S E P T E M B E R 2 0 -2 2 , 2 0 0 9

The Sales Growth

Formula
Joe Mechlinski, President of
EntreQuest
Evolution
FROM THE AGRICULTURE AGE TO THE CONCEPTUAL AGE

ATG CONCEPTUAL AGE

(creators & empathizers)
(affluence, technology, globalization)

INFORMATION AGE
(knowledge workers)

INDUSTRIAL AGE
(factory workers)

AGRICULTURAL AGE
(farmers)

18th Century 19th Century 20th Century 21st Century

 Evolution Of The Economy

 Information  Attention 
Trust


 Experienced Based Economy, Joseph Pine II & James H. Gilmore

 Harvard Business Review, July – August 1998

The Trust Model
Building Trust in Politics ,
Relationships and Life , Robert Solomon
and Fernando Flores , 2001

Trust Sincerity (A
sp
ec
ts
of
Reliability Tr
us
t)

Competence
Where Do We Go To Make
Decisions?
• 25 People That You
Know & Trust , They
Trust You
• Keep In Touch With On
Weekly Basis
• Recommendations From
• Some Reason, Season,
Lifetime
• Respond to
Immediately

Core 25: Tribe of

Trust
 Second & Third Degree
Connections
• People You

+1°
Know

 • Don ’ t Keep In
Touch With On
Weekly Basis
• Acquaintances
• People You

2°
Don ’ t Know

1° + • People Who
Don ’ t Know You

•Studies Have Shown The More People You Know ,

The Greater Your Income
 Sales Growth Formula So
Far…

Winning in Emotional
Trust Intelligence
Based
Economy
U se Yo u r E Q , n o t Yo u r IQ
Social Awareness & Self
Awareness

EQ
Emotional Quotient
vs.
IQ Quotient
Intelligence
•Monitor one's own and others' feelings
E memotions
and o tio n a lIn te llig e n ce Is T h e
A b ility To …among them
•Discriminate
•Use this information to guide one's
thinking and actions

EI Definition By Salovey and Mayer (1990)

 Sales Growth Formula So
Far…

Winning in Emotional
Trust Social Media
Intelligence
Based
Economy
Who is Currently
Using Social
Networking?
 Social Media Users
Where are you ?

Self Awareness

 Social Awareness
 Social Media Users
COWARDLY LION
There are the people who just refuse to use it :
–It’s a fad
–My clients aren't on it
–It’s for college kids

These users are aware of themselves but not aware

of those
around them
–FACT: Over 100 million users on Facebook!
–FACT: Over 45 million users on LinkedIn!
–FACT: Twitter is growing faster than Facebook and LinkedIn!


Social Media Users

SCARECROW
There are people who are doing it but
not doing it correctly
–Have a profile setup but not using it
–Members of online groups but don’t participate
–Companies who setup their LinkedIn company pages and
now don’t know what to do...

These users are aware of those around

them but not about themselves and how
they fit in
Social Media Users

TIN MAN
There are people who are trying to do it :
–People using email to spam clients
–Organizations using Facebook to spam prospects
–Annoying people online who are the same annoying people that
we would run into at networking events and conferences

These users are neither aware

of themselves nor those around them

Social Media Users

THE WIZARD
There are people who are most rare and most
effective :
–Has all profiles setup, correct and up-to-date
–Actively participates in conversations and blogs
–Adds value where they can
–Makes connections for others when possible
–Informs their prospects of news and events in a timely manner
–Gives without keeping score

These users are aware of themselves and where they

fit in . They add value to their entire network and
receive in kind .
Social Media Allows You To...
EXISTING OLD HELP NETWORKING PERSONAL
ORIGINAL INFORMATICS CLIENTS WANTED NETWORKING
CLIENTS
SOURCE LEADS

DATA COLLECTION VIA MSFT CRM

T NON-SELF SOURCED LEADS SELF SOURCED LEADS

R NEWSLETTER

I SE
DO YOU
FIT? WEEKLY BLOG
DID YOU
ASK?
DID YOU
REQUEST
?
G AR
CH CA
DO YOU
BREATHE PE N
G EN
GI
MP
AI
? DID YOU
SEE?
WEEKLY VIDEO RS
ON
E
T C
GN
E NE
M TA
RG
PO
AL
NE
W
O
O
L
KT ST
R G ET
ED
CA
RD PR
SP
ON
MONTHLY
WEBINAR
T
W
R
KI
D
C
SO
S BL
AS
IN
T RS
OR
KI
N
G
A
L
AD HI UPDATES TO NG E LI
T PS
S WEBSITE V N
E G
N
PRESS T
RELEASES S

THANK YOU
NOTES

TRACK ACTIVITY
SALES PHONE SPEAKING
PUT PEOPLE INTO MEETING HAPPY WEBINARS MEETING EVENTS
BUCKETS HOUR

OPPORTUNITY RAW PROSPECT

Managing Your Relationships
100 +
Million
Users

45 +
Million
Users

7
Million
Users

35 % - Adults in America on a Social

Networking Site
Winning
+ EQ
Sales Growth
in a
Trust
+ Social
Media
Based
Econom
Formula
y
Social Media

http://www.youtube.com/watch?v=sIFYPQjYhv

QUESTIONS….?

 Joe Mechlinski

Email: jmechlinski@entrequest.com
LinkedIn Group: http://www.linkedin.com/groups?gid=1887468
Twitter: http://twitter.com/joemechlinski
 Website: www.entrequest.com

THANK YOU
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evaluation.