An introduction to a powerful new technique for using LinkedIn.

1. Growing Your Business
Using LinkedIn
Mike Nevin
Alliance Best Practice

2. Contents of this executive briefing pack
This briefing pack covers the following areas:
1 The System: What is it? and How does it work?
2 Effect: What effects can we expect as a result of using the system?
3 The Evidence: What evidence is there that it works?
4 Uniqueness: Why is it special?
5 Questions: What are some of the common questions from clients?
6 Proof: How can you try before you buy?
7 Cost / Value: What cost and benefits have other clients seen?
8 Further Details : How can you get further information on the system?
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3. The FAB System
The FAB system is a simple, proven, three step process for success
 F = Find Them  A = Make Appropriate  B= Build relationships
 In this stage you will learn contact with them. with them.
how to target with  The second stage allows  The third stage shows
amazing accuracy people you to make the right kind you how to build ongoing
who can help you grow of contact and be seen as deep and valuable
your business. a ‘trusted advisor’ rather relationships with key
than as a salesman. contacts to sustain your
development efforts over
time.
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4. System Effects : Before and After
Clients have typically seen a 250% - 650% increase in sales in 12 months
Before After
 Individual sales efforts spread across  Individuals have a better
the whole firm. understanding of what LinkedIn can
 Patchy use of sales systems and no do to help them.
relationship building system.  The organisation has a defined social
 Some sales / development people media strategy.
aware of LinkedIn.  Pragmatic 30 – 60 and 90 day action
 No coherent or deliberate use of plans are in place.
LinkedIn for added sales value.  Business development staff are
 State of ‘unconscious incompetence’ trained in the use of the FAB system.
most people don’t know they have a  Management has some clear metrics
problem. to judge success.
 Sales results go up!
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5. The Evidence: Cross Sector & Sizes
The following are example client situations, more are available on request:
 Before: Telesales costing £2,100. Results disapointing
A:live
 During: Identification of 10 new key accounts and key decision makers
Communications
 After : 80% response rate and 3 conversions within 30 days
 Before: Lack of understanding of what LinkedIn could do for the firm
KEY Personnel Ltd  During: One day training and system awareness
 After: Practical 90 days action plans. 5 new placements to date
 Before: Un co-ordinated activities with the Alumni and course selling
Ashridge Business
 During: One day strategy clarification and system introduction
School
 After: Course bookings up 43% ROI on exercise 1400%
 Before: Some business development personnel using LinkedIn but no integration
Geotechnical
 During: FAB system training course and explanation
Engineering Ltd
 After: Common linking of in house personnel led to 3 new sales
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6. Uniqueness: Why is it special?
The FAB system is unique in three critical ways:
 It is simple to apply and proven to provide repeatable results.
 It has been tested by multiple organisations and proven to work each
time.
 The system is not a ‘one off’ trick. It is soundly based on relationship
building techniques practiced by the largest Multi National Enterprise
(MNE) companies.
 It is simple to teach and practical results can be achieved in less than
a day.
 Companies and individuals can ‘try before they buy’ by testing the
situation in a live demo mode with FAB practitioners.
 The results can be immediately assessed (within hours) for relavence
suitability and impact.
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7. Frequently Asked Questions (FAQs)
The following are a selection of FAQs from clients:
Question Answer
1. I sell services not products. Will 1. The system works equally well with
this system be applicable to me? service as well as product
2. I have a business to business companies.
(B2B) model rather than a business 2. The system works best with B2B
to consumer (B2C) model is this rather than B2C models.
relavent? 3. The more you can build the system
3. I don’t have much spare time with into your business development
all the other demands on me. How activities the more poerful it will
much time will I have to commit? become but you can start with as
4. I am not keen on social network little as 1 hour per week.
sites generally (like Facebook) will I 4. No. The FAB system utilises
need to learn a whole new set of common PC techniques which are
skills? easily mastered.
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8. Proof: Try before you buy
The FAB system allows you to ‘try before you buy’ within 2 hours:
 Finally ABP can show you how to
B build a developing relationship with
Build the targets over time.
 The candidate list is then
A benchmarked against our system to
See how many see how many you could contact
you could contact immediately.
 ABP can run a diagnostic
F assessment on the types of people
Over 90 million contacts that could help you build your
business and create a candidate
list.
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9. Cost benefit analyses
Typical cost benefit analyses from clients:
Typically 250% - 650%
 Cost / benefit ratio = The ratio of total
costs paid out for the system
900
compared to the extra revenue
achieved as a result of its use.
800
 Typical review points are 30 60 and
90 days.
650
 Typical cost / benefit ratios are
between 450% and 900%
 Typically clients achieve a 250% -
450
650% increase in gross sales at
minimal cost increases.
Co. A Co. B Co. C Co. D
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10. Further Details
Further details can be obtained from:
For further details please contact:
Mike Nevin
Managing Director
Alliance Best Practice
W: www.alliancebestpractice.com
O: +44 (0)1675 442490
M: +44 (0)7766 752350
E: mike.nevin@alliancebestpractice.com
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