Social Selling Made Easy Magazine Issue 3

Driving Sales
ON THE ROAD
Social Selling
Channeling:
Twitter to Linkedin
ACCEPTANCE
ON LINKEDIN
74%
Twitter for
Introverts
ARE YOU
STORYTELLING
YET?
HOW TO BE
Confident
IN ANY ROOM
Story
Marketing Tips
for Small Business
Michael Wolpert
SOCIAL SELLING
Made EasyIssue 03 | 2016

Made Easy
SOCIAL SELLING
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3
CONTENTS
Social Selling TV Interview: Jason "Wally" Waldron
Story Marketing Tips for Small Business
Michael Wolpert
Cover Story
Featured Articles
In Each Issue
35
Twitter is Making it Easier for Social Sellers
Brynne Tillman15
Driving Sales on the Road
Viveka (Vivica) von Rosen17
Social Selling Channeling: From Twitter to Linkedin
Bob Woods20
How to get a 74% Acceptance on New Connections Requests
Mario Martinez27
06
25
editor's desk
32
Twitter for Introverts
Ted Prodromou
38
How to be Confident in Any Room
Susan RoAne
08
Are You Storytelling Yet?
Michael De Groot
07
VIDEO TUTORIAL: LinkedIn Topics: An Interesting Tool for
Researching by LinkedIn Skills

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social media expert Ted Prodromou, author of
Ultimate Guide to LinkedIn for Business and
Ultimate Guide to Twitter for Business.
Additional guests include the top social media
and social selling experts who share their best
strategies.
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4

Made EasySOCIAL SELLING
Publisher
ted prodromou
Editor
ted prodromou
Art Direction
Kelly Brady Design KAW327@Gmail.com
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6
EDITOR'S DESK
What to expect in this issue of
SOCIAL SELLING Made Easy
Ted Prodromou,
Editor
We’re in the middle of the dog days of summer
in the US and it’s hot, hot, hot! The social
media and high tech world are hot too. Twitter’s
revenue and user growth have stalled while
Instagram and SnapChat are exploding. Did
I mention Microsoft is buying LinkedIn and
Verizon is buying the core business of Yahoo.
Fasten your seatbelt because the social media
world is a changin'.
While Twitter is stuck in neutral, it remains a
powerful niche community. This month, I’m
featuring three Twitter-related articles to help
you understand the power of this social media
network.
Twitter for Introverts by yours truly, Ted
Prodromou
Social Selling Channeling: From Twitter to
LinkedIn by Bob Woods
Twitter is Making it Easier for Social Sellers by
Brynne Tillman
Also in this month’s issue:
Our cover story: Story Marketing for Small
Business by Mike Wolpert
How I Get a 74% Acceptance Rate on LinkedIn
Invitations by Mario Martinez, Jr.
Driving Sales on the Road with LinkedIn by
Viveka von Rosen
How to Be Confident in Any Room by Susan
RoAne
This month’s tutorial: LinkedIn Topics: An
Interesting Tool for Researching by LinkedIn
Skills
This month’s expert interview: Scale Up, Scale
Out and Create Prosperity with Wally Waldron.
I want to thank everyone for your support and
kind comments about Social Selling Made
Easy. Please share this issue with your friends
so we can continue growing our subscriber
base. I’m always looking for great content so
contact Jeryl at help@tedprodromou.com if
you’d like to contribute to future issues.
Ted

7
LinkedIn Mystery
VIDEOTUTORIAL
https://youtu.be/SKQ_p7dez-E
LINKEDIN TOPICS: AN INTERESTING TOOL FOR RESEARCHING
BY LINKEDIN SKILLS
LinkedIn Topics is one of those hidden gems on LinkedIn. For some reason,
LinkedIn doesn't promote Topics or include it in the menu. LinkedIn Topics
lets you research by skills, showing you people who include this skill in their
profile, you can learn about this skill by taking a class on Lynda or you can
read articles related to this skill.
Take a look at this short video to learn more about LinkedIn Topics.

8
AreYou
Storytelling
Yet?
Michael de Groot

9
IsStoryTellingFactorFiction
To what extent is story or storytelling currently used in events, meetings or conferences in
your business?
I don’t believe storytelling is used widely at all. There is a tendency to show and tell.
With that I mean that the presenter or speaker always has something to sell, usually their
product or services and therefore they have an agenda. You can’t blame them as this is
how presenting is mostly done. When I create Whiteboard Animation videos for my
clients, I have to coach them regularly to stop selling and instead ‘Share a Story’. Here is a
fun video I created to explain this message in memorable way, hopefully!
How can a story or storytelling create or enhance the effectiveness of business messages
and an audience’s perception of leadership from a speaker?
We all love stories, we learnt about stories when we were very very little and it filled our
imagination with all sorts of wondrous images. When we grow older we still love stories,
we read books, we watch films, we watch TV, we watch the adverts. When we read books
we have to fill our brain with images to make sense of the storyline, as otherwise we
wouldn’t remember it. When we ‘Share a Story’, it is so much more memorable. When we
‘Share a Story’ it enhances our memory of it, because we make an emotional attachment
to it.

10
TheBenefitsofStorytelling
What are the benefits and challenges of using storytelling more and how does
technology play a role in this?
The benefits are very significant. If we are teaching or presenting and we wish
our audience to remember what we have said or spoken about, just presenting
facts just does not cut it. In fact it is a well known researched fact that we forget
80-90% of what we have heard within hours of leaving a meeting, an event or
conference. Check out the Ebbinghaus Forgetting Curve.
The challenge is that we live in a world where we are all being bombarded by
advertising messages everywhere we look, it’s getting so much tougher to stand
out from the crowd and get noticed. And worse still actually get remembered.
Technology plays a massive part in this. I don't care what anyone says, we are
predominantly visual learners. That means anything visual, images and video is
where you can grab someone's attention. Of course video for me is where it's at,
but not just talking head, animation is going to continue to grow exponentially,
so you'd better be doing some.
The objective is just about being more memorable and not forgettable. Most
brands are forgettable although they spend millions getting into our minds on
a macro level. It’s not surprising that brands are using animals in their ads to
evoke an emotional response from us. I call this the ‘Awww Factor’. When
we have an emotional response to something we see or experience it will be
memorable for longer. Equally the animal in the ad will be memorable and it
delivers a hook to the product.
Watch this video where I explain this concept.

11
TheBarrierstoStorytelling
What do you consider to be the key hinderances that stop people (speakers and
presenters) from using story and storytelling methods more?
Because they can’t think of any and are stuck in a paradigm of using sales
speak, Powerpoint Presentation (‘Death by PowerPoint’) methods and their
desire to prove to the listening audience that they are credible and important,
have a lot of knowledge and wish to impress. Because if they impress, the
listener will ‘buy them’. Trouble is the content and the presenter will be
forgettable.
The best example of great Storytelling and presenting I can think of are TED
talks. The presenters in the main are sharing stories, that’s why TED has been
so successful.
Watch this great Ted Talk by filmmaker Andrew Stanton of Toy Story and
WALL-E fame, who shares some clues to a great story.
What can you do to make your messages be more meaningful and memorable
for your audience’s ear?
If it was made compulsory for speakers at meetings, events and conferences to
only be allowed to share a story, then they would.
Guidelines could be issued to any speaker to detail how they could make their
presentation more engaging by sharing stories.

12
Here’s another great video that explains brilliantly why stories need to be told
instead of presenting bullet point lists.
"A list is great at stating raw information, but raw information alone never
changed anyone. Robots love raw information, but humans respond to stories.
You know, information that’s wrapped in something they can understand and
that has meaning.
So, when you need to explain what your something does, be careful that you’re
not just making a list of the features. Give your audience something to believe
in. Give them something to care about. Give them a story."
TheScienceBehindStorytelling
So do you actually know what takes place in your brain when you hear a story?
Let’s compare these 2 short paragraphs and you decide which one is more
memorable?
‘Using my smart phone makes me more efficient and allows me to get back in
touch with my colleagues, family and friends in a way I have never been able to
do before’.
‘Last week, I was travelling in Europe away from the office and my young
family. I have a 2 year-old daughter who misses me when I’m away. Anyway,
the scenery was great and I was in the middle of some gorgeous snow peaked
mountains. Obviously I was working!I managed to have a good signal on my
smart phone and was able to easily get back in touch with my colleagues, family
and friends. I love it that modern technology allows me to do this in a way I have
never been able to do before.

13
You may wish to think about the images that appeared in your brain for the 2
different stories.
Here’s a handy infographic that explains in a bit more detail what happens in your
brain when you listen to stories.
Do you think it's time for you to start 'Sharing Your Story'?
Michael de Groot
@stayingaliveuk
Advising you to ’Share Your Story’ using
LinkedIn, Social Selling and Whiteboard
Animation
Michael de Groot

15
TWITTER
is Making
it Easier for
Social Sellers
If you are a Twitter user, inevitably when you
have uploaded an image or URL link, you had
to tweak your characters down to less than the
expected 140, knowing you are leaving valuable
words behind. Twitter has recently come out with
some changes that are live and others that will
be going live over the next few months. These
changes will have a significant effect on how
social sellers can be using Twitter - especially
long-winded ones like me, including!Brynne Tillman

16
Transforming the Way Professionals Grow
Their Business by Leveraging LinkedIn &
Social Selling
Brynne Tillman
W
e will be able to add more #hastags
to our tweets which helps us get
found by more people.
We can mention more people when sharing
powerful content.
When we quote a tweet we have more
opportunity to share our thoughts around
that tweet. We can use twitter for more
conversations early on in the rapport
building stages all the way through customer
service.
We are encouraged to share more pics,
videos and gifs which tend to attract more
people to our tweets.
All 140 characters are now yours to use.
So for instance, Twitter handles in replies
and media attachments including videos,
pictures, gifs and other media will not be
included in the character count, saving us 10
or more.
Twitter Changes:
Direct Message: Twitter has removed
the character limit completely for direct
messages. This is a huge opportunity for
both social sellers and customer service
representatives. The ability to get entire
thoughts across makes conversations and
building relationships that much more
powerful.
Replies: When replying to a Tweet, @
handle will no longer count toward your 140
characters. This can save you as much as 16
extra characters (Twitter has a 15 character
limit for handles + @).
Media Attachments: Currently when you add
attachments like photos, GIFs, videos, and
polls, they take up 23 characters - but that is
going away! Share your media for free and
you will have 140 characters for the great
words that describe it!
Quote Tweets: When these rolled out we
had all hoped for 140 characters but we only
received 116. But that’s okay, Twitter heard
us and soon we can quote 140 all day long!
Retweet and Quote Tweet yourself: In a
sense, you can double your characters in
any message you send. Tweet with your full
characters, URL, images etc. and then simply
quote even more thoughts words, links or
even @mentions! Big win for social sellers
here!
.@: This one always confused me, why Twitter
made us put a . before @ if you wanted a
tweet to show up publicly - but those days
are almost gone - say good-bye to the “.”
Posting a Link: Currently every link posted no
matter what length becomes a 23-character
hyperlink in the twitter post. The good news
is this will be gone in the next few weeks
along with all the other changes!

17
You are driving to Starbucks, caught in traffic.
The man you are going to meet has been on your
radar for years. In fact, they make fun of you
at work, asking how things are going with “The
Mystery Man”. They can laugh all they want,
but YOU know he is your big ticket! He’s the one
person who can help you achieve everything you
have ever wanted in life.
The car in front of you crawls forward. You are
going to be late. Late for the most important
meeting of your life! Frantically you ask your
Apple Play to send him a text. But you don’t
have his phone number! How could you have
forgotten to save his phone number?
Then your phone pings. It’s your LinkedIn app
reminding you of the meeting you booked with
him. You remember you had connected on
LinkedIn - and you are saved.
Driving Sales
on the Road
Viveka (Vivica) von Rosen

18
(Make sure to connect your calendar in LinkedIn's
Mobile App and turn on Notifications!)
Because there’s his number! Pulling out of traffic, you
stop at the side of the road, and call. He is gracious and
agrees to wait for you.
Sound like the worst first date ever? Sometimes
meeting a new prospect for the first time feels that way.
As a sales professional, we are always meeting new
prospects, new clients, and new leads. And a lot of
time that awkwardness (and low closing ratio) can be
avoided by making use of LinkedIn!
How LinkedIn Works
That fact is you are on your way to meet with a Key
influencer at a company you have been trying to close
for years. Up until someone showed you how to really
use LinkedIn a few months ago, you had been trying
to connect through cold emails and cold calls. None of
which were getting past the dragon at the gate. Named
Todd.
But now, because you were shown how to search
Company Pages, you were able to find that Key
influencer (let’s call him Jim) on his Company page. A
quick search even showed that you had a few colleagues
in common, and went to the same grade school. And
you both like Scuba diving too.
Armed, you send him an InMail (paid LinkedIn Mail to
someone not connected to you on LinkedIn) dropping a
few of these coincidences. And were able to convince
him to accept your invitation to connect.
Through LinkedIn's new Messenger feature you were
able to set up a meeting. Today. This meeting. The
meeting that will land you the biggest account you have
had to date, that might get you the raise, and land you a
big fat commission.
Pulling into the coffee shop you check your LinkedIn
Mobile app. Taking a final peek at the posts he has
written, his bio and his picture, you feel confident in
your ability to engage him on his level. His published
posts confirm he has the knowledge and talents you are
interested in.
No minor detail, you now know what he looks like (so
no awkward “are you Jim?” questions to every man in
the shop vaguely resembling him.) And even though
you‘ve already thoroughly Googled him, a last minute
look at his work history allows you to walk in with
confidence.
Hand outstretched and with an assured smile on your
face, you greet Jim with poise and friendliness. Even
though he is your biggest prospect to date, the research
you have done, and your brief communications almost
make you feel like you know him. Your comfort level
shows through, and that immediately puts him at ease.
You are able to answer his questions seamlessly, and
can even show him examples of your company’s work
on your LinkedIn Company Page (having had your

19
LinkedIn Expert & Author: LinkedIn Marketing
Hour a Day | International Keynote Speaker |
Forbes Top 20 Most Influential
Viveka (Vivica) von Rosen
social media person upload some pertinent updates a
few days earlier.)
As you are scrolling through your Network on your
phone, Jim comments on an update a mutual friend
of yours has made. This leads to an even deeper
conversation and a greater feeling of synergy and
synchronicity.
Finally, about 45 minutes later (a full 30 minutes longer
than he had scheduled with you) he smiles and says to
send him the paperwork. He’s ready to sign.
You stay cool on the outside, but know there will be a
happy dance once you get into your car!
Shaking hands again at the door, you watch him head
out to his car. Pulling out your laptop, and before he
can change his mind, you send him the contract through
LinkedIn Messenger and through email. (You want all
your bases covered!)
Your phone pings again as you get a latte for the road.
Clicking on your notifications, you see a message from
him on your app. A PDF of the signed contract.
Happy dance ensues. Who cares who is looking???
IS THIS FICTION?
Is this a fairy tale? No. While the cast of characters
and the restaurant of choice might change, this scene is
played out every day, by savvy social sellers.
If you are not using LinkedIn, and more importantly,
if you are not making LinkedIn’s mobile a part of your
selling arsenal, then you are missing out on creating
similar results for yourself!
Take the following steps to convert leads into prospects
- and prospects into clients on LinkedIn!
• Get into the habit of using LinkedIn to search and
find prospects.
• See who or what you have in common with them,
and reach out through an InMail or invitation.
• Do some deeper research into their history and
activity; what updates are they sharing? Are they
Publishing Posts? What about?
• Stay in touch with the occasional message and
updates (the more helpful and the less sales-y the
better.)
• Take it offline if you can! Go for the meeting (or at
least a phone call.)
• Make sure your Mobile app is updated and you
calendar is synced.
• Think quality, not quantity when engaging with
leads!
Not every prospect you reach out to on LinkedIn will
become a client - but like the Powerball, if you don’t
play, you’ll never win. (Although unlike the Powerball,
you chances at winning on LinkedIn are super high!)

20
SOCIAL SELLING
CHANNELING:
FROM TWITTER
TO LINKEDIN
Many, many, many of us in the Social
Selling training and coaching
industry stress the importance of
properly using LinkedIn as a prime
tool for Social Selling activity.
I admit falling into that category
much of the time. There is, however,
another tool that belongs in a
very prominent place in every
salesperson's toolbelt: Twitter.
Bob Woods

21
LinkedIn may be "the place to be" for business
professionals. But there a lot of such pros on Twitter,
too. That's reason enough to reach out to them. Another
one, though, is that some people on Twitter are not
on LinkedIn. While that number may not be large,
it's enough to attract prospects you aren't reaching on
LinkedIn. That's reason enough for me to use it as a
part of my own Social Selling activities, and I think it's
enough for you, too.
But isn't LinkedIn the Best Place for Businesspeople?
The short answer is yes... and no.
Of the two platforms, LinkedIn provides more value. It
is also the more professional one. That's where the "yes"
comes in. Even though Twitter can be a cesspool of,
well, I don't even need to get into that here... it can be
successfully used as a part of your Social Selling strategy. Ergo, the "no."
What you need to do, though, is think of Twitter somewhat differently than
LinkedIn.
Twitter and LinkedIn are pretty much two completely different animals.
LinkedIn is a true networking platform that has so much going for it (and going
on with it), I can't list it all in just one sentence. Twitter is more of a broadcast
platform that is also easy to search and navigate. While Twitter does have
networking capability, it's nothing like LinkedIn. Then again, Twitter doesn't
really want to be LinkedIn.
Twitter actually does something better than LinkedIn. Twitter broadcasts
whatever message you want to put out there (as long as your Twitter feed isn't
set to "private," of course). Twitter not only broadcasts this to your followers,
but to anyone you want to see your message via keywords and especially
hashtags.
Twitter is the easiest way to both broadcast your message and to have it found
by those interested in what you're selling or offering. That's why I view all
of this as much more of a "Twitter + LinkedIn" matter than a "Twitter vs.
LinkedIn" question.

22
Using both of them to their respective highest and best uses are in a strategy I
call Channeling.
TWITTER: YOUR "BROADCAST" CHANNEL
Twitter is most effectively used as a channel to bring Twitter users to your
LinkedIn Profile or published content, as well as to your other channels (blogs,
news releases, content from other publications, etc.).
The type of channel to which I'm referring is more along the lines of a channel
of water that joins two larger bodies of water, like lakes, seas, and even
oceans—think the English Channel. In this case, the two "oceans" are LinkedIn
and Twitter, and this strategy is the channel that connects the two.
To get going, start publishing "tweets" on Twitter. You can link to news stories,
blog postings and other forms of content that are important to your prospects
(better referred to here as your "audience"). Here's a great article published just
yesterday on sourcing of content for your various news feeds. As you start to
build an audience, they'll naturally start to be curious about who you are and
what you do.
That's where the most important part of the strategy comes in. You need to have
your LinkedIn Profile URL—that address that looks something like linkedin.
com/in/bobwoods—directly in your Twitter profile.
Hopefully, when someone sees some of your tweets and they click on your
profile, they'll want to click over to your LinkedIn Profile. At that point, if your
LinkedIn Profile is developed and written in a value-added, Social Selling
format, they'll either pick up the phone and call you or send you an email.
You'll also need to have your Twitter
profile developed in a somewhat similar
fashion. While you don't have nearly
the same flexibility to develop a fully
optimized Social Selling profile on
Twitter, you can still have the strong
basics going for you:
An eye-grabbing header image;
A photo that's professional in nature;
A succinct that's written in a way
that shows the value you provide to
prospects and customers (yes, mine
could be better... I'm working on it);
Your LinkedIn Profile URL.

23
At least the Twitter profile is much easier (and less time-consuming) to put together
than the LinkedIn Profile.
TWO-WAY VS. ONE-WAY
Unlike a maritime channel, where traffic is two-way, this Channeling strategy is
primarily one-way: From Twitter to LinkedIn. This is mainly because you're able to
truly "sell" your expertise and thought leadership on LinkedIn, because of the tools
LinkedIn provides. Twitter limits you to 140 characters, which isn't a lot of space
in which to promote yourself. And Twitter's Profile capabilities aren't anywhere
near what LinkedIn can do for you. So Channeling your Twitter followers to your
LinkedIn Profile or published content is the better way to go here.
By the way, you can also use Channeling with Instagram, Pinterest and lots of
other platforms. The key here is to make sure any URL you have in your profiles
on those platforms points to your LinkedIn Profile, as well as to build them in a
way similar to the Twitter profile I've shown above. With a properly formatted,
Social Selling-oriented LinkedIn Profile, you'll have a much better chance of taking
online conversations offline (one of the primary goals of Social Selling).
Isn't it time increase your Social Selling-generated leads and business by
channeling interested prospects to your LinkedIn Profile and published content?
Good luck with your Channeling!
Helping you to usher in the Next Step in
the sales process • Social Selling & LinkedIn
coaching, training & development.
Bob Woods

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25
INTERVIEW with Wally Waldron
SCALE UP, SCALE OUT AND CREATE PROSPERITY
As you work to build your company to the next level, and you begin to show a growth
trajectory, you become more valuable to all stakeholders involved. An amazing thing
happens – you begin to have options. As you scale your business up, you can begin to
“scale out” of your business as well. You can reclaim time and use it for other projects.
You can even sell your company for a multiple if you desire.
However, one word of warning: most companies never get there.
In this interview, Wally Waldron shows us how to get there using his systematic
approach.
Jason "Wally" Waldron
Direct Response Internet Marketing |
Author | Speaker | Consultant | Investor
SocialSellingTV

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Made Easy

27
Mario Martinez Jr.
How I Get a 74%
Acceptance On New
Connection Requests

28
One of the most common social selling
questions I’m asked is: Can I send a
LinkedIn connection request to a cold
prospect?
The answer: Yes, you can. BUT…Don’t
mess it up.
First, let’s establish one thing up front.
Blind cold connection requests are NOT
— and, I repeat — NOT what Social
Selling is all about. Rather, these tips you
will read are a methodical and holistic
approachtocreatingengagementwithyour
targeted audience. In all circumstances,
your objective is not to “spray and pray”
connect requests. Rather, it’s to find
unique opportunities to ENGAGE and
HELP your buyers, which drive a warm
connection.
Second, what I’m going to share with you
does work. I have spent years perfecting
my formula and have found that based
upon the industry by which you sell to,
the percentage can go up or down. My
organization sells to Sales, Marketing,
and Sales Enablement leaders.
So, here is the proof it works. Using my
personal stats alone, between Jan 31 and
April 2, 2016 we sent and/or received a
total of 1,129 connection requests. In
that same time, we added 836 connection
requests. This brings us to a 74%
acceptance rate! The goal, of course, is to
establish a 100% connection acceptance
rate no doubt.
Nowlet’stalkabouttheGOALofacreating
a new connection for a Social Seller. Of

29
course, there are many. However, in my
training, I focus on seven goals of a new
connection.
1. Educate
2. Help
3. Build a Relationship
4. Drive Sales
5. Create Referrals
6. Build your Personal Brand
7. Be Discovered
Whatarethewaysyoucangrowyour
networkasaSocialSeller?
With social selling, your primary goal
is to create a POSITIVE engagement.
Engagement means your targeted buyer is
in some way, shape, or form ENGAGING
with you. Engaging does not just mean
they are writing a message back to
you or responding to you via social.
Engagement could be as simple as your
targeted audience has just looked at your
LinkedIn profile. In my training, that is a
minimum baseline level engagement, and
it can be the first step to creating further
engagement.
Again, Social Selling leaders will teach
many techniques and approaches. I,
however, teach my clients to focus on
these 10 ways to grow your LinkedIn
Connections / Followers and Twitter
Followers.
1. One-2-One Social Engagement
2. Leverage Trigger Events
3. Ask for Referral
4. Leverage Profile Views & Twitter
Followers
5. Use Likes, Comments, Shares to
create engagement
6. Groups
7. Long Blogs
8. Special Messaging Campaigns
9. Engage with followers – Twitter
and LI
10. Simply ASK to Connect
In all cases, after you have established
a connection — DO NOT under
any circumstances send a message
immediately to your new connection
asking them for a sales meeting unless
they have asked for it. That is one of the
quickest ways to turn off your potential
new friend. It seems so logical – yet why
do I receive this type of message multiple
times per day from new and seasoned
reps? Please, sales rep, DON’T mess up
your potential new connection and make
#YourBrandSuck!
Sohowcanyoueffectivelysenda
coldconnectionandgetitaccepted?
Before I answer this question, repeat after
me: “Social Selling is not about spraying
and praying connection requests.” OK.
Now, that we have established that.
One portion of my success formula
after a potential buyer has viewed my
LinkedIn profile is to simply ask them

30
to connect. Remember, a profile view
= ENGAGEMENT! I don’t know what
they read or how much they read, but I do
know they know my picture and/or name.
I also know that as a social seller managing
the page “Whose Viewed my Profile” on
LinkedIn is a GOLD Mine! Make that page
become your friend! It the page which
looks like this:
Within 24-48 hours maximum after I’ve
received a profile view from them, I will
send a connection request to invite them to
join my network. What do I say to warrant
a 74% connection rate? Remember you
only have 300 characters to make this as
personal as possible.
Those who have viewed my LinkedIn
profile
Here is one of the messages which
contributes to a 74% acceptance rate:
Hey FIRST NAME!
Thx for viewing my
LinkedIn profile! After
viewing yours, I would
be honored to have you
in my network to learn
from and network with
you! We also share
common connections!
If open, here is the
connection request!
Looking forward to
learning from you!
Mario
In the message, note I mentioned I would
be honored to have them in my network and
would like to learn from them. This is all
true. I ABSOLUTELY love learning from
fellow sales and marketing leaders and
reps. In addition, I establish that we share
common connections. Of course, the best

31
Social Selling Champion | Keynote Speaker
| Delivering Leadership to Drive Change &
Acheive Quantifiable Sales Results
Mario Martinez, Jr.
message would be to determine whom we
know in common and certainly something
I found of personal interest to them after
reviewing their profile. But remember, we
are talking about a cold connect request
here.
Finally, in the above request, they have one
choice to make – click the check mark to
accept or the X to decline.
WhatifIwantto“ColdConnect”withmy
targetedaudience,shouldIdoit?
In social selling the best option is always
look for an avenue to get a warm referral.
However, as my list shows above, Simply
Asking is #10 on the list. So yes I would
encourage you to do it, after you have
exhausted your other social selling methods
like leveraging a warm referral! Finally,
remember there is NO better message than
the most personalized approach. Always
look for material within their profile to
“connect” with your potential buyer on a
personal level.
And here is my best advise on cold
connecting. Cold connections have a much
higher probability of being accepted if they
are a 2nd degree connection. The lesson?
Filter only for 2nd degree connections on
LinkedIn when sending a cold connection!
Here is a message to a 2nd degree + someone
in the SAME LinkedIn group as myself,
then I will write:
Hey FIRST NAME! LI suggested I might
know you given our shared connections
& we are in the LI group called Sales
Director. After viewing your profile &
being a former VP of Sales, I’d love to
have you as part of my network to learn
from & network with you. If open, here’s
the request! Mario
If you closely read the messages above, you
will quickly see the psychology behind the
messaging. So, there you have it. . . One of
the secrets shared as to how I create new
connections on LinkedIn. Does it work? I
would say a 74% success rate constitutes the
answer is yes!

32
TWITTER
How to
Overcome
Your
Fear of
Tweeting
for
Introverts

33
Twitter is a perfect tool for ex-
troverts because they love to
think out loud and you always
know what's on their mind.
They have no problem sharing their internal
voice with the world by thinking out loud as
they process their thoughts. I've been in count-
less meetings with extroverts who dominate
the conversation as they process all of their
thoughts verbally to the entire group as they
come to a decision. It’s easy for them to share
these thoughts on Twitter and they don’t seem
to care how personal these thoughts are. We've
all seen tweets from extroverts and often think
“TMI” or “I really didn’t need to know that
about you”.
Introverts on the other hand often struggle
with Twitter because they never know what
to Tweet. I'm an introvert and I feel very un-
comfortable sharing my inner voice with the
others. I’m especially uncomfortable sharing
my personal thoughts on Twitter. I'm the type
of person who likes to process my thoughts
before sharing with others. I sit in meetings
with extroverts and get mad because they nev-
er stop talking while I'm trying to process the
thoughts in my head before I share with the
group. When I’m finally ready to share my
thoughts with the group, the extroverts never
stop talking so I can't get a word in edgewise.
I spent most of my first year on Twitter just
observing what others tweeted. I joined Twit-
ter at the beginning so a lot of people were just
sharing what they ate for lunch, what they were
wearing, they had a headache or stomach ache,
or they just ranted about what they didn't like.
I just didn't feel compelled to share how I felt
physically or to rant about other people. Over
time I became more comfortable sharing on
Twitter but I still don't feel comfortable sharing
deeply personal feelings and thoughts.
The easiest way to overcome your fear of
Tweeting is to Tweet inspirational quotes.
While I love reading inspirational quotes, this
is one of the most overused Twitter strategies.
It’s fine to Tweet inspirational quotes occasion-
ally when they really do inspire you but don’t
have your virtual assistant queue up hundreds
of scheduled Tweets that run 24/7/365. One of
my pet peeves is seeing automated Tweets on
holidays that aren’t relevant to the holiday.
Another popular Twitter strategy is to Tweet
pictures of everything you eat. Sharing pictures
of your food on social media is incredibly pop-
ular and Evernote even created an app called
Evernote Food that helps you capture and cat-
egorize your favorite meals. Again, it’s okay to
share what you eat occasionally but don’t over-
do it because this trend is becoming passé.
While these are effective Twitter strategies for
introverts, you want your Tweets to stand out
from the noise on the Twitter Stream. The best
way to stand out from the crowd is to be cre-
ative and different.
So what do I like to Tweet that makes me stand
out? Here are a few strategies I use and feel
very comfortable doing as an introvert.
• Be a curator. I talked about this in my book,
Ultimate Guide to Twitter for Business. As a
curator, I share interesting articles and blog
posts with my community. I also share in-
teresting pictures or videos that I think my
audience would be interested in. As a curator
I’m not creating new content, I'm just shar-
ing interesting content created by others but
I’m adding my perspective to the Tweet.
T

LinkedIn Lead Generation | Social Selling
| Digital Marketing | Best-Selling Author |
International Speaker
Ted Prodromou
34
• Tweet a picture of the day. I’ve seen a lot
of people use this approach and they cre-
ate a catchy name for their picture series. A
friend of mine posts a picture of a beautiful
place every morning when he wakes up and
he titles it “I did not wake up in…”. Use
Instagram when you share your picture on
Twitter and you will be sharing your content
on two popular social networks which gives
you more exposure.
• Tweet about your best customers. Share
success stories or promote their business in
your Tweets. As an introvert I have a hard
time talking about myself. It’s so much easi-
er for me to compliment others so this strate-
gy is very easy for me.
• Tweet about events you are going to attend
or Tweet while you are attending an event.
As you learn from a speaker, share your
learning in a Tweet that includes the event
hashtag. This is a great way to meet people
at an event.
• ReTweet the Tweets of popular Twitter users
and add your two cents to the Tweet. Don’t
just ReTweet without adding value to the
Tweet.
There are plenty of other ways to Tweet with-
out sharing personal information or feeling
uncomfortable if you are an introvert. Most of
the time your Tweet won’t receive a reaction
from others so go ahead and try it. It doesn’t
hurt. Really!
For more tips on how to get over your fear of
Tweeting, grab a copy of my book, Ultimate
Guide to Twitter for Business and follow me @
tedprodromou on Twitter.

35
Story marketing is a natural way for SMB to
connect with customers and prospects on
a level that big companies just can’t. Stories
are how we make sense of what’s happening
around us, it’s how we explain things to
ourselves and others. Story is how we process,
organize and remember information.

36
Story marketing, telling simple stories about our businesses, is how
we can share information with customers and prospects in a way
that they can process, organize and remember.
We make emotional connections through the of telling marketing
stories and that helps us to absorb stories on a conscious and sub-
conscious or less than conscious level; we hear the words logically
and process the meaning emotionally. A good tale, well told will
suck the listener right in, stepping into the story, they will see
themselves in the scene, in your restaurant, in your store – you can
give them a positive customer experience before they even visit by
telling them stories of great customers experiences.
Stories have always been central to the human experience and
today more than even they are critical for small business marketing
success because we live in an immersive media world and people
are demanding an experience with a marketing message, we will
no longer tolerate being spoken down to in advertising. Traditional
marketing now falls flat – we’ve been fooled far too often
The models of storytelling and marketing have also changed, from
the broadcast of one to many to the new social model of one to
one and then many to many. The art of business storytelling comes
naturally and is more important than ever.
Because of the internet and social media revolution, we are closer
to the campfire than when we were enamored with broadcast
television and radio. Media is more participatory, people are
creating their own media, telling their own stories and this makes
them more receptive to yours – when you pay attention to what
matters to them, what impact you can make in their lives, how they
will be better off because of you or with your stuff.
Our businesses are filled with real people; us, our staff and
partners, our customers – we will connect with people if we tell the
stories of those people. Everybody has a story and that some of that
story can be told in a minute or two in a video or a few paragraphs
on the blog or Facebook so that the information, the message, is
passed from a real person to a real customer.
Just knowing a bit of your story will let people get to know you
and feel comfortable before they walk in the door. Talking with
people this way will turn them into comfortable customers who
buy come and come back more often.

37
Founder and CEO of Soci@l Jumpstart, a
Social Marketing Consultancy that advises
brilliant entrepreneurs on creating a space
for their brands to live and breathe on the
Internet.
Mike Wolpert
Three Story Marketing Starters for #SMB
1. Talk about what do you do and why do you do it, what drives
you?
2. Identify the problems the customer wants solved and share how
your thing solves it in a great way,
3. Share your customers experience of you and the thing you do
and sell and why they would recommend you to their friends,
talk about them or let them talk about themselves (even better)
And – REMEMBER – include a beginning, middle, and end.
Stories follow a structure that includes a beginning, a middle,
and an end. In the beginning, you can make promise, highlight
a problem, create a desire – and make some sort of promise. The
middle should deliver on that promise, share the feel good story,
solve the problem and then, in the end, give a call to action. Tell
people what to do next; go to your webste to get something cool on
the topic, come in your store for a special offer or just ‘go forth and
try out the idea I just gave you’ – doesn’t have to be “buy-buy” but
it should be some call to action.
This is your story arc, and as you take your reader along for the
ride they’ll enjoy it, they’ll stick around, tell other people about it,
and come back again and again.
Story marketing is easy for small business owners because we have
interesting stories to tell and we know our customers and the good
we do for them. Telling that little story, as marketing, on social
media where it’s easily shared from friend to friend – is natural,
will become quite easy and is totally worth the effort.

in Any Room
How To Be
Whether it’s a
meeting, interview,
conference or
party, the key to
feeling confident
in any situation is
preparation.
38

Do Your Due Diligence
Before you leave for the event, research the company or organization or host via
google— or your favorite search engine. Check out youtube, twitter, websites, linkedin,
instagram and facebook to “meet” people who may attend, gather information and ideas
for ice-breakers and conversation. If people look familiar, it’s easier to greet them with
a smile.
Be a News Fan
Read local and national news. Whether you read a print or online newspaper or content
curator, know what’s going on in your profession, hobbies, community, city and the
nation. That makes it easier to have conversations.
Bonus Tip: Have three items/issues to add to the conversation if there’s a lull.
Listen To Your Mother
Remember what your parents said about standing up straight with your shoulders back?
They were right. From Jonathan Fast’s Body Language to Amy Cuddy’s Presence,
social science research indicates that posture conveys confidence and impacts the
impression we make.
Bonus Tip: Maintaining eye contact and smiling are two easy things we can do to more
approachable to others who may be shy or self-identify as introverted.
Plan Your Self-Introduction
While we would like to have a wingman who introduces us around, for the most part,
that doesn’t happen. What I suggest in my book and presentations, How To Work
a Room®, is to have a planned, practiced 7-9 second self-introduction. It’s not an
“elevator speech”. Link your self-introduction to the event as that gives people context
for your attendance. When you’re prepared to introduce yourself, you’ll feel confident.
39

Dress For The Occasion
When you are dressed appropriately (whatever that
may be), you won’t have to waste time and energy
thinking about your attire. If an event calls for a
tux, don’t show up in slacks and a blazer or vice-
versa.
Common Bonds Contribute To
Confidence
Before you go anywhere, take two minutes to think
of what you have in common with the people who
will be there— whether it’s a bar, a sporting event,
a fund-raiser, a professional meeting or party.
That makes it easier to approach people and start
conversations.
It’s easy to confuse the demeanor, words and
behavior of Donald Trump as that of a confident person. My best advice: DON’T!
Authentically confident people are not arrogant, bombastic, argumentative or
contentious. They don’t sound like know-it-alls. They not only admit mistakes but they
sincerely apologize and take responsibility for their errors.
Confident people speak with people; not at them. They don’t ridicule or make fun of
others. In fact, they will laugh at themselves. Most importantly, they make other people
feel comfortable with them.
And so can you.
Susan RoAne is a professional speaker and the
author of the Silver Anniversary edition of her
classic How To Work a Room®. She shares the
strategies of meeting, mingling and connecting
with companies, organizations and universities.
Susan RoAne
40

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