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1. Ask for Referral
2. Clear Pitch
3. Recognise Need
4. Refer by Name
5. Look you Up
6. Connect
7. Convert
8. Delighted Clients
Social Star Client
Referral Process
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Three Bonus Offers
www.socialstar.com.au
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Why?
www.socialstar.com.au
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The Stats
It Works Because
“90% of people trust a peer recommendation and only
14% trust advertising”
- Eric Qualman
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The Proof
“Only 4.4% of all emails are actually being opened (let alone read)”
“Only 1-3% of cold calls lead to an appointment”
“84% of all B2B decision makers begin their buying process with a
referral”
- Google, HubSpot, SmartCompany
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ATTRACT RATHER THAN FIND
The Referral Strategy
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The Challenge
HOW TO STAND OUT?
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The Options
LEAD PEOPLE TO YOU
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BE FOUND - CONTENT IS THE KEY
The Key Bit
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The Value of Referrals
www.socialstar.com.au
• What is the average value of a new client? • What is the annual value of current clients?• How much does it cost to get a new client?• What is your profit margin of a new client?• How much would you invest to get one new client?
Annual value – cost of acquisition = $ value of a referral
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Process
www.socialstar.com.au
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1. Ask for Referral
2. Clear Pitch
3. Recognise Need
4. Refer by Name
5. Look you Up
6. Connect
7. Convert
8. Delighted Clients
Social Star Client
Referral Process
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Step 1 – Ask for the Referral• Highly satisfied
clients will give you a referral
• Let them chose the method they refer
• Get written ones on LinkedIn
www.socialstar.com.au
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Step 2 – A Clear Pitch• Can your clients repeat your pitch?• Make sure it is in your specific niche
• Your LinkedIn Tag line is the start
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Step 3 – Recognise Need
• If a friend mentioned a problem would they thing of you?
• Keywords are great triggers but have to be specific to you
• These words need to be throughout your online profile
www.socialstar.com.au
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Step 4 – Refer by Name
• Your clients will tell someone about you by your name
• Can you be found?• LinkedIn has the
highest search rankings of any social network
www.socialstar.com.au
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Step 5 – Look You Up• 78% of clients will look you up!• If they can’t find you they will move on
www.socialstar.com.au
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Step 6 – Connect
• You can’t see or connect to people you arn’t close too
• Are your contact details easy to find?
• Be where your customers want to find you.
www.socialstar.com.au
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Step 7 – Convert
• Getting online to offline is the key
• Does your brand match reality?
• Authenticity is the key
www.socialstar.com.au
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Step 8 – Delight Clients
• Only highly satisfied clients will refer you
• Net promoter score – 8,9,10/10 counts
• These are the clients to ask for a LinkedIn reference
www.socialstar.com.au
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How?
www.socialstar.com.au
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Social Star Process
www.socialstar.com.au
TAGLINE
BIOGRAPHY
WEBSITE
PHOTOGRAPHY
SOCIAL MEDIA
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Step 1 - Photography
www.socialstar.com.au
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Step 2 - Personal Tag Line
Expert Marketer and Communicator, passionate about Personal Branding to attract more opportunities to your business
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Step 3 – Descriptive Biography
www.socialstar.com.au
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Step 4 – Personal Website
www.socialstar.com.au
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Step 5 – Social Media
www.socialstar.com.au
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IF YOU ARE A BUSINESS PROFESSIONAL AND YOU DON’T HAVE A STRONG
LINKEDIN PROFILE YOU’RE MISSING OUT ON
VALUABLE OPPORTUNITIES TO CONNECT AND GROW
YOUR BUSINESS
www.socialstar.com.au
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Why LinkedIn for Business
• Worlds largest professional network on the Internet
• 6 million users in Australia – 1 in 3 business people
• 40% of users check their profile daily
• Only social media in China
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Statistics
• 93% of Marketers rate LinkedIn as effective for generating leads
• 65% of companies acquire B2B leads through LinkedIn
• LinkedIn drives more traffic to B2B blogs and sites than Twitter, Facebook and G+ combined
• LinkedIn members are 50% more likely to engage with a company they engage with on LinkedIn
• Profile 11 times more likely to be viewed with a photo
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Statistics
Harvard Business Review:
“Top Salespeople use LinkedIn to sell more”
How do they use the tool?
• Research people on LinkedIn prior to meetings
• Research competition
• Monitor a prospective customer’s connections
• Engage prospective customers
• Keep existing customers informed about company’s offerings
(http://blogs.hbr.org/2013/04/top-salespeople-use-linked/)
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Action
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Next Steps• Build your LinkedIn profile • Make your Facebook and other sites
private• Create a G+ account• Buy your personal URL• Connect to your audience• Create a content plan to talk to your
audience• Pitch!
www.socialstar.com.au
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www.creatingapowerfulbrand.com
Offer 1 - Book
Everyone who attended today will receive a digital copy of my book ‘Creating a Powerful Brand’
www.socialstar.com.au
www.creatingapowerfulbrand.com
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Offer 2 – 1 hour brand review• Complementary 1 hour brand review –
only 12 spaces! • First in, best dressed• Register here and include the description
‘referral webinar’• www.socialstar.com.au/work-with-us
www.socialstar.com.au
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Offer 3 – LinkedIn Workshop
If you are in Brisbane November 26th LinkedIn 1 Day workshop
Early bird of only $197 – exp Nov 11th
Only 20 places available
Book here
www.howtouselinkedin.com.au
Book before Monday 10thNov 5pm EST – Dinner with me after the workshop, my
shout!
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V
Remember...
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Q&A
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Connect With Me
Andrew Fordlinkedin.com/in/personalbrand
www.andrewford.com.au
www.socialstar.com.au