The Perfect 10 In                                     Networking & SalesCopyright 2007, Michelle Villalobos, Mivista, Inc....
i. People do business                          with people they like                         ii. Be more likable,         ...
o ld                        social is the new                                                                             ...
4
social is the new                          Why network?                            businessCopyright 2007- 2009 Michelle V...
1                    it’s not who you know...                       it’s who knows youCopyright 2007- 2009 Michelle Villal...
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830                                 ...
In a room of over 100 people, only          2 had ever landed a job through an online job site       like Monster. Almost ...
social is the new                   What IS networking?                        businessCopyright 2007- 2009 Michelle Villa...
•Building relationships of value•Drawing business and opportunities to you•Becoming “top of mind” for what you do•Meeting,...
social is the new            What ISN’T networking?                   businessCopyright 2007- 2009 Michelle Villalobos, Mi...
•“Pouncing” on people•“Premature solicitation”•Selling•Pressuring•“Quid Pro Quo”•Treating people like “leads”•Fast        ...
social is the new                          Social Capital                            businessCopyright 2007- 2009 Michelle...
Do they knowHow do you stay      what you’re up                                        Would they care?  in touch?        ...
social is the new                        HOW business                             to network...Copyright 2007- 2009 Michel...
1    16
vs.Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830                              ...
1    18
II.                                    1                                                                                  ...
social is the new                    1. Where to network                         businessCopyright 2007- 2009 Michelle Vil...
21
Everywhere!              22
social is the new                    2. First Impressions                          businessCopyright 2007- 2009 Michelle V...
First impressions                                                        •    Eye contact                        social is...
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 Villalo...
1                       VS.Like it or not, we all have a personal brand.  Whether on PURPOSE or BY ACCIDENT,      decided ...
1                        social is to be a                         4. How    the new                            business  ...
Self-Obsessed•Talk about yourself a lot•If you ask questions, make sure  you relate them back to yourself•Look around to s...
Debbie Downer• Be negative, pessimistic.• Only see the negative side of everything.• Don’t smile much• Be super serious   ...
The Hard Sell• Know what you’re trying to   “get” from the other person, and   focus on getting it (ideas: a   meeting, bu...
social is the new               5. Watch your attitude                      businessCopyright 2007- 2009 Michelle Villalob...
“Mirror Neurons”                   33
34
What are some ways toboost your mood? Share.                          35
1                   social is the new                  6. Remember Names                       businessCopyright 2007- 200...
The S.A.S.S.Y.© Technique - Lara Loucks                            ★   Shake their hand.                            ★   As...
Practice.            38
1                      social is the new                     7. Understand how                           business         ...
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    ...
“Communication is the  transfer of emotion.”             – Seth Godin                            44
1                        social is the new                         8. Listen more                             business    ...
46
What’sInItForMe?         47
48
1                        socialPractice                            9. is the new                             business     ...
Discuss.           50
•   Be InterestED (not interestING)•   Ask good questions•   Focus on the conversation•   Keep an open mind•   Seek to und...
Practice. Groups of 3.                         52
1                        social is the new                         10. business                             Tell storiesCo...
What if you had to do your job, but couldn’t use any       data, charts, brochures or materials?                          ...
1    55
156
“Did you know that Alexandra Nechita,   the artist, is only 13 years old?”                                        1       ...
“Her parents fled Communist Romania   and came here with nothing...”                                     1                 ...
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”...
•“Teaser” not “Pitch”•Benefits (not features)•Right brain (use stories / humor / analogies)•Short & sweet•Open the door to ...
Practice.            63
1                   social is the new                     12. Watch out                        business                 fo...
To watch out for:                                                        •    Distribution of eye contact                 ...
1                       social is the new                       13. Know when &                            business on... ...
Techniques for moving on•The “let’s plan a time to take this  conversation further”•The introduction & exit•The “let’s go ...
www.MichelleVillalobos.com       Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Rep...
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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 interactions (like networking). Good luck!

Published in: Business, Economy & Finance
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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

  1. 1. The Perfect 10 In Networking & SalesCopyright 2007, Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 1
  2. 2. 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
  3. 3. 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. 4. 4
  5. 5. social is the new Why network? businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 5
  6. 6. 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
  7. 7. Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 7
  8. 8. 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
  9. 9. social is the new What IS networking? businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 9
  10. 10. •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
  11. 11. social is the new What ISN’T networking? businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 11
  12. 12. •“Pouncing” on people•“Premature solicitation”•Selling•Pressuring•“Quid Pro Quo”•Treating people like “leads”•Fast 12
  13. 13. social is the new Social Capital businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 13
  14. 14. 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
  15. 15. social is the new HOW business to network...Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 15
  16. 16. 1 16
  17. 17. vs.Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 17
  18. 18. 1 18
  19. 19. II. 1 III. 1.Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 19
  20. 20. social is the new 1. Where to network businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 20
  21. 21. 21
  22. 22. Everywhere! 22
  23. 23. social is the new 2. First Impressions businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 23
  24. 24. 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
  25. 25. 1Eye contact is the most basic form of human interaction... even newborns do it 25
  26. 26. social is the new 3. What’s your “brand” businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 26
  27. 27. 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
  28. 28. 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
  29. 29. 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
  30. 30. Debbie Downer• Be negative, pessimistic.• Only see the negative side of everything.• Don’t smile much• Be super serious 30
  31. 31. 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
  32. 32. social is the new 5. Watch your attitude businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 32
  33. 33. “Mirror Neurons” 33
  34. 34. 34
  35. 35. What are some ways toboost your mood? Share. 35
  36. 36. 1 social is the new 6. Remember Names businessCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 36
  37. 37. The S.A.S.S.Y.© Technique - Lara Loucks ★ Shake their hand. ★ Ask their name. ★ Say their name. ★ Spell their name. ★ You-statement 37
  38. 38. Practice. 38
  39. 39. 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
  40. 40. Right vs. LeftBrain 40
  41. 41. 41
  42. 42. 42
  43. 43. “...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
  44. 44. “Communication is the transfer of emotion.” – Seth Godin 44
  45. 45. 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. 46. 46
  47. 47. What’sInItForMe? 47
  48. 48. 48
  49. 49. 1 socialPractice 9. is the new business Active ListeningCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 49
  50. 50. Discuss. 50
  51. 51. • 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
  52. 52. Practice. Groups of 3. 52
  53. 53. 1 social is the new 10. business Tell storiesCopyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830 53
  54. 54. What if you had to do your job, but couldn’t use any data, charts, brochures or materials? 1 54
  55. 55. 1 55
  56. 56. 156
  57. 57. “Did you know that Alexandra Nechita, the artist, is only 13 years old?” 1 57
  58. 58. “Her parents fled Communist Romania and came here with nothing...” 1 58
  59. 59. The elements of a “good story” 59
  60. 60. What kinds of storiescould you tell? Share. 60
  61. 61. 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
  62. 62. •“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
  63. 63. Practice. 63
  64. 64. 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
  65. 65. 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
  66. 66. 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
  67. 67. 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
  68. 68. 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
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