Every H-Rep (highly specialized expert) needs an E-Rep (electronic representative) to help promote their knowledge and expertise online. An E-Rep enhances the H-Rep's reputation by continuously learning new information, demonstrating the H-Rep's skills and generating new knowledge that can help clients. E-Reps leverage various online tools to lurk and learn, harvest relevant information, and share and attract attention to the H-Rep's expertise. When an H-Rep has an effective E-Rep promoting them online, it helps build their credibility as a trusted source of knowledge that can help clients make or save money.
4. You’re An “H-Rep”if… …you have specialized knowledge and expertise …when your advice is followed, it helps individuals & organizations make and/or save money …your customers are often too preoccupied to invest the time & thought to adequately understand & appreciate your value 4
17. E-Rep Chronology Day -395: (Approx.) “We need help” Day 1: E-Rep Implementation Day 28: Received Book Order Day 93: Meeting Request (Day 1) Day 106: Meeting (Day 13) Day 108: Proposal (Day 15) Day 112: E-Rep Follow-Up (Day 19) Day 130: Done Deal (Day 37) The Greeting & The Content! 14
18. 15 An E-Rep shares knowledge and builds the credibility of the H-Rep.
19. How Do They Find Knowledge? 16 How Do you Find Knowledge?
20. Search, Social Search& “Pull” vs. “Push” 17 Search for: Whatever X Number of Results Regular Filter Social Filter “Social Circle” Results Only “Social Circle” = in my Google Profile (i.e., E-Mail Contacts, LinkedIn, Twitter, Blog…)
22. Leverage Your Knowledge 19 This is everything you do ~ 5X In addition to the 8 X 5 8 X 5 24 X 7 …simultaneously reaching many people on many topics “H-Rep” This is a pure display of your Knowledge & Thought Process “E-Rep”
23. 20 “Only the mediocre are always at their best.” - Jean Giradoux
26. Why An E-Rep? …a quick recap Builds Your Reputation As An “Applicable Knowledge Source” “Pull” Works Better (That’s how you buy!) Leverage Time & Intellectual Capacity Reach More, Teach More (…network multiplier) 23 Credibility is built through a long series of small, positive impressions.
27. 24 Agenda Definitions & Perspective Why bother??? ??? E-Rep Positioning Building Your E-Rep
29. 26 Agenda Definitions & Perspective Why bother??? ??? E-Rep Positioning Building Your E-Rep
30. 3 Facets of E-Rep 27 Continuously enhance personal skills, knowledge and understanding. Demonstrate personal & organizational expertise to gain attention of prospects and customers. Generate new knowledge that when applied, can make and/or save money.
36. 33 “H-Rep” + “E-Rep” Become A Trusted Source Of Applicable Knowledge! Todd Youngblood The YPS Group, Inc. Acworth, GA 770-514-1189 todd@ypsgroup.com
Notas do Editor
The REAL point here is integration of all sales & marketing activities and tools into a coherent wholeGutenberg press- 1455
Tell the relationship story from Hotel
Robin Dunbar- British anthropologist - primates, tribes/villages, army units, 18th century counties in UK
