The Exclusive Network Always WINs

Lets Build a Bigger Network

Our Structure - Biggest Differentiator?

• SuperVAD = Super GENE• Our Cell Based Network Structure – It’s our

DNA , Our Genetic CODE – Relationships – Local Knowledge – Entrepreneurship– Agility – Local Autonomy

• Velocity – we adapt quicker ! • We continually Reproduce our Gene’s• The Market Aligns to our Model

Is this what our Group Organisation looks like ?

The Exclusive Networks CELLS

Our Extended ‘Relationship’ Network

The Reach of Our Network

Our ‘Heat Map’ from Space

Building the Exclusive Network • If 75% of the Sales Cycle

is Invisible

• And 65% of that time is Influenced by Peer Groups

• How do we influence those peer Groups ?

An idea – Social Media

Get in with the Crowd

Why LinkedIn?• Over 250 million users in 200 countries • Best social network for lead generation

– Hubspot• 72% of sales people using social media

outperformed their peers 23% more often– Social Centred Selling & Sales Guy

Consulting• Ideal account planning and mapping

tool• Help identify the invisible buyer

Some Simple Steps• Make sure your profile is up to date• Make it easy for people to know you – Skills, Experience, Contacts – Spend time on you summary

• Good, professional photograph – Its a business networking tool – be professional

• Make it easy for prospects to contact you – Provide full contact info

• Update regularly – relevant Content People buy from people…

Making Connections – Like a 1st Date

• Give a compelling reason to connect with you– Make it personal, not just system generated

• Remember to start with networking– Enquire, don’t sell– Think 1st date

• Entice them to want to know more• Remember RCT– Rapport, Credibility, Trust

The Power of Groups• People join groups for 3 reasons…– Learn from peers, contribute and become recognised,

find prospects• Join groups where your prospects are• Be positive• Be (a little) controversial• Be known for something• You can join up to 50 groups– TRICK – you can directly connect with prospects in

the same group!!!

Keep Extending our Network . . .• Partners– VARs/SI’s/ISPs

• End Customers– Our Customers Customers

• Vendors • Colleagues & Friends • Competitors (Yes Competitors)• Consultants/Press/Analysts• VCs/Bankers

Remember – some basic Rules• Don’t try and sell all the time– Ratio 4:1

• Doesn’t always have to be business • Provide relevant/Interesting Content – Become trusted

• Haven’t the time – ‘Curate’ services • Link to Partner Content – Vendors/Resellers

• When Trusted – SELL ! – Our campaigns/news/initiatives/Blog

Why not linkedin with ME !

Let’s Start Today!

200 (25%)

20,000(5%)

400,000(1%)

1,600,000

Putting into Practice • What does it mean for ME ?• Most of my opportunities are Real/Forecast– But who else is influencing your customers?

• We can’t Influence the end customer? – Really - >50% of my new connections are end users

• Treat our customers like a river not a pond – Things are constantly changing

• Be Visible, Relevant & valuable• Our collective Networks (TEAM) will WIN !

What have we learnt?• Markets are Networks• Networks Always win • You can only beat a network with a network• It’s our DNA . . . It’s in Our Genes• Our Customers Use these Networks to make

decisions • We can Prospect in these networks • We must influence these networks– Informative/Educational/Controversial – TRUSTED – We must continue to build these networks as A TEAM