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CareSouth e-Rep
 

CareSouth e-Rep

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CareSouth e-Rep CareSouth e-Rep Presentation Transcript

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