Jim Rochford\'s "If You Don\'t Like Networking, You Must Like Cold Calling"

623 views

Published on

Jim Rochford gives tips on networking.

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
623
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Jim Rochford\'s "If You Don\'t Like Networking, You Must Like Cold Calling"

  1. 1. If You Don’t Like Networking … You Must Like Cold Calling Jim Rochford jimrochford@actioncoach.com (203) 453-1642
  2. 2. Your Presenter ... Jim Rochford ...  24 year career in Executive Marketing & Product Management positions in Fortune 500 companies  Responsible for organizations and product lines up to $100 Million and 150 people  Started Business Coaching practice in 2004  Works with Business Owners and key staff to identify and take actions that build the value of their businesses / jobs  Someone who networks for a living!
  3. 3. 1 Belief YOU have about ...
  4. 4. Networking … What is your …
  5. 5. Are you Above or Below the Line? Ownership Accountable Responsible Blame Excuses Denial
  6. 6. Destination Mastery ...
  7. 7. So, Why Do People Stay Away from Networking ... ?
  8. 8. A word about Time ...
  9. 9. An organized collection of your personal & business contacts … and THEIR contacts Friends, family, neighbors, classmates, colleagues, etc., etc., etc.
  10. 10. Process of building and maintaining relationships *Before You Need Them* Help others & help yourself
  11. 11. What it is … What it is NOT…
  12. 12. 1. You should have done more networking before and you damn well better do a lot more after … 2. The “stigma” of the jobless 3. Needs & Solutions (just like Sales) 4. Benefits not Features (just like Sales) 5. Its easier if they like you (just like Sales) 6. Devote less time to the internet & job search support groups
  13. 13. Networking = Marketing Strategy  Increased exposure = leads  Relationships = leads + marketing ideas  Networking partnerships = leads  “Warm” leads = higher conversion rate  Dialogue = need / lead qualification for higher conversion rate  Results & Feedback = strategy improvement
  14. 14. Networking Process ...
  15. 15. 3 Steps To Successful Networking  Identify and schedule network opportunities  Strive to meet people beforehand (i.e. committees)  Set objectives - focus on specific outcomes  Have Business Cards & Pen  Dress appropriately  Name tag
  16. 16. 3 Steps To Successful Networking  Arrive Early  Meet Many – No long conversations  Firm handshake – Go for the web  Conquer F.E.A.R. - You are not Selling!  Elevator Speech – Unique, enthusiastic, benefits oriented  Leave Late
  17. 17. OLD Selling vs. NEW Selling …
  18. 18.  Smile – Be upbeat and personable  Keep body language positive / open  Match and mirror body, language & voice (create harmony)  Make eye contact and ACTIVELY listen  Find common ground
  19. 19. Traditional Approach  Who you are – Name and Company  What you do – Creative and Brief  How you and your organization can help  Why you and your organization can make a difference – Strive to create dialogue  WIIFM – Solutions matched to needs  Succinct, memorable, defining & understandable  If they want to know more – It works!
  20. 20. Alternative to 30 Second Commercial  Try to determine who you are meeting and introduce yourself  Ask a provocative question designed to invoke response and immediately qualify the prospect Did you make enough money in your business last year? How many weeks did you work less than 40 hours this year?  Prospect answers lead to more questions from you – they do most of the talking  Whet their appetite for your solutions and ask for follow-up meeting  Success depends on the your ability to keep questions flowing and successively more specific
  21. 21. 3 Steps To Successful Networking  Telephone or email the next morning  Schedule appointment to follow up  Show enthusiasm for your new relationship  Speed is of the essence!
  22. 22. 3 Steps To Successful Networking  Networking is predictably unpredictable  Ever shifting cast of characters  Familiarity breeds trust  “You gotta be in it to win it!”
  23. 23. Find Deeper Ways to Demonstrate Your Value: Seminars, Web demos, Testimonials, Talks, etc. The Identify Ways and Means Marketing to Provide Value: Process: Information, articles, contacts, etc. Moving Rub Elbows Frequently: Break down resistance Prospects to through repeated contact a Sales Communicate Clearly & With Appointment Impact: What you do and its benefits – Your USP Go Where Your Prospects Are: Create connections via participation in groups, organizations & associations
  24. 24. 21.5 Best Places to Network  Chamber of Commerce BAH  Trade Shows  High level Chamber of Commerce  Private Club (i.e. golf, food, Event (committee or board boating, etc.) meeting)  Meal networking – invite a  Event sponsored by Business prospect to dine. Invite a prospect Publications – seminars, for them. breakfasts, etc.  Health Club  Networking Clubs or Business Organizations  Sports Events  Someplace where like-minded  Parents of your children’s friends people meet (i.e. on the sports fields)  Any type of class you take to  Happy Hour improve yourself (i.e. Dale  Karaoke Carnegie, Toastmasters)  Civic Organizations (i.e. Rotary,  Neighborhood Homeowner’s / Elks, Lions, etc.) Condo Associations  Cultural Events  The Airplane  Get involved with a Charity or be  # 21.5 – Anyplace and any a Community Volunteer conversation – Show up with a purpose  Your Trade or Professional  Tip - Get your spouse or significant Association other to help!  Your Best Customer(s) Trade or Professional Association Jeffrey Gitomer
  25. 25. Qualifications of a Good Network Partner (Strategic Alliance)… They …  Reflect well on you  Share the same target market(s)  Deliver a quality product or service at least as good as yours  Are responsive and fast to act  Reinforce your relationship with the client/prospect  Follow up promptly  Give you referrals or other meaningful help in return
  26. 26. The foundation for successful sales … Sales is the transfer of enthusiasm
  27. 27. The Identity Iceberg... HAVE DO BE
  28. 28. 8 Keys to Lasting Relationships 1. Natural Affinity 2. Trust  Predictability  Integrity  Protectiveness 3. Speed 4. Apparent Expertise – state unique claim clearly & convincingly 5. Sacrifice – “the cement of human relationships” 6. Completeness 7. Magic Words  Thanks  How are you doing?  Welcome  Their Name 8. Passion Harry Beckwith
  29. 29. The greatest obstacle to buying … The greatest obstacle to selling …
  30. 30. 3 Tools of Communication ...

×