CareSouth e-Rep
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Every H-Rep Needs An E-Rep 1 Todd Youngblood The YPS Group, Inc. July 31, 2010
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Transcript of CareSouth e-Rep
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Every H-Rep Needs An E-Rep
Todd Youngblood
The YPS Group, Inc.
www.ypsgroup.com
770-514-1189
July 31, 2010
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Agenda
• Definitions & Perspective
• Why bother???
• E-Rep Positioning
• Building Your E-Rep
Explicit, Tacit & New
Knowledge
ExplicitKnowledge
+
“H-Rep” “E-Rep”
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You’re An “H-Rep”if…
• …you have specialized knowledge and expertise
• …when your advice is followed, it helps individuals & organizations make and/or save money
• …your customers are often too preoccupied to invest the time & thought to adequately understand & appreciate your value
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Resistance At Every Stage
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You get:• A car allowance• A cell phone• A laptop• An E-Rep
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Agenda
• Definitions & Perspective
• Why bother???
• E-Rep Positioning
• Building Your E-Rep
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Alexa.com Site Ranking
Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Feb-10 Mar-10 Apr-10 May-10 Jun-10 Jul-10 -
2,000,000
4,000,000
6,000,000
8,000,000
10,000,000
12,000,000
Lower is better!
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Alexa.com Site Ranking
Dec-09 Jan-10 Feb-10 Mar-10 Apr-10 May-10 Jun-10 Jul-10 -
500,000
1,000,000
1,500,000
2,000,000
2,500,000
Lower is better!
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Unique Weekly Visitors
0
50
100
150
200
250
300
350
400
f(x) = 6.40275019098548 x + 19.3048128342246
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“Push” is less effective than
“Pull”
0 10 20 30 40 50 600
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4
6
8
10
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Complex Sell Cycle
Sell Cycle Time (months)
# C
lose
d
79% Close In 13-17
Months
Longest: 4 Years 8 Days
New Record: 37 Days
The Old Record: 8 Months
That’s 1,203%better than average!!!
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Where E? Where H?
0
2
4
6
8
10
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Sell Cycle Time
Nu
mb
er
of
Win
s e-Rep e-Rep
h-Rep
E-Rep Chronology• Day -395: (Approx.) “We need help”• Day 1: E-Rep Implementation• Day 28: Received Book Order• Day 93: Meeting Request (Day 1)• Day 106: Meeting (Day 13)• Day 108: Proposal (Day 15)• Day 112: E-Rep Follow-Up (Day 19)• Day 130: Done Deal (Day 37)
14The Greeting & The Content!
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An E-Rep shares knowledge and builds the credibility of
the H-Rep.
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How Do They Find Knowledge?
How Do you Find Knowledge?
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Search, Social Search& “Pull” vs. “Push”
Search for: Whatever
X Number of Results
“Social Circle” Results Only
“Social Circle” = in my Google Profile (i.e., E-Mail Contacts, LinkedIn, Twitter, Blog…)
Regular Filter
Social Filter
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How Much Work?
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Leverage Your Knowledge
8 X 5
24 X 7
~ 5XThis is
everything you do
This is a pure display of your Knowledge & Thought Process
In addition to the 8 X
5
…simultaneously reaching many people on many
topics“H-Rep”“E-Rep”
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“Only the mediocre are always at their best.”
- Jean Giradoux
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“Social Media”Numbers Reached
A “Thin” Relationship… …Is Where It All Begins
1 2 -
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
45,000
X 145
40,800
280
?
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1 2 3 -
500,000
1,000,000
1,500,000
2,000,000
2,500,000
3,000,000
3,500,000
“Social Media”Numbers Reached
3,040,800
40,800280 X 145
X 74Dunbar # = 150
?
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Why An E-Rep? …a quick recap
• Builds Your Reputation As An “Applicable Knowledge Source”
• “Pull” Works Better (That’s how you buy!)
• Leverage Time & Intellectual Capacity
• Reach More, Teach More (…network multiplier)
Credibility is built through a long series of small, positive impressions.
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Agenda
• Definitions & Perspective
• Why bother??? ???
• E-Rep Positioning
• Building Your E-Rep
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OrchestrateKnowledge Flows
Support Team
CustomerH-Rep
CRM
E-Rep
Dunbar # = 15045,000
“E-Rep Ocean”
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Agenda
• Definitions & Perspective
• Why bother??? ???
• E-Rep Positioning
• Building Your E-Rep
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3 Facets of E-Rep
Lurk & Learn
Harvest, Share & Attract
Collaborate & Create
Continuously enhance personal skills, knowledge and understanding.
Demonstrate personal &
organizational expertise to gain
attention of prospects and
customers.
Generate new knowledge that
when applied, can make and/or save
money.
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Core “Lurk & Learn” Tools
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Core “Harvest” Tools
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Core “Share/Attract” Tools
?
Core Collaborate & Create Tools
…get “Lurk & Learn” & “Harvest, Share, Attract”
down first.
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Become A Trusted Source Of
Applicable Knowledge!
Todd YoungbloodThe YPS Group, Inc.
Acworth, GA770-514-1189
“H-Rep” + “E-Rep”
