This document discusses using social media for personal branding and prospecting. It outlines the traditional linear prospecting model versus the social media prospecting model, which allows access to a larger universe of prospects independently of time and space. The five essential disciplines of social media for prospecting are described as monitoring, blogging, social networking, microblogging, and multimedia marketing. Each discipline is explained in terms of how it can be used to make contacts, handle objections, establish thought leadership, and promote products and services to a target audience.

1. Social Media for Personal
Branding
Using New Media to be
‘The Hunted’

2. Traditional Prospecting Model
• Linear Process
• # Calls>>#Contacts>>#Presentations>># Sales
• Cold Calls=Numbers Game
• Warm Calls=Quality of Introduction “Referrals”
UVP
Cold Calls
Direct Mail
Door Hangers
Sell Sheets
Seminars
Knock on Doors
Hand Out Business Cards
Limited
Universe of
Prospects
Time & Space
Dependant
Newsletter

3. Social Media Prospecting Model
UVP
Social Networking
Comment Marketing
Blog Posts
Webinars
Follow on Microblogs
Larger Universe of
Prospects
Time & Space
Independant
RSS Feeds
Website Capture Form
V Card
Widget

4. What is Social Media?
an umbrella term that defines the various
activities that integrate technology, social
interaction, and the construction of words,
pictures, videos and audio

5. The 5 Essential Disciplines of
Social Media
• Monitoring
• Blogging
• Social Networking
• Microblogging
• Multimedia Marketing

6. Monitoring
• To Close a Sale:
– Make contact with prospects
– Handle their objections to their satisfaction
• Social Media Tools make it easy to “listen
in” on the conversation online
• Meet prospects where they gather and
participate.

7. Blogging
• Blogs do 6 Things for your Business
– Deliver Fresh Content
• News
• Updates
• Ideas
• Client Interviews & Testamonials
• Referral Partner Guest Posts
– Increase Traffic to your Brand
– Generate Return Visitors
– Establish you as a Thought Leader
– Generate Main Stream Media Publicity
– Develop Relationships

8. Social Networking
• 6 Degrees of Separation
• FOAF=Friend of a Friend or “friends you
have not met yet”
• Who does your network know that is a
good prospect?
• How do you engage with them?

9. Microblogging
• It can help you connect and network with prospects and
business associates
• It allows you real time access to what is being said about
your organization, product, service or brand. More
importantly, it allows you to reply back helping you
manage your brand and reputation online.
• It can provide you with a steady stream of ideas, content,
links, resources and tips about your areas of expertise
and interest.
• It helps to extend the reach of your thought leadership,
blog posts and other content
• It allows you to promote your products and services
directly to a target audience.

10. Multimedia Marketing
• TV, Radio and Commercials all rolled into
one.
• On Demand delivery of messages.
– This does two things:
• It allows your prospect to take in the information at
their own pace and in their own time. This can
allow for greater absorption of your message.
• It allows you to better use your time to drive other
prospecting tasks that will ultimately allow you to
reach a wider audience by utilizing your time more
wisely.