Mncrew Speak090729 Rg

Face It and Link In The New Frontier of Prospecting

2© 2009 Ingenuity Marketing

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Who is Ingenuity?

• We do:– Professional service

marketing, including:•Strategy•Training & Coaching•Branding•Packaging, PR,

websites, brochures, various campaigns


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Kristy

• Growth Consultant• BS in Human

Development• Relationship

Builder• Business

Development• Networker


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Rachel Gold

• Communications consultant

• MFA in Writing• Strategic thinker &

idea person• Publicist• Technophile


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Web 2.0

Business Applications

Social Media

YouTubeWiki

Blogs, etc.Social Networking


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Social Networking

Site UA 2/09 UA 2/08 Growth Time

Facebook 65 million 20 million 228%3 hours

LinkedIn 13 million 7 million 82% 12 min

Twitter7 million 500,000 1382% 8 min

*Nielsen Online


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Why use social networking

1) Customer intimacy2) Credibility through

authenticity3) Accessibility4) Search Engine

Optimization5) Drive traffic to

website hub


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Presence is ImportantBrand VisibilityBusiness Development

Tool• Intelligence on

prospects•Accelerate sales

cycle•Lead generation•Easy way to keep in

touch


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LinkedIn: What is it?

• Most popular site for professionals looking to network online

• Add complete work history and career profile – similar to online resume

• Can search contacts for people you’d like to be introduced to


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LinkedIn: What is it? cont’d.

• Profile is visible through search engines

• Contacts can recommend you through testimonials on your profile


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LinkedIn: Business Development

• Lead generation

• Accelerate sales cycle

• Add value to clients and prospects via connections


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LinkedIn: Answers

• Great for firm branding

• Experience: Perfect place for key messages

• Answers module


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LinkedIn: Groups


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LinkedIn: Apps

• Amazon Reading List

• Blog publishing

• Shared workspaces

• Ability to post files to your profile


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Managing Status Updates

• Know your audience

• Talk about trends

• Showcase current projects

• Be open for comments


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Facebook: What is it?

• Build relationships through a more personal, active online community

• Brand of You: Humanize firm• Unlike LinkedIn, can directly connect to

strangers


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Facebook: What is it? cont’d.

• Can customize Facebook page to reflect interests and expertise – great for BD; less professional feeling, more fun feeling

• Can scan information and news about friends in your network


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Facebook: Business Development

• Prospecting• Intelligence

on the person• Leverage their

networks• Rapport

building


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Facebook: PrivacySettings:• Only

Friends• Friends of

Friends• My

Networks and Friends

• Custom (some networks)


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Managing Time• You don’t have to

accept all the applications on Facebook

• Don’t try to do everything

• It’s more important to be consistent than complete

• Delete often


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Facebook: Managing Time


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Policies - Don’t• Don’t use client names

without their permission

• Don’t show information you wouldn’t want a prospect to see

• Don’t post internal information

• Don’t sound formal• Don’t pick fights


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Policies - Do• Add value• Use firm key messages

in social networking• Do create hard links

back to your site• Treat your posts like

any other published venue

• Use a disclaimer if you’re posting your opinion


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Thank you

Resources Galore• InGenius Review• PowerUp! Blog

– www.powerupblog.com

• www.ingenuitymarketing.com

• [email protected]

• [email protected]

• 651.690.3358

mailto:[email protected]




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