Linked in advanced sales training session one - how to work your 20 minutes a day productively advanced - begin to build your plan 031413

LinkedIn Advanced Sales
Program

Session One
How to Structure Your
20 Minutes a Day
to Generate New Sales

(877) 592-6224 www.ForwardProgress.net

Using LinkedIn for New Business Development

Dean DeLisle
• 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…..


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 at noon CST.


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 coach@socialjack.com. Sessions begin
Next Wednesday, noon CST. You will be
automatically registered and reminded using our
GotoWebinar System.


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 Next Tuesday at noon
CST.


Game Plan
Road Map to Success

• Gained access to your recordings
• Downloaded the materials sent
• Worksheet
• Language Sheets
• Assignment Tracker
• Share with your team
• Watch recordings
• Use the materials
jamie@forwardprogress.net


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
• Calculator


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!


Contest!


Commitment to Results


Sales Goals and Objectives
•Marketing
•Leads
•Traffic
•Registrations
•Friends
•Connections
•Comments
•Sales
•Dials
•Clicks
•Connections
•Appointments
•Proposals
•Closes


Sales Goals and Objectives


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 $______?

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 $ 12,500weekly x 4 = $ 50,000.


Objectives = Your Goal
= Destination
How many appointments do you need per week?

What type?
• Qualified
• Referrals
• Partners
• Hubs/Networkers


Work it – Score it!

4 Weeks of Sample
Activity Mix


Current State vs. Ideal State
• Cognitive Learning
• Current State
• 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.

Authenticity Defined

Authenticity is ….


Authenticity Defined
• 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


Engagement Continuum v3
Consciousness; Tied
to Yearning,
Emotions

Disengaged Mis-Engaging Engaging

Comatose Kind of Activity not
• Asleep Sort of Deep Transformative
tied to Engaged
• Spaced out Engagement Engagement
• Autopilot yearning
• Psychotic

Phatic: Factual: Evaluative: Gut Level: Peak: *
social objective opinion & emotions, What do
niceties data judgment heartfelt you care
about?

Dr. Bob Wright – Wright Leadership Institute
*Terms from Click: The Magic of Instant Connections by Ori & Rom Brafman

Network Science
Node: Individual
Link: Connection between two nodes
Cluster: Several linked nodes
Hub: Large cluster, several clusters

Courtesy of US Army


Network Science


What is your real Social Reach?

• How many LinkedIn Connections ____________
• How many Facebook LikesFriends __________
• Total _____________ x121.5 _____ x 52.4 _______

• = Your Estimated Total Social Reach __________


Mining Your Network Gold
• What does the best person in your
network look like?
• What does the worst person in your
network look like?

What does your target
look like?


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?

Network Science

HUB? HUB?

HUB? YOU!
HUB?

HUB?
HUB?


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.

Your Ideal 40 or ID40


Schedule IT – Social Jack Time
20 Min a Day!


Please Log into
LinkedIn Now…


Work it – 20 Min Max!

4 Weeks of Sample
Activity Mix


HOME PAGE
SCAN


Decide!


VALUE BASED
Status Updates
POSTING


Flipping on the Add!


Add Targeted-Trusted Connections


Send Yourself Leads!


2 Old – 2 New
 2 of your newest connections (#1)
 2 of your oldest connections (#1)
 1 within your reach (#2 – Network Diving)


Set the Hook


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!


Assignments
1. Confirm Your Goals
2. Commit to your activities for the week
3. Schedule it in your calendar
4. Do it!


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 meagan@forwardprogress.net


Let’s Connect!
 TWITTER: http://twitter.com/deandelisle
 FACEBOOK: http://facebook.com/deandelisle
 LinkedIn: http://www.LinkedIn.com/in/deandelisle

dean@forwardprogress.NET
FOLLOW THROUGH!
Join our Fan Page for access to upcoming classes -
http://www.facebook.com/ForwardProgress


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