Ronan\'s strategic networking guide is a simple framework for you to become a "strategic connector". Forget just connecting. Strategically connect to leverage a key Leadership and marketing advantage.

1. InsTHINKtive Networking
What distinguishes highly successful people from the rest. Their ability to make
connections and leverage their networks. Networking is often misunderstood and the
benefits under appreciated. There are many reasons why this strategy should be one of
your key business growth strategies.
1) You can grow a support network of people who can help you become more successful.
2) You can generate more business
3) You can generate more referrals and testimonials
4) You can collect better knowledge of your target market, and learn to understand their
“Whys”. The reasons they buy.
5) You will gain more influence.
Why networking will work for you.
Ultimately business is about sales and marketing. And marketing is all about getting and
keeping more clients. And this is a factor of your marketing activity levels. In other words
the more active you are at marketing the more sales you can generate. This is an
undeniable truism in business. You always get out what you put in.
Now we are making some assumptions here.
1) That you do know with complete clarity who your ideal clients are.
2) That you have a marketing strategy that is centred around this group of potential
prospects.
We know that if we have more activity, more conversations, more connections and more
follow ups. And we do this more consistently we will be more successful.
So you need to be a “serial networker” and your team need to be “serial networkers”.
www.ronankilroy.ie Call Ronan on 086 7732201 coachronan@me.com

2. Dispel the Myth
Now let’s dispel the myth about this term I’m using “serial networker”.
- You are definitely not the type who will just attend any and every event.
- You are definitely not the type who will engage with anyone with a heartbeat
- You are definitely not someone who has no clear and specific strategy. And that is
focused on “Strategically Connecting” with people who can advance your personal and
business goals.
- You are someone who has an internal “radar” that is alert to making strategic
connections. And someone who has developed an instinct that is keenly honed to take
advantage of opportunities to connect with the right people.
You Can Network Like A Pro Too
Lynda is terrified of the thought of networking. She has business with 9 employees. And
it’s stagnated. She is focused on running the business and not in generating new
business. She wants to target larger corporate clients. But the thoughts of getting out and
about and networking with these people genuinely terrifies her. She feels out of her
depth.
And I emphasise the word “feel”. It is not a rational reaction, it is 100% down to a fear. An
irrational fear.
Why is it irrational? Well let’s see. Lynda wants to network with CEO’s of Top 1,000
companies in Ireland. These are her target clients. Actually she has a much smaller
specific target of 200 clients. But she feels out of her depth. She’s passionate about her
business and how it can add genuine value to any potential client.
Lynda is focusing on the fear of the title. CEO means unreachable to Lynda.
Yet we talk for a while about Lynda on holidays. Lynda has 2 children, so it is likely that
on holidays she’ll spend time by the pool in her hotel with the kids.
It is also probably likely that she will strike up a conversation with the people next to her.
You’ve all done it before. You hear the Irish accent and instinctively you ask them “where
are you from?”
And guess what Lynda starts up a conversation, and finds it both easy and natural for
her.
And guess what else, this person is the CEO of a large Irish Top 1,000 company.
- Does Lynda run for the bathroom in panic? No.
- Is she intimidated by the title? No.
- Is the CEO normal, just like Lynda? Yes.
- Does the CEO have similar challenges to Lynda?
- Is he unapproachable, inhuman, distant and aloof? No.
He is just like Lynda. A busy professional with a family and all the same challenges Lynda
faces everyday. And Lynda is comfortable and at ease.
www.ronankilroy.ie Call Ronan on 086 7732201 coachronan@me.com

3. This is the essence of networking. It’s having conversations. It’s building rapport. It’s
establishing connections. It’s building friendships.
It’s NOT about SELLING.
When you remove the SELLING phrase from your vocabulary suddenly a lot more is
possible. Remember the networking approach is exactly the same approach you’ll use
with my PRESENT model.
The P is for Preparation.
The R if for Rapport building.
The E is for Examine.
In other words you need to prepare well. Focus on building Rapport and creating a
conversation. And ask great questions in the Examine phase to learn more about who you
meet. And what is important to them.
This is a talent you were born with. You are an instinctive networker (even a serial
networker). The problem is that you associate networking with selling. And selling
terrifies you, because you fear the rejection. And therefore the fears overcome the desire
to move forward. And hold you back from doing something you actually find easy to do.
Ditch the “Sales” Mentality
So you’re not out to sell. This is the biggest mistake you’ll ever make. You are out to
make connections and build relationships. You can relax because the sales will follow.
Take my word for it. And follow they will if you have patience.
So Where Do You Go?
Well the starting point is this. Where do your prospects go? Where do the people whom
you can learn from go? Where do they network, mix or socialise?
What industry bodies are they members of?
What are the benefits of you joining these?
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4. What’s my time commitment if I join?
What approach will I use to make connections?
What’s my 30 second Elevator Pitch?
How can I help them?
What are the best questions I can ask to build Rapport?
What are the best questions I can ask to find out about their business?
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5. What are my Follow Up Strategies?
What professional organisations are they members of?
What committees should I consider joining?
Why?
Who are the key people I’ll want to connect with via the committee?
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6. What assignments will I volunteer for?
What level of preparation do I need to ensure for success?
What commitment in time will I need to make?
This last question is a really important one.
About a year ago I conducted a detailed analysis with a client of the cost benefit of their
networking.
He was involved in 3 separate Business Chambers and was literally spending 12 hours a
week in networking meetings and, one to one meetings. That’s almost 2 working days a
week. It was probably more if you added up the phone calls and emails associated with it.
So for almost 40% of his working week you’d expect a return of investment on that time
to translate in to a minimum of 40% of his business sales coming from that time? I stress
that this is the minimum I would argue that you should be generating multiples.
Anyway when we analysed the business he had received it equated to 2.5% of sales, over
the last year. He was astonished. And it was a real “aha moment’.
So it’s easy to see that misplaced networking will be a waste of time and energy. And
you’ll probably conclude on this basis that it’s all a waste of time. NO!!.
When we looked at the two fundamentals it was easy to see why it wasn’t working
- Did he network where his ideal prospects were? NO
- Did he have a strategic approach to networking? NO
www.ronankilroy.ie Call Ronan on 086 7732201 coachronan@me.com

7. Your Follow Up
I strongly suggest that you take time on the above question. What are your follow up
strategies.
As you know marketing is really about great systems of follow up. Building trust over
time builds relationships and generates sales ultimately.
- Send a letter the next day after you meet someone. It is much more personal than an
email or a request to Join my Facebook page or LinkedIn network.
- Send them an interesting article
- Send them an invitation to your Blog or social media sites. I suggest this after the note
or thank you card.
- Keep a simple system of follow up
- Send them a lead
- Send them a connection to someone who can help them also
The BASICS
1) You must have a strategic networking strategy. I’ve outlined how to create this strategy
below.
2) You must have a clear cut objective for every meeting. Who and Why do I want to meet
these people.
3) You must have a 30 second Elevator Pitch. Not to sell, but to be understood. Clearly
and succinctly.
4) You must have a list of questions to open up the conversation.
5) You must have your business cards with you
6) You must ask for the other person’s business card.
7) You must focus on THEM and NOT you.
8) You must contribute. Be a part of the conversation.
9) You must look for ways to help others. Give to receive
10)You must Make other’s feel important
11)You must be alert to others body language and demeanour, and adjust to suit their
needs
12)You must learn to listen like your life depended on it.
13)You must follow up quickly and often.
www.ronankilroy.ie Call Ronan on 086 7732201 coachronan@me.com

8. Here’s another great strategy to make targeted connections. One used recently by a client
of mine. He attended a 2 day training session for buyers. Yes his potential clients were in
a training course learning how to become better at procurement. And it was a very
successful approach for 2 reasons.
1) He learned how his prospects were being trained to buy?
2) He learned more about their Why
3) He made great connections
What courses do your prospects attend?
Useful TIPS
- Always check the LinkedIn Profile of those you want to connect with. You can find out
more about where they network and what associations they are members of.
- Google your potential prospects for information
- Check out their blogs
- Check out their websites and seek to understand them and their business better
- Set up a Google Alert for all potential prospect companies. That way you’ll receive
automatic updates on any new articles relating to them. You can follow up with a note.
- Read the best industry blogs for your target prospects industries
- Join their Facebook page
- Join them on Twitter
- Join them on You Tube
- Send them articles about topics that are of interest to them.
- Fill out in detail the Strategic Networking Template I’ve outlined below.
www.ronankilroy.ie Call Ronan on 086 7732201 coachronan@me.com