fab system explanation 6 slides

Growing Your Business Using LinkedIn

Mike Nevin

Alliance Best Practice

Contents of this executive briefing pack

This briefing pack covers the following areas:

The System: What is it? and How does it work?

Effect: What effects can we expect as a result of using the system?

The Evidence: What evidence is there that it works?

Uniqueness: Why is it special?

Questions: What are some of the common questions from clients?

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2

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5Proof: How can you try before you buy?

Cost / Value: What cost and benefits have other clients seen?

Further Details : How can you get further information on the system?

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The FAB System

F = Find Them

In this stage you will learn how to target with amazing accuracy people who can help you grow your business.

A = Make Appropriate contact with them.

The second stage allows you to make the right kind of contact and be seen as a ‘trusted advisor’ rather than as a salesman.

B= Build relationships with them.

The third stage shows you how to build ongoing deep and valuable relationships with key contacts to sustain your development efforts over time.

The FAB system is a simple, proven, three step process for success

System Effects : Before and After

Before

Clients have typically seen a 250% - 650% increase in sales in 12 months

After

Individual sales efforts spread across the whole firm.

Patchy use of sales systems and no relationship building system.

Some sales / development people aware of LinkedIn.

No coherent or deliberate use of LinkedIn for added sales value.

State of ‘unconscious incompetence’ most people don’t know they have a problem.

Individuals have a better understanding of what LinkedIn can do to help them.

The organisation has a defined social media strategy.

Pragmatic 30 – 60 and 90 day action plans are in place.

Business development staff are trained in the use of the FAB system.

Management has some clear metrics to judge success.

Sales results go up!

The Evidence: Cross Sector & Sizes

A:live Communications

KEY Personnel Ltd

Ashridge Business School

Geotechnical Engineering Ltd

The following are example client situations, more are available on request:

Before: Telesales costing £2,100. Results disapointing During: Identification of 10 new key accounts and key decision makers After : 80% response rate and 3 conversions within 30 days

Before: Lack of understanding of what LinkedIn could do for the firm 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 During: One day strategy clarification and system introduction After: Course bookings up 43% ROI on exercise 1400%

Before: Some business development personnel using LinkedIn but no integration During: FAB system training course and explanation After: Common linking of in house personnel led to 3 new sales

Uniqueness: Why is it special?

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.

The FAB system is unique in three critical ways:

Frequently Asked Questions (FAQs)

Question

The following are a selection of FAQs from clients:

Answer

1. I sell services not products. Will this system be applicable to me?

2. I have a business to business (B2B) model rather than a business to consumer (B2C) model is this relavent?

3. I don’t have much spare time with all the other demands on me. How much time will I have to commit?

4. I am not keen on social network sites generally (like Facebook) will I need to learn a whole new set of skills?

1. The system works equally well with service as well as product companies.

2. The system works best with B2B rather than B2C models.

3. The more you can build the system into your business development activities the more poerful it will become but you can start with as little as 1 hour per week.

4. No. The FAB system utilises common PC techniques which are easily mastered.

Proof: Try before you buy

Finally ABP can show you how to build a developing relationship with the targets over time.

The FAB system allows you to ‘try before you buy’ within 2 hours:

The candidate list is then benchmarked against our system to see how many you could contact immediately.

ABP can run a diagnostic assessment on the types of people that could help you build your business and create a candidate list.

BBuild

ASee how many

you could contact

FOver 90 million contacts

The

FAB

Sys

tem

in a

ctio

n

Cost benefit analyses

Typical cost benefit analyses from clients:

Co. A Co. B Co. C Co. D

450

650

800

900

Typically 250% - 650%

Cost / benefit ratio = The ratio of total costs paid out for the system compared to the extra revenue achieved as a result of its use.

Typical review points are 30 60 and 90 days.

Typical cost / benefit ratios are between 450% and 900%

Typically clients achieve a 250% - 650% increase in gross sales at minimal cost increases.

Further Details

Further details can be obtained from:

For further details please contact:Mike NevinManaging DirectorAlliance Best PracticeW: www.alliancebestpractice.com O: +44 (0)1675 442490M: +44 (0)7766 752350E: [email protected]