The document discusses how to build relationships and capitalize on contacts in business. It emphasizes getting specific by qualifying contacts and defining the relationship, staying top of mind through consistent contact, gaining trust by bringing value to conversations, identifying needs by asking questions, and closing deals by defining problems and solutions. The key is patience, persistence, and focusing on helping others rather than yourself. Resources for further networking skills are also provided.

1. Building Relationships
Into Business
Presented
May 2, 2012

2. Relationships
re * la * tion * ship [ri-ley-shuhn-ship]
3.a connection, association, or involvement.
4.connection between persons by blood or marriage.
5.an emotional or other connection between people: the
relationship between teachers and students.
6.a sexual involvement; affair.
The Relentless Networker

3. Last time from this podium….
1. Prospecting (casting the wide net).
2. Defining your market (and targets).
3. Finding that market.
4. Marketing to that broader market.
The Relentless Networker

4. Two Areas of Focus
• Finding and establishing contacts.
• The “capitalization” into a relationship
The Relentless Networker

5. Capitalizing
1. Getting specific.
2. Staying top of mind.
3. Gaining trust.
4. Identifying the need.
5. Closing on the deal.
The Relentless Networker

6. Getting Specific:
Qualifying People
• Are you a good match for them?
• Can you help them?
• Why should you?
• When can you do something for them?
The Relentless Networker

7. Getting Specific:
Defining the relationship
• Is it starting well?
• Where is it going?
• Can it change? Should it?
• Are you in it for the long haul?
The Relentless Networker

8. Staying Top of Mind:
Creating a Routine
• Frequently contacting your network.
• Devise a system—have a strategy.
• Put it on a schedule.
• Vary it for interest—on both sides.
The Relentless Networker

9. Gaining Trust:
Starting the Conversation
• Do you know your “elevator speech?”
• “What brings you here today?”
• Bring value to every conversation.
• Ask more than tell.
• Listen more than talk.
• Know when to end it.
The Relentless Networker

10. Identifying the Need:
Are they a source or a client?
• Know the difference between a connection
and a transaction.
• Who do they know?
• Colleague or client?
• What do they want?
The Relentless Networker

11. Identifying the Need:
Asking the Right Questions
• What?
• Where?
• When?
• Why?
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12. Closing on the Deal:
Providing the “how.”
• Have you defined the problem?
• Is it truly a solution for them?
• Can you price it?
• What are the major milestones?
• Can you deliver?
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13. Capitalizing
1. Getting specific.
2. Staying top of mind.
3. Gaining trust.
4. Identifying the need.
5. Closing on the deal.
The Relentless Networker

14. Three Things to Remember
1. Patience.
2. Persistence.
3. It’s not about you.
The Relentless Networker

15. Resources
• “Networking Skills Workshop,” www.ndcc.org
• The Relentless Networker, www.paulemaynard.com
• “On Careers,” Miriam Salpeter, US News
• “Herding Gazelles,” Karl Stark & Bill Stewart, Inc.
• “Never Eat Alone,” Keith Ferrazzi
The Relentless Networker

16. Contact Info
Paul E Maynard
paul@paulemaynard.com
817-891-1167
www.paulemaynard.com
The Relentless Networker