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Networking is a necessity
- 1. Networking is a Necessity 3-16-16
- 2. Networking Goal… A night out Find potential clients Find strategic partners Get referrals or introductions Give referrals or introductions Learn____________
- 3. Fly solo. Do not bring or act as a wingman. Avoid old home week. Separate and conquer
- 5. Research your audience Who do you REALLY want to talk to?
- 6. Everyone has a network 200 contacts on average Introductions from all angles
- 7. Arrive early and stay late. Lay of the land. Before after the fray
- 9. Eat BEFORE you go. What is that lovely stain on your tie. Let me hold your drink.
- 10. Ready, set, LISTEN! Tune in. Don’t ambush. Take a sincere interest in others. Don’t look over shoulders.
- 11. Relax, be yourself You may not be the life of the party. You are still welcome.
- 12. Dialogue Essentials § Clear § Simple § Short § Irresistible
- 13. Targets - Be specific Categories to remember. Mental Rolodex in motion.
- 14. Solutions and stories Client came to us with A, we helped him to B
- 15. Disengage Don’t get cornered. Don’t monopolize.
- 16. Bring Plenty of Cards
- 18. Value the Hub – Connect dots The reference desk. Thank the referral source. Keep the referral source informed. Reciprocate with authentic referral.
- 19. Become the Hub Listen carefully for “red flags” for others. Create psychic debt.
- 20. Next step Be the first person to DO something.
- 21. Thank the organizer Organizer has access to attendees. Organizer can share other events.
- 22. Networking into marketing Part of marketing plan Other channels
- 23. Thank youThank you for your timefor your time
Editor's Notes
- Welcome – fact you are here indicates you want to learn and grow and I commend you for that I believe we are never finished learning and you don’t know what you don’t know You will be the ones with the opportunity to gain a competitive advantage and not be left behind My expectation – red flag some areas where you have holes in your systems and structure - you will take away something that you can use to improve your sales success – Please get a pen and paper. I will be mentioning some very important strategies and ideas you will want to take down and not forget.” You likely have lots of questions….no such thing as ”Stupid” questions At the end I am going to give a select group of you the opportunity to have a conversation with me about what may be holding you back and what you can do about it
- Marketing creates awareness (not necessarily leads) What you do with the awareness makes the difference Prospects do their own market research today Before: they would be curious and want to talk with you to get information – determine if they like you and decide if they want to meet to see if they want to buy Now: It is done before you meet – web site, business card, email, testimonials Do they like you? Do they trust you? Will they give you the opportunity to earn their trust?
- Financial planner – energy, mentally fit Personal trainer – confidence, perform better, ask for a raise You know how _________ are afraid to look? We help them get back on track without making painful changes Oh really, my brother….. Has he ……