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Every H-Rep Needs An E-Rep 1 Todd Youngblood                                                                                       The YPS Group, Inc.                                                          www.ypsgroup.com                                                              todd@ypsgroup.com                                                                                        770-514-1189 July 25, 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: ,[object Object]
 A cell phone
 A laptop
 An E-Rep6
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

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H rep needse-rep100725

  • 1. Every H-Rep Needs An E-Rep 1 Todd Youngblood The YPS Group, Inc. www.ypsgroup.com todd@ypsgroup.com 770-514-1189 July 25, 2010
  • 2. 2 Agenda Definitions & Perspective Why bother??? E-Rep Positioning Building Your E-Rep
  • 3. Explicit, Tacit & New Knowledge Explicit Knowledge + “E-Rep” “H-Rep”
  • 4. 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
  • 6.
  • 7. A cell phone
  • 10. 7 Agenda Definitions & Perspective Why bother??? E-Rep Positioning Building Your E-Rep
  • 11. Alexa.com Site Ranking 8 Lower is better!
  • 12. Alexa.com Site Ranking 9 Lower is better!
  • 14. 11 “Push” is less effective than “Pull”
  • 15. 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!!!
  • 16. Where E? Where H? 13 e-Rep e-Rep h-Rep
  • 17. 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
  • 18. 15 An E-Rep shares knowledge and builds the credibility of the H-Rep.
  • 19. How Do They Find Knowledge? 16 How Do you Find Knowledge?
  • 20. 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…)
  • 22. 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”
  • 23. 20 “Only the mediocre are always at their best.” - Jean Giradoux
  • 24. “Social Media”Numbers Reached 21 ? 40,800 X 145 280 A “Thin” Relationship… …Is Where It All Begins
  • 25. “Social Media”Numbers Reached 22 ? 3,040,800 X 74 Dunbar # = 150 X 145 280 40,800
  • 26. 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.
  • 27. 24 Agenda Definitions & Perspective Why bother??? ??? E-Rep Positioning Building Your E-Rep
  • 28. OrchestrateKnowledge Flows 25 CRM Dunbar # = 150 45,000 Support Team Customer H-Rep E-Rep “E-Rep Ocean”
  • 29. 26 Agenda Definitions & Perspective Why bother??? ??? E-Rep Positioning Building Your E-Rep
  • 30. 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.
  • 31. Core “Lurk & Learn” Tools 28
  • 33. 30
  • 35. Core Collaborate & Create Tools …get “Lurk & Learn” & “Harvest, Share, Attract” down first.
  • 36. 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

Editor's Notes

  1. The REAL point here is integration of all sales & marketing activities and tools into a coherent wholeGutenberg press- 1455
  2. Tell the relationship story from Hotel
  3. Robin Dunbar- British anthropologist - primates, tribes/villages, army units, 18th century counties in UK