Social jack orientation 201 dean delisle - forward progress

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  • I want to welcome everybody to session 1. Everybody has found the questions area of the GoToWebinar task bar.In our training, what we want to do is make sure you are learning, retaining and doing what we say to help you generate business.Session 1 is the fundamentals. All of you should have a basic account to get started, even if it’s a shell.Everything we’re going to show you is for the free version—that’s the good news. Paid subscribers will see some additional options.
  • Everyone on the call today is concerned with how to build a good, targeted network and find new business.Even though this is sales driven, if you’re a career mover. When you’re using the same strategies as sales. Call it recruiting or something else.All LinkedIn is about connecting your network and getting where you want to go.How to build your personal targets. That is our goal.
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  • We train Fortune 500 to sole proprietors. Regardless of size, the reason that some aren’t succeeding is the mindset.You are on this call because you are trying to learn what it’s all about. You have the right mindset. What you need to do is make sure you’re working within your organization to keep this top of mind.One company, during the 4 weeks we worked with them had 100 new appointments collectively. Top appointment setter had 17 in one week. Depends on your goal. Talk to team members, have a team conversation. Students that are succeeding are bringing this knowledge into their weekly meetings, measuring ROI, making investment in knowledge. Have the right mindset for generating business.
  • Even top networkers sometimes need reminders about his—integrate your efforts. All kinds of different groups. Top networkers are the “hub”
  • Bob – should we do the second bullet?
  • Comes from Greek “autos nomos” – self – law
  • If you work in a referral capacity, light will come on within a few sessions. Endless referrals if you work in a referral environment. You’re earning trust. Think about things a little differently—integrate your language when you see a new opportunity. Make new connections: “Are you on LinkedIn” Do the assumed close.Within 48 hours of meeting somebody, make an effort to connect. We’ll be sharing some very specific language with you that helps you get meetings, even if you don’t know the person.
  • Most of you are adding people to your core network. On your screen you’ll see “Bob” and “Sue” and this is what typically happens.We meet people and we add them to our Blackberry or our contact management database and if we’re really good, we’ll put in some key elements of the relationship and maybe even determine what kind of business we’ll be able to do with them.The magic here is that if Sue is too busy or we’re not a fit for her right now, LinkedIn and other social networks make it easy for Sue to recommend us without working too hard.Think about the network hubs you have—you want to be top of mind with them. Also want to see the people that Sue is connected with so you can ask “Would you mind making an introduction to (specific name)—looks like an ideal connection.”The other day the Sue I was talking to said, “You know what, that person might not be a great fit, but I’ve got some others.” Unfortunately doesn’t always happen, want to be able to make a direct connection.What we’re seeing is that people are coming from 2 and 3 levels away. We’ve had it happen where someone from 3rd level and they read a blog post and really made an impact on them that led to a call to us.
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  • Social jack orientation 201 dean delisle - forward progress

    1. 1. www.ForwardProgress.net(877) 592-6224 Defining Your Destination Orientation 201 #socialjack
    2. 2. www.ForwardProgress.net(877) 592-6224  Please turn off your cell phone  Close your email  Remove all distractions  Tune in and you will see the results quickly! #SocialJack
    3. 3. www.ForwardProgress.net(877) 592-6224  Questions area in task bar  Type us a message so we know you got it  Ask us anything throughout the class #SocialJack
    4. 4. www.ForwardProgress.net(877) 592-6224 • Founder and CEO of Forward Progress, Inc. • Train and Coach over 2,000 people a month • Trained and Coached over 75,000 in Social Network Skills • Over 30 years in Business Coaching, Consulting and Training • Call Center, Internet, eMarketing, Event Management, • Lead Generation, Web Seminars, eLearning, eSelling • Over Two Billion Dollars Sales, over 100 Million Leads, Helped Thousands of People using Internet Based Lead • Financial Services, Real Estate, Professional Services, Legal, Accounting, Manufacturing, Telecommunications, Technical, Insurance, Agencies, Auto, Retail, Banking, Educational and Channel Sales….. Dean DeLisle Using LinkedIn for New Business Development #SocialJack
    5. 5. www.ForwardProgress.net(877) 592-6224 Upcoming Sessions Other Classes you have access to this week and beyond:  Social Jack Orientation 201 – Today  Social Jack Orientation 202 – Same time next Tuesday  Open Group Coaching – Tomorrow, Noon Central  LinkedIn Advanced Sales 301 – Starts Thursday October 17th, Noon Central #SocialJack
    6. 6. www.ForwardProgress.net(877) 592-6224 #SocialJack
    7. 7. www.ForwardProgress.net(877) 592-6224
    8. 8. www.ForwardProgress.net(877) 592-6224 Game Plan – Phase One Road Map to Success 1. Define Your Goal 2. Commit Your Time 3. Identify Your Ideal Destination 4. Identify Your Current Network a) Your ID40 5. Identify Your Ideal Network a) Target People b) Target Keywords 6. Score Your Rapport Level 7. Connect to LinkedIn – Engagement Begins… #SocialJack
    9. 9. www.ForwardProgress.net(877) 592-6224 Are YOU in Sales? #SocialJack
    10. 10. www.ForwardProgress.net(877) 592-6224 Sales 2.0 Sales 2.0: Sales people “ACTIVELY” using Web 2.0 tools, Social Media and Social Networks to sell more effectively. #SocialJack
    11. 11. www.ForwardProgress.net(877) 592-6224 Commitment to Results #SocialJack
    12. 12. www.ForwardProgress.net(877) 592-6224 Your Social Network C.E.O. Connections Engagement Outcome #SocialJack
    13. 13. www.ForwardProgress.net(877) 592-6224 Sales Goals and Objectives •Marketing •Leads •Traffic •Registrations •Friends •Connections •Comments •Sales •Dials •Clicks •Connections •Appointments •Proposals •Closes #SocialJack
    14. 14. www.ForwardProgress.net(877) 592-6224 Sales Goals and Objectives #SocialJack
    15. 15. www.ForwardProgress.net(877) 592-6224 Objectives – What’s Possible 1. Number of current contacts in your database? _____ 2. ____% or _____ people that feed you referrals or bring you direct business monthly? 3. Average transaction amount earned $______? 4. Total monthly volume calculated on referrals (#2 x #3)= $_____? 5. Growth a) 20 Minutes a day b) work social network 6. In 20 min a day you can generate 4 referrals – 25% close ratio brings one more per day how much additional revenue does that generate $______? #SocialJack
    16. 16. www.ForwardProgress.net(877) 592-6224 Objectives – What’s Possible 1. Number of current contacts in your database. 200 2. 10% or 20 people that feed you referrals or bring you direct business monthly. 3. Average transaction amount earned. $ 2,500 4. Total monthly volume on referrals (#2 x #3)= $ 50,000 5. Growth a) 20 Minutes a day b) work social network 6. In 20 min a day you can generate 4 referrals – 25% close ratio brings one more per day, increase in revenue would be $ 12,500weekly x 4 = $ 50,000. #SocialJack
    17. 17. www.ForwardProgress.net(877) 592-6224 Objectives – Claim Yours 1. Write how many Sales/Contracts/Deals you need _______ 2. Per when – Week/Month/Etc _________ 3. How many Proposals/Quotes to achieve one sale? ______ 4. How many appointments do you need for per Proposal/Quote? ________ Sales = 1 @ $2,000 Proposals = 4 Appointments = 8 #SocialJack
    18. 18. www.ForwardProgress.net(877) 592-6224 Commit Your Time! #SocialJack
    19. 19. www.ForwardProgress.net(877) 592-6224 The Network #SocialJack
    20. 20. www.ForwardProgress.net(877) 592-6224 Social Network Efforts Why do they not work for organizations? #SocialJack
    21. 21. www.ForwardProgress.net(877) 592-6224 Social Networks You Already Know • You! • Your Company • Chambers • Industry Clubs • Organization • Charities • Religious • Country Clubs • Network Groups #SocialJack
    22. 22. www.ForwardProgress.net(877) 592-6224 Authenticity Defined Authenticity is …. #SocialJack
    23. 23. www.ForwardProgress.net(877) 592-6224 • Genuineness • Undisputed credibility • Real, honest, worthy of belief, sincere • True to one’s values, spirit, personality, and character despite external pressures • Congruence between who you are on the inside and how you are on the outside • Behavioral integrity – doing what you say • Reciprocity, Mutuality Authenticity Defined #SocialJack
    24. 24. www.ForwardProgress.net(877) 592-6224 Comatose • Asleep • Spaced out • Psychotic Kind of Sort of •Autopilot Activity not tied to yearning Engaged Deep Engagement Transformative Engagement Mis-Engaging Engaging Consciousness; Tied to Yearning, Emotions Engagement Continuum v3 Disengaged *Terms from Click: The Magic of Instant Connections by Ori & Rom Brafman Phatic: social niceties Factual: objective data Evaluative: opinion & judgment Gut Level: emotions, heartfelt Peak: * What do you care about? Dr. Bob Wright – Wright Leadership Institute #SocialJack
    25. 25. www.ForwardProgress.net(877) 592-6224 What is the best thing about referrals? #SocialJack
    26. 26. www.ForwardProgress.net(877) 592-6224 Mark How Many Contacts and eMails Do YOU Have? • That Know YOU? • That Trust YOU? • That have done Business with YOU? • That would recommend YOU? Dean Sue Pat Stop Thinking One Dimensional! #SocialJack
    27. 27. www.ForwardProgress.net(877) 592-6224 • LinkedIn Has Over 230 Million Members • Average user has 240 “Connections” • One degree from over 35,000 “Trusted Connections” • Two degrees from over 3,200,000 “Trusted Connections” • 1 million new members a week • 17.8 million members belong to groups • 1.2 million comments and posts to groups weekly • 2 billion people searches annually • 1 million companies have a company page 2013 LinkedIn Stats - Growing OVER 1,000 to 1 #SocialJack
    28. 28. www.ForwardProgress.net(877) 592-6224 Node: Individual Link: Connection between two nodes Cluster: Several linked nodes Hub: Large cluster, several clusters Network Science Courtesy of US Army #SocialJack
    29. 29. www.ForwardProgress.net(877) 592-6224 Network Science #SocialJack
    30. 30. www.ForwardProgress.net(877) 592-6224
    31. 31. www.ForwardProgress.net(877) 592-6224 Current State vs. Ideal State #SocialJack
    32. 32. www.ForwardProgress.net(877) 592-6224 New Office New Sales What is your Destination?
    33. 33. www.ForwardProgress.net(877) 592-6224 What is your Destination? New Office New Sales #SocialJack
    34. 34. www.ForwardProgress.net(877) 592-6224 What is your Destination? You Claimed It – Remember? Do You Need Further Clarification? Put on your assignment sheet! #SocialJack
    35. 35. www.ForwardProgress.net(877) 592-6224 Objectives – Claim Yours 1. Write how many Sales/Deals you need _______ 2. Per when – Week/Month/Etc _________ 3. How many Proposals/Quotes to achieve one sale? ______ 4. How many appointments do you need for per Proposal/Quote? ________ Sales = 1 @ $2,000 Proposals = 4 Appointments = 8 #SocialJack
    36. 36. www.ForwardProgress.net(877) 592-6224 Who is your Target Customer/Partner? What do they look like? Where are they? What Industry are they in? What size Company do they work for? Who do they know? #SocialJack
    37. 37. www.ForwardProgress.net(877) 592-6224 Mining Your Network Gold • What does the best person in your network look like? • What does the worst person in your network look like? What does your target look like? #SocialJack
    38. 38. www.ForwardProgress.net(877) 592-6224 Network Science – Best RelationshipsList Top 5 People List Top 10 People List Top 25 People 1. What % of your business Volume do you get from the Top 5? 2. What % of your business volume do you get from the Next Level? 3. What % of your business volume do you get from the outer layer? #SocialJack
    39. 39. www.ForwardProgress.net(877) 592-6224 Your Ideal 40 or ID40 These are the “Ideal 40 People” in your network who will serve your destination. You will have the most in depth relationship and rapport with these people and they will help you in your career path. This is an evolving list of ranked connections. These connections can change in rank or be removed if it proves that there are others that seem to be a better fit. It does not mean that you will not maintain contact or relationship with them, you will just focus on working with the Top ID40 to achieve your ideal career or revenue movements. #SocialJack
    40. 40. www.ForwardProgress.net(877) 592-6224 Your ID 40 PEOPLE = Ideal 40 #SocialJack
    41. 41. www.ForwardProgress.net(877) 592-6224 Your ID 40 PEOPLE = Ideal 40 #SocialJack
    42. 42. www.ForwardProgress.net(877) 592-6224 People vs. Hubs #SocialJack
    43. 43. www.ForwardProgress.net(877) 592-6224 Network Science - Hubs YOU! HUB? HUB? HUB? HUB? HUB? HUB? #SocialJack
    44. 44. www.ForwardProgress.net(877) 592-6224 Network Science - Hubs YOU! Conferences Colleagues Charity Assoc Clients Partners #SocialJack
    45. 45. www.ForwardProgress.net(877) 592-6224 #SocialJack
    46. 46. www.ForwardProgress.net(877) 592-6224 ASSIGNMENTS  Define your Destination Clearly  How much do you want to generate - $  Appointments  Proposals  Sales  Who is Your Target CustomerReferral Partner  Complete Your ID40 – PEOPLE  Score Your ID40 – PEOPLE  Outline Your Six Hubs – Cluster of Connections #SocialJack
    47. 47. www.ForwardProgress.net(877) 592-6224 Your Social Results Plan
    48. 48. www.ForwardProgress.net(877) 592-6224 Social Media News #SocialJack
    49. 49. www.ForwardProgress.net(877) 592-6224 Web vs. Email #SocialJack
    50. 50. www.ForwardProgress.net(877) 592-6224 Upcoming Sessions Other Classes you have access to this week and beyond:  Social Jack Orientation 201 – Today  Social Jack Orientation 202 – Same time next Tuesday  Open Group Coaching – Tomorrow, Noon Central  LinkedIn Advanced Sales 301 – Starts Thursday October 17th, Noon Central #SocialJack
    51. 51. www.ForwardProgress.net(877) 592-6224 Contact Us Connect WITH Us! dean@forwardprogress.net TWITTER: www.twitter.com/deandelisle FACEBOOK: www.Facebook.com/deandelisle/ FAN PAGE: www.Facebook.com/ForwardProgress LINKEDIN: www.linkedin.com/in/deandelisle Call (877) 592-6224 www.ForwardProgress.NET #SocialJack

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