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Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
Successful Networking
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Successful Networking

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Basics on Networking for new Sales Professionals

Basics on Networking for new Sales Professionals

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  • 1. Successful Networking Prepared for: Jim Garrity, SecNap By: Danealle Marshall November 26, 2008
  • 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. 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. 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. <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. 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. 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. Types of Networking <ul><li>Online </li></ul><ul><ul><li>www.linkedin.com : Linked In </li></ul></ul><ul><ul><li>www.bni.com : Business Network International </li></ul></ul><ul><ul><li>www.konnects.com : 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. 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. 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 events.com </li></ul></ul><ul><ul><li>Private: BNI www.bni.com </li></ul></ul>
  • 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. <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. 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. <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. 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. <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. 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. 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. 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. 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. 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. Thank you!

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