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www.ForwardProgress.net (877) 592-6224
LinkedIn Advanced Sales Program
Session One
How to Structure Your 20 Minutes a
Day to Generate New Sales
www.ForwardProgress.net (877) 592-6224
• Founder and CEO of Forward Progress, Inc. • Train and Coach over 2,000 people a month • Trained and Coached over 60,000 in Social Network Skills • Over 30 years in Business Coaching, Consulting and Training • Call Center, Internet, eMarketing, Event Management, • Lead Generation, Web Seminars, eLearning, eSelling • Over Two Billion Dollars Sales, over 100 Million Leads, Helped
Thousands of People using Internet Based Lead • Financial Services, Real Estate, Professional Services, Legal,
Accounting, Manufacturing, Telecommunications, Technical, Insurance, Agencies, Auto, Retail, Banking, Educational and Channel Sales…..
Dean DeLisle
Using LinkedIn for New Business Development
www.ForwardProgress.net (877) 592-6224
Game Plan Road Map to Success
1. LinkedIn Advanced Sales Training – Our
most popular sales training using LinkedIn, which includes two live online 60-min training classes. Classes begin today, the second class will be next Thursday, January 17th at noon CST.
www.ForwardProgress.net (877) 592-6224
Game Plan Road Map to Success
2. Live Coach Chat Sessions – where we have our expert coaches on the line for 30 minutes every Wednesday at noon CST, you can ask for as much help as you need. We take members on a first come first serve basis, so please submit your questions for any upcoming coach chat to [email protected]. Sessions begin January 16, noon CST. You will be automatically registered and reminded using our GotoWebinar System.
www.ForwardProgress.net (877) 592-6224
Game Plan Road Map to Success
3. Social Jack System Orientation Classes – This is a three-part Class to introduce you to the exclusive Social Jack Social Network Building System. This will show you how to properly build and interact with your Social Network to increase your sales results for 2013. This system can be used with any Social Network Platform, however we feature LinkedIn as a primary example. Starts Tuesday, January 15 at noon CST.
www.ForwardProgress.net (877) 592-6224
Game Plan Road Map to Success
• Gained access to your recordings • Downloaded the materials sent
• Worksheet • Language Sheets • Slides for beginner and these classes
• Share with your team • Watch recordings • Use the materials
www.ForwardProgress.net (877) 592-6224
Game Plan Road Map to Success
• You should have
• Valid LinkedIn Account (only 1) • Stellar Profile • Reviewed and Adjusted Setup • Built Initial Connections • Downloaded Materials • Saved Links • Reviewed with your Team
www.ForwardProgress.net (877) 592-6224
Game Plan Road Map to Success
• Advanced Sales Techniques • Sales Goals and Objectives • Build Your Plan – 20-Minutes a Day • Plan Your Week • Work Your Plan • Measure • Adjust • Keep Active!
www.ForwardProgress.net (877) 592-6224
Sales Goals and Objectives • Marketing
• Leads • Traffic • Registrations • Friends • Connections • Comments
• Sales • Dials • Clicks • Connections • Appointments • Proposals • Closes
www.ForwardProgress.net (877) 592-6224
Objectives – What’s Possible 1. Number of current contacts in your database? _____ 2. ____% or _____ people that feed you referrals or
bring you direct business monthly? 3. Average transaction amount earned $______? 4. Total monthly volume calculated on referrals
(#2 x #3)= $_____? 5. Growth
a) 20-Minutes a day b) work social network
6. In 20-min a day you can generate 4 referrals – 25% close ratio brings one more per day how much additional revenue does that generate $______?
www.ForwardProgress.net (877) 592-6224
Objectives – What’s Possible 1. Number of current contacts in your database. 200 2. 10% or 20 people that feed you referrals or bring you
direct business monthly. 3. Average transaction amount earned. $ 2,500 4. Total monthly volume on referrals (#2 x #3)= $ 50,000 5. Growth
a) 20 Minutes a day b) work social network
6. In 20-min a day you can generate 4 referrals – 25% close ratio brings one more per day, increase in revenue would be $ 12,500\weekly x 4 = $ 50,000.
www.ForwardProgress.net (877) 592-6224
Objectives = Your Goal = Destination
How many appointments do you need per week? What type?
• Qualified • Referrals • Partners • Hubs/Networkers
www.ForwardProgress.net (877) 592-6224
• Cognitive Learning
• Current State
• Ideal State
Current State vs. Ideal State
Kaizen events are multi-day improvement activities aimed at creating change to a process. During the event, the improvement team understands the current state, defines an ideal state and then develops a plan to create change headed in the direction of the ideal state.
www.ForwardProgress.net (877) 592-6224
• Genuineness • Undisputed credibility • Real, honest, worthy of belief, sincere • True to one’s values, spirit, personality, and
character despite external pressures • Congruence between who you are on the
inside and how you are on the outside • Behavioral integrity – doing what you say • Reciprocity, Mutuality
Authenticity Defined
www.ForwardProgress.net (877) 592-6224
Comatose • Asleep • Spaced out • Psychotic
Kind of Sort of • Autopilot
Activity not tied to yearning
Engaged Deep Engagement
Transformative Engagement
Mis-Engaging Engaging
Consciousness; Tied to Yearning, Emotions
Engagement Continuum v3"
Disengaged
*Terms from Click: The Magic of Instant Connec4ons by Ori & Rom Brafman
Pha4c: social nice5es
Factual: objec5ve data
Evalua4ve: opinion & judgment
Gut Level: emo5ons, hear@elt
Peak: * What do you care about?
Dr. Bob Wright – Wright Leadership Institute
www.ForwardProgress.net (877) 592-6224
Mining Your Network Gold
• What does the best person in your network look like?
• What does the worst person in your network look like?
www.ForwardProgress.net (877) 592-6224
445 East Ohio Street, Suite 400, Chicago, IL 60611 T 312.645.8300 www.wrightexcellence.com
May be transferred and used only with appropriate licensing.Copyright Wright Business Institute, Inc. 2010
A4S
Sell by Networking: Spring Session One - 9
What is a Network?
What is a Network?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Elements of a Network!ode: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster or several clusters
445 East Ohio Street, Suite 400, Chicago, IL 60611 T 312.645.8300 www.wrightexcellence.com
May be transferred and used only with appropriate licensing.Copyright Wright Business Institute, Inc. 2010
A4S
Sell by Networking: Spring Session One - 9
What is a Network?
What is a Network?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
Elements of a Network!ode: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster or several clusters
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters
Network Science
Courtesy of US Army
www.ForwardProgress.net (877) 592-6224
• How many LinkedIn Connections ____________ • How many Facebook Likes\Friends __________ • Total _____________ x121.5 _____ x 52.4 _______
• = Your Estimated Total Social Reach __________
What is your real Social Reach?
www.ForwardProgress.net (877) 592-6224
Network Science – Best Relationships List Top 5 People
List Top 10 People
List Top 25 People
1. What % of your business Volume do you get from the Top 5? 2. What % of your business volume do you get from the Next
Level? 3. What % of your business volume do you get from the outer
layer?
www.ForwardProgress.net (877) 592-6224
Your Ideal 40 or ID40 These are the “Ideal 40 People” in your
network who will serve your destination. You will have the most in depth relationship and rapport with these people and they will help you in your career path. This is an evolving
list of ranked connections. These connections can change in rank or be removed if it proves that there are others that seem to be a better fit. It does not mean that you will not maintain contact or relationship with them, you will just
focus on working with the Top ID40 to achieve your ideal sales destination.
www.ForwardProgress.net (877) 592-6224
2 Old – 2 New 2 of your newest connections (#1) 2 of your oldest connections (#1) 1 within your reach (#2 – Network Diving)
www.ForwardProgress.net (877) 592-6224
Your Social Sales System! 1. Determine your Appointment Goal 2. Commit to your activities for the week 3. Schedule it in your calendar 4. Do it!
www.ForwardProgress.net (877) 592-6224
Assignments 1. Confirm Your Goals 2. Commit to your activities for the week 3. Schedule it in your calendar 4. Do it!
www.ForwardProgress.net (877) 592-6224
Contest! Win a One-on-One Sales
Coaching Session - $200 Value First One to Turn In 2 Appointments using
todays techniques 1. Need Name of confirmed appointment 2. Appointment Date/Time 3. Technique Used 4. Email to [email protected]
www.ForwardProgress.net (877) 592-6224
Let’s Connect! TWITTER: http://twitter.com/deandelisle FACEBOOK: http://facebook.com/deandelisle LinkedIn: http://www.LinkedIn.com/in/deandelisle
Join our Fan Page for access to upcoming classes -‐ http://www.facebook.com/ForwardProgress
FOLLOW THROUGH!