Social Jack Session Two - Forward Progress - Dean Delisle - 02-19

Taking Yourself and
Your Network to the
Next Level

Session Two #fpwebinar

(877) 592-6224 www.ForwardProgress.net

Using LinkedIn for New Business Development

Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• COO of OFI Holdings, 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…..


Next Sessions
Other Classes you have access to:
 Open Group Coaching – Wednesday, February 20,
Noon Central
 LinkedIn Advanced Sales – Thursday, February 21,
Noon Central
 Social Jack – Session Three – Tuesday, February 26,
Noon Central
 Repeat classes and coaching sessions through March


Game Plan – Phase One
Road Map to Success
1. Define Your Goal
2. Commit Your Time
3. Identify Your Ideal Destination
4. Identify Your Current Network
a) Your ID40
5. Identify Your Ideal Destination
6. Identify Your Ideal Network
a) Target People
b) Target Keywords
7. Score Your Rapport Level
8. Connect to LinkedIn

REVIEW
 Define your Destination Clearly
 How much do you want to generate - $?
 Appointments
 Proposals
 Sales
 Who is Your Target CustomerReferral Partner
 Complete Your ID40 – PEOPLE
 Score Your ID40 – PEOPLE
 Outline Your Six Hubs – Cluster of Connections
 Complete Your Keywords

Are YOU in Sales?


Sales 2.0
Sales 2.0:
Sales people “ACTIVELY”
using Web 2.0 tools, Social
Media and Social
Networks to sell more
effectively.


Commitment to Results


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 – Claim Yours

1. Write how many Sales/Deals you need _______
2. Per when – Week/Month/Etc _________
3. How many Proposals/Quotes to achieve one
sale? ______
4. How many appointments do you need for per
Proposal/Quote? ________

Sales = 1 @ $2,000
Proposals = 4
Appointments = 8


What is your Destination?
Current (Location): $432,000 Revenue
Closing 3 Deals@ Month
$12,000 each = $36,000 Month

Destination (Location): $720,000 Revenue
Closing 5 Deals@ Month
$12,000 each = $60,000 Month

Sales = 1 @ $12,000 Sales = 5 @ $60,000
Proposals = 4
Appointments = 8 X5 Proposals = 20
Appointments = 40


Commit Your Time!


The Network


2013 LinkedIn Stats - Growing
• LinkedIn Has Over 200 Million Members
• Average user has 240 “Connections”
• One degree from over 35,000 “Trusted Connections”
• Two degrees from over 3,200,000 “Trusted Connections”
• 1 million new members a week
• 17.8 million members belong to groups
• 1.2 million comments and posts to groups weekly
• 2 billion people searches annually
• 1 million companies have a company page

OVER 1,000 to 1

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

Courtesy of US Army


What is your Destination?

You Claimed It – Remember?

Do You Need Further
Clarification?


Who is your Target
Customer/Partner?

What do they look like?
Where are they?
What Industry are they in?
What size Company do they work for?
Who do they know?


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?

Your ID 40 PEOPLE = Ideal 40


Network Science - Hubs

HUB? HUB?

HUB? YOU!
HUB?

HUB?
HUB?


Network Science - Hubs

Conferences Clients

Colleagues YOU!
Partners

Charity
Assoc


Your Business Keywords
 What are you an expert in, products or services?
 How would your ideal prospect find you?
 What would they “yell” or “Google” to find you?
 What makes you different?
 What is your skill set?

Exercise:
1. Write 10 top things you are an expert in
2. What terms would someone use to find you

Your Business Keywords


ASSIGNMENTS
 Define your Destination Clearly
 How much do you want to generate - $
 Appointments
 Proposals
 Sales
 Who is Your Target CustomerReferral Partner
 Complete Your ID40 – PEOPLE
 Score Your ID40 – PEOPLE
 Outline Your Six Hubs – Cluster of Connections
 Complete Your Keywords

Log into LinkedIn
Now…


Next – Connect - Ask

• Are you on LinkedIn?
• Set your first appointments

With
Rapport

More – Connect - Ask


Find something about the person
you did not know…


Flipping on the Add!


Start the Referral Machine
 2 OLD 2 NEW
 Appointment Accelerator


2 Old – 2 New
 2 of your newest connections (#1)
 2 of your oldest connections (#1)
 1 from your ID40 Minimum


Organizing Connections


2 Old 2 New Referral Machine
1. Remember Your Destination
2. Remember Your Target
3. Identify Your 2 Old 2 New
 Make sure at least one from Your ID40
4. Schedule Your Week = 4@day
5. You Intention is to have appointments
6. Each day connect to your 2 Old 2 New
 Call
 Email
 Social


ASSIGNMENT
 Complete Previous Assignments
 Review Your Assignment Tracker Worksheet!
 Connect to all of your ID40 in LinkedIn
 Begin Your 2 Old 2 New – With the intention of setting an
appointment.


Contact Us
Connect WITH Us!

dean@forwardprogress.net
TWITTER: www.twitter.com/deandelisle
FACEBOOK: www.Facebook.com/deandelisle/
FAN PAGE: www.Facebook.com/ForwardProgress
LINKEDIN: www.linkedin.com/in/deandelisle

Call (877) 592-6224
www.ForwardProgress.NET

Social Jack Session Two - Forward Progress - Dean Delisle - 02-19

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