How Not to Network with Ilise Benun Author and Co-founder of Marketing-Mentor.com

About Marketing Mentor Marketing Mentor was founded in 2004 by Ilise Benun and Peleg Top with this simple mission: To help the creatively self employed learn how to market and promote their services, get their ideal clients and grow their business.

A little about me… Self-employed since 1988 Fired from 2nd job - “I’ll never work for anyone again.” (Too naïve and angry to know any better.) 20 years later: running a successful consulting practice Full-time mentor (and partner) to the creatively self-employed. Author of 6 books on marketing Frequent contributor to magazines National speaker Ilise Benun

Self-employed since 1988

Fired from 2nd job - “I’ll never work for anyone again.” (Too naïve and angry to know any better.)

20 years later: running a successful consulting practice

Full-time mentor (and partner) to the creatively self-employed.

Author of 6 books on marketing

Frequent contributor to magazines

National speaker

Raffle at the end (and available wherever books are sold) www.marketing-pricing-guide.com

Available on amazon.com

My business is built on networking AWED meeting NAPO Chapter NY Magazine

AWED meeting

NAPO Chapter

NY Magazine

What is networking? Meeting people in person and… … building relationships with some of them.

Anything familiar? “ I have always dreaded having to actually talk to other people.” “ I am not usually a shy person, but when it comes to talking to someone that I am trying to sell myself to, I get very nervous and reticent.”

I don’t feel like it or I don’t have enough confidence. (That comes with practice.) 2. I don’t know where to go. (You haven’t identified your market.) 3. Nothing ever comes of the connections I make. (You may not be doing enough follow up.) What gets in the way?

I don’t feel like it or I don’t have enough confidence. (That comes with practice.)

2. I don’t know where to go. (You haven’t identified your market.)

3. Nothing ever comes of the connections I make. (You may not be doing enough follow up.)

Networking is ideal when: You need work right away You’re new to an industry

You need work right away

You’re new to an industry

Networking 101 1. Listen and ask questions (i.e. be genuinely curious) 2. Bring plenty of business cards 3. Follow up

Networking 102 The Marketing Mindset.

Where to go Your industry vs. Your client’s industry

What kinds of events? Business card exchanges Cocktail parties/mixers Educational events Speed networking Trade shows (when the exhibitors are your prospects) Dinners (awards, galas)

Business card exchanges

Cocktail parties/mixers

Educational events

Speed networking

Trade shows (when the exhibitors are your prospects)

Dinners (awards, galas)

Did you do your homework for Bizjam? Check out the list of attendees/exhibitors Find out what they look like Reach out to them in advance Plan to meet?

Check out the list of attendees/exhibitors

Find out what they look like

Reach out to them in advance

Plan to meet?

At a conference (like this one)… Don’t take a break during the breaks Before (and after) sessions Connect with speakers

Don’t take a break during the breaks

Before (and after) sessions

Connect with speakers

4 Essential Networking Tools Nametag Business card 10 word blurb Follow up system in place (email newsletter, postcard series)

Nametag

Business card

10 word blurb

Follow up system in place (email newsletter, postcard series)

Your nametag: the perfect conversation starter

Make it legible. Include your company name. Add your URL. Ask a question – request a resource. Your nametag

Make it legible.

Include your company name.

Add your URL.

Ask a question – request a resource.

Icebreakers: when you don’t know what to say.. Hi, my name is… What’s your interest in this topic? What did you think? Which is your favorite? Did you try the ____?

Hi, my name is…

What’s your interest in this topic?

What did you think?

Which is your favorite?

Did you try the ____?

Peleg’s orange shoes

Your business card: don’t leave home without it

Don’t “forget” your cards or bring only 3.

Don’t thrust your card at anyone.

The exchange Upon meeting? In the middle of the conversation? At the end? What if they don’t offer theirs?

Upon meeting?

In the middle of the conversation?

At the end?

What if they don’t offer theirs?

Your 10-word blurb: Does it engage the other person?

What do you tell your mother?

I’m a graphic designer. What’s wrong with this blurb?

Don’t label yourself.

I help wineries and related businesses increase their revenue by designing and producing effective marketing materials. What’s wrong with this one?

I help companies leverage thought leadership through social media. vs. I help companies figure out the ‘video thing.’ Which is better?

I'm in print management. vs. I handle the printing of all publications for our company. Which is better?

Don’t assume people are familiar with your industry.

I'm a fundraising copywriter. vs. I write emotional and compelling sales letters for non profit organizations. vs. I can write a sales letter that will make your donors open their wallets. How ‘bout these?

I am a marketing consultant. vs. I work with people who hate to promote themselves. vs. I teach creative solopreneurs how to get really good clients. Variations on my blurb

Your 10-word blurb Formula: Who you work with + what you do for them Should be clear and pique your listener’s interest Should be different for each listener Use verbs instead of nouns and labels

Formula: Who you work with + what you do for them

Should be clear and pique your listener’s interest

Should be different for each listener

Use verbs instead of nouns and labels

Don’t forget your new blurb.

How not to brag… Tell stories – have 2-3 ready to tell (requires some prep) Focus on facts and results rather than adjectives.

Tell stories – have 2-3 ready to tell (requires some prep)

Focus on facts and results rather than adjectives.

How to get out of a conversation It was great to chat with you… I need another Swedish meatball. Do you know Sally?

It was great to chat with you…

I need another Swedish meatball.

Do you know Sally?

Follow up Email (via Biznik) Phone Handwritten notes

Email (via Biznik)

Phone

Handwritten notes

Set the foundation for follow up while you’re talking

Find something in common. Learn something from the other person. Give an idea, a resource, something that will help them. (Hint: You have to find out what they need.) Find a project you can work on together.

Find something in common.

Learn something from the other person.

Give an idea, a resource, something that will help them. (Hint: You have to find out what they need.)

Find a project you can work on together.

Do it now (if we have time).

Could you be a Master Networker?

Warm and approachable Engaging and curious Can talk to anyone about anything They actually care? Fearless? They connect others Qualities of a Master Networker

Warm and approachable

Engaging and curious

Can talk to anyone about anything

They actually care?

Fearless?

They connect others

charlie

Sunir Shah Chief Handshaker, FreshBooks

Ultimate goal To demonstrate: Professionalism Reliability Resourcefulness

To demonstrate:

Professionalism

Reliability

Resourcefulness

Tools to follow through on these promises.

Contact management: Track your prospects with Highrise

Highrisehq.com

Email marketing: Stay in touch with your prospects with Emma.

We love

We love Bizjam Special! 20% subscription discount Make sure you mention Marketing Mentor! www.MyEmma.com

Online billing: Do estimates, proposals and invoices professionally

FreshBooks.com

We love FreshBooks… … for estimating www.Freshbooks.com

www.Freshbooks.com We love FreshBooks… … for online networking

Speaking of online networking: Connect thru Biznik

Biznik.com We love Biznik… … .for bringing people together

My offer to you: FREE marketing tips in your inbox AND FREE half hour phone consultation

About Marketing Mentor: When you need someone to bounce ideas off or be accountable to Ongoing weekly or bi-weekly coaching sessions OR On call consulting

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Contact me: www.marketing-mentor.com www.marketingmixblog.com [email_address] (201) 653-0783

Thanks!