“Good things come to those who wait is bull—good things come to those who initiate.”
Social Media Cold Call
Social Prospecting Technique:
I use and connect through all available modes of communication, such as social networks like Linkedin, Twitter, and Facebook. My goal is to use social media to connect online, solidify the communication with a DM or email, and schedule a face-to-face chat for coffee, but I will settle for a Skype conversation or a phone call. In my opinion, bringing online, offline is the key to building lifelong relationships. (*Advisors can also leverage their existing offline relationships they have with clients in their practice, bringing new life into the relationship by using online means to build out those relationships with their clients’ family and friends.).
Depending on the success rate of the proactive medium, I adjust accordingly. I like to start with Linkedin by narrowing my search through “keywords,” then filter down by geographic region. (You can also search keywords and geography on Twitter and Facebook.) For example, if I am looking for people involved in financial services and social or digital media, I search for “financial and digital,” or “financial and social.” If my goal is to set up a face-to-face meeting, I then narrow it down to Boston, Connecticut, or New York. To put some tangible numbers to this, I have found that fifty Linkedin messages will result in 3 – 5 face to face meetings, or at the very least, 5 – 8 phone conversations. I prefer to meet people in person. Follow up is crucial. If you don’t keep track of who you have contacted and who has connected back with a response, who has connected and hasn’t responded, you will get lost and see dismal results. After my first message wave, I track who responded and who didn’t respond and place those messages in appropriately labeled folders, such as “Sent Email,” “Sent Invite,” “Answered Email,” “Meeting,” etc., so I can follow up with a second wave of messages.
We’re not Recreating the Phonebook:
I am not trying to recreate the phonebook online. I don’t want meaningless connections in my Linkedin network, or any network for that matter (except Twitter); I want my network to be strong and powerful. A tip I learned from Keith Ferazzi, is to label your people in your online rolodex with a one, two or a three. One’s are people who you want to build a relationship with but, you haven’t yet. Two’s could be for people you have built a relationship with, and threes are people who you haven’t had time to pursue, but you’d like to at some point. You need to come up with a system that works for you.
Strengthening the Odds:
Before I send my invitation to connect, I do a very brief search of their online history to discover a commonality we may share. If they have their own website, I can compliment them on it. If they commented on a blog or Facebook post, I will also go and comment on it. The connection clues are everywhere. Talk about them and their interests to start the conversation. They are online for a reason—figure out that reason and help them accomplish what they are trying to accomplish, and you will forever be connected.
If I am really interested in the prospect above the others on the search list, I also send a Twitter message and look at their Linkedin message (I may expand this to Facebook, Pinterest and other networks). I find the cross-platform method increases my contact rate by 50% when employing this powerful strategy.
Twitter message response from a Linkedin, Twitter combo:
Newly discovered friend admiring the cross-platform strategy:
Proactive Twitter reach-out based on my online profile and presence:
Twitter, Linkedin combo message response after connecting for a follow-up phone call:
Twitter:
Linkedin:
Social Identity Presence:
I feel that the better your social presence (or identity) is on the web, the more credibility you have. I spend my time developing my presence by writing frequently on my blog, via informational webinars, my Facebook business page, Twitter tweets, my Linkedin profile, and my Linkedin group/answer presence through posting and commenting. The more social proof I have, the more apt the person is to talk to me. They may know they are being targets if they are smart, but the subtle way I do it makes them feel important. I discover what they are doing, what their challenges and struggles are, and then I am able to form a basis for my value proposition when they ask me what I do. What a coincidence—I work with many companies that were in your same exact situation, and I helped them leverage social technology to… you get the idea.
As I told you before, my main goal is to have people come directly to me for solutions to their problems. This is my utopia. This is like for many salesmen and women who have a prospect purchase their solution without even seeing a demo. A recent prospect, who came to me via a Linkedin group message response that wasn’t even directed to him, I didn’t even know he existed. He found me through search and read my profile. My profile provided enough clues about a solution to prompt a meeting. Everyone is watching and looking to Social for a solution to their fulfill their needs and solve their problems.
Follow-up meeting with the gentleman he is consulting for:
In conclusion, social networking allows me to leverage my message and get myself out there. What I do with the new opportunities is totally up to me and my tenacity to stay organized and follow up!
Please share your Social prospecting stories with the Recommended Advisor Community!
Jeffrey Gitomer (@gitomer) in his awesome book talks about the 100 year old cold call and the evolution of a prospect networking strategy through social networking.
I would advise you pick up his book SOCIAL BOOM and check out his site: http://www.gitomer.com/Social-BOOM-How-to-Master-Business-Social-Media-pluBOOM.html
Rich,
Great info, it’s concise and thorough. Establishing and expanding your presence on the web is key to success in the 21st century. You’ve really sparked me to work more diligently on my own presence and leverage it to maximize its usefulness.
My thought process is changed and now I consider web/social media presence to be more like guerrilla combat. Quick strikes, non-invasive and incredibly flexible. It’s certainly a war out there to earn the right to speak with prospects…you’ve showed me a way to increase my chances!
Thanks,
Wallace
Wallace, Thank you so much for your comment. Let me know If there is anything else I can help you with.
Sincerely,
Rich LoPresti
Enjoyed examining this, very good stuff, regards .
Thank you! If there are any other topics you’d like to find more information about, let me know and I’ll tell you my perspective!
Sincerely,
Rich LoPresti
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
A very well written article, you make some very good points. It seems that many IFA’s seem to still rely on cold calling. I agree that to some extent this works but at the end of a day a DM or a Linkedin message is a lot less intrusive and disruptive and as you say if you find a commonality and don’t go straight for the sale, people are a lot more open to meeting or having a conversation and it shows from some of the responses that you have had.
I think a lot of people, especially financial advisors may be put off by learning a new way of going about business, I mean I am sure that to many who have been in the business for years we are talking about a whole new skill set, with mediums they may have never used. I do think though that if they give it a chance and stick with it then the results are evident.
I have only just started using twitter and facebook a whole load more due to my new role in marketing and already I can see how successful some of these strategies can be. I think as you say if you are organised and spend time everyday cultivating your profile, putting yourself out there you will eventually reach the stage where people come to you. Let’s be honest when meeting a financial advisor or someone trying to sell something the first thing you will be doing is heading to google and searching their name.
Look forward to reading more!
Graham
Graham,
Thank you for your well thought out comment. Keep in touch and let me know how things are going. Feel free to reach out at any time if you need help.
Sincerely,
Rich LoPresti
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
I appreciate an unbelievable put up, will see one’s others posts. many thanks for your ideas for this, I soon became a bit strike by this article. Many thanks again! You earn a terrific time. Displays the beauty through wonderful report here. I do think that if a greater number of people thought about it like that, they’d have a better time period receive the hold ofing the issue.
Dalton,
Thank you so much for your kind words! If there is anything I can do to help, let me know. More to come!
Sincerely,
Rich LoPresti
@RichLoPresti
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
Hey! Someone in my Facebook group shared this site with us so I came to take a look. I’m definitely enjoying the information. I’m book-marking and will be tweeting this to my followers! Wonderful blog and fantastic design and style.
Odette,
Awesome, and thank you. This is just the beginning, I have a lot of exciting stuff planned for the site this year! Thank you again for sharing. If there are any specific topics you’d like me to cover, let me know!
Sincerely,
Rich LoPresti
@RichLoPresti
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
Thank you an incredible publish, may examine your personal others content. thank you your notions within this, I soon became somewhat made an impact to by this article. Thanks again again! You earn a good aspect. Portrays natures best by the wonderful facts here. I believe that if a greater number of people thought about it like that, they’d have a very better time get the grasp ofing the matter.
Thank you. Let me know If we can help you.
I blog quite often and I really appreciate your information. Your article has truly peaked my interest. I will book mark your website and keep checking for new details about once per week. I subscribed to your Feed as well.
Selene,
Thank you for your comment. I appreciate you signing up for Recommended Advisor’s RSS feed!
Sincerely,
Rich LoPresti
@RichLoPresti
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
Howdy. Just simply want to make a quick statement and inquire where you received your particular web template I will be starting out own blog and factually appreciate your personal template.
I hired a company called easisell.com to design Recommended Advisors vision
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
You ought to take part in a contest for one of the best websites on the net. I most certainly will highly recommend this site!
Thank you, We appreciate the kind words. They mean a lot to us! Thank you again =)
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
You should take part in a contest for one of the greatest sites on the internet. I’m going to highly recommend this website!
I’m amazed, I have to admit. Rarely do I encounter a blog that’s both educative and interesting, and without a doubt, you’ve hit the nail on the head. The issue is something which not enough men and women are speaking intelligently about. Now i’m very happy that I stumbled across this in my hunt for something relating to this.
Thank you. We appreciate the kind words! There is more quality content to come!
Spot on with this write-up, I truly think this website needs much more consideration. I’ll probably be again to read much more, thanks for that info.
Thank you! More to come! Let me know if there are any specific topics you need help with!
Thanks for another informative website. Where else could I get that type of info written in such an ideal way? I have a project that I’m just now working on, and I have been on the look out for such info.
This really answered my problem, thank you!
Thank you for the comment. If there is anything else we can help you solve, let us know. We’re here to help!
Rich LoPresti recently posted..Social Media Network Prospecting Is the New Cold Call
Can I just say what a aid to seek out someone who really is aware of what theyre speaking about on the internet. You definitely know tips on how to deliver a problem to gentle and make it important. Extra people need to read this and understand this side of the story. I cant believe youre not more fashionable since you positively have the gift.
Thank you for the kind words. Glad you enjoyed the post. The site still is in BETA. If you have any tips on how Recommended Advisor can be more Fashionable, let us know =)
I needed to thank you for this wonderful read!! I absolutely enjoyed every little bit of it. I have got you book-marked to check out new things you post…
Thank you =) If there is any specific topics you’d like RA to cover, please let us know!
Nice post. I learn something totally new and challenging on sites I stumbleupon every day. It’s always exciting to read articles from other authors and use a little something from other websites.
I’m impressed, I have to say. Really rarely do I encounter a weblog that’s each educative and entertaining, and let me inform you, you could have hit the nail on the head. Your concept is excellent; the difficulty is something that not enough persons are talking intelligently about. I am very joyful that I stumbled across this in my seek for one thing regarding this.
Thank you for your kind comment. Let me know what else you find, and if there is subject matter you’d like RA to cover. Thank you again =)
Wonderful work! This is the kind of info that should be shared across the internet. Disgrace on Google for no longer positioning this submit higher! Come on over and talk over with my website . Thanks =)
It’s arduous to find educated people on this subject, but you sound like you understand what you’re talking about! Thanks
I’d need to examine with you here. Which is not one thing I usually do! I get pleasure from studying a publish that can make people think. Also, thanks for permitting me to remark!
I’m impressed, I must say. Really not often do I encounter a weblog that’s both educative and entertaining, and let me let you know, you’ve got hit the nail on the head. Your thought is outstanding; the problem is one thing that not enough persons are talking intelligently about. I am very completely happy that I stumbled across this in my seek for something relating to this.
You made some respectable points there. I looked on the web for the issue and found most individuals will go together with together with your website.
very nice publish, i definitely love this website, carry on it
I found your blog web site on google and test a few of your early posts. Proceed to maintain up the very good operate. I just additional up your RSS feed to my MSN News Reader. Looking for forward to studying extra from you afterward!…
Well put together post with lots of really good points. I would like to say, nicely done and all the best in the future
Your current web site seems to be a lttle bit peculiar once i use my own cellular internet browser on my small blackberry mobile phones. You wish to make certain remember to.
Would you be fascinated with exchanging hyperlinks?
If it is related to the subject, sure.
I used to be very pleased to seek out this internet-site.I needed to thanks on your time for this glorious read!! I definitely having fun with every little little bit of it and I have you bookmarked to take a look at new stuff you blog post.
Youre so cool! I dont suppose Ive read anything like this before. So good to search out somebody with some authentic ideas on this subject. realy thank you for starting this up. this web site is something that’s wanted on the net, somebody with a little originality. useful job for bringing something new to the web!
I used to be very pleased to find this net-site.I wanted to thanks in your time for this glorious learn!! I positively having fun with each little little bit of it and I have you bookmarked to take a look at new stuff you blog post.
I am usually to running a blog and i actually appreciate your content. The article has actually peaks my interest. I am going to bookmark your website and hold checking for new information.
I was very pleased to find this web-site.I wanted to thank for your time of this wonderful read!! I definitely enjoy every little bit of it and I have you bookmarked to check out new stuff you blog post.
Try focusing time every day on your site. Your design project will come together quicker and more coherently if you avoid working on it in small bits and pieces. Working hard creates focus, which means that you will create a better site and therefore improve your profit margin.
Excellent post.. I had to look it twice to comprehend it all though, haha!
Thank you much appreciated =)
Oh my goodness! an amazing article dude. Thank you Nevertheless I am experiencing subject with ur rss . Don’t know why Unable to subscribe to it. Is there anybody getting similar rss drawback? Anyone who knows kindly respond. Thnkx
Thank you. I am working on the rss feed. If you add http://recommendedadvisor.com/feed/rss/ to Google Reader or any other reader, it should work.
After examine a number of of the weblog posts in your web site now, and I actually like your method of blogging. I bookmarked it to my bookmark web site listing and will probably be checking again soon. Pls try my website as properly and let me know what you think.
Many thanks for an incredible put up, would examine your particular others posts. many thanks for your ideas within this, I experienced a trifle struck by this short article. Thanks again again! You wanna make a great time. Portrays natures best by the great info here. I do think if a greater number of people considered it doing this, they’d have a very better time period get the hang ofing the difficulty.
I’m impressed, I have to say. Really rarely do I encounter a weblog that’s each educative and entertaining, and let me inform you, you’ve hit the nail on the head. Your idea is outstanding; the issue is one thing that not sufficient persons are speaking intelligently about. I am very completely satisfied that I stumbled across this in my search for something referring to this.
A powerful share, I simply given this onto a colleague who was doing a bit analysis on this. And he in truth bought me breakfast as a result of I discovered it for him.. smile. So let me reword that: Thnx for the deal with! But yeah Thnkx for spending the time to discuss this, I feel strongly about it and love reading extra on this topic. If possible, as you change into expertise, would you mind updating your blog with more particulars? It’s highly useful for me. Massive thumb up for this blog put up!
thanks for posting this subject, i am really intereted in this.and can continue to study your posts
I’m impressed, I have to say. Really not often do I encounter a blog that’s both educative and entertaining, and let me tell you, you’ve gotten hit the nail on the head. Your idea is excellent; the difficulty is something that not enough people are talking intelligently about. I’m very completely happy that I stumbled throughout this in my seek for one thing relating to this.
Thank you an incredible submit, may study one’s others content. thank you your thinking for this, I soon became somewhat made an impact to by this text. Many thanks again! You wanna make a terrific time. Got some fantastic info here. I do think that when a greater number of people thought about it like this, they’d have a very better moment in time receive the hold ofing the issue.
I will immediately grab your rss as I can’t to find your e-mail subscription link or e-newsletter service. Do you have any? Please permit me recognize so that I may subscribe. Thanks.
There may be noticeably a bundle to know about this. I assume you made sure nice factors in options also.
I wholly go along with what you mentioned in this particular post. Thanks for the intriguing information.
I am going to try this sometime soon!
This is my third time to your blog, I love it every time!
An fascinating dialogue is value comment. I believe that you should write extra on this topic, it won’t be a taboo subject however usually people are not sufficient to speak on such topics. To the next. Cheers
thank you for sharing with us, I believe this website genuinely stands out : D.
Great post. I was checking continuously this blog and I am impressed! Extremely useful info specially the last part
I care for such information much. I was seeking this particular information for a long time. Thank you and best of luck.
I am glad for commenting to generate you understand what a cool encounter my cousin’s girl obtained reading by way of the blog. She figured out lots of issues, most notably what it’s prefer to possess an amazing teaching spirit to acquire numerous extra quickly grasp numerous extremely confusing topics. You undoubtedly surpassed her expected results. Thanks for generating those practical, safe, revealing and also distinctive ideas about that subject to Lizeth. Only a smiling visitant here to share the love. btw wonderful layout.
Aw, this was a really nice post. In idea I want to put in writing like this additionally – taking time and precise effort to make an excellent article… however what can I say… I procrastinate alot and not at all appear to get something done.
Mhm, very great layout
.
#up: I’m not sure if you’re right, bro.
It’s not about being right or wrong. The post was about sharing ideas on how to prospect. You can’t leave out any method!
Amazing layout! How did you get it?
I hired people to build the site for me.
Perfect layout I think.
I was very pleased to find this internet-site.I wanted to thanks in your time for this glorious learn!! I positively having fun with each little bit of it and I’ve you bookmarked to take a look at new stuff you blog post.
Can I just say what a relief to find someone who actually knows what they are talking about on the internet. You definitely know how to bring an issue to light and make it important. More people need to read this and understand this side of the story. I cant believe youre not more popular because you definitely have the gift.
How can I get an explanation about the leading route to play?
Can you elaborate on your question?
Wonderful article! We will be linking to this particularly great post on our website. Keep up the great writing.
You have a great blog here! would you like to make some invite posts on my blog?
You can send me the details to rich@recommendedadvisor.com
Saved as a favorite, I love your site!
Thank you! Much appreciated.
Excellent weblog, I’m going to spend a lot more time reading about this topic 785167
Thank you =)
WONDERFUL Post.thanks for share..extra wait .. …
Can I just say what a relief to find someone who actually knows what they are talking about on the internet. You definitely know how to bring an issue to light and make it important. More people need to read this and understand this side of the story. I cant believe youre not more popular because you definitely have the gift.
thank you
Can I just say what a reduction to search out someone who truly knows what theyre talking about on the internet. You undoubtedly know how to carry a problem to light and make it important. More individuals need to read this and understand this aspect of the story. I cant imagine youre not more well-liked since you definitely have the gift.
Many thanks for a tremendous put up, may examine your personal others content. thank you your thoughts with this, I experienced a bit thump by this short article. Merit again! You make an excellent aspect. Has wonderful info here. I do think if more individuals thought of it doing this, they’d possess a better time period get the suspend ofing the difficulty.
I have my own blog and might bid on projects to blog for others. I believe there are some guidelines out there around what is allowed or not regarding images posted on public blogs (such as copyright rules, licensing, or trademarks). Is there anywhere to go to find industry guidelines for blog post images?.
I am not sure. I am sure you can do a google search on the subject. I know flickr has some guidelines on their site
That is a good tip especially to those new to the blogosphere. Simple but very precise information… Thanks for sharing this one. A must read article!
Thank you =) Glad you like it!
I blog quite often and I really thank you for your content. This article has really peaked my interest. I will bookmark your site and keep checking for new details about once per week. I subscribed to your Feed too.
Thank you. I really appreciate it =)
Your style is unique in comparison to other folks I have read stuff from. I appreciate you for posting when you have the opportunity, Guess I will just book mark this site.
Thank you. Much appreciated =)
I’ve heard that there are some issues with character limits on the PS3 web browser. Has this problem been fixed? Would I be able to type out long blog posts on the PS3 web browser?.
You made some decent points there. I looked on the internet for the issue and found most guys will go along with with your website.
WONDERFUL Post.thanks for share..more wait .. …
There is perceptibly a bundle to realize about this. I believe you made certain nice points in features also.
An impressive share, I just given this onto a colleague who was doing a little analysis on this. And he in fact bought me breakfast because I found it for him.. smile. So let me reword that: Thnx for the treat! But yeah Thnkx for spending the time to discuss this, I feel strongly about it and love reading more on this topic. If possible, as you become expertise, would you mind updating your blog with more details? It is highly helpful for me. Big thumb up for this blog post!
I will, write a follow-up shortly. Are there any specific topics you’d like me to cover. What would help you?
Purely to follow up on the update of this matter on your site and would want to let you know simply how much I valued the time you took to publish this useful post. Inside the post, you actually spoke regarding how to actually handle this matter with all comfort. It would be my own pleasure to get some more suggestions from your site and come up to offer other folks what I discovered from you. Many thanks for your usual wonderful effort.
you got it! if there is anything specifically you are looking to accomplish, let me know and I’ll see if I can help =)
This is the appropriate weblog for anyone who needs to seek out out about this topic. You notice so much its almost laborious to argue with you (not that I really would want…HaHa). You undoubtedly put a brand new spin on a subject thats been written about for years. Nice stuff, simply nice!
thank you, much appreciate =)
I recently came across your website and have been reading along. I thought I would leave my first comment. I don’t know what to say except that I have enjoyed reading what you all have to say…
Very interesting info!Perfect just what I was searching for!
I’ve recently started a website, the information you offer on this web site has helped me tremendously. Thanks for all of your time & work.
Great WordPress blog here. Difficult to find the quality of writing like you these days. I really appreciate people like you! Take care!
Ty much much appreciated!