Sociology & Technology of social media

All Interviews Are Meetings
Where Conversations Are
Exercises In Solution Selling

The Sociology & Technology of
Using Social Media
To Get Those “Meetings”
Harry@Ppt-Consulting.com | 1
www.NextLevel-Marketing.com

The REAL Situation is...
CONTEXT & FOCUS
• Interview/Conversations are
– Solution Selling Exercises,
– Determining Your
• Strengths, Motivation & Fit
• Your host may throw up barricades
– Making it difficult:
1. To get to “reach” them --
2. Even when your “common” goals are in-sync.

2

How Do We Get To Common
Ground?


The Truth!

1. Strengths
2. Motivation
3. Fit

4

The Truth!

1. Strengths
2. Motivation
3. Fit
1. Can you do the
job? (S)
1. I’ve done...S 2. Will you love
2. I am………M the job? (M)
3. I have…….F 3. Can we tolerate
working with
you? (F)

5

The 2 Objectives For FOCUS
1. “Reach” them
w/Solutions to..
• Using Social Media
2. Identified goals that Effectively
3. Address S.M.F. • Having S.M.F. words
• Putting conversations
in “Solution Selling”
context

The Approach
6

Business Goals Are Obvious
P-I-R-C

• Prevent Budget
• Improve 1. Top Line Revenue (Increase)
• Reduce 2. Expense (Reduction)
• Change ==============
3. Bottom Line (Management)
7
Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

Goals Aren’t Always In-Sync

• Your S.M.F. • Their

Solution
Context

8

Goals Aren’t Always In-Sync

• Your S.M.F. • Their

Solution
Context

9

• “…so user-friendly that it's
going to be an inarguable game-changer.
It aggregates content in an innovative
fashion and integrates seamlessly with
existing infrastructure.”

Buzzword Example

Avoid These
11

Clearer Picture
Solutions for
Solution
Goals
Context

12

The 3 Reasons We Have
Careers 13

• …Can you do the job? (Strengths)
• …Will you love the job? (Motivation)
• …Can we tolerate working with you? (Fit)

The 3 Reasons We Have
Careers 14

• I need you to “fix” my problem.

The Reasons Employers
Need Us… 15

As a: _______________________________ (role)

I Impact: (1.) (2.) (3.)
Budget
1. Top Line Revenue (Increase)
2. Expense (Reduction)
By: ______________________________
==============
3. Bottom Line (Management)

Prevent Through my experience in & skills at, with companies who :
Improve
Reduce ____________________________________________________________
Change
____________________________________________________________

I solve the “_______________________________________________” problem.
16

1. Job Posting
Strategy... Creating
Focus Steps

Budget Perspective
17

2. “Problems I Solve” Ex. P-I-R-C
• As a ______________________________
• My SMF experience
__________________________________
• __________________________________
• Prevent:___________________________
• Improve:___________________________
• Reduce:___________________________
• Change:___________________________

3. New Problems
Strategy...

•No one cares much about
"I'd like a slightly better
version of something that used
to work" …problem solver.

19

New Problems
Strategy...
•What used to ‘work’
–Probably won’t work now
–Doesn’t matter…there’s new
problems
•What ‘new’ problems do you
solve?
20

4. THINK ~ Differently!


• Don’t talk about “hitting the apple” talk
about avoiding “near miss”.

Don’t Get Confused
22

5. LinkedIn Profile
Strategy...
Search-results
“Thinking”

23

LinkedIn Profile
Strategy...

•It’s your web presence.
•Results come from searches.
•Like Google searches that ask
for solutions to
problems/queries.
24

LinkedIn Profile
Strategy... Summary Section

•It’s not ONLY to answer
“What do you do.”
•LQQk at the world from your
“customer’s” eyes.
•Keywords from the past +
future! 25

LinkedIn Profile
Strategy... Keywords

•Keywords that are not on
a resume!
•Keywords that answer the
WPDYS?

26

“Problems I Wish To Solve”
• As a ______________________________
• My skills & experience developed S.M.F.
in ________________________________
• __________________________________
• Prevent:___________________________
• Improve:___________________________
• Reduce:___________________________
• Change:___________________________

Don’t Monkey Around!
Let’s Connect:
Harry Reczek
http://www.Connect2Harry.com
(847) 828-4719
Harry@Ppt-Consulting.com
Downloads of Handouts:
http://www.NextLevel-Marketing.com
Presentation:
http://www.slideshare.net/hreczek/
People ‘Buy’
Today’s Problem-Solvers 29

Sociology & Technology of social media

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