All Interviews Are Meetings Where Conversations Are

Exercises In Solution SellingExercises In Solution Selling

The Sociology & Technology of Using Social Media

To Get Those “Meetings”1Harry@Ppt-Consulting.com |

www.NextLevel-Marketing.com

The REAL Situation is... CONTEXT & FOCUS

• Interview/Conversations are – Solution Selling Exercises,– Determining Your

• Strengths, Motivation & Fit

• Your host may throw up barricades– Making it difficult:

1. To get to “reach” them --

2. Even when your “common” goals are in-sync.

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How Do We Get To Common Ground?

3Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

The Truth!

1. Strengths2. Motivation3. Fit

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The Truth!

1. I’ve done...S

1. Can you do the job? (S)

2. Will you love

1. Strengths2. Motivation3. Fit

1. I’ve done...S2. I am………M3. I have…….F

2. Will you love the job? (M)

3. Can we tolerate working with you? (F)

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The 2 Objectives For FOCUS

1. “Reach” them w/Solutions to..

2. Identified goals that3. Address S.M.F.

• Using Social Media Effectively

• Having S.M.F. words3. Address S.M.F. • Having S.M.F. words• Putting conversations

in “Solution Selling” context

The Approach6

Business Goals Are Obvious P-I-R-C

Budget1. Top Line Revenue (Increase)2. Expense (Reduction)

==============3. Bottom Line (Management)

• Prevent• Improve• Reduce • Change

7Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

Goals Aren’t Always In-Sync

• Your S.M.F. • Their

Solution

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Solution Context

Goals Aren’t Always In-Sync

• Your S.M.F. • Their

Solution

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Solution Context

• “…so user-friendly that it's going to be an inarguable game-changer. It aggregates content in an innovative

Buzzword Example

It aggregates content in an innovative fashion and integrates seamlessly with existing infrastructure.”

10Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

Avoid These11

Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

Clearer PictureSolutions for

Goals Solution Context

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The 3 Reasons We Have Careers

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• …Can you do the job? (Strengths)• …Will you love the job? (Motivation)• …Can we tolerate working with you? (Fit)

The 3 Reasons We Have Careers

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• I need you to “fix” my problem.

The Reasons Employers Need Us…

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As a: _______________________________ (role)

Budget1. Top Line Revenue (Increase)2. Expense (Reduction)

==============3. Bottom Line (Management)

I Impact: (1.) (2.) (3.)

By: ______________________________

3. Bottom Line (Management)

Through my experience in & skills at, with companies who :

____________________________________________________________

____________________________________________________________

I solve the “_______________________________________________” problem.

PreventImproveReduceChange

16Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

1. Job Posting Strategy... Creating Focus Steps

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Budget PerspectiveHarry@Ppt-Consulting.com | www.NextLevel-Marketing.com

2. “Problems I Solve” Ex. P-I-R-C

• As a ______________________________• My SMF experience

__________________________________• __________________________________• __________________________________• Prevent:___________________________• Improve:___________________________• Reduce:___________________________• Change:___________________________

18Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

•No one cares much about "I'd like a slightly better version of something that used

3. New Problems Strategy...

version of something that used to work" …problem solver.

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•What used to ‘work’–Probably won’t work now–Doesn’t matter…there’s new

New Problems Strategy...

–Doesn’t matter…there’s new problems

•What ‘new’ problems do you solve?

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4. THINK ~ Differently!

21Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

• Don’t talk about “hitting the apple” talk about avoiding “near miss”.

Don’t Get Confused22

5. LinkedIn Profile Strategy...Search-results “Thinking”

23Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

•It’s your web presence.•Results come from searches.

LinkedIn Profile Strategy...

•Results come from searches.•Like Google searches that ask

for solutions to problems/queries.

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•It’s not ONLY to answer “What do you do.”

LinkedIn Profile Strategy... Summary Section

•LQQk at the world from your “customer’s” eyes.

•Keywords from the past + future! 25

•Keywords that are not ona resume!

LinkedIn Profile Strategy... Keywords

•Keywords that answer the WPDYS?

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Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

“Problems I Wish To Solve”

• As a ______________________________• My skills & experience developed S.M.F.

in ________________________________• __________________________________• __________________________________• Prevent:___________________________• Improve:___________________________• Reduce:___________________________• Change:___________________________

27Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

28Harry@Ppt-Consulting.com | www.NextLevel-Marketing.com

Don’t Monkey Around!Let’s Connect:Harry Reczekhttp://www.Connect2Harry.com(847) 828-4719Harry@Ppt-Consulting.com

People ‘Buy’ Today’s Problem-Solvers

Harry@Ppt-Consulting.comDownloads of Handouts: http://www.NextLevel-Marketing.comPresentation: http://www.slideshare.net/hreczek/

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