mncrew speak090729 rg
TRANSCRIPT
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
• 651.690.3358