Business Networking 2.0: How to increase contacts, leads & opportunities

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Presentation deck from February 20, 2013 luncheon at the South Lake Union Chamber of Commerce.

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Business Networking 2.0: How to increase contacts, leads & opportunities

  1. 1. Business Networking 2.0: How to increase contacts, leads & opportunities Matt Heinz President, Heinz Marketing Inc matt@heinzmarketing.com @heinzmarketing
  2. 2. 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 it what you want – It’s that simple…
  3. 3. Last Slide First1. Networking and sales is still about relationships and 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 with new targets5. Make networking a daily discipline
  4. 4. Eating the dog food…
  5. 5. Relationships matter
  6. 6. Networking plan in 5 questions1. What/who are your targets?2. What do they care about? What outcome 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?
  7. 7. “Collecting” contacts• Events• Meetings• Phone calls• News articles• Yesterday’s schedule• Etc etc etc…
  8. 8. “Processing” contacts• Follow-up• Value & differentiation• Follow• Registration & triage• Follow-up
  9. 9. Daily to-do’s• Five thank yous• Four catch ups• Three recommendations• Two referrals• One hand-written note
  10. 10. Daily Do Lists• Objective: Engage with social selling best practices daily• Cost: Free• How It Works: – Schedule a daily meeting with yourself at 7:30 am (or whenever you start your work day) – Work through the list
  11. 11. 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
  12. 12. LinkedIn profile best practices
  13. 13. LinkedIn profile best practices
  14. 14. LinkedIn profile best practices
  15. 15. LinkedIn profile best practices
  16. 16. Nine Social Networking Tools1. HootSuite2. Newsle3. TweetAdder4. Contactually5. Buffer6. Socedo7. Nimble8. Email Alerts9. Morning Coffee
  17. 17. Buffer• Objective: Automate throttling and distribution of curated content to up to 20 social 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
  18. 18. 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
  19. 19. 10 sources of content inspiration 1. Customer questions 2. Stuff you read 3. People you disagree with 4. Your customer-facing teams 5. Trade press 6. Conferences, panels & Webinars 7. Twitter hashtags 8. LinkedIn Answers 9. The news 10. Things you see that are dumb
  20. 20. Making the most of live events• Take plenty of business cards (but don’t lead 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
  21. 21. Last Slide Last1. Networking and sales is still about relationships and 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 with new targets5. Make networking a daily discipline
  22. 22. Don’t forget… matt@heinzmarketing.com
  23. 23. Questions?

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