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Face It and Link In The New Frontier of Prospecting

2© 2009 Ingenuity Marketing

Group, LLC

Who is Ingenuity?

• We do:– Professional service

marketing, including:•Strategy•Training & Coaching•Branding•Packaging, PR,

websites, brochures, various campaigns

3© 2009 Ingenuity Marketing

Group, LLC

Kristy

• Growth Consultant• BS in Human

Development• Relationship

Builder• Business

Development• Networker

4© 2009 Ingenuity Marketing

Group, LLC

Rachel Gold

• Communications consultant

• MFA in Writing• Strategic thinker &

idea person• Publicist• Technophile

5© 2009 Ingenuity Marketing

Group, LLC

Web 2.0

Business Applications

Social Media

YouTubeWiki

Blogs, etc.Social Networking

6© 2009 Ingenuity Marketing

Group, LLC

Social Networking

Site UA 2/09 UA 2/08 Growth Time

Facebook 65 million 20 million 228%3 hours

LinkedIn 13 million 7 million 82% 12 min

Twitter7 million 500,000 1382% 8 min

*Nielsen Online

7© 2009 Ingenuity Marketing

Group, LLC

Why use social networking

1) Customer intimacy2) Credibility through

authenticity3) Accessibility4) Search Engine

Optimization5) Drive traffic to

website hub

8© 2009 Ingenuity Marketing

Group, LLC

Presence is ImportantBrand VisibilityBusiness Development

Tool• Intelligence on

prospects•Accelerate sales

cycle•Lead generation•Easy way to keep in

touch

9© 2009 Ingenuity Marketing

Group, LLC

LinkedIn: What is it?

• Most popular site for professionals looking to network online

• Add complete work history and career profile – similar to online resume

• Can search contacts for people you’d like to be introduced to

10© 2009 Ingenuity Marketing

Group, LLC

LinkedIn: What is it? cont’d.

• Profile is visible through search engines

• Contacts can recommend you through testimonials on your profile

11© 2009 Ingenuity Marketing

Group, LLC

LinkedIn: Business Development

• Lead generation

• Accelerate sales cycle

• Add value to clients and prospects via connections

12© 2009 Ingenuity Marketing

Group, LLC

LinkedIn: Answers

• Great for firm branding

• Experience: Perfect place for key messages

• Answers module

13© 2009 Ingenuity Marketing

Group, LLC

LinkedIn: Groups

14© 2009 Ingenuity Marketing

Group, LLC

LinkedIn: Apps

• Amazon Reading List

• Blog publishing

• Shared workspaces

• Ability to post files to your profile

15© 2009 Ingenuity Marketing

Group, LLC

Managing Status Updates

• Know your audience

• Talk about trends

• Showcase current projects

• Be open for comments

16© 2009 Ingenuity Marketing

Group, LLC

Facebook: What is it?

• Build relationships through a more personal, active online community

• Brand of You: Humanize firm• Unlike LinkedIn, can directly connect to

strangers

17© 2009 Ingenuity Marketing

Group, LLC

Facebook: What is it? cont’d.

• Can customize Facebook page to reflect interests and expertise – great for BD; less professional feeling, more fun feeling

• Can scan information and news about friends in your network

18© 2009 Ingenuity Marketing

Group, LLC

Facebook: Business Development

• Prospecting• Intelligence

on the person• Leverage their

networks• Rapport

building

19© 2009 Ingenuity Marketing

Group, LLC

Facebook: PrivacySettings:• Only

Friends• Friends of

Friends• My

Networks and Friends

• Custom (some networks)

20© 2009 Ingenuity Marketing

Group, LLC

Managing Time• You don’t have to

accept all the applications on Facebook

• Don’t try to do everything

• It’s more important to be consistent than complete

• Delete often

21© 2009 Ingenuity Marketing

Group, LLC

Facebook: Managing Time

22© 2009 Ingenuity Marketing

Group, LLC

Policies - Don’t• Don’t use client names

without their permission

• Don’t show information you wouldn’t want a prospect to see

• Don’t post internal information

• Don’t sound formal• Don’t pick fights

23© 2009 Ingenuity Marketing

Group, LLC

Policies - Do• Add value• Use firm key messages

in social networking• Do create hard links

back to your site• Treat your posts like

any other published venue

• Use a disclaimer if you’re posting your opinion

24© 2009 Ingenuity Marketing

Group, LLC

Thank you

Resources Galore• InGenius Review• PowerUp! Blog

– www.powerupblog.com

• www.ingenuitymarketing.com

• Kristy@ingenuitymarketing.com

• Rachel@ingenuitymarketing.com

• 651.690.3358