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INBOUND15@TomMartin
DON’T TALK TO STRANGERS
Tom MartinPresident, Converse Digital & Author of The Invisible Sale
INBOUND15@TomMartin
STRANGERSMake me laugh
INBOUND15@TomMartin
From the coverHate cold calling? Stop doing it!
… has built a debt-free agency… without a single cold call or competitive pitch presentation.
INBOUND15@TomMartin
#INBOUND15
Social Reconnaissance
@TomMartin
#INBOUND15
Create insight and understanding from unstructured digital and social data
@TomMartin
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– Gives you insights/conversation starters– Find common ground/shared passions– Makes networking easier for Introverts– Build relationships faster– Defines pain points & goals that you can tap into– Define best channels that aren’t phone/email/F2F– Never make a cold call
7 Key Benefits of Social Recon
@TomMartin
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PROPINQUITYThe science of relationships
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SOCIAL RECON REPORT
Demographic: Lives in Louisville, KYAge: approximately 42, Birthday is Jan XXMarried (Nancy) & two kids Grant (10) and Katie (7)Morehead State (BS in Journalism)/WVU (Masters)At least one brother, married to KaylaCatholic, Pirates (baseball) fan
Lifestyle: Likes cats and bourbon, live music. Wishes he had a motorcycle and favors t-shirts at all times. Smartass.
Propinquity: Writes his own blog and guest posts for Entrepreneurand Forbes. Mostly comments on Schaefer Marketing Solutions and Chris Brogan’s blog. Also commented recently on The Atlantic, AdWeek, and Ad Contrarian.
@TomMartin
INBOUND15
SOCIAL RECON REPORT
Demographic: Lives in Louisville, KYAge: approximately 42, Birthday is Jan XXMarried, two kids (Nancy, Grant (10) and Katie (7)Morehead State (BS in Journalism)/WVU (Masters)At least one brother, married to KaylaCatholic, Pirates (baseball) fan
Lifestyle: Likes cats and bourbon, live music. Wishes he had a motorcycle and favors t-shirts at all times. Smartass.
Propinquity: Writes his own blog and guest posts for Entrepreneurand Forbes. Mostly comments on Schaefer Marketing Solutions and Chris Brogan’s blog. Also commented recently on The Atlantic, AdWeek, and Ad Contrarian.
@TomMartin
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– Read posts and comment– Use his bio call-to-action as an excuse to reach
out via email– Share his posts on your social webs– Recon – pay attention to who else
comments/shares
Where he writes his own blog | Entrepreneur |Forbes
@TomMartin
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– Personalized PS on emails– Conferences
• Strike up a chat• Ask a question you already know the
answer to• Buy him the right drink• Feel more comfortable breaking the ice
– Content you can send that he’ll like
What he likes cats | bourbon | live music
@TomMartin
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– Get a feel for his work schedule– Know when he’s on vacation– Know if there is an issue in his life
• This one usually requires some level of connection or a very public Twitter user
– Know if he’s having a problem you can solve• Hyatt Hotels VP Sales
When to call
@TomMartin
#INBOUND15
A post is a post.
@TomMartin
But 1,000 make a profile.
