Its Not Who You Know... Its Who Knows You!

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How to turn your network into BUSINESS.

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Its Not Who You Know... Its Who Knows You!

  1. 1. 1 it’s not who you know... it’s who knows you Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  2. 2. 1 do you want to be like this guy... Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  3. 3. or like these guys? 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  4. 4. 1 the difference • push vs. pull • supply vs. demand • availability vs. scarcity • in-your-faceness vs. limited access • annoying vs. entertaining • cold call vs. answer leads Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  5. 5. i. capture ii. build iii. close (rinse, repeat) Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  6. 6. i. capture contacts Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  7. 7. first impressions
  8. 8. 1 key elements • Eye Contact • Expression • Attitude • Body Language • Clothes • Neatness • “Props” • Greeting/Handshake 5 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  9. 9. rapport Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  10. 10. 2 listening = trust Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  11. 11. 1 build a system... and stick to it All Content Copyright 2008, Michelle E. Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com 12
  12. 12. ii. build relationships Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  13. 13. how much is your time worth? Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  14. 14. 1 the value of one hour... { } base earnings work hours/year the $$ value = of your hour { ratio } productivity Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  15. 15. 2 Base Earnings Target 150000 Number of work weeks 48 Number of work days/week 4 Work hours/day 9 Productivity 1/3 Value of YOUR hour $260.42 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  16. 16. 1 think about that every time... Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  17. 17. think about that every time... Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  18. 18. think about that every time... hey, got a minute? Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  19. 19. 1 biggest time burners email meetings phone people procrastination menial repetitive tasks tasks
  20. 20. solutions Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  21. 21. batch
  22. 22. 1 email batching* 50 messages/day = 1 message every 10 minutes 9 am II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 5 pm * Tim Ferriss, The Four Hour Workweek
  23. 23. 1 email batching productive productive time productive productive time 12:30 time time 9 am II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 5 pm productive productive productive time time time productive productive time time
  24. 24. 1 email batching 9 am II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 5 pm productive time productive time batch batch email email
  25. 25. 1 email scheduling • least productive way to start day • start day in “reactive mode” • never regain control • avoid email for at least first hour • reserve first hour for most critical • what really can’t wait 1 hour? • if people really need you... they will find you • “single most powerful way to regain control”* *Julie Morganstern
  26. 26. 1 instead consider making 5 phone calls every morning - just to say “hi” & keep your list warm
  27. 27. 1 OFFICE HOURS please bring specific issues/questions you’d like to address & resolve Monday: 4 to 6 pm Wednesday: 8 to 10 am Friday: noon to 2 pm
  28. 28. 1 NEW BUSINESS HOURS helps control how much time you spend responding to what could be unqualified requests for your time Every Thursday
  29. 29. Jane Doe Director, Business Development janedoe@abccorp.com tel 305.555.9000 direct 305.555.7979 toll-free 888.555-8000 mobile 305.555.4869 ABC, Corp. fax 888.555.1678
  30. 30. Jane Doe Director, Business Development janedoe@abccorp.com 305.555.9050 ABC, Corp.
  31. 31. find me follow me incoming call
  32. 32. (hide me shield me) incoming call
  33. 33. 1 eliminate just say no!
  34. 34. saying no 1 “While I appreciate the invite, right now we’ve made a strategic decision to concentrate on more speaking engagements and workshops. So if you have one of those, great! But if you’d like to discuss a new unrelated opportunity/idea, we simply don't have the time or the manpower to do it right now. I'm sure you understand and hope to see you at the next Miami Marketers Happy Hour!”
  35. 35. plan 1
  36. 36. outsource 1 Thanks for your email. In an effort to free up time and become more efficient & effective, I'm outsourcing my inbox ;) Patti & Corrisa will be monitoring my incoming business emails, booking my speaking engagements, scheduling appointments, & answering most incoming emails for the time being. Should you urgently need to speak with me, text me at xxxx@txt.att.net. I will answer or call you back at my earliest convenience. However, I am "batching" communications and responding once or twice a day at most. Please do not add this email to any subscription lists or mailing lists. I appreciate your helping me to automate, outsource and delegate all non-essential tasks in an effort to "upgrade my life." If you are interested in performing your own experiment, here are a few book recommendations: 1. The 4-Hour Workweek 2. Upgrade Your Life 3. Never Check Email in the Morning Thank you!
  37. 37. 1 “dance close to the revenue line”
  38. 38. 1 “networking” model one-to-one mass media model one-to-many Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  39. 39. 1 ideal model e-to -one on clients become “percolates” up to leads com community mun feed icate bac k extend 2 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  40. 40. 1 email marketing All Content Copyright 2008, Michelle E. Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com
  41. 41. 1
  42. 42. 1 how Marie Forleo got me • Why You Shouldn't Initiate "The Talk" - Your April 1 Dish • Date Confidently Using Real Men's Tips! Your April 27 Dish • Too Clingy? Stop Neediness Now, Michelle - Your Apr 29 Dish • 7 Secrets of a Flirting Goddess - Your May 1 Dish • What NOT to Do On a Date - Your May 15 Dish • The #1 Cause of Dating Drama – Your May 18 Dish • Is He Mr. Right or Mr. WRONG? Your May 20 Dish • Michelle, Why Didn't He Call? Your May 29 Dish • Secrets of Getting Over a Breakup - Your June 1 Dish Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  43. 43. 1 don’t like to write? Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  44. 44. 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  45. 45. 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  46. 46. 1 workshops & seminars Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  47. 47. online
  48. 48. 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  49. 49. 1 iii. close deals Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  50. 50. 1 you should know... • 82% more successful on/after 3rd contact • “7 touches” average • 4 touches in 10 days (leads)* • best is mix of contact methods • show your face!! * Duct Tape Marketing
  51. 51. 1 package services like products* *make products more like services Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  52. 52. 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  53. 53. 1 Turnkey, No-Hassle, Financial Management Packages i. The Shoestring Budget Entrepreneur: Everything you need to start being finance-healthy. Perfect for freelancers, solo-practitioners, solo- preneurs and other self-made professionals. $XXX one-time fee. ii. The Finance Department Alternative: We'll create order from chaos, AND help you maintain it. $XXX + $XXX - $XXX/month*  iii. The Outsourced CFO Package: Like having your own CFO at a fraction of the price. $XXX to set up + $XXX to $XXX/month* 
  54. 54. on choices i. the one they do not want ii. the one you think is best iii. the one they wish they could pick Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  55. 55. 1
  56. 56. 2009 Mivista, Inc. Packages & Pricing “Michelle is an outstanding consultant and coach, with a keen ability to identify key strengths and weaknesses and develop effective strategies to maximize income and potential. She gets great results.” – David Suarez, Interactive Training Solutions SERVICE DETAILS RATES Coaching, Consulting & Training* 1x 2x 3x 4x Hourly (in person/by phone) $160/$120 $150/$110 $140/$100 $120/$90 Daily (local/travel) $1000/$1500 $900/$1400 $800/$1300 $700/$1200 Monthly (price/month for 6 month package) $160 $280 $370 $450 Unlimited Access (monthly retainer) starting at $1,500/month Website & Online Services basic enhanced “You: The Industry Expert” Website $987 $1,987 Custom Promotional Workshops & Seminars 1 event 2 events 3 events 4 events Deliver existing workshop for your audience $2,700 $2,400 $2,200 $1,900 Design & deliver custom program for your audience $3,500 $3,200 $2,900 $2,500 Want us to promote to our audience?** add $1,500 add $1,500 add $1,500 add $1,500 Sponsorships Presenting/Title Sponsorships $1,900 and up Exhibiting Sponsorships $500 and up Keynotes South Florida/National or International not including travel $2,500/$5,000 * I’m not a fan of hourly or daily billing, why? Because it misaligns my incentives and yours. But you guys insist on hourly rates, so here they are... ** Rush fee: $1000 for any event less than 6 weeks out. Mivista, Inc. 261 Navarre Avenue, #102, Coral Gables, FL 33134 www.michellevillalobos.com ! jessica@mivistainc.com
  57. 57. “conceptual agreement” 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  58. 58. 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  59. 59. Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  60. 60. 1 pricing is a marketing strategy Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  61. 61. 1 pricing strategies • extra value/bonus • discount = reduce value • bundle • move away from hourly • payment plans/options All Content Copyright 2008, Michelle E. Villalobos, Mivista Consulting, Inc. All Rights Reserved. www.mivistaconsulting.com
  62. 62. 1 Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  63. 63. 1 rinse, repeat
  64. 64. 1 nurture your referrers 1 Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com
  65. 65. a good referral system • educates referrers • motivates referrers • measures • builds in feedback (for referrer) • is easy (for the referrer) • gives back Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 68
  66. 66. 1 “giver’s gain” philosophy Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 69
  67. 67. 1 make a plan for your biggest referrers (like... right now) Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 70
  68. 68. 1 batch! Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 71
  69. 69. YOU: the online brand – November 19th, 2009 – Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
  70. 70. thank you!! Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830

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