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By Anthony Juliano, Asher Agency Presented July 18, 2012 Greater Fort Wayne Chamber of Commerce Social Media Summit Connect with me at AnthonyJuliano.com

Negócios Tecnologia

LEAD GENERATION
VISIT-TO-CONVERSION RATE VISIT-TO-LEAD RATIO
3

2.5

2

1.5

1

0.5

0
TWITTER FACEBOOK LINKEDIN

SOURCE: HUBSPOT

IS ALL ABOUT
ENHANCING EXISTING
RELATIONSHIPS

TWO THINGS THAT ARE
LESS IMPORTANT THAN
THEY SEEM*

WHAT’S WRONG
WITH CONNECTING
WITH EVERYONE?

STATUS UPDATES

ADVANCED SEARCH

RECOMMENDATIONS

GOOD STATUS CONTENT: EXAMPLES
 WHAT YOU’RE WORKING ON
 SHARING WHAT YOU’VE
READ/RESOURCES/INDUSTRY NEWS
 ADVICE/OPINION
 QUESTIONS
 EVENTS

EVERYTHING YOU
SAY SHOULD
BE RELEVANT TO
YOUR WORK

AT LEAST 1/WEEK
BUT NOT MUCH MORE
THAN 1/DAY

A FEW TAKEAWAYS
• THE STRONGER YOUR NETWORK, THE MORE
EFFECTIVE ADVANCED SEARCH BECOMES,
BUT…
• IT’S VITAL THAT YOUR 1ST DEGREE
CONNECTIONS BE PEOPLE YOU KNOW
• USE THIS INSTEAD OF, OR BEFORE, COLD
CALLS

HOW DO YOU OBTAIN
RECOMMENDATIONS?

• DO GOOD WORK
• ASK FOR THEM—TIMING IS EVERYTHING
• GIVE THEM (BUT NOT QUID PRO QUO)

THANKS!
ANTHONYJ@ASHERAGENCY.COM
(260) 424.3373

6. FLICKR/INTEL PRODUCT PLACEMENT/ELAINE
11. FLICKR/FOREVER LAZY/ALLISONALLISON
13. FLICKR/TEDXOBSERVER 35/ANNAGGORDON
18. FLICKR/FIREBIRD SCARY ENGINE/CRAMIT
24. FLICKR/MAGNIFYING GLASS/ANDERCISMO
32. FLICKR/THUMBS UP!/KRISSEN
34. FLICKR/ SETH GODIN/NEW JERSEY STATE LIBRARY
35. BECKY JOHNS/BECKY-JOHNS.COM
40. FLICKR/ONE ON ONE WITH JEFF WEINER/THE DEMO CONFERENCE, STEPHEN BRASHEAR PHOTOGRAPHY

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1. ANTHONY JULIANO | JULY 18, 2012

2. 2006 2007 2008 2009 2010 2011

5. LEAD GENERATION VISIT-TO-CONVERSION RATE VISIT-TO-LEAD RATIO 3 2.5 2 1.5 1 0.5 0 TWITTER FACEBOOK LINKEDIN SOURCE: HUBSPOT

7. IS ALL ABOUT ENHANCING EXISTING RELATIONSHIPS

8. TWO THINGS THAT ARE LESS IMPORTANT THAN THEY SEEM*

9. *OPTIMIZING YOUR PROFILE *CONNECTING WITH EVERYONE

10. WHY IS IT CRAZY TO RELY ON YOUR PROFILE?

11.

12. WHAT’S WRONG WITH CONNECTING WITH EVERYONE?

13.

14. IT’S ABOUT CONNECTING, NOT COLLECTING

15. OK, WHAT SHOULD YOU FOCUS ON?

16. WHERE SHOULD YOU SPEND YOUR TIME ON ? • STATUS UPDATES • ANSWERS • ADVANCED SEARCH • EVENTS • RECOMMENDATIONS • GROUPS • INTRODUCTIONS • RECRUITMENT • APPLICATIONS • COMPANY PROFILE (SLIDESHARE, BLOG • FOLLOW COMPANIES FEEDS)

17. STATUS UPDATES ADVANCED SEARCH RECOMMENDATIONS

18.

19.

20. GOOD STATUS CONTENT: EXAMPLES  WHAT YOU’RE WORKING ON  SHARING WHAT YOU’VE READ/RESOURCES/INDUSTRY NEWS  ADVICE/OPINION  QUESTIONS  EVENTS

21. DON’T SELL

22. EVERYTHING YOU SAY SHOULD BE RELEVANT TO YOUR WORK

23. AT LEAST 1/WEEK BUT NOT MUCH MORE THAN 1/DAY

24.

25.

26.

27.

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29.

30.

31. A FEW TAKEAWAYS • THE STRONGER YOUR NETWORK, THE MORE EFFECTIVE ADVANCED SEARCH BECOMES, BUT… • IT’S VITAL THAT YOUR 1ST DEGREE CONNECTIONS BE PEOPLE YOU KNOW • USE THIS INSTEAD OF, OR BEFORE, COLD CALLS

32.

33. HOW DO YOU OBTAIN RECOMMENDATIONS? • DO GOOD WORK • ASK FOR THEM—TIMING IS EVERYTHING • GIVE THEM (BUT NOT QUID PRO QUO)

34.

35.

36. WHERE SHOULD YOU SPEND YOUR TIME ON ? • STATUS UPDATES • ANSWERS • ADVANCED SEARCH • EVENTS • RECOMMENDATIONS • GROUPS • INTRODUCTIONS • RECRUITMENT • APPLICATIONS • COMPANY PROFILE (SLIDESHARE, BLOG • FOLLOW COMPANIES FEEDS)

37. IF YOU ONLY HAVE 10 MINUTES A DAY FOR

38. 1 MIN. EACH 1. WRITE A STATUS UPDATE—WHAT’S THE MOST INTERESTING THING YOU’RE WORKING ON/HAVE TO SHARE TODAY? 2. FIND ONE CONTACT’S STATUS UPDATE TO “LIKE” (SOMETHING THAT DOESN’T REQUIRE A COMMENT) 3. COMMENT ON ANOTHER CONTACT’S STATUS UPDATE 4. CLICK ON “WHO’S VIEWED MY PROFILE”; SEE WHO’S SEEKING YOU OUT

39. 2 MIN. EACH 1. CHOOSE ONE DISCUSSION FROM ONE OF YOUR GROUPS AND COMMENT 2. SEND A MESSAGE TO A CONTACT YOU HAVEN’T SPOKEN TO IN A WHILE; SUGGEST A MEETING IF APPROPRIATE 3. REVIEW ONE PRIORITY CONTACT’S COMPANY PROFILE TO STAY UP-TO-DATE WITH THEM

40.

41. THANKS! ANTHONYJ@ASHERAGENCY.COM (260) 424.3373

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