Stop Drowning In Business Cards Glazer Kennedy Insider Circle, Michelle Villlalobos

objectives • are you maximizing your networking? • of not, what are your challenges? • what do you want to learn today? All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 2

challenges • no system in place to process/track • too much volume to keep up • trying to follow up with everyone 1-to-1 • wasting time/being inefﬁcient • don’t know where to start • lack of focus • contacts who aren’t qualiﬁed • push approach, rather than pull All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 5

ideal relationship model - to- one clients community o ne become community “percolates” up to leads com mun feed icate bac k All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 7

ideal relationship model - on- one Clients Community one become “percolates” Community up to leads maintain qualify valu able feed info bac k extend All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 9

from contact to client 1. identify & understand 2. capture 3. organize 4. follow up/maintain 5. turn into business All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 10

i. identify & understand • who is your ideal target? • what are their needs? • ﬁnd their pain (or pleasure...) All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 11

universal concerns • pain • money what matters • happiness to your • health ideal client? • time All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 12

key elements • eye contact • expression • attitude • body language • clothes • neatness • “props” • greeting/handshake 5 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

key elements • eye contact • expression • attitude • body language • clothes • neatness • “props” • greeting/handshake 1 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

“seek ﬁrst to understand, then to be understood” – Steven R. Covey Habit #5: The 7 Habits of Highly Effective People “be interested, not interesting” – Jason Beukema, Whet Travel, ELC 1 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

tone & tempo distance eyes expression words sounds active listening posture contact hands head (position & movement) 2 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

tone & tempo distance eyes expression Words sounds active listening posture contact hands head (position & movement) 2 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

the 10-second “elevator pitch” the 10-second “teaser” 2 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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beneﬁts, not features. outcomes, not processes. results, not efforts. 3

when there’s sincere interest at this stage, you have a “hot” lead. this info is essential to capture. 3

ii. other capture methods • referral marketing (friends & contacts) • email marketing (forwards) • social media - Facebook, LinkedIn, Twitter • internet marketing (Adwords/Yahoo/PPC/SEO) • engage in communities online • buy lists • partner • other? All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 29

ii. capture the value piece • give valuable information • tell what but not how • use numbers (i.e., “5 Ways To...”) • stick to universal concerns (time, money...) • include relevant context (i.e., economy) • never a sales pitch • easily spreadable format • use tools to automate (i.e., Constant Contact) • one goal and only one goal All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 30

what one value piece could you quickly & easily offer to capture your ideal target? (activity) 2 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

input & organize • business cards:* CardScan, intern, assistant • digital: Poken, iPhone, BlackBerry • social media - ask (FB, LinkedIn, Plaxo) • online: website opt-in (careful) • paper-based system (business card ﬁles...) • pick any one or integrate all (easy in easy out) • prioritize/categorize:* hot, medium, cold • automate, batch, delegate, outsource * always have a Sharpie! 2 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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how Marie Forleo got me • Why You Shouldn't Initiate "The Talk" - Your April 1 Dish • Date Conﬁdently Using Real Men's Tips! Your April 27 Dish • Too Clingy? Stop Neediness Now, Michelle - Your Apr 29 Dish • 7 Secrets of a Flirting Goddess - Your May 1 Dish • What NOT to Do On a Date - Your May 15 Dish • The #1 Cause of Dating Drama – Your May 18 Dish • Is He Mr. Right or Mr. WRONG? Your May 20 Dish • Michelle, Why Didn't He Call? Your May 29 Dish • Secrets of Getting Over a Breakup - Your June 1 Dish 2

iv. follow up/maintain • the sooner the better • prepare for follow up (be honest, be clear) • the more personal, the more memorable • make it easy (i.e., pre-stamped) • send value (what’s in it for them?) • always give in your communications • image of you • connect on social media • one focus per communication (meet, speak, write) All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 52

iv. follow up/maintain • keep them engaged! • consistency & timing (schedule, batch, calendar, etc.) • deliver valuable info (educate, entertain or inform) • don’t saturate • be considerate: - time (cell phone, spam, etc.) - privacy (cc’s) • blog, newsletter, e-zine, Twitter All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 53

the cheapest, easiest, most effective way to keep a large audience engaged over time? All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 55

maintenance strategies • stay on top of your industry news • be a source of valuable info • entertain, educate or inform (or all three!) engage everyone, but focus on your ideal • you don’t have to write - there are other tools! • post something online, drive trafﬁc • you will lose people, it’s okay 2 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

what ongoing value could you quickly & easily provide to maintain your ideal target? 2 Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

stay informed (i.e., Google Reader)

article “do’s” • title is everything - Communicate More Powerfully (Without Being a Bitch) - I’m Not Crazy, It’s Just My Personality Type • use numbers - The Perfect 10 in Sales,The First 10 Seconds,The Next 10 Minutes,10 Days Later - 10 Things To Start Or Stop Doing To Go From Frizzy To Fabulous • tell the beneﬁt (not the process) - Lose 10 Pounds in 1 Day – Without Diet or Exercise! - vs. How To Use Yoga & Crunches for 90 Minutes Every Day 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830

uses • engage people more personally • draw in new people • enable fans & friends to spread the word • connect with people on a larger scale • be reachable • allow people to ﬁnd you Copyright 2007- 2009 Mivista, Inc. www.MivistaInc.com (888) 531-3830

tips • people relate to people • be authentic • use a great image – more personal • be conversational, not promotional • integrate communications blog, site, email... • pay attention, listen, respond • connect emotionally • don’t automate! Copyright 2007- 2009 Mivista, Inc. www.MivistaInc.com (888) 531-3830

social media is a great way to manage & maintain By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

listen ﬁrst By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

follow people in your industry, people you admire, people you like By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

deliver value: educate, inform, entertain, or ask, relate. By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

have a perspective - a strong one... By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

1 to 10 “promo- to-value ratio” By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

no one cares if you're: sitting in trafﬁc, just woke up, going to bed, tired, hungry, happy or sad... unless you’re hilarious (or famous) By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

acknowledge others & give thanks By Michelle Villalobos. Copyright 2009, All Rights Reserved. Feel free to forward along and share to your heart’s content (please give credit, though!) For speaking engagements, custom programs or presentations, please contact info@mivistaconsulting.com.

vi. turn it into business • create system to capture & qualify leads from your audience • identify the ﬁrst “yes” in your sales process • focus on converting “hot leads” to ﬁrst step • lower their risk • solicit honest feedback • turn services into products (package them) • price lists (less 1-on-1 sales, more self-selection) All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 77

committments • what will you do today? • this week? • this month? • by the end of the year? • next year? All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 79

want this slideshow? i’ll email it to you or sign up at www.MichelleVillalobos.com & get access to all of my slideshows Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.

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”.

Stop Drowning In Business Cards Glazer Kennedy Insider Circle, Michelle Villlalobos

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