Networking to Win Business

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Presentation to Dallas Business Journal SmartReader seminar 12-16-10.

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Networking to Win Business

  1. 1. Networking to Win (More) Business Paul E Maynard’s Presentation to the Dallas Business Journal’s SmartReader Seminar December 16, 2010
  2. 2. Why are we here today? <ul><li>To discuss how to network effectively by thinking strategically and acting clearly and decisively. </li></ul>
  3. 3. What works? <ul><li>Face-to-face interaction </li></ul><ul><ul><li>This is about engagement </li></ul></ul><ul><li>Long-term action </li></ul><ul><ul><li>This takes time </li></ul></ul><ul><li>Building relationships </li></ul><ul><ul><li>Pay attention </li></ul></ul>
  4. 4. Set Strategy Align Tools Choose Targets Take Action Patience and Persistence Pay Off SmartNetworkers…
  5. 5. Setting a Strategy <ul><li>Have a clear goal(s) </li></ul><ul><li>Define measureable objectives </li></ul><ul><li>Know where you are going before you depart </li></ul>
  6. 6. Setting a Strategy: Goals <ul><li>“ I want to be the leader in my industry (market, business, company).” </li></ul><ul><li>One word: “Philadelphia” </li></ul>
  7. 7. Setting a Strategy: Objectives <ul><li>“ I will attend at least 1 event a week each month.” </li></ul><ul><li>“ I will make at least 30 new contacts per month.” </li></ul><ul><li>“ I will grow my LinkedIn (or database) by 15 new contacts per month.” </li></ul>
  8. 8. Setting a Strategy: Where <ul><li>Have a plan </li></ul><ul><li>Be specific </li></ul><ul><li>Get detailed </li></ul>
  9. 9. Aligning Tools <ul><li>Business cards </li></ul><ul><li>Short introductory speech </li></ul><ul><li>LinkedIn profile </li></ul><ul><li>Follow-up mechanism </li></ul>
  10. 10. Aligning Tools: Business Cards <ul><li>Take them everywhere </li></ul><ul><li>Yes, you heard me, everywhere </li></ul><ul><li>Have the kind you can write on—make notes </li></ul>
  11. 11. Aligning Tools: Short Speech <ul><li>Start with your name, end with your name </li></ul><ul><li>Describe your company or mission briefly </li></ul><ul><li>Keep it to 20 to 45 seconds </li></ul>
  12. 12. Aligning Tools: LinkedIn Profile <ul><li>Be up to date </li></ul><ul><li>Match your resume </li></ul><ul><li>Have a picture </li></ul><ul><li>Post updates </li></ul><ul><li>Participate in forums & answer questions </li></ul>
  13. 13. Aligning Tools: Follow Up <ul><li>Connect via LinkedIn, Facebook, Twitter </li></ul><ul><li>Send a thank you (if appropriate) </li></ul><ul><li>Set a longer meeting at another time </li></ul>
  14. 14. Choosing Targets <ul><li>Define with whom you want to meet and talk </li></ul><ul><li>Know what you will say </li></ul><ul><li>Have a follow-up plan </li></ul><ul><li>Have an exit strategy </li></ul>
  15. 15. Choosing Targets: To Whom <ul><li>Who will be at the event? </li></ul><ul><li>Who might be at the event? </li></ul><ul><li>Who is the sponsor? </li></ul><ul><li>What is the reason for the event? </li></ul>
  16. 16. Choosing Targets: What to Say <ul><li>A variation of your short speech </li></ul><ul><li>Appropriate topics </li></ul><ul><li>Common interests </li></ul><ul><li>Who you know </li></ul>
  17. 17. Choosing Targets: Follow Up <ul><li>Will you meet again? </li></ul><ul><li>Can you make a referral? </li></ul><ul><li>Do you have a connection? </li></ul>
  18. 18. Choosing Targets: Exit Strategy <ul><li>Explain you have others to talk with and thank them </li></ul><ul><li>Offer to introduce them to another person at the event </li></ul><ul><li>Your cell phone just rang </li></ul>
  19. 19. Taking Action <ul><li>Know your destination </li></ul><ul><li>Give yourself parameters </li></ul><ul><li>Continue the process </li></ul>
  20. 20. Taking Action: Destinations <ul><li>“ Attend a leads event twice each month.” </li></ul><ul><ul><li>Expect to contact at least 60 people </li></ul></ul><ul><li>“ Attend one seminar monthly.” </li></ul><ul><ul><li>Expect to have at least 15 conversations. </li></ul></ul><ul><li>“ Volunteer.” </li></ul><ul><ul><li>Host at least 12 events this year. </li></ul></ul>
  21. 21. Taking Action: Parameters <ul><li>How long will you stay? </li></ul><ul><li>How many people will you talk with? </li></ul><ul><li>Limit food & drink </li></ul>
  22. 22. Taking Action: Continue the Process <ul><li>Evaluate events </li></ul><ul><li>Choose which work best </li></ul><ul><li>Continue or try new ones </li></ul>
  23. 23. Taking action: Associations <ul><li>Find </li></ul><ul><li>Attend </li></ul><ul><li>Serve </li></ul>
  24. 24. Find <ul><li>Research </li></ul><ul><ul><li>Internet search </li></ul></ul><ul><ul><li>Business journal or newspaper </li></ul></ul><ul><li>Ask around </li></ul><ul><ul><li>Do your peers and friends know about it? </li></ul></ul><ul><ul><li>Buzz? </li></ul></ul><ul><li>Determine if it is appropriate </li></ul><ul><ul><li>Who attends? </li></ul></ul><ul><ul><li>What is the value to you? </li></ul></ul><ul><li>Make a list and prioritize </li></ul><ul><ul><li>Rank them </li></ul></ul>
  25. 25. Attend <ul><li>Try out an event </li></ul><ul><ul><li>More than once </li></ul></ul><ul><li>Work the room </li></ul><ul><ul><li>Find out who are regulars, who are first timers </li></ul></ul><ul><li>Discover </li></ul><ul><ul><li>Why do people come to these things? </li></ul></ul><ul><ul><li>Who runs the organization? </li></ul></ul>
  26. 26. Serve <ul><li>Participate </li></ul><ul><ul><li>Volunteer </li></ul></ul><ul><ul><ul><li>Write </li></ul></ul></ul><ul><ul><ul><li>Greet </li></ul></ul></ul><ul><li>Organize </li></ul><ul><ul><ul><li>Communicate </li></ul></ul></ul><ul><li>Serve </li></ul><ul><ul><li>Committees </li></ul></ul><ul><ul><li>Boards </li></ul></ul>
  27. 27. Evaluating <ul><li>Where </li></ul><ul><ul><li>Go where your customers are </li></ul></ul><ul><ul><li>Know your environment </li></ul></ul><ul><li>What </li></ul><ul><ul><li>Know the shelflife </li></ul></ul><ul><ul><li>Consider time </li></ul></ul><ul><li>Who </li></ul><ul><ul><li>The host </li></ul></ul><ul><ul><li>The attendees </li></ul></ul><ul><ul><li>Guests </li></ul></ul><ul><li>Why </li></ul><ul><ul><li>Have a reason </li></ul></ul><ul><ul><li>Don’t oversaturate </li></ul></ul>
  28. 28. Types of Associations <ul><li>Peer professional </li></ul><ul><ul><li>IABC </li></ul></ul><ul><ul><li>AMA </li></ul></ul><ul><ul><li>DSVC </li></ul></ul><ul><ul><li>DPA </li></ul></ul><ul><li>Fraternal or service </li></ul><ul><ul><li>Rotary </li></ul></ul><ul><ul><li>Lions </li></ul></ul><ul><li>Civic </li></ul><ul><ul><li>Chambers of Commerce </li></ul></ul><ul><li>Business </li></ul><ul><ul><li>CEO Networkers </li></ul></ul><ul><ul><li>Homeowner’s associations </li></ul></ul><ul><ul><li>National groups </li></ul></ul><ul><li>Clubs </li></ul><ul><ul><li>Alumni Associations </li></ul></ul>
  29. 29. Peer Professional <ul><li>“Your people”. They know: </li></ul><ul><ul><li>Your field </li></ul></ul><ul><ul><li>Your job </li></ul></ul><ul><ul><li>Your work </li></ul></ul><ul><li>Could be partners </li></ul><ul><li>Could be clients </li></ul><ul><li>Recognize trends </li></ul>
  30. 30. Fraternal or Service <ul><li>Connects you to a cause </li></ul><ul><ul><li>And those in the community with the same interest </li></ul></ul><ul><li>Connects you to leaders in business and public office </li></ul><ul><ul><li>Levels the field </li></ul></ul><ul><li>Great outlet </li></ul><ul><ul><li>Your conscience </li></ul></ul><ul><ul><li>Sense of community and service </li></ul></ul>
  31. 31. Chambers <ul><li>Best way to learn your community </li></ul><ul><ul><li>History </li></ul></ul><ul><ul><li>Issues </li></ul></ul><ul><li>Connects you to leaders in business and public office </li></ul><ul><ul><li>Committee membership and chairmanships </li></ul></ul><ul><ul><li>Connections at events </li></ul></ul><ul><li>Great outlet for finding business partners and clients </li></ul><ul><ul><li>Over time </li></ul></ul><ul><ul><li>Persistence </li></ul></ul><ul><ul><li>Consistency </li></ul></ul>
  32. 32. Business Groups <ul><li>Connect you to a variety of peers </li></ul><ul><ul><li>Connections at events </li></ul></ul><ul><li>Could be national or local </li></ul><ul><li>Great outlet for finding business partners as well as clients </li></ul><ul><li>Rely on word of mouth (WOM) for referrals </li></ul>
  33. 33. National Business Groups <ul><li>National with local ties (chapters) </li></ul><ul><li>Market- or business-specific </li></ul><ul><ul><li>BOMA </li></ul></ul><ul><ul><li>ASIS </li></ul></ul><ul><ul><li>NACS </li></ul></ul><ul><li>Move up or move down to connect within the network </li></ul>
  34. 34. Clubs <ul><li>Connect you to your direct peers </li></ul><ul><ul><li>Committee membership and chairmanships </li></ul></ul><ul><ul><li>Connections at events </li></ul></ul><ul><li>Great outlet for finding business partners more than clients </li></ul><ul><li>Would I be a member of a club that lets me be a member? </li></ul>
  35. 35. In Summary: Associations <ul><li>Know why you are doing this </li></ul><ul><li>Remember the formula—FAS </li></ul><ul><li>Use all of your tools </li></ul><ul><li>Practice patience and persistence </li></ul>
  36. 36. Takeaways <ul><li>Set Strategy </li></ul><ul><li>Align Tools </li></ul><ul><li>Choose Targets </li></ul><ul><li>Take Action </li></ul><ul><li>Patience and Persistence Pay Off </li></ul>
  37. 37. Bonus Slide <ul><li>Continuously build and manage your data base </li></ul><ul><li>Reach out via social media </li></ul><ul><li>Publish a newsletter </li></ul><ul><li>Write a blog </li></ul><ul><li>Be patient, but persistent </li></ul>
  38. 38. For more information <ul><li>Paul E Maynard </li></ul><ul><ul><li>817-891-1167 </li></ul></ul><ul><ul><li>www.paulemaynard.com </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>www.linkedin.com/in/paulmaynard </li></ul></ul><ul><ul><li>www.facebook.com/thepaulmaynard </li></ul></ul><ul><ul><li>www.twitter.com/paulem53 </li></ul></ul>

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