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Business Networking for the Non-Networker 052510

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Trouble working the "Big Room"? - Learn to build a network without the pressures of becoming a different person. Business Networking for the Non-Networker outlines steps and techniques for putting …

Trouble working the "Big Room"? - Learn to build a network without the pressures of becoming a different person. Business Networking for the Non-Networker outlines steps and techniques for putting you in situations where you can more comfortably network.

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  • 1. Sigma Free Presents… Business Networking for the Non‐Networker Tuesday, May 25th Haymarket, VA Provided by Sigma College of Small Business, Inc.
  • 2. Measure Your Networking Prowess • Networking Master – LOVEs the challenge of the big room! – Rest better when everyone knows everyone • Networking Professional – Network because it’s good for business – Can work a room if necessary – Satisfaction in giving GREAT referrals • Non‐Networker – Sees the value in networking – Big rooms are extremely intimidating  • they typically “Latch On” – But, they do like meeting new people • Hermit – Not sure I can help! Business Networking for the Non‐Networker 2 Copyright 2010 Sigma College of Small Business, Inc.
  • 3. Agenda Introductions Keynote Topic Business Networking for the Non‐Networker Break – Refreshments and Networking Ask  Questions  Any Time Keynote Conclusion Business Networking for the Non‐Networker Business Networking for the Non‐Networker 3 Copyright 2010 Sigma College of Small Business, Inc.
  • 4. Business Networking ‐ for Non‐Networkers • This Class is NOT…….. – A Psychology Class • Not trying to change you – A Motivational Class • No Rah‐Rah to get out there and meet people – Quick Tricks and Tips Class • There is no “Networking Get‐Rich‐Quick” Scheme • This Class… – Presents systematic methods for growing a quality  network over time • Regardless of your networking prowess Business Networking for the Non‐Networker 4 Copyright 2010 Sigma College of Small Business, Inc.
  • 5. Some Networking Basics • Reasons for Networking – Selling – Learning – Buying • Basic Value – “Warm” introduction is better than cold call – Build a relationship before the hard sell / buy – Generate and qualify leads / vendors Business Networking for the Non‐Networker 5 Copyright 2010 Sigma College of Small Business, Inc.
  • 6. The REAL Value • Making ONE solid  • Links you to MANY  connection potential connections YOU Networking  Contact You Don’t Have to Sell  to Every Contact! Business Networking for the Non‐Networker 6 Copyright 2010 Sigma College of Small Business, Inc.
  • 7. Networking Goals Align with Marketing Goals • Match goals to product Quality of  Touch Point – High Volume – Low Value Networking Higher Focus – Medium Volume – Medium Value Networking – Low Volume – High Value Direct  Marketing • Set realistic “Event” Goals that  Mass  match YOU! Media • Pick events according to your  Size of  Audience prospective customers Business Networking for the Non‐Networker 7 Copyright 2010 Sigma College of Small Business, Inc.
  • 8. Sigma Networking Principles • Time and Touches Principle – A quality network takes time and multiple touch points • Referral Principle – A new contact’s referral is more likely than their business • Meet Small – Build Big Principle – Use small groups to meet new people and big groups to  reinforce relationships • Forced Opportunity Principle – Develop techniques where an easy action forces  networking Business Networking for the Non‐Networker 8 Copyright 2010 Sigma College of Small Business, Inc.
  • 9. Sigma Free Presents… Business Networking for the Non‐Networker Tuesday, May 25th Haymarket, VA Provided by Sigma College of Small Business, Inc.
  • 10. Techniques Use Variety of Events • Networking Environments – Routine  • Not specifically organized for networking Easy to build  • Volunteer work, kid’s programs, training relationships before  – Social approaching business • Organized for non‐business interests USE TACT! • Clubs, hobbies, service groups – Informal • Organized for “general” networking Business will be first,  • After hours, luncheons relationship will  – Serious require more effort • Specifically organized to generate leads • BNI, B2B Networking Group, Leadshare Business Networking for the Non‐Networker 10 Copyright 2010 Sigma College of Small Business, Inc.
  • 11. Techniques Meet Small – Build Big Meet in small “functional” settings – reinforce at big events • Use small settings to introduce and meet new people – “Functional” meetings reduce the “what do I say” barrier • Classes, committees, volunteer opportunities • Big events – Mixers • People you  have met ‐ spend short times with them to reinforce • Look for other “non‐networkers” – they are usually in a corner – “Sit‐down” events • Tables turn big events into smaller events Long term approach reduces stress of selling in first meeting Business Networking for the Non‐Networker 11 Copyright 2010 Sigma College of Small Business, Inc.
  • 12. Techniques Be in the Right Place Something as simple as  Don’t Know where you sit affects your  Know networking Empty Business Networking for the Non‐Networker 12 Copyright 2010 Sigma College of Small Business, Inc.
  • 13. Techniques What to Say A new contact’s referral is more likely than their business • Build credibility and trust through relationship – Ask and listen Over Time… – Find common ground • Make them sales people – Match your product to a tangible need – Help them see how it fits for themselves and others • Provide the sales support Great approach for  – How to identify prospects introducing yourself  – How to present your product in networking  groups Business Networking for the Non‐Networker 13 Copyright 2010 Sigma College of Small Business, Inc.
  • 14. Techniques Follow ‐ up A quality network takes time and multiple touch points • Follow‐up is a great touch point – Keep it simple – save something for the next touch – Phone call, note or email? – match to your comfort level – Think of follow‐up during initial contact • Plan the next Touch Point – Especially for good network contacts – Could be indirect or direct • Leverage their follow‐up Business Networking for the Non‐Networker 14 Copyright 2010 Sigma College of Small Business, Inc.
  • 15. Techniques Social Networking Use Online Social Tools to Leverage Your Business Network • Friend, Follow, Fan and Subscribe – Simple piece of your follow‐up – Shows interest and helps you • Social Networking Interaction – Read and comment on blogs – Reply, share and re‐tweet • Join Mailing List – Keep track of your network Networking is no longer limited to face‐to‐face Business Networking for the Non‐Networker 15 Copyright 2010 Sigma College of Small Business, Inc.
  • 16. Sigma College of Small Business Critical Business  Areas • Upcoming SigmaFree Classes Strategy and Planning – 6/8 – What’s the Best Entity? Solve the  Marketing and Sales Mystery of Legal Organization Accounting and  – 6/15 – What is Your Business? The Art of  Finance an “Elevator Pitch” Operations and  • Upcoming Sigma College Course Quality – Leveraging the Online Social Network Leadership and  Administration – Tuesday, July 13th, 10am‐2pm Technology and  Innovation Dedicated to the Learning Needs of Small Business! 16 Copyright 2010 Sigma College of Small Business, Inc.