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

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

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People do business with people they like. Be more likable, get more business. Period. Here are the ways that you can connect with people more authentically and build trust more quickly during short ...

People do business with people they like. Be more likable, get more business. Period. Here are the ways that you can connect with people more authentically and build trust more quickly during short interactions (like networking). Good luck!

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  • Thank you for sharing Michelle, you're from what country. I'm from the Philippines and we have your surname Villalobos in our history books. Please share more.
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  • I would benefit from hearing you present this. If an opportunity arises for me to benefit from your experience with this live presentation, please let me know if you can by phone or email. Rayknight@theraynmakers.com
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  • There is so much common sense and important insights herein. Thank you Michelle. I will share this with others

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

    • The Perfect 10 In Networking & SalesCopyright 2007, Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 1
    • i. People do business with people they like ii. Be more likable, get more business 1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 2
    • o ld social is the new l social is the new business businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 3
    • 4
    • social is the new Why network? businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 5
    • 1 it’s not who you know... it’s who knows youCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 6
    • Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 7
    • 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’...Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 8
    • social is the new What IS networking? businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 9
    • •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 10
    • social is the new What ISN’T networking? businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 11
    • •“Pouncing” on people•“Premature solicitation”•Selling•Pressuring•“Quid Pro Quo”•Treating people like “leads”•Fast 12
    • social is the new Social Capital businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 13
    • Do they knowHow 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 THEYif they needed your you could provide looking for? services? them? 14
    • social is the new HOW business to network...Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 15
    • 1 16
    • vs.Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 17
    • 1 18
    • II. 1 III. 1.Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 19
    • social is the new 1. Where to network businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 20
    • 21
    • Everywhere! 22
    • social is the new 2. First Impressions businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 23
    • First impressions • Eye contact social is the new • • Body language Clothes • business Neatness • Expression • Attitude • Greeting/handshake • Building rapport 5Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 24
    • 1Eye contact is the most basic form of human interaction... even newborns do it 25
    • social is the new 3. What’s your “brand” businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 26
    • 1 VS.Like it or not, we all have a personal brand. Whether on PURPOSE or BY ACCIDENT, decided by YOU, or by OTHERS... 27
    • 1 social is to be a 4. How the new business BAD networkerCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 28
    • 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 29
    • Debbie Downer• Be negative, pessimistic.• Only see the negative side of everything.• Don’t smile much• Be super serious 30
    • 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 31
    • social is the new 5. Watch your attitude businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 32
    • “Mirror Neurons” 33
    • 34
    • What are some ways toboost your mood? Share. 35
    • 1 social is the new 6. Remember Names businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 36
    • The S.A.S.S.Y.© Technique - Lara Loucks ★ Shake their hand. ★ Ask their name. ★ Say their name. ★ Spell their name. ★ You-statement 37
    • Practice. 38
    • 1 social is the new 7. Understand how business the brain worksCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 39
    • Right vs. LeftBrain 40
    • 41
    • 42
    • “...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) 43
    • “Communication is the transfer of emotion.” – Seth Godin 44
    • 1 social is the new 8. Listen more business than you talkCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 45
    • 46
    • What’sInItForMe? 47
    • 48
    • 1 socialPractice 9. is the new business Active ListeningCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 49
    • Discuss. 50
    • • 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 51
    • Practice. Groups of 3. 52
    • 1 social is the new 10. business Tell storiesCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 53
    • What if you had to do your job, but couldn’t use any data, charts, brochures or materials? 1 54
    • 1 55
    • 156
    • “Did you know that Alexandra Nechita, the artist, is only 13 years old?” 1 57
    • “Her parents fled Communist Romania and came here with nothing...” 1 58
    • The elements of a “good story” 59
    • What kinds of storiescould you tell? Share. 60
    • 1 social is the an 11. Create new “Elevator Pitch” business (or a handful)Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 61
    • •“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) 62
    • Practice. 63
    • 1 social is the new 12. Watch out business for common pitfallsCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 64
    • 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 5Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 65
    • 1 social is the new 13. Know when & business on... how to moveCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 66
    • 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?” 67
    • 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”. 68