Successful Networking


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Basics on Networking for new Sales Professionals

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Successful Networking

  1. 1. Successful Networking Prepared for: Jim Garrity, SecNap By: Danealle Marshall November 26, 2008
  2. 2. What is Networking? <ul><li>Networking is life skills and social skills combined with sales skills. </li></ul><ul><ul><li>Mandatory function of business for salespeople and entrepreneurs. </li></ul></ul>
  3. 3. Why Is Networking Important? <ul><li>Roughly 70% - 80% of jobs are obtained through personal networking. </li></ul><ul><li>“Hidden Job Market” </li></ul><ul><li>Employers know the best candidates are likely the ones referred to them by word of mouth </li></ul>
  4. 4. Things to Remember <ul><li>Know your goals </li></ul><ul><li>Who to network with </li></ul><ul><li>Where to network </li></ul><ul><li>Providing “Value”; what can I offer each person? </li></ul><ul><li>Follow up, follow up, follow up. </li></ul>
  5. 5. <ul><li>“Networking works well when you employ two words: Show up . </li></ul><ul><li>Networking works best when you employ three words: Show up prepared .” </li></ul><ul><li>- Todd Duncan </li></ul>
  6. 6. Know Your Goals <ul><li>What are you seeking to accomplish from networking? Ex. Sales, “get in the door” </li></ul><ul><li>Define goals exactly to yourself in order to sound clear to whomever you’re speaking. </li></ul>
  7. 7. Advance Research/ Before the Event <ul><li>Focus on what you want to achieve and how people can help you. </li></ul><ul><li>Contact list </li></ul><ul><ul><li>New </li></ul></ul><ul><ul><li>Existing </li></ul></ul><ul><ul><li>Think about what you can offer networking partners in exchange. </li></ul></ul><ul><ul><ul><li>Idea: Think of potential users for your networking contacts/ offer them an opportunity for more business. </li></ul></ul></ul>
  8. 8. Types of Networking <ul><li>Online </li></ul><ul><ul><li> : Linked In </li></ul></ul><ul><ul><li> : Business Network International </li></ul></ul><ul><ul><li> : Konnects </li></ul></ul><ul><ul><li>Face to Face Networking </li></ul></ul><ul><ul><li>Chamber of Commerce Functions </li></ul></ul><ul><ul><li>Industry groups </li></ul></ul><ul><ul><li>ToastMasters </li></ul></ul><ul><ul><li>Seminars </li></ul></ul><ul><ul><li>Social and Cultural Events </li></ul></ul><ul><ul><li>General Networking (Easiest Method): </li></ul></ul><ul><ul><li>Friends and family </li></ul></ul><ul><ul><li>Professional contacts </li></ul></ul><ul><ul><li>Anyone </li></ul></ul>
  9. 9. Who to Network With <ul><li>Make an initial contact list – who do you already know and how can they help you? </li></ul><ul><li>Who would you like to know? </li></ul><ul><li>How are you going to connect with them? </li></ul><ul><li>In searching for contacts, identify groups whose members meet your profile characteristics, and get involved. </li></ul>
  10. 10. Where to Find Networking Groups and Events <ul><li>South FL Business Journal – posts various group meetings </li></ul><ul><li>Local Chamber of Commerce </li></ul><ul><li>Local Newspaper or Trade Publication </li></ul><ul><li>Online: </li></ul><ul><ul><li>Public: www.allnetwork </li></ul></ul><ul><ul><li>Private: BNI </li></ul></ul>
  11. 11. Before You Arrive <ul><li>Dress professionally </li></ul><ul><li>Be prepared </li></ul><ul><li>The “30 second commercial” – prepare something catchy explaining what you do, so you stand apart from others. </li></ul><ul><li>Know how to engage people </li></ul><ul><li>The more information you have, the easier it is to establish rapport and build relationships. </li></ul>
  12. 12. <ul><li>“ Everyone goes to a networking event to better themselves in one way or another. Make sure you’re prepared to help someone else get better.” </li></ul><ul><li>-Jeffrey Gitomer </li></ul>
  13. 13. Providing Value <ul><li>How can I make someone else better by connecting with me? </li></ul><ul><li>Give before you take. </li></ul><ul><ul><li>New referral or lead </li></ul></ul><ul><ul><li>Invite them to an event that would be beneficial for them. </li></ul></ul><ul><ul><li>Introduce them to people they might benefit from </li></ul></ul><ul><ul><li>(After/ Note): In follow up, send an article or website information that might be of interest. </li></ul></ul>
  14. 14. <ul><li>“ Making connections is a combination of knowing what you want and who you want it with. It’s also a combination of a focused game plan and serendipity”. </li></ul><ul><li>-Jeffrey Gitomer </li></ul>
  15. 15. What to Say <ul><li>Be Yourself, don’t just try to get leads. </li></ul><ul><li>Structure the conversation: </li></ul><ul><ul><li>Introduce yourself </li></ul></ul><ul><ul><li>Ask questions about the person </li></ul></ul><ul><ul><li>“ 30 second commercial” </li></ul></ul><ul><ul><li>Ask for a future meeting </li></ul></ul><ul><ul><li>Wrap up conversation and look for a new contact. </li></ul></ul><ul><ul><li>Plan to spend, on average, 5-7 minutes per person in order to properly cover the room. </li></ul></ul>
  16. 16. <ul><li>“ The first few minutes that you talk to someone, they decide if they like you or not. </li></ul><ul><li>The more you talk about, and ask about them, the more they will like you.” </li></ul><ul><li>-Jeffrey Gitomer </li></ul>
  17. 17. Building Rapport <ul><li>Ask questions that will engage your partner and create dialogue. Make them talk about themselves and look for a mutual interest. </li></ul><ul><li>Stepping stone to set future appt – “let’s get together to finish this up..” </li></ul><ul><li>Be careful with time spent, but know the best way to win the connection is to win the person first. </li></ul><ul><li>“ People don’t care how much you know until they know how much you care.” – John Maxwell </li></ul>
  18. 18. Networking Tips <ul><li>Be Genuine </li></ul><ul><li>Ask open-ended questions (SPIN) </li></ul><ul><li>Ask for referrals (Quality contacts over quantity) </li></ul><ul><li>Say “Thank You” </li></ul><ul><li>Project Confidence </li></ul><ul><li>Strong Eye Contact </li></ul><ul><li>Find Something in Common and Connect </li></ul><ul><li>Go where your customers and prospects go </li></ul><ul><li>Always follow up </li></ul>
  19. 19. Networking No-No’s <ul><li>Name dropping without knowing how a contact feels about a person </li></ul><ul><li>Talking bad about your former employer </li></ul><ul><li>Not appreciating your partner’s time </li></ul><ul><li>Never ask individuals in your network for a job. </li></ul>
  20. 20. Conclusion <ul><li>Do your homework (Advance research on prospects) </li></ul><ul><ul><li>Know how to explain what you do. </li></ul></ul><ul><ul><li>Repeated Interraction encourages cooperation and chances for success </li></ul></ul><ul><ul><li>Help your prospect or contact however you can </li></ul></ul><ul><ul><li>Leave conversation open to pave way for future meeting </li></ul></ul><ul><ul><li>Always follow up within 24 hours. </li></ul></ul><ul><ul><li>Relax and have fun at the events. </li></ul></ul>
  21. 21. Recommended Reading <ul><li>1. “Jeffrey Gitomer’s Little Black Book of Connections: 6.5 Assets For Networking Your Way to RICH Relationships” – Jeffrey Gitomer </li></ul><ul><li>“ Jeffrey Gitomer’s Little Red Book of Selling: 12.5 Principles of Sales Greatness”. –Jeffrey Gitomer </li></ul><ul><li>“ How to Become a Rainmaker; The Rules for Getting and Keeping Customers and Clients” – Jeffrey J. Fox </li></ul><ul><li>“ High Trust Selling”, -Todd Duncan </li></ul><ul><li>5. “Never Eat Alone and Other Secrets to Success, One Relationship At a Time” – Keith Ferrazzi </li></ul>
  22. 22. Thank you!