Workshop with Denver Women in Building on developing the perfect introduction

1. Nancy Gaines, Founder
Gain Advantages, Inc.
Create Your Elevator Pitch
that Soars, Not Bores

2. In this session you will learn …
How to craft the perfect pitch to attract the right
clients
How to differentiate yourself so you stand out
How to be remembered (and not just another
business card)
* Pick up some new tips AND remind you of things
you should be doing

3. More than the Pitch
Where and how to network
What to say in your elevator pitch
How to follow up without being pushy

4. Capture Participant
Goals

5. 2020
It’s Coming ...
You must NETWORK to build your
business – online and offline!

6. What is Networking …
The mutual give and take
that results in a win-win for
everyone involved

7. Networking is Mandatory
People serve as a source of
support, referrals, help, and
information for everyone else in
the network

8. You are ALWAYS Networking
Business functions
Associations
Social Events
Airplanes
Everywhere!

9. Common Networking Mistakes
Attending the wrong groups
Making it all about the sale
Lack of follow up
NO SYSTEMS!

10. Girard’s Law of 250

11. 250
Girard’s Law: Up to 62,500 People
250 250
250
250
250
250
250
250
250
250
250
250
250
Access the 98%

12. 67% Need You at Some Point
Unaware they have the problem you solve
In denial they have a problem
Procrastinate until the pain it unbearable
Have a
conversation
with the 67%

13. Everything in Business is a System
Step by step process
Predictable, repeatable, and consistent results
Lets you DUPLICATE yourself
S.Y.S.T.E.M. / 2 and 3 times

14. Everything in Business is a System
Systems tell you what you have time for – and
what you don’t
I created a series of systems that save you time
and produce results
Networking is a system
Your greatest success will happen when you
SYSTEMIZE your business

15. 4 Step Networking System
1) What Groups/Events to Attend
2) Who to Meet
3) What to Say
4) How to Follow Up

16. 1) What Groups/Events Work for You
Are you spending time in the right groups
filled with:
Potential Clients
Potential Referrals
Fill a social need

17. Examples of Groups/Events
Events Groups
Chamber After Hours Events Civic Organizations
Chamber Leaders Events Charity and Volunteer Groups
Denver Business Journal Events Trade Organizations
Workshops and Classes Your Customers’ Associations
Trade Shows Private Clubs
Other?? Other??

18. Activity #1 – Your Networking Plan
Make a list of groups you are not
attending, and should be

19. 4 Step Networking System
1) What Groups/Events
2) Who to Meet
3) What to Say
4) How to Follow Up

20. Find the Influencers
Influencers are connectors
Influencers are the go-to people
Influencers get things done

21. Meet 10% of the Room
F = Family
O = Occupation
R = Recreation
M = Meaning/Mission
(what’s important to
them)
Go deep, not wide
Hint: Start a conversation with FORM

22. Good Starter Questions
How did you get started in the ___ business?
What do you enjoy most about your business?
What separates you from your competition?
What advice would you give to someone just
starting in business?
What have you found to be most effective in
promoting your business?

23. Activity #2 – Influencers
Mingle and FIND 3
INFLUENCERS in the room
(You are ALL influencers! Might be
professional, charity, or personal)

24. 4 Step Networking System
1) What Groups/Events
2) Who to Meet
3) What to Say
4) How to Follow Up

25. A) Your Benefit Statement
I help people to …
I show people how to …
Examples:
Financial Planner: I help people create and
manage wealth
Graphic Designer: I show you how to present your
perfect image to attract your ideal client
Business Consultant: I show business owners how
to build profitable companies by working smarter,
not harder, with their resources

26. Activity #3 – Benefit Statement
Leverage the group
Who feels stuck and wants some input?

27. B) The Formula
I help … <Ideal Client>
Solve … <Problem/Pain>
So that … <Benefit>
Question …<Conversation Starter>

28. An Example with the Formula
My company works with successful business
owners who are CEOs – chief everything
officers - wearing too many hats and
approaching burn out as they manage growth
We help them systemize, automate, and
delegate so they have more efficiency and
control in their companies
So, do you know anyone experiencing
overwhelm in their business?
Ideal
client and
problem
Benefit
Question

29. Activity #4 – The Formula
Write Your Draft Formula
Statement

30. C) 15-20 Second Introduction
Summary label
Occupation, past industry, current industry
Problem you solve
Comment about your passion/future

31. Example Introduction
I am a business consultant
My background is in Big 5 consulting, mostly
managing global IT projects
Right now I run a business consulting
company based in Denver, CO
My team and I love helping business owners
who are struggling to manage growth
We help them create more efficient
companies and remove the overwhelm
My goal is to create more free time and
success for small business owners
Summary
label
Occupation,
past,
current
Problem
you
support
Passion/
Future

32. Activity #5 – The Introduction
Write Your Draft
Introduction

33. 10 Minute Break

34. Activity #6 – Practice
Refine with a Partner
(may be someone you know)

35. 8 Networking Tips for
Success

36. Networking Tip #8:
Get Started
Show Up!
Good Attitude – intend to build your
business
Work the Crowd – be sincere and
confident
Meet someone new

37. Networking Tip #7:
Decide your Intention for
the Event
Who do you want to meet?
What do you want to learn?
What do you need next?
What can you give or share?

38. Networking Tip #6:
Arrive Early
Maximize networking time
Easier to find friendly conversation
Scope out new arrivals
Bonus: best seat, less frazzled

39. Networking Tip #5:
Use Unique Openers
Avoid ‘So what do you do?”
Ask ‘What brings you here?’
Ask ‘What is your biggest business
challenge?”
Practice your Elevator Pitch

40. Networking Tip #4:
Balance Conversation
Ask questions and listen
Mix business with pleasure
Stay present – no looking for the next
best thing
Ask for their card first – don’t spam!

41. Networking Tip #3:
Giver’s Gain
Give first - People will remember you
Tip: Pack extra business cards in your
car
Bonus: give them your card with notes
so they follow up

42. ** The Ultimate Question **
How can I know if someone
would be a good referral for
you?

43. Networking Tip #2:
Advance the Relationship
Don’t sell at the networking event
Goal: set up the next touchpoint
Follow up immediately (LinkedIn,
email, CRM if permission)

44. Networking Tip #1:
Be Willing to Break Up
Choose your investment wisely
Consistently support events that
produce results (>4 visits)
Stop when things don’t work

45. Bonus Networking Tips:
Consolidate your time
Quality over quantity
Use Contact Management systems
Get involved/volunteer

46. Do You Need a Speaker?
Automate Your Business
How to Use Speaking to Build Your
Business
Use Free Publicity to Attract Clients
Stop Socializing, Start Enrolling
www.NancyGaines.com/Speaking

47. Activity #7 – Practice
Work the Room
Find someone new, deliver your
elevator pitch, ask/watch for feedback

48. 4 Step Networking System
1) What Groups/Events
2) Who to Meet
3) What to Say
4) How to Follow Up

49. Follow Up System
Send a handwritten note – immediately
Use blue ink
Include your picture and contact information
Card, postcard, note pad
“Thank you. It was a pleasure meeting you. If I
can ever refer business your way, I certainly
will.”
24-7-30

50. Confirm we covered
participant goals

51. Workshop Debrief
What will you do?

52. Turbo Ascent Program
Goal: More Consistent Clients, Sales, and Systems
Accelerate your Business in 12 Months
Training (sales, marketing, operations, and more)
1:1 and Group Coaching Sessions
Accountability on your Stretch Goals
Peer Advisory and Think Tank

53. Closing Inspiration …
Knowledge without application is USELESS.
You Need to G.S.D.!

54. Connect with Me!
Nancy@NancyGaines.com
www.NancyGaines.com
The Nancy Gaines Show Podcast
@NancyLGaines
Linkedin.com/in/NancyGaines
(303) 697-0736