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Networking for Business Success
 

Networking for Business Success

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    Networking for Business Success Networking for Business Success Presentation Transcript

    • Networking for Business Success Stephen N. Davis “Partnering With Clients to Drive Sustainable Profitable Growth”
    • John Wanamaker “Half the money I spend on advertising is wasted, and the trouble is, I don’t know which half.”2000 - 2011 © CXO Advisory Group
    • The Marketing Landscape has Changed… “Buy My Product”2000 - 2011 © CXO Advisory Group
    • Ads are Everywhere People see and hear between 1,000 87,600,000 throughout their lives and 3,000 advertising messages/day2000 - 2011 © CXO Advisory Group
    • Nielson: 90% of People Who Can Skip Ads - Do It2000 - 2011 © CXO Advisory Group
    • Nielson: Only 14% of People Trust Ads2000 - 2011 © CXO Advisory Group
    • Trust Drives Transactions 66% Of the Economy is Influenced by Personal RecommendationsSOURCE: McKinsey & Co. 2000 - 2011 © CXO Advisory Group
    • Trust Drives Transactions 91% Say consumer reviews are the #1 Aid to Buying DecisionsSOURCE: JC Williams Group 2000 - 2011 © CXO Advisory Group
    • Trust Drives Transactions 78% Trust Recommendations of other ConsumersSOURCE: Nielson Report - October 2007 2000 - 2011 © CXO Advisory Group
    • Trust Drives Transactions 88% Will Buy from Companies they TRUSTSOURCE: Edelman Trust Barometer, 2008 2000 - 2011 © CXO Advisory Group
    • Trust Drives Transactions 85% Will NOT buy from Companies they DISTRUSTSOURCE: Edelman Trust Barometer, 2008 2000 - 2011 © CXO Advisory Group
    • It’s Not About Collecting Business Cards2000 - 2011 © CXO Advisory Group
    • Your Ultimate Goal Convert Your Contacts Into a Word-of-Mouth Referral Network2000 - 2011 © CXO Advisory Group
    • Your Network = Your Net Worth $948 The Value of a Contact in YOUR NetworkSOURCE: IBM2000 - 2011 © CXO Advisory Group
    • Networking Steps  Meet people  Start conversations  Answer questions  Ask questions  Offer to Help  Build Trust  Follow Up2000 - 2011 © CXO Advisory Group
    • Networking is NOT about you …. It’s ALWAYS about the other person2000 - 2011 © CXO Advisory Group
    • Step 1: What is Your Brand? Your Personal Brand is ? More important than the Company Brand2000 - 2011 © CXO Advisory Group
    • What is Your Brand? “We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called You.” Tom Peters - 19972000 - 2011 © CXO Advisory Group
    • What is Your Personal Brand?  Communicates your personal story  What attributes set you apart ?  How do you want to be positioned2000 - 2011 © CXO Advisory Group
    • What is Your Personal Brand?  Communicates your personal story  What attributes set you apart  How do you want to be ?    positioned People and groups you associate with Company and/or Self List keywords prospects might use to search for you2000 - 2011 © CXO Advisory Group
    • Step 2: Establish Your Goals  Who are you trying to meet? • Customers • Strategic Partners • Referral Sources  New Business over what time Frame?  How much time should I allocate to networking?  How many meetings should I shoot for each week?2000 - 2011 © CXO Advisory Group
    • Step 3: Learn About Your Network Prospects  Who should I network with? • What is their profile?  How do they make decisions?  Find out where they hang out • Where do I go to network with them?  Rank prioritize venues • Where can I meet the most • Strategic partners? • Prospects? • Referral sources? • When is the best time to network? • I prefer morning meetings2000 - 2011 © CXO Advisory Group
    • How to Network Effectively  You are Not Selling  Start a CONVERSATION  Introduce yourself  Ask the other person “What they do for a living?”  Get to know the other person  Use open ended questions  ALWAYS CARRY BUSINESS CARDS2000 - 2011 © CXO Advisory Group
    • The Right Questions Separates the Pros from the Amatuers ….2000 - 2011 © CXO Advisory Group
    • The Right Questions Shows You’re Concerned Helping Them Achieve SUCCESS2000 - 2011 © CXO Advisory Group
    • The Right Questions Gets Them to Tell You How to SELL Them2000 - 2011 © CXO Advisory Group
    • Questions I Close With Who is a Good Prospect for You?2000 - 2011 © CXO Advisory Group
    • Questions I Close With Who Are Your BEST Referral Sources?2000 - 2011 © CXO Advisory Group
    • Working a Room/Event2000 - 2011 © CXO Advisory Group
    • Ways to Connect at an Event 1. Be strategic about which events you attend 2. Get there early and talk to people at the registration table 3. Study the name tags 1. Identify people to meet 4. Don’t hang out with people you already know 5. Circle and scan for your targets 6. Look for people standing alone 7. Use your time wisely 8. Don’t try to sell 9. Ask questions of the other person 10. Know when to break off an unproductive conversation2000 - 2011 © CXO Advisory Group
    • Follow-up After the Event  Assess the event • Was it worthwhile? • Should you do it again?  Sort & prioritize collected business card • Those you want to contact within 48 hours • Those you want to contact within a week • Those you will never contact2000 - 2011 © CXO Advisory Group
    • Homework Go Meet Someone Make a Referral Today2000 - 2011 © CXO Advisory Group
    • Questions2000 - 2011 © CXO Advisory Group
    • Driving Profitable Growth2000 - 2011 © CXO Advisory Group
    • Driving Profitable Growth We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities.2000 - 2011 © CXO Advisory Group
    • The CXO Advisory Group  CXO Advisory Group is a strategic operations advisory and management firm comprised of proven C-level executives with both breadth and depth of experience.  CXO Advisory Group Team members have achieved success in positions ranging from: President/CEO to COO, and VPs of Sales, Marketing, Corporate Development and Human Resources.  Has proven success in business development and in building US sales and distribution channels2000 - 2011 © CXO Advisory Group
    • How Can CXO Help You? Business Strategy Services • Audit business practices and organization • Evaluate product and pricing strategies • Evaluate effectiveness of sales channel • Assess effectiveness of existing sales and marketing programs Market Entry Program • Analyze competitive landscape • Market launch strategy and plan • Channel strategy and programs • Establish sales channels • Generate sales and manage relationships • Identify and develop strategic partnerships2000 - 2011 © CXO Advisory Group
    • How Can CXO Help You? Sales Channel Management • Review and revise sales channel strategies • Channel partner identification, prospecting and recruitment • Eliminate channel conflict • Channel contract development and negotiation Business Development • Strategic alliances • Align sales and marketing • Social networking integration into marketing mix • Co-marketing ventures2000 - 2011 © CXO Advisory Group
    • How Can CXO Help You? Interim Management Resources • Interim CEO, COO, CMO, CSO • Interim VP of Sales and Marketing • Consultant on staff • Launch team coaches Venture Advisory Services • Fine tune operations, business strategy and market entry • Assist with due diligence • Strategic business assessment of portfolio companies2000 - 2011 © CXO Advisory Group
    • Contact Information: Stephen Davis Interim COO/VP Sales & Marketing | Business Consultant | Sales Channel and Business Development Expert | Author & Speaker “Partnering With Clients to Drive Sustainable Profitable Growth”Phone: (508) 528-7571Email: sdavis@cxoadvisorygroup.comWebsite: www.cxoadvisorygroup.comLinkedin: www.linkedin.com/in/stephendavisTwitter: twitter.com/stephendaviscxo