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ANTHONY JULIANO | JULY 18, 2012

2006 2007 2008

2009 2010 2011

LEAD GENERATION

0

0.5

1

1.5

2

2.5

3

TWITTER FACEBOOK LINKEDIN

VISIT-TO-LEAD RATIO VISIT-TO-CONVERSION RATE

SOURCE: HUBSPOT

IS ALL ABOUT

ENHANCING EXISTING

RELATIONSHIPS

TWO THINGS THAT ARE

LESS IMPORTANT THAN

THEY SEEM *

*OPTIMIZING

YOUR PROFILE

*CONNECTING WITH

EVERYONE

WHY IS IT CRAZY

TO RELY ON

YOUR PROFILE?

WHAT’S WRONG

WITH CONNECTING

WITH EVERYONE?

Generally, most estimates put Dunbar’s number at 150, although it can be as high as 230.

IT’S ABOUT

CONNECTING,

NOT COLLECTING

OK, WHAT SHOULD

YOU FOCUS ON?

WHERE SHOULD YOU SPEND YOUR TIME ON

?

• STATUS UPDATES

• ADVANCED SEARCH

• RECOMMENDATIONS

• INTRODUCTIONS

• APPLICATIONS

(SLIDESHARE, BLOG

FEEDS)

• ANSWERS

• EVENTS

• GROUPS

• RECRUITMENT

• COMPANY PROFILE

• FOLLOW COMPANIES

STATUS UPDATES

ADVANCED SEARCH

RECOMMENDATIONS

WHAT YOU’RE WORKING ON

SHARING WHAT YOU’VE

READ/RESOURCES/INDUSTRY NEWS

ADVICE/OPINION

QUESTIONS

EVENTS

GOOD STATUS CONTENT: EXAMPLES

DON’T SELL

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

http://www.flickr.com/photos/krissen/6340984211/sizes/l/in/photostream/

HOW DO YOU OBTAIN

RECOMMENDATIONS?

• DO GOOD WORK

• ASK FOR THEM—TIMING IS EVERYTHING

• GIVE THEM (BUT NOT QUID PRO QUO)

WHERE SHOULD YOU SPEND YOUR TIME ON

?

• STATUS UPDATES

• ADVANCED SEARCH

• RECOMMENDATIONS

• INTRODUCTIONS

• APPLICATIONS

(SLIDESHARE, BLOG

FEEDS)

• ANSWERS

• EVENTS

• GROUPS

• RECRUITMENT

• COMPANY PROFILE

• FOLLOW COMPANIES

IF YOU ONLY HAVE

10 MINUTES A DAY FOR

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

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

THANKS!

ANTHONYJ@ASHERAGENCY.COM

(260) 424.3373

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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