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The Exclusive Network Always WINs
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Lets Build a Bigger Network
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Our Structure - Biggest Differentiator?
• SuperVAD = Super GENE• Our Cell Based Network Structure – It’s our
DNA , Our Genetic CODE – Relationships – Local Knowledge – Entrepreneurship– Agility – Local Autonomy
• Velocity – we adapt quicker ! • We continually Reproduce our Gene’s• The Market Aligns to our Model
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Is this what our Group Organisation looks like ?
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The Exclusive Networks CELLS
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Our Extended ‘Relationship’ Network
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The Reach of Our Network
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Our ‘Heat Map’ from Space
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Building the Exclusive Network • If 75% of the Sales Cycle
is Invisible
• And 65% of that time is Influenced by Peer Groups
• How do we influence those peer Groups ?
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An idea – Social Media
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Get in with the Crowd
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Why LinkedIn?• Over 250 million users in 200 countries • Best social network for lead generation
– Hubspot• 72% of sales people using social media
outperformed their peers 23% more often– Social Centred Selling & Sales Guy
Consulting• Ideal account planning and mapping
tool• Help identify the invisible buyer
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Some Simple Steps• Make sure your profile is up to date• Make it easy for people to know you – Skills, Experience, Contacts – Spend time on you summary
• Good, professional photograph – Its a business networking tool – be professional
• Make it easy for prospects to contact you – Provide full contact info
• Update regularly – relevant Content People buy from people…
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Making Connections – Like a 1st Date
• Give a compelling reason to connect with you– Make it personal, not just system generated
• Remember to start with networking– Enquire, don’t sell– Think 1st date
• Entice them to want to know more• Remember RCT– Rapport, Credibility, Trust
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The Power of Groups• People join groups for 3 reasons…– Learn from peers, contribute and become recognised,
find prospects• Join groups where your prospects are• Be positive• Be (a little) controversial• Be known for something• You can join up to 50 groups– TRICK – you can directly connect with prospects in
the same group!!!
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Keep Extending our Network . . .• Partners– VARs/SI’s/ISPs
• End Customers– Our Customers Customers
• Vendors • Colleagues & Friends • Competitors (Yes Competitors)• Consultants/Press/Analysts• VCs/Bankers
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Remember – some basic Rules• Don’t try and sell all the time– Ratio 4:1
• Doesn’t always have to be business • Provide relevant/Interesting Content – Become trusted
• Haven’t the time – ‘Curate’ services • Link to Partner Content – Vendors/Resellers
• When Trusted – SELL ! – Our campaigns/news/initiatives/Blog
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Why not linkedin with ME !
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Let’s Start Today!
200 (25%)
20,000(5%)
400,000(1%)
1,600,000
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Putting into Practice • What does it mean for ME ?• Most of my opportunities are Real/Forecast– But who else is influencing your customers?
• We can’t Influence the end customer? – Really - >50% of my new connections are end users
• Treat our customers like a river not a pond – Things are constantly changing
• Be Visible, Relevant & valuable• Our collective Networks (TEAM) will WIN !
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What have we learnt?• Markets are Networks• Networks Always win • You can only beat a network with a network• It’s our DNA . . . It’s in Our Genes• Our Customers Use these Networks to make
decisions • We can Prospect in these networks • We must influence these networks– Informative/Educational/Controversial – TRUSTED – We must continue to build these networks as A TEAM