The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

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© 2011 David Teten. More at ffventure.com and teten.com The Virtual Handshake: Winning Clients and Accelerating Sales with Social Media http://www.flickr.com/photos/intersectionconsulting/3469011188/ David Teten Partner, ff Venture Capital ffventure.com blog: teten.com @dteten New York, NY [email protected]
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The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media Presentation at Association for Corporate Growth Intergrowth May 12, 2009

Transcript of The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Page 1: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

© 2011 David Teten. More at ffventure.com and teten.com

The Virtual Handshake: Winning Clients and Accelerating Sales with Social Media

http://www.flickr.com/photos/intersectionconsulting/3469011188/

David TetenPartner, ff Venture Capitalffventure.comblog: teten.com@dtetenNew York, [email protected]

Page 2: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Intro Social Media Tells Network Next Steps

© 2011 David Teten. More at ffventure.com and teten.com

• Introduction

• Social Media

• Tells of People and Companies You Want to Know

• Growing Your "Network 2.0"

• Next Steps

Page 3: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Intro Social Media Tells Network Next Steps

© 2011 David Teten. More at ffventure.com and teten.com

ff Venture Capital (ffventure.com)• Early-stage technology venture capital fund based in New York• Founded 1999, with over 100 investments in over 40 companies• Focus on early stage web-based services companies with disruptive models, including

SaaS, video gaming, digital media, social, mobile and VoIP• First investments typically $50-$250K at valuations of <$5m pre-money• 50% of fund reserved for follow-on investments• Prominent angel investments include:

Cornerstone OnDemand (IPO); Quigo Technologies (sold to AOL for reported $340m); Klout, Hashable, Voxy, Phone.com

• Two partners: John Frankel (21 years Goldman Sachs) and David Teten; one Venture Partner (Michael Yavonditte, CEO, Hashable)

Page 4: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Intro Social Media Tells Network Next Steps

© 2011 David Teten. More at ffventure.com and teten.com

David Teten Biography (teten.com)• Partner, ff Venture Capital, early-stage technology venture capital fund• Founder and Chairman, Harvard Business School Angels of New York• Founder and Chairman, Navon Partners, startup focused on sourcing deals for private

equity funds• Managing Director, Evalueserve, through September 2008. 2,500-person finance-focused

research and analytics firm. • Founder and CEO, Circle of Experts (investment research firm), sold to Evalueserve• Founder and CEO, Teten Executive Recruiting, sold to Accolo, #42 on 2007 Inc. 500• Founder and CEO, GoldNames, domain name investment bank, based in Israel• Technology/Defense Investment Banking, Bear Stearns (#1 group at Bear investment

banking by revenues) • Lead author, The Virtual Handshake: Opening Doors and

Closing Deals Online (TheVirtualHandshake.com)• Harvard MBA 1998, Yale BA, both with honors.• Contact: [email protected]

Page 5: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Intro Social Media Tells Network Next Steps

© 2011 David Teten. More at ffventure.com and teten.com

Why should I care about social media?

•Because 3 out of 4 Americans use social technology. (Forrester, The Growth Of Social Technology Adoption, 2008)

•2/3 of global internet population visit social networks (Nielsen, Global Faces & Networked Places, 2009)

•Visiting social sites is now the 4th most popular online activity—ahead of personal email.

(Nielsen, Global Faces & Networked Places, 2009)

•Visitors spend 5 million minutes per day on Facebook.(Facebook)

http://www.slideshare.net/mzkagan/what-is-social-media-2005829 . http://www.flickr.com/photos/sreejithk2000/2385193167/sizes/l/

Page 6: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Intro Social Media Tells Network Next Steps

© 2011 David Teten. More at ffventure.com and teten.com

But I don’t use social media, and neither do my clients!

• The reality: you and your clients are in the matrix whether you like it or not. • Your clients search for you on Google before doing business with you. • You are already a member of gated online communities, which you may or may not be fully leveraging: your alumni network, your local “Moms” or “Dads” mailing list, your church/synagogue/mosque • You can accelerate your sales process by leveraging potential clients’ digital footprints. These help you to source leads, filter them, and then run a better educated sales process.

http://www.slideshare.net/mzkagan/what-is-social-media-2005829 . http://www.flickr.com/photos/sreejithk2000/2385193167/sizes/l/

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Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• Introduction

• Social Media

• Tells of People and Companies You Want to Know

• Growing Your "Network 2.0"

• Next Steps

Page 8: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Firms Fail to Capitalize on Their Internal and External Networks

Forrester Research/David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online. http://www.flickr.com/photos/pagedooley/2494191157/sizes/l/

• Knowledge is not readily searchable

• Knowledge is not retained when employees leave

• Relationships are not visible• Relationships are primarily tied to

colocated people• Millennials expect and embrace

social technologies

Page 9: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

“Social media is a communications

medium that relies on its audience to create, modify, or

distribute the medium’s content

- Nick Gonzalez, SocialMedia.com

http://www.flickr.com/photos/briansolis/2735401175/sizes/l/, http://blog.socialmedia.com/how-should-we-define-social-media/. /

Page 10: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• Searchable

• Cheap

• Crosses boundaries of time and space

• Passive presence

• Ease of forming groups

• Reduced time and expense

• Greater visibility

Benefits of Online Networks

http://www.flickr.com/photos/uaeincredible/3333223048/sizes/o/

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Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

The Future of Online Networks

• Online business relationships mainstream

• Technology available now

• Early adopters reap maximum benefits

• Technology required to overcome some barriers, but education is solution

• Systems that address privacy and time concerns will be leaders

http://www.flickr.com/photos/extraketchup/748452643/sizes/o/

Page 12: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Sales Cycle and Social MediaSales Cycle How Social Media is an Accelerator

Marketing • Become more attractive online• Become a searchable magnet for potential clients who need

your servicesIdentify leads • Systematically update CRM system

• Identify clients who have changed status and are now potential buyers

Background check

• Review professional and personal lives• Talk with client’s network: customers, competitors, suppliers

Reach out • Identify commonalities

Negotiate deal • Gain insight into counterparty’s negotiating style, motivationsClose sale • Exploit all of the advantages you’ve built

Page 13: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Transition: Web 1.0 Social Media

Parameters Web 1.0 (Read) Social Media (Read-Write)Governance Top-down Bottom-up

Communication Channels People to Machine Machine to Machine and People to People

Information Discovery Search and Browse Publish and Subscribe Information Retrieval Transactional Relationships

Information Aggregation Portal, Commercial Aggregators Micro-Aggregation

Marketing, Selling Push, Contextual Conversational, Personal Content Control Publishers, Aggregators Content Authors Content Structure Documents, Pages Tagged Objects Applications Closed, Proprietary Open, Standard-based

Technology HTML, Solaris, Oracle XML, AJAX, RSS, PHP, MySQL XQuery Partially sourced from: “Web 2.0 the Living Web and Putting “We” in the Web”, Bebo White, University of San Francisco (http://www.rthk.org.hk/mediadigest/20060915_76_121128.html)

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Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• Corporate• Personal• Your digital trail

The Virtual You

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Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Search Engine Optimization

• Scan your targets’ sites to understand their language

• Use keywords INconsistently

• Name what you’re selling (e.g., ‘resume’)

• Optimize top of the page

• Google Keyword Suggest

http://www.flickr.com/photos/olibac/2894715308/sizes/l/

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Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Toolkit

• Email groups file • Profiles file • Standard emails

http://flickr.com/photos/neilt/2517652/sizes/o/

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Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Powerful Emails

• Direct E- mail

• E-mail Signature

http://www.flickr.com/photos/misbehave/2352753067/sizes/l/

Page 18: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• Introduction

• Social Media

• Tells of People and Companies You Want to Know

• Growing Your "Network 2.0"

• Next Steps

Page 19: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Growing Companies

http://flickr.com/photos/laserstars/908946494/sizes/o/

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Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Private Equity News

• Dealbook.blogs.nytimes.com• PEHub.com• PENews.com• PrivateEquityInfo.com

Venture Capital News• Techcrunch• Mashable• Mercurynews.com/vc

Page 21: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Companies that Hired People/Firms Like You

http://flickr.com/photos/foundphotoslj/1134148114/

Page 23: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• Introduction

• Social Media

• Tells of People and Companies You Want to Know

• Growing Your "Network 2.0"

• Next Steps

Page 24: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

= D * ∑ (Chn *Con *Rn * Sn *In)

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

N

n=1David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (www.TheVirtualHandshake.com)

Page 25: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Average Strength = Minutes Available / Person

Number = # Peopletherefore…

Balance of Strength and Numbers

Average Strength * Number = Total Minutes Available

vs.

Page 26: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com)

Page 27: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Biography Analysis Software

Page 28: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com)

Page 29: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Website

Page 30: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com)

Page 31: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Relationship Capital Management Software

Relationships ranked by Strength

See which colleagues have best

relationships to target

Privacy Access Layer configured for firm’s culture

Email traffic patterns, address books, billing systems, employment

history, etc.

Contact Network Corporation (ThomsonReuters)

Leverage Software, Contact Network Corp., others….

Page 32: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Corporate Analysis Software

Page 33: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com)

Page 34: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Multiple Media

http://flickr.com/photos/re-ality/41676755/sizes/o/

• Phone

• Email

• Instant messaging

• Internet telephony (Skype)

• Web conferencing

• SMS

• Twitter

Page 35: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Online meets Offline

Page 36: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com)

Page 37: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com Socialtext

Socialtext Wiki Case Study: Dresdner Kleinwort Investment Banking

problem • Heavy dependence on email communication & meetings for decision-making

solution • 5,000 wiki usersbenefits • Reduced meeting times by 50%

• Reduced email traffic by up to 75%• Adoption outpaced corporate intranet usage

within six months• Wiki today: 6,000 pages & 100,000 hits per month

Page 38: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

From Cold Calling to Warm Cold Calling

http://www.flickr.com/photos/23439761@N03/3258313816/sizes/l/

Page 39: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Data from Business Cards

Page 40: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Data from Email and Files

Page 41: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Data from the Cloud

Page 42: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Targeting

• Directly-relevant companies

• Fast growth companies

Page 43: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com)

Page 44: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• IERGOnline.com

• Executive-Forum.org

• INMobile.org

• Some LinkedIn groups

Sample Gated Communities for Executives

Senior executives prefer to interact online behind barriers to lower- level personnel, just as they do within traditional networks.

Page 45: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Sample Gated Communities for Investors

Private Capital Public MarketsACG.org FTAlphaville.FT.com/longroomAngelsoft.net SumZero.comFinemrespice.com/subrosa ValueInvestorsClub.comVillage.Albourne.com Village.Albourne.com

Page 46: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• Groups.Yahoo.com

• Groups.Google.com

• Grouply

• LinkedIn

• Xing

Virtual Community Platforms / Social Network Sites

(c) 2008 Anderson Analytics, Linkedin, SPSS, http://www.marketingcharts.com/interactive/linkedin-users-have-high-personal-financial-success-6743/linkedin-anderson-analytics-busy-decision-makers-august-2008jpg

Page 47: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – Diversity

Intro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Mailing Lists and Discussion Forums

• Customize standard intro• Lurk before you leap• Dive in, but

don’t splash

http://flickr.com/photos/kaibara/1231278142/sizes/o/

Page 48: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – DiversityIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Ch = CharacterCo = Your Firm’s Competence R = Relevance of the contactS = Strength of your relationshipI = InformationN = Number of peopleD = Diversity

Network Valuation Formula

David Teten and Scott Allen, The Virtual Handshake: Opening Doors and Closing Deals Online (TheVirtualHandshake.com)

Page 49: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsCharacter – Competence – Relevance – Strength – Information – Number – DiversityIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Take One Step

• By industry • By geography • By personal

characteristics

http://flickr.com/photos/extranoise/169187125/sizes/l/

Page 50: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

• Introduction

• Social Media

• Tells of People and Companies You Want to Know

• Growing Your "Network 2.0"

• Next Steps

Page 51: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Social Media is a better platform

Parameters Face-to-Face Social Media

Character Judge by a handshake SEC filings

Competence Personal resources Enterprise resourcesRelevance Semi-random Focused, searchableStrength Limited channels Multi-media

Information Poor visibility Detailed, current data

Number Small Large

Diversity Restricted by time, space

Crosses time & space

Page 52: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Step 1: Google Yourself

Page 53: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Step 2: Choose the Center of your Online Life

http://www.flickr.com/photos/pathfinderlinden/157712296/sizes/l/

Page 54: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Step 3: Be a Data Hound

http://flickr.com/photos/misterdna/49841409/sizes/l/

Page 55: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Step 4: Join the Right Club

Page 56: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Step 5: Find People to Meet

Page 57: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Step 6: Reduce Email Use

Page 58: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Common Mistakes

http://flickr.com/photos/misterdna/49841409/sizes/l/

• Confusing professional and personal

• Not converting online to face to face

• Not linking / adding widgets between sites

• Failing to search engine optimize• Spamming• Looking needy• Searching for companies

instead of people

Page 59: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Continuous Learning

Free copy of the book available at

TheVirtualHandshake.com

Page 60: The Virtual Handshake: How to Originate Deals, Win Clients and Raise Capital using Social Media

Tells Network Next StepsIntro Social Media

© 2011 David Teten. More at ffventure.com and teten.com

Any questions ?

Slides at teten.com/sales