There’s always something to howl about

Referral Prospecting The Facebook Way

Are you feeding the funnel?

If you’ve ever seen Greg Swann and I do our push/pull routine, you’ll watch a “somewhat scripted” debate between Slimo, the really pushy sales guy on the internet (played by me) and Webbie, the kind-hearted, unwilling to offend practitioner (played by Greg).  It’s a twenty-minute gig that lasts about ten minutes.  At midpoint, someone raises his/her hand and asks “Isn’t it a balance between the two ?”.  Jim Lee, of the Cyberprofessionals, was the smartest kid in our last class.  Obviously, Greg and I are playing roles to get the audience to the epiphany Jim Lee had.

Use the visual of the funnel because internet marketers are always talking about it.  The funnel is a disqualifying machine, always trying to get people to “raise their hand” , each time information is offered.  If they don’t raise their hand, they opt-out or ignore you.  Traditionally used in serial e-mail marketing, its efficacy is diminishing and consumers tolerate less “spam”.  What’s a Slimo to do, then?

Adopt an approach that allows them to “opt-in”, daily.  Social networking is one way to do that.

In this webinar, offered by Top of Mind Networks ( TOM President Mark Green is attending BloodhoundBlog Unchained), I discuss how to use “old skool” principles of referral prospecting on Facebook, the mid-sized nation of 175 million people.  What you’ll be watching is a raw recording which will eventually become part of a course in social media marketing, offered by BloodhoundBlog Unchained.  It’s about an hour long.

I’d love your feedback. Victoria Del Frate, of I Can Coaching, offers hers with:  Meat-n-Potatoes of Social Networking

DISCLOSURE: I am a paying client of Top of Mind Networks’ “Surefire” product.  Mark Green is a fully-paid, registered attendee for BloodhoundBlog Unchained.  I was not compensated for the webinar.

The webinar is linked below in both audio and video formats.  The video requires Windows Media Play and the GoToMeeting codec.

Related posts:
  • Prospecting Your Way To Prosperity With Social Media
  • Facebook Works If You Work It. If You Won’t Work It, Just Play Farmville
  • BloodhoundBlog Radio: About Success With Jason Blackburn


    6 Comments so far

    1. Joe February 21st, 2009 6:07 am

      Very informative seminar yesterday Brian. My wife and I watched (listened) to the webinar and the one thing we walked away with was what you started with, the emphasis on personal contact. We are big on seo, and do well with rankings, however, when looking at the clients we are presently working with this week, they are from a bible study I attend, the ski patrol I patrol in, and referals from my wife’s past customers.

      Facebook is definitely all about increasing one’s personal touches.

    2. Brian Brady February 21st, 2009 6:27 am

      Thanks, Joe. If you liked that, multiply it times four and that’s the stuff I’ll cover at Unchained. This was just a tease

    3. Joe February 21st, 2009 6:40 am

      Considering it. However, not sure if a training like unchained would work for us. We have our duties split and clearly defined. My wife does little to nothing with the websites, and I do little to nothing (emphasis on nothing) with the real estate selling.

      For example, Colleen does the Facebook thing and would take advantage of the instruction to that end, whereas I do most of the blogging and would take advantage in that area. I know little to nothing about Facebook, and Colleen wants little to do with the blogging!

      Hmm, perhaps a couples discount is in order! :o)

    4. Sean Purcell February 21st, 2009 10:25 am


      My wife does little to nothing with the websites, and I do little to nothing (emphasis on nothing) with the real estate selling.

      I’m not an Unchained spokesman (although I play one on TV :) ), but Unchained covers a lot more than websites and selling. As a matter of fact, they cover just about everything in between those extremes too. I can’t imagine anyone walking away with less than a suitcase full of “whole lot better than I was.” My .02 worth.

    5. Mark Green February 24th, 2009 11:39 am


      First off – Brian, thanks again for sharing your knowledge with my sphere of influence. I have received raving reviews in emails from others since Friday.

      Second – Joe, I will be at Unchained for several reasons. Perhaps my #1 reason though is because I am 100% certain that I’ll learn a heck of a lot from Brian and Greg. Some of what I learn, I’ll be able to apply to my personal business. The rest, I’ll be able to share with those I care about and do business with.

      This is a highly commoditized business. We’re all selling essentially the exact same product (houses/money). It’s our 1) knowledge base and 2) work ethic which truly differentiates the men from the boys.

      Unchained is going to provide me an edge. There will be only 75 people in the room. This means that I’ll be one of 75 people in the entire country who will walk out the doors knowing more than my competitors. Between flight, hotel and the seminar, I’ll probably spend about $1,200. Money’s tight, sure enough, but I can’t see how I can afford NOT to attend.

      I hope to see you there Joe. And if you decide to make the trek, I’d like to buy you an adult beverage and shake your hand.

    6. Joe February 25th, 2009 10:06 pm

      Thanks Mark, Sean, Brian… My wife and I just committed and paid! Looking forward to it. Now, we have to work out the logistics of farming out the children. :)