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Better Business networking
- 1. Falmouth Business Club John Harvey & Phil Sissons
- 2. Build business Increase revenue Market or sell yourself and company Talk to friends Easier than selling or cold calling Gives impression of selling Better Business Networking 2
- 3. Meet new folk and contacts Assess in informal atmosphere whether we can help Identify their key issues or challenges Offer and refine solutions Build trust through knowledge Make it easy for people to buy from us Better Business Networking 3
- 4. Reassess your own objectives Attendee List ◦ Who do you want to meet? ◦ Why? ◦ Why are they there? ◦ What can you offer them today? What happened last time you met? Don’t forget your cards!! Better Business Networking 4
- 5. What are you going to say? ◦ What do you do? ◦ Short, focused, clear statement What are you going to ask them to start the conversation? ◦ “who are your targets? Are they here?” ◦ “How can I help?” Better Business Networking 5
- 6. Plan how you will move on… Better Business Networking 6
- 7. Smile, be happy, make an entrance Identify your key contacts Offer support, introductions Welcome the new folk Ask for cards Ask questions and LISTEN TO THE ANSWERS Learn, test how you can help ◦ Offer that help Find sales opportunities and build trust Better Business Networking 7
- 8. Email and maybe a phone call Write up notes, thoughts, ideas Suggest ideas Offer help Do what you promised Prioritise contacts ◦ revenue, networking potential, knowledge Review event for best use of your time Better Business Networking 8
- 9. Your objectives ◦ Sell your products and services ◦ Find partners ◦ Build long term relationship ◦ Develop trust ◦ Make yourself useful and valued to others Better Business Networking 9
- 10. Better Business Networking 10
Editor's Notes
- Who are we?John Harvey - logistics Guru, networker, reluctant salesmanPhil Sissons – sales and project leader, networker, reluctant workerWhy are we good networkersBelieve in a long term relationship with our clientsDelivery of quality services and productBeen doing it for some yearsFind it the better way to do business (lazy)Session OverviewWhy are you here?PreparationAt the meetingFollow-upGeneral commentsQ&A
- Session IntroductionWhy are you here?what expectationswhat outcomes - (write list of reasons)What are your reasons for being at a networking event?Shout them out and we will write a few downLikely answers includeGet businessMarket yourselfBe seenTalk to friendsBuild relationshipBuild trustSee how you can help others at the sessionOffer services and knowledge
- Why do WE network?Meet new folk and contactsAssess in informal atmosphere whether we can helpIdentify their key issues or challengesOffer and refine solutionsBuild trust through knowledgeMake it easy for people to buy from us
- Preparation (before the meeting)Reassess your objective for attendingPartnersSalesGet attendee listWho to meet and whyChanged circumstancesAcquisitionOn-going and building relationshipNew contactClient to upsell or cross sell servicesWhy are they at the meeting? What are their objectives?Socialclient attractionclient retentionneed helpAre they potential customers, partners, or competition?review previous session contactsWhat was the plan?Did you do your side?What happened?What is next stage?
- Your own introductionprepare questionsWhat do you want to get out of this networking event?What projects are you working on?Where will your business be in 2-4 years?Sometimes you get talking to the wrong personNeed to leave and move to the nextHow can you do this with care?
- Your own introductionprepare questionsWhat do you want to get out of this networking event?What projects are you working on?Where will your business be in 2-4 years?Sometimes you get talking to the wrong personNeed to leave and move to the nextHow can you do this with care?
- At the MeetingMake an entranceSmileAcknowledgecheck who talking to whomget coffee, breakfastapproach target peoplewelcome peopleidentify new attendersoffer to help with introductiondevelop a great elevator pitchget and give cardsTry 2 cards with intention to share with a contact who will be usefulask questionslisten to answerssuggest ideassuggest contacts
- Follow up (after the meeting)send emailCall within a weekMake up notes to aid memoryActions agreed, promised, follow-upidentify and propose ideasHow can you help them?check if targets are attending next timeDo what you promisedActions, introductions, provide value and helpgrade or put contacts into prioritiesBy time to business, status, potential value to you (money, introductions, future activity)review the value of the particular event and decide how often you will attend
- General CommentsYour objectivesSell your products and servicesBuild long term relationshipDevelop trustMake yourself useful and valued to others
- If you think other folk would benefit from this presentation then let us know.John Harvey (3B International) john@3bint.com 07793 816998Phil Sissons (Intelligent Selling) phil@intelligentselling.co.uk 07881 205282