Successful Networking
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Successful Networking



Basics on Networking for new Sales Professionals

Basics on Networking for new Sales Professionals



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Successful Networking Successful Networking Presentation Transcript

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