Reached<br />22<br />?<br />3,040,800<br />X 74<br />Dunbar # = 150<br />X 145<br />280<br />40,800<br />
    26. 26. Why An E-Rep? …a quick recap<br />Builds Your Reputation As An “Applicable Knowledge Source”<br />“Pull” Works Better (That’s how you buy!)<br />Leverage Time & Intellectual Capacity<br />Reach More, Teach More (…network multiplier)<br />23<br />Credibility is built through a long series of small, positive impressions.<br />
    27. 27. 24<br />Agenda<br />Definitions & Perspective<br />Why bother??? ??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
    28. 28. OrchestrateKnowledge Flows<br />25<br />CRM<br />Dunbar # = 150<br />45,000<br />Support Team<br />Customer<br />H-Rep<br />E-Rep<br />“E-Rep Ocean”<br />
    29. 29. 26<br />Agenda<br />Definitions & Perspective<br />Why bother??? ??? <br />E-Rep Positioning<br />Building Your E-Rep<br />
    30. 30. 3 Facets of E-Rep<br />27<br />Continuously enhance personal skills, knowledge and understanding.<br />Demonstrate personal & organizational expertise to gain attention of prospects and customers.<br />Generate new knowledge that when applied, can make and/or save money.<br />
    31. 31. Core “Lurk & Learn” Tools<br />28<br />
    32. 32. Core “Harvest” Tools<br />29<br />
    33. 33. 30<br />
    34. 34. Core “Share/Attract” Tools<br />31<br />?<br />
    35. 35. Core Collaborate & Create Tools<br />…get “Lurk & Learn” & “Harvest, Share, Attract” down first.<br />
    36. 36. 33<br />“H-Rep” + “E-Rep”<br />Become A Trusted Source Of Applicable Knowledge!<br />Todd Youngblood<br />The YPS Group, Inc.<br />Acworth, GA<br />770-514-1189<br />todd@ypsgroup.com<br />

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