How to clearly identify qualified prospects who are active on - PowerPoint PPT Presentation

How to clearly identify qualified prospects who are active on LinkedIn 1 How to use existing lead lists to spark conversations on LinkedIn 2 Simple methods for making introductions (connection requests) with up to 100 prospects every day 3 How to stay organized using simple spreadsheets and LinkedIn Tags and Lists 4 Why LinkedIn is a DANGEROUS place to prospect and how to avoid common mistakes 5 Methods for crafting copy that can make or break any campaign 6 How to become a thought leader and leverage your efforts for long term benefits 7

We’ve Been Given 1 Month To: Make 3,000 Introductions to Targeted Prospects Grab 750 - 1000 Business Cards Converse with 300-400 of these Prospects Get 10-30 Meetings (Calls, Virtual Meeting, In person) Close 1 Deal on a First Call Meticulously Follow Up With Everyone 5-7 times over the next several weeks. Close Another Deal on your 2nd or 3rd Follow-Up Close a 3rd Deal by Staying In Front of This Audience For The Next 6 months Plus.

We’re a We Are Looking Marketing 
 To Increase The Association In Number of Sales Chicago Exec Members

1 How to clearly identify qualified prospects who are active on LinkedIn 2 How to use existing lead lists to spark conversations on LinkedIn Targeting Who Can You Help The Most?

We create lead lists of 50-100

What About Existing Leads? • Event Leads • Form Capture Leads • Group Leads • Lapsed or Lost Members

3 Simple methods for making introductions (connection requests) with up to 100 prospects every day Connect How To Introduce Yourself To As Many Targeted Prospects As Possible.

Monday we sit down with our coffee and get ready…..

Be Consistent.

MON TUE WED THURS FRI SAT SUN 50-100 50-100 50-100 50-100 50-100 50-100 50-100 350-700 Introductions Weekly 1,500 - 3,000 Introductions Monthly (30 days) 30% 450-900 New 1st Degree Connections Monthly Accept Request

How to stay organized using simple 4 spreadsheets and LinkedIn Lists Stay Organized Some Simple Ways To Keep Things Moving Forward Without Hiccups

Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

Moving 2nd and 3rd Degree Connections To Our 1st Degree Connection Lists

Introductions/Connection Introductions/Connection Introductions/Connection Introductions/Connection Introductions/Connection Requests Sent Requests Sent Requests Sent Requests Sent Requests Sent 100 100 100 100 100 15 Accepted 10 Accepted 7 Accepted 8 Accepted 10 Accepted 1st 50 ACCEPTED “GROUP 1” Think of this as having exchanged business cards…

Messaging: This will make or break ANY campaign Introduction. “Connection Request” 1st 50 ACCEPTED Thank You “GROUP 1” MESSAGE 1 Nurture 01 Nurture 02 Nurture 03 Nurture 04 Nurture 05 HIT MISS NEUTRAL Really? 
 Go Jump In a Lake! Seems Interesting. 
 Yes! Let’s Talk! Cool.

Your Copy (How You Communicate) Will Make Or Break Your Entire Effort.

“DREAM 100 LIST” Introduction. “Connection Request” HOT LIST Thank You Video Follow Up MESSAGE 1 Follow Up Caff Nurture 01 Unavoidable Direct Mail Nurture 02 + Nurture 03 Nurture 04 Personalized Email Nurture 05 Phone Call HIT MISS NEUTRAL Really? 
 Go Jump In a Lake! Seems Interesting. 
 Yes! Let’s Talk!

Why LinkedIn is a DANGEROUS place to 
 5 prospect and how to avoid common mistakes WARNING! DANGER AHEAD!

It’s Not What You Say But How You Say It.

6 How to become a thought leader and leverage your efforts for long term benefits: 7 Methods for crafting copy that can make or break any campaign LEAD

6 RULES

1 Step Into Their Shoes. It’s Not About What You Do. It’s About What You Can Do For Them.

1 “We create websites for companies and here’s a link to our portfolio and let me know if you’d be interested in a website too…” “My team put together a case study document “Small Changes That Delivered 20% Better Conversions”. The companies featured are software firms like yours and I thought you might want to have a look. It’s some good stuff. Just let me know and I’ll send it over!”

2 Be a Leader What are you the absolute best at? Fearlessly share and offer help

2 • Share Your Hobbies. • Create a Weekly “Marketing Minute” • Do Live or Recorded Q&A • Take People With You To a Tradeshow Via Your Phone • Try Things. Fail. Try Again. • HAVE FUN!

3 Be Strategically Consistent Deliver Smart, Helpful, Entertaining Content..Consistently 
 Delivers Value First - Then Sell.

3 Think in 90 Day Stretches. Execute Campaigns Flawlessly For 90 Days. Sell Inside The Value

3 What content? Where to post? • Your profile • Your team shares • Groups to post to • “Chance” you’ll take Contributors? What are we teaching? What CTA?

4 Be Unavoidable You’re scared. It’s ok. It’s easy to fit in but very, very scary to stand out.

4 Send Video Follow-Ups Create Unavoidable Direct Mail Send Handwritten Notes Invite Them To Be Interviewed Have Fun.

5 Don’t Be Easy On Yourself

Seinfeld Method 5

6 Be Helpful. Consistently Create Valuable Content Share Strategy: No Strings Attached Invite To Be Interviewed or Contribute Make a Connection or Give a Referral Comment on a Post or Article Make It Personal (and Use Video)

Thank You!

Additional Resources Available: www.associadirect.com/amac Contact Steve Gumm or Mike Faye sgumm@associadirect.com mfaye@associadirect.com