This is a proprietary program developed by New York Times bestselling author Rory Vaden and Southwestern Consulting on strategies and techniques for how salespeople can use social media to generate unlimited referrals.

1. Rory Vaden, MBA
Co-Founder of
Southwestern Consulting
•New York Times bestselling author of Take the Stairs and author
of Next Generation Marketing: Making Social Media Work in 30
Minutes Per Day
•Toastmasters World Champion of Public Speaking 1st Runner Up
•Self-Discipline Strategist featured on Oprah radio, Fox News,
CNN, CNBC, CBS, in SUCCESS Magazine, Businessweek, Inc,
Wall St Journal and USA Today

2. TWITTER: @rory_vaden
BLOG:www.takethestairstour.com
Competition
Your competition is no longer just
other people who do what you do. You
are now competing with anything that
competes for people’s attention.

3. TWITTER: @rory_vaden
BLOG:www.takethestairstour.com
Social Media Marketing:
1. the best form of social media
marketing in the world right now is
called YouTility™ marketing:
providing what relevant and useful
information you have to others.

4. Rory’s Blog:
www.roryvaden.com/blog

5. WHAT DO YOU WANT MOST FOR YOUR
BUSINESS IN THE NEXT 60 DAYS?
1. Use the tools that corporate has provided
for you. All the tools you need to be
successful are there!
2. Make sure that your local website is up to
date to capitalize on pre-existing and new
traffic!
3. Use social media to open doors, stay in
touch, solidify, and get referrals!

7. LinkedIn
Average Age: 41
Household Income: $109,703
Household Income $100k+ 53.5%
College Grad/Post Grad: 80.1%
Business Decision Maker: 49%EVP/SVP/VP: 6.5%
24% Have a Portfolio Value of $250k+
Not a Kid’s Toy

8. Think of it as your _____________ at the
office with whom you do professional
networking.
Much like a virtual _______________
WHAT IS Linked In?

9. Recommendations

10. Golden Nugget Notes
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

11. How to grow your LINKEDIN network
#1 – Import your contacts
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

12. How to grow your LINKEDIN network
#1 – Import your contacts
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

13. How to grow your LINKEDIN network
#1 – Import your contacts
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

14. How to grow your LINKEDIN network
#1 – Import your contacts
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

15. How to grow your LINKEDIN network
#2 – Use suggestions
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

16. How to grow your LINKEDIN network
#2 – Use suggestions
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

17. Profile – www.roryonlinkedin.com

18. TWITTER

19. WHAT IS TWITTER?
Think of it as the chatter at a cocktail party.
Answering the question “what’s happening?”

20. 5 Conversations You Care About On Twitter
1. Industry information
1. Geographic information
1. Useful information for your customers and
Prospects
2. Your Name!
1. PAST CLIENTS!

21. TWITTER
A. What is Twitter? Think of it as the chatter at a party
Technically it’s a micro-blogging service that limits you to
140 character answers to the questions “what are you doing
now?”
B. Key Terms to know on Twitter
1. Hash tag – Designated by a #___ it’s a way for people
to carry on a public conversation that can be monitored. It’s
like speaking on the same channel with a walkie-talkie.
(#stairviolator, #tts, #ssn09, #FF)

23. www.roryontwitter.com

24. What is the #1 concern
people have about
Facebook????

25. REAL
LIFE

27. WHAT IS FACEBOOK?
Today, there are over __________ people on
Facebook and doubling every year.
What is Facebook? Facebook is like your friends at
A BARBEQUE.
Fastest growing demographic is age 35-55.
Second fastest growing demographic is ages _______

28. REACHINGYOUR
PROSPECTS
HowtogrowyourFACEBOOK
network
#1–Importyourcontactsto
FanPage

29. REACHINGYOUR
PROSPECTS
HowtogrowyourFACEBOOK
network
#1–Importyourcontactsto
FanPage

30. www.roryonfacebook.com

31. Rory’s Blog:
www.roryvaden.com/blog

32. Social Media To Do List
1. Initiate - Connect with your past contacts
and customers.

33. The Repeat Feat

34. The Repeat Feat

35. The Repeat Feat

36. The Repeat Feat

37. Social Media To Do List
1. Initiate - Connect with your past contacts
and customers.
2. Activate - Start using the sites to get
referrals.

38. Servant Selling Premise
You make it easier for people to do business
with you if they personally know other
people who have done business with you.

39. The Simple Sweep

40. The Super Sweep

42. The Name Game

43. Friends of Friends

46. The Name Game - Approach
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com
Social Media Phone Approach:
Hello, is Referral there? Great. Referral this is ___. You and I
haven’t had a chance to meet yet but the reason I was giving
you a call is because I was surfing online the other day and I
think you and I might have some mutual friends. By chance do
you know _____ and _____?
Oh really, how did you meet Referree? How long have you
known each other? [allow for casual conversation]. Nice. Well I
met Referree from _________ . Anyways, I am a [insert elevator
speech here]… And I really prefer to work with people who are
friends or friends of friends so I just thought I’d reach out and
touch base with you….[carry on into your standard approach]

47. Servant Selling Premise
Think of yourself as a “Social Ambassador.”

48. The Hunt and Peck

49. The Hunt and Peck

50. The Hunt and Peck

51. The Hunt and Peck

53. TheFacebookReferralHitList
UsingSocialMediatoGet
Referrals

54. TheFacebookReferralHitList
UsingSocialMediatoGet
Referrals

55. TheFacebookReferralHitList
UsingSocialMediatoGet
Referrals

56. Social Media To Do List
1. Initiate - Connect with your past contacts
and customers.
2. Activate - Start using the sites to get
referrals.
3. Automate – Use additional tools to set it
on auto-pilot.

57. The Super Sweep Save

58. The Super Sweep Save

59. Facebook Friend Feed

60. Facebook Friend Feeding

61. Powerful Talking

62. Communicate -Tag Target Touching
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

63. Communicate - Tag Target Touching
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

64. Communicate - Tag Target Touching
TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

65. TWITTER: @rory_vaden
BLOG:www.takethestairstour.com

66. How to Save Time

67. Xobni.com

68. WHAT DO YOU WANT MOST FOR YOUR
BUSINESS IN THE NEXT 60 DAYS?
1. Use the tools that corporate has provided
for you. All the tools you need to be
successful are there!
2. Make sure that your local website is up to
date to capitalize on pre-existing and new
traffic!
3. Use social media to open doors, stay in
touch, solidify, and get referrals!

69. Social Media To Do List
1. Initiate - Connect with your past contacts
and customers.
2. Activate - Start using the sites to get
referrals.
3. Automate – Use additional tools to set it
on auto-pilot.
4. Create accountability to do all the above!

70. WHAT DO YOU WANT MOST FOR YOUR
BUSINESS IN THE NEXT 60 DAYS?

71. Don’t get distracted.
Be useful.
Do what you can.