Effective networking involves developing relationships with people who can help your clients or who your clients can help. It is about creating an ecosystem where value is exchanged. When establishing a network, consider including people with aligned goals to your clients who can help or be helped. Maintaining the network professionally through regular meetings, referring business, attending events purposefully and using social media dynamically helps strengthen relationships.

1. Effective Networking
In Sales

2. Effective Networking
Why Network?

3. Effective
Networking
Advice
Market
Intel
Personal
Growth
Introduction
sTestimonial
s
Credibilit
y
Referrals
Career
Client
Solutions
Open
For
Business
Support
Friendship
s

4. What Is/Isn’t Networking?
My Definition: It is about creating an ecosystem of people that work
with your clients, or could help you better help your clients and you theirs.
It Isn’t:
• About Selling
• Solely About Referrals *
• Having Professional ‘Coffee’
• Hard (if you’re doing it properly)
It Is:
• Developing Relationships
• About Business
• Focused on Clients
• Expected and Normal
• Good for you and your Career
• Professional
• Fun

5. How Do We Network?

6. How Do We Network?
Two discrete activities to consider:
1: Establishing A Network
And
2: Maintaining A Network (ie Networking)

7. Establishing A Network
Start With Understanding - Who Should Be
In Our Network?
It is about creating an ecosystem of people that work with your clients,
or could help you better help your clients and you theirs.

8. Who Should Be In Our Network?
Characteristics To Consider:
• Alignment to Client Goals/Opportunities/Challenges – Can They Help Your Clients ?
• Is There Reciprocity? Can You Help Theirs?
• Age And Stage
• Personality
• Specialisms
• Client Match
A simple thought to consider is that you should consider those in your network as
they may be, or become, personal friends.

9. How Do We Network?
Establishing A Network
Other Factors to Consider
• How you are likely to connect with those you’ve identified
Eg Chamber Functions, LinkedIn  Hint: They are likely already connected to your
• Why you are likely to engage with them?
What message is your message? Hint: Honesty always works!

10. How Do We Network?
Maintaining A Network
Manage your network professionally:
Meet regularly Ensure business is dealt with first
Discuss your ‘ideal client’ characteristics Refer relationships not
Share the prospects you’re focused on Honour Referrals deeply
Amplify each other
Plan Event/Function Attendance  Be Purposeful
LinkedIn/Social
Dynamic Profiles Connections
Group Use/Participation Sharing Content (refer Amplify)

11. “The Richest People In The World Look For
And Build Networks. Everyone Else Looks
for Work” Robert Kiyosaki
“The Currency of Real Networking is Not
Greed, But Generosity” - Keith Ferrazzi