8. Follow the LIKES for instant lead generation and leverage this smartly. 9. Every time you make a connection or enlist someone into your organization, take a picture of them with you (you are the representing agent and thus the market product that must be recognized) and have them post it to their social media platform. For several days after this connection, follow that person’s social media platform posting, visit their social media platforms where they posted your picture, and monitor who has liked their photo. Click on that Like and go to that new contact’s social media platform to do a cursory review to determine if they look like a prospect and, if so, click back out and onto the social media platform page of your client, and click a message, text them, or call them, and have your new client-customer arrange a three-way meeting ASAP with the new prospect. Leverage your new client to assist you in making your next connection. Do the same with organizations similar to yours. Regularly review and monitor their social media platforms. Look at their social media platforms for new posting of clients and connections, go to their new customers’ personal social media platforms and see what their LIKE followers may reveal to you for lead generation. 10. 80% of sales are closed/made on the fifth contact or more, so allow social media to complement your TouchPoints™. 11. Most selling professionals are really mere order takers and accept whatever the market will provide; 48% of sales people never follow up, or don’t follow-

up in a timely manner to have any positive impact from the initial contact. 12. My research with the largest sales forces in the nation over the past twenty years is that 12% of sales people only make two to three contacts and stop, 25% of sales people make a second contact and stop, and fewer than 10% of sales people make more than three contacts with a prospect. 13. Another reason most professionals never reach apex success is that 70% of marketing people do not have or use systems on a regular basis to manage their business. Make social media a systematic part of your daily efforts: coffee and tweet to start the day. 14. If your organization is fortunate enough to have communications, PR, marketing, public affairs, social media marketing, etc. individuals, teams, departments, or agencies, then it is critical that all parties work together whenever possible and synergistically leverage what they are doing with the same hash tags and links as lead source generators. Do this across all appropriate social media platforms. 15. Ideas for meaningful communication: Build a social media announcement or blitz around other traditional announce- ments or marketing campaigns for any new service offer or product offer. Any new client endorsement, testimonial, or affirmation can be communicated. Cel- ebrating someone’s accomplishments, accolades, awards, or notations can be communicated. Any urgent calls-to- action or celebrity engagements for your industry, business, or space should be communicated. Have a regular commu- nication update or blog or bulletin board of posts or re-posts from individuals within your organization with exciting messages that your prospects and advo- cates could become addicted to follow- ing. Spread around the content devel- opment for posts by assigning a regular brief from key constituents within your organization, so that the message is not always coming from you. The ideas are endless, so let the creative DNA flow here. Be proactive in this space. If not, your compe- tition will be and they will make the connec- tions you miss.This is not necessarily because they have a better value proposition; it is be-

cause the market can’t find you, does not see you, or you are not easily accessible. Although social media space was once a place for Generation X/Y and Millennials to hang out, today’s reality is that this is Generation Z’s business address. Some research is even revealing that a demographic and possible new explosion in traffic is with the Baby Boomers – so reach prospects, customers, or even influencers here. Rather than through traditional computers, social media today is an on-the-go instant connectivity reality via a range of virtual mobile devices. And while these devices are not always accessible for live phone conversa- tions, they can be used for text and picture transmission 24/7. To learn how to connect with your market and what messages grab their attention, simply watch, observe, and ask. Play where the market is. Better yet, predict where the market is evolving and be there when they arrive! Jeff Magee, CMC, CBE, PDM, CSP, accelerates or- ganizations forward through his Leadership Academy Of Excellence™ Series, keynotes and performance based coaching. Jeff is the Group Publisher/Editor- in-Chief of PERFORMANCE360 Magazine ™ (www. ProfessionalPerformanceMagazine.com), Editor of Performance Execution and Performance Driven Sell- ing ™ Blogs, former nationally syndicated Radio Talk Show Host (www.CatalystBusinessRadion.com), as well as the author of 23 books including best-sellers The Managerial-Leadership Bible , Revised Edition, Your Trajectory Code , Performance Execution , and The Sales Training Handbook . He is also a columnist and highly sought motivational leadership speaker. The recipient of the United States Junior Chamber’s Ten Outstanding Young American’s (TOYA) Award and the United States National GUARD’s Total Victory Team Medal for civilian contribution to the Armed Services. DrJeffSpeaks@aol.com

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