Business Networking 2.0: How to increase contacts, leads &

opportunitiesMatt Heinz

President, Heinz Marketing Inc

matt@heinzmarketing.com @heinzmarketing

Housekeeping

• Copy of this deck• Offers for you

– Secrets to Productivity, Work/Life Balance & Success

– 10 minute brainstorm– Successful Selling

• Give me a business card, and write on it what you want– It’s that simple…

Last Slide First

1. Networking and sales is still about relationships and delivering value

2. Tools are just tools (but they are critical)

3. Engage & nurture prospects (and partners) “upstream” before they are active buyers

4. Use research tools to customize approach with new targets

5. Make networking a daily discipline

Eating the dog food…

Relationships matter

Networking plan in 5 questions

1. What/who are your targets?

2. What do they care about? What outcome are they seeking?

3. Where do you find them?

4. What or who influences them?

5. How do they want to engage and (eventually) buy?

“Collecting” contacts

• Events

• Meetings

• Phone calls

• News articles

• Yesterday’s schedule

• Etc etc etc…

“Processing” contacts

• Follow-up

• Value & differentiation

• Follow

• Registration & triage

• Follow-up

Daily to-do’s

• Five thank yous

• Four catch ups

• Three recommendations

• Two referrals

• One hand-written note

Daily Do Lists

• Objective: Engage with social selling best practices daily

• Cost: Free

• How It Works:– Schedule a daily meeting with yourself at 7:30

am (or whenever you start your work day)– Work through the list

Matt’s Daily Do List

1. Schedule (yesterday & today)

2. Touch Base (birthdays, Likes)

3. Endorsements (skills, Kred, Klout, Connect.me, MeritShare)

4. Spam folder

5. Network (Twitter adds, G+ Circles)

6. Engage (Comments, LinkedIn Groups)

7. Prospecting

LinkedIn profile best practices

LinkedIn profile best practices

LinkedIn profile best practices

LinkedIn profile best practices

Nine Social Networking Tools

1. HootSuite

2. Newsle

3. TweetAdder

4. Contactually

5. Buffer

6. Socedo

7. Nimble

8. Email Alerts

9. Morning Coffee

Buffer

• Objective: Automate throttling and distribution of curated content to up to 20 social channels

• Cost: $20/month

• How it works:– Identify value-added content worth sharing on Twitter,

Facebook, LinkedIn (including groups)– One-click to share & choose appropriate channels– Automatically queues content for future distribution

How to create more content

• Write more ideas down

• Keep a single, ongoing list of those ideas

• Ideas, then outlines, then drafts

• Write ahead of time

• Use guest contributors

10 sources of content inspiration

1. Customer questions

2. Stuff you read

3. People you disagree with

4. Your customer-facing teams

5. Trade press

6. Conferences, panels & Webinars

7. Twitter hashtags

8. LinkedIn Answers

9. The news

10.Things you see that are dumb

Making the most of live events

• Take plenty of business cards (but don’t lead with them)

• Dress & appearance is important

• Be polite but proactive

• Remember and/or write down names, contexts and deliverables

• Focus on THEM (and ask good questions)

• Don’t overdo it

Last Slide Last

1. Networking and sales is still about relationships and delivering value

2. Tools are just tools (but they are critical)

3. Engage & nurture prospects (and partners) “upstream” before they are active buyers

4. Use research tools to customize approach with new targets

5. Make networking a daily discipline

Don’t forget…

matt@heinzmarketing.com

Questions?