Presentation deck from February 20, 2013 luncheon at the South Lake Union Chamber of Commerce.

1. Business Networking 2.0: How to
increase contacts, leads &
opportunities
Matt Heinz
President, Heinz Marketing Inc
matt@heinzmarketing.com @heinzmarketing

5. 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…

6. 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

7. Eating the dog food…

8. Relationships matter

9. 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?

10. “Collecting” contacts
• Events
• Meetings
• Phone calls
• News articles
• Yesterday’s schedule
• Etc etc etc…

11. “Processing” contacts
• Follow-up
• Value & differentiation
• Follow
• Registration & triage
• Follow-up

12. Daily to-do’s
• Five thank yous
• Four catch ups
• Three recommendations
• Two referrals
• One hand-written note

13. 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

14. 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

15. LinkedIn profile best practices

16. LinkedIn profile best practices

17. LinkedIn profile best practices

18. LinkedIn profile best practices

19. Nine Social Networking Tools
1. HootSuite
2. Newsle
3. TweetAdder
4. Contactually
5. Buffer
6. Socedo
7. Nimble
8. Email Alerts
9. Morning Coffee

20. 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

21. 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

22. 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

23. 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

24. 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

25. Don’t forget…
matt@heinzmarketing.com

26. Questions?