The Perfect 10 In Networking & Sales - Michelle Villalobos Presentation for Great Florida Bank, December 8, 2011

The Perfect 10 In
Networking & Sales

Copyright 2007, Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830

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i. People do business
with people they like
ii. Be more likable,
get more business

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Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830

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o ld
social is the new

l
social is the new
business
business


3

social is the new
Why network?
business


5

1

it’s not who you know...
it’s who knows you


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In a room of over 100 people, only
2 had ever landed a job through an online job site
like Monster. Almost the entire room had landed a job
through a friend, colleague or other referral
source. I’m just sayin’...

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social is the new
What IS networking?
business


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•Building relationships of value
•Drawing business and opportunities to you
•Becoming “top of mind” for what you do
•Meeting, getting to know & maintaining a network
•Referring business to others
•“Givers Gain”
•Time-consuming
•Caring & being a resource to others
•Building social capital
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social is the new
What ISN’T networking?
business


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•“Pouncing” on people
•“Premature solicitation”
•Selling
•Pressuring
•“Quid Pro Quo”
•Treating people like “leads”
•Fast

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social is the new
Social Capital
business


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Do they know
How do you stay what you’re up
Would they care?
in touch? to?

Who are the most inﬂuential
people you know?
Would
they think of you What of value What are THEY
if they needed your you could provide looking for?
services? them?

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social is the new
HOW business
to network...


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vs.


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II. 1

III.

1.


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social is the new
1. Where to network
business


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social is the new
2. First Impressions
business


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First impressions

• Eye contact

social is the new •
•
Body language
Clothes
•
business
Neatness
• Expression
• Attitude
• Greeting/handshake
• Building rapport

5


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1
Eye contact is the most
basic form of human
interaction... even
newborns do it

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social is the new
3. What’s your “brand”
business


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1

VS.

Like it or not, we all have a personal brand.
Whether on PURPOSE or BY ACCIDENT,
decided by YOU, or by OTHERS...

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1

social is to be a
4. How the new
business
BAD networker


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Self-Obsessed
•Talk about yourself a lot
•If you ask questions, make sure
you relate them back to yourself
•Look around to see what others
are doing while someone’s talking
•Check your phone/handheld
periodically
•Greet someone by handing them
your business card

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Debbie Downer

• Be negative, pessimistic.
• Only see the negative side of everything.
• Don’t smile much
• Be super serious
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The Hard Sell
• Know what you’re trying to
“get” from the other person, and
focus on getting it (ideas: a
meeting, buying a product or
service, a lead, a favor)

• Bring the conversation back to
what you’re trying to “get” if it
gets off track

• Be aggressive in getting
agreement from the other
person

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social is the new
5. Watch your attitude
business


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“Mirror Neurons”

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What are some ways to
boost your mood? Share.

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social is the new
6. Remember Names
business


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The S.A.S.S.Y.© Technique - Lara Loucks

★ Shake their hand.
★ Ask their name.
★ Say their name.
★ Spell their name.
★ You-statement

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1

social is the new
7. Understand how
business
the brain works


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Right
vs.
Left
Brain

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“...If you
focus on logic, numbers,
reasons and rationale when you
sell, you’re putting half your client’s
brain to sleep... [the half that
makes decisions]”

StorySelling for Financial Advisors: How Top Producers Sell
(Scott West & Mitch Anthony)
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“Communication is the
transfer of emotion.”

– Seth Godin

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1

social is the new
8. Listen more
business
than you talk


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What’s
In
It
For
Me?

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1

socialPractice
9. is the new
business
Active Listening


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• Be InterestED (not interestING)
• Ask good questions
• Focus on the conversation
• Keep an open mind
• Seek to understand the other person
• Make eye contact
• Turn towards speaker, lean forward or subtly
mirror body language
• When talking about yourself, make it relevant
to things the other person said or implied
• Probe for clariﬁcation
• Restate what they’ve said
• Recap what they’ve said
• Interpret what they’ve said

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Practice. Groups of 3.

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1

social is the new
10. business
Tell stories


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What if you had to do your job, but couldn’t use any
data, charts, brochures or materials?

1
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“Did you know that Alexandra Nechita,
the artist, is only 13 years old?”

1
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“Her parents ﬂed Communist Romania
and came here with nothing...”

1
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The elements of a
“good story”

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What kinds of stories
could you tell? Share.

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1

social is the an
11. Create new
“Elevator Pitch”
business
(or a handful)


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•“Teaser” not “Pitch”
•Beneﬁts (not features)
•Right brain (use stories / humor / analogies)
•Short & sweet
•Open the door to dialogue/questions
•Make an offer (i.e., call me even if you
just want some ideas or advice)

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1

social is the new
12. Watch out
business
for common pitfalls


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To watch out for:

• Distribution of eye contact

social is the new •
•
Arms/hands/fidgeting
“Resting face”

business •
•
Smile-talking
Personal space / proximity
• Leaning in
• Other people around you

5


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1

social is the new
13. Know when &
business on...
how to move


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Techniques for moving on
•The “let’s plan a time to take this
conversation further”
•The introduction & exit
•The “let’s go mingle”
•The “who are you here to meet?”
•“Since we both came here to ‘network’ -
perhaps we should brave the crowd?”

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www.MichelleVillalobos.com
Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved.
To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.
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The Perfect 10 In Networking & Sales - Michelle Villalobos Presentation for Great Florida Bank, December 8, 2011

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The Perfect 10 In Networking & Sales - Michelle Villalobos Presentation for Great Florida Bank, December 8, 2011