Effective networking

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Presented at Sage Summit 2013. How to be effective in networking to develop new leads and new opportunities

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Effective networking

  1. 1. Effec%ve  Networking   #SageSummit   @LeadingResults  
  2. 2. “I  like  to  define  networking  as  cul%va%ng  mutually   beneficial,  give-­‐and-­‐take,  win-­‐win  rela%onships…   The  end  result  may  be  to  develop  a  large  and   diverse  group  of  people  who  will  gladly  and   con%nually  refer  a  lot  of  business  to  us,  while  we   do  the  same  for  them.”  –Bob  Burg    
  3. 3. Leading  Results  Core  Marke%ng  Mantra   •  Don't  talk  about  the  products  you  sell;  talk  about  the   problems  you  solve.       •  Then  talk  about  the  remarkably  different  way  that  I   will  experience  working  with  you  as  you  solve  those   problems.     •  Be  sure  you  tell  me  what  I  get;  NOT  what  you  do.     Because  I  don't  have  %me  to  figure  out  if  what  I  need   is  what  you  do.    
  4. 4. Why  master  networking?   •  One  of  the  best  ways  to  grow  your  business  
  5. 5. Great  Networking  Starts  Before  the  Event   You  have  to  have  a  strategy!  
  6. 6. If  you  are  an  introvert…   Appreciate  your  introversion.   •  Don’t  try  to  “fix”  it.     •  Introverts  are  great  listeners   •  Introverts  are  very  observant.      
  7. 7. Networking  Strategy   Find  out  who’s  a<ending   and  set  a  goal  of  how  many  people     you  want  to  meet  
  8. 8. Networking  Strategy     Decide  what  you  will  be  listening  for  
  9. 9. Networking  Strategy   Come  up  with  a  conversaCon  starter     “Who  are  you  hoping   to  connect  with  at  this   event?”   “What  does  a  great   customer  (partner)   look  like  for  you?”  
  10. 10. Networking  Strategy   What  will  you  say  about  your   company?  
  11. 11. Networking  Strategy   Talking Logo   We  Help  X  do  Y  
  12. 12. Exercise   Take  out  a  piece  of  paper:   •  Write  down  3  types  of  businesses  that  would   be  good  to  meet  at  a  networking  event  that   are  not  good  customer  prospects  
  13. 13. During  the  event   Be  approachable    
  14. 14. During  the  event   Make  sure  that  you  are  building   rela%onships,  NOT  SELLING!  
  15. 15. During  the  event   Ask  permission  to  send  your   newsle^er  or  marke%ng  content  
  16. 16. During  the  event   Close  the  conversa%on  with  a  next   step…  
  17. 17. During  The  Event   Make  sure  You  Bring  Enough  Business   Cards  
  18. 18. Exercise   •  Take  out  a  piece  of  paper  –  do  A  or  B   A.  Write  down  a  conversa%on  starter   »  Something  you’ll  wear   »  Something  you’ll  say   B.  How  would  you  describe  your  company’s   value  (talking  logo)  in  12  words  or  less?    (A,   The,  And  don’t  count)  We  help  X  do  Y  
  19. 19. Aaer  The  Event   It’s  follow  up  that  makes  it  all  work  
  20. 20. Aaer  The  Event   Follow  up  the  next  day  
  21. 21. Aaer  The  Event   Connect  with  them  on  social  media  
  22. 22. Aaer  The  Event   Set  that  appointment  to  meet  
  23. 23. Aaer  the  Event   Nurture  the  relaConship  
  24. 24. Leading  Results   •  Marke%ng  services  agency  –  coaching,  consul%ng  and  doing     u  1:1  Coaching  &  Consul%ng,  Group  Coaching   u  Frac%onal  VP  of  Marke%ng   u  Public  Rela%ons  &  Social  Media  Consul%ng   u  Referral  Marke%ng  Coaching  and  Strategy   u  Leading  Results  Sales  and  Marke%ng  Academy   u  Hubspot  Cer%fied  Partner   •  Authorized  Duct  Tape  Marke%ng  Consultants   •  Offices  in  Los  Angeles,  Boston,  Philadelphia  and  Charlo^e   •  Clients  through  14  %me  zones   •  Our  clients  put  POWER  in  their  WOW            (process,  organiza%on,  why,  exper%se,  referability)  
  25. 25.     Summary     •  Have  a  strategy  before  the  event   •  Make  sure  you  are  doing  the  right   things  at  the  event   •  The  key  to  the  shooCng  match  is  the   follow  up!  
  26. 26. Resource   Lisa  Petrilli    
  27. 27. Offer   Complimentary  45  minute  call  to   develop  your  talking  logo   We  help  small  businesses  stop  was%ng  money  on  marke%ng     Contact  Us   Web:  www.leadingresults.com   Email:  dkraus@LeadingResults.com     Phone:  704-­‐875-­‐1188   Twi^er:  @LeadingResults   FaceBook:  facebook.com/DFKraus   LinkedIN:  linkedin.com/in/LeadingResults  

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