The document provides tips for how to be an awesome networker, including shifting to a mindset of planting seeds rather than picking fruit, getting out to events and breaking into conversations by apologizing for interrupting and introducing yourself, and following up after events by connecting on LinkedIn and scheduling one-on-one meetings to learn about others and find ways to help them. It also discusses building an effective sales pitch and navigating conversations by making them about the other person and keeping them brief.

1. How to Be an Awesome Networker
Michael Halper
Founder and CEO
SalesScripter

2. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

3. Shift from a mindset of
trying to pick fruit.
To one that is more
focused on planting
seeds.

4. Look for Partners, Not Prospects

5. Rule of Reciprocity
In social psychology, reciprocity is a social rule that says
people should repay, in kind, what another person has
provided for them; that is, people give back (reciprocate)
the kind of treatment they have received from another.

6. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

7. Set a Quota for Yourself
• One event per day
• One event per week
• Two events per week
• Two events per month
• One event per month

8. Finding Events
• Industry associations
• Local news resources
• Meetup.com
• Alumni associations
• Local universities
• Charitable and volunteer organizations

9. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

10. Person at event: “What do you do?”
Salesperson: “I sell engineering software.”
- or -
Salesperson: “I work for EngineeringSoft.”
- or -
Salesperson: “ I am a software salesperson.”

11. Benefits
Product Selling Pitch
Product
Company
Features
Functionality
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge
• Focus of training
• Wealth of experience
• Where we have interest
• What leads to us getting
paid
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations
It is what we are trained to do

12. Interest
Consultative Selling PitchValue
Pain
Qualify
Credibility
Objections
Prospect Focused
What we say when talking with prospects
• Get outside your
comfort zone
• Identify how you help
• Focus on the problems
that you solve
• Introductions
• Cold calls
• Emails
• Networking
• Company website
• Social media
• Presentations

13. Building Your Email Messages

15. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

16. Getting into Conversations
• Get to the event when it starts
• Warm up by walking up to people standing alone
• Post up in high traffic areas (bar, coffee/refreshments
area)
• Breaking into existing conversations
• Don’t judge a book by its cover

17. Breaking into Conversations
Step 1 – Apology and explanation
Hey guys, I am sorry to interrupt. I am just trying to meet most of the
people here and just wanted to introduce myself to you all real quick.

18. Breaking into Conversations
Step 3 – Introduction
(To the contact closest to you)
I am [your name]. (hand extended for handshake)
[They respond with their name] Who are you with? (Ask this instead of
inquiring about what they do as the answer can be very short)
Great.

19. Breaking into Conversations
Step 3 – Introduction (cont.)
(To the second contact)
Hi, I am [your name]. (hand extended for handshake)
[They respond with their name] Who are you with? (Ask this instead of
inquiring about what they do as the answer can be very short)
Great.

20. Breaking into Conversations
Step 5 – False Exit
(Pause for them to inquiry about you and if they don’t say this)
Well, it was nice to meet both of you. Again I apologize for the
interruption. (a little body language that shows you leaning or turning
away)

21. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

22. Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)

23. Navigating Conversations
• Make it all about the other person
• Search for a way to help the other person
• Have a quick and powerful pitch
• Keep conversations to 5 minutes

24. Networking Questions
• How is your day going so far?
• What do you do?
• How long have you been doing that?
• What did you do before?
• What do you like most about what you do?
• Is there something that motivated you to get into that type of work?
• Where are you from?
• What brought you to this event?
• Have you found this to be a productive event for you?
• Are there any other networking events that you recommend?
• How can I help you to be successful?
• What does a good prospect look like for you?

26. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

27. Post-Event Tasks
• Invite to connect on LinkedIn
• Add contact to your CRM
• Send a follow-up email
• Try to schedule one-on-one
• Add contact to an appropriate email campaign

28. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

29. Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)

30. Meeting One-on-One
• Try to meet for coffee or at your contact’s office
• Purpose is for you to learn about them and see how you
can help them
• Try to get the first half of the meeting on them
• Try to find ways that you can help
• Asking good questions

31. One-on-One Questions
• Tell me more about what you do?
• How long have you been doing this?
• What did you do before?
• What do you like most about what you do?
• What does a good prospect look like for you?
• How can I help you to be successful?

33. Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind

34. Broadcast to Stay Top of Mind
• Add contact to an email drip campaign
• Produce helpful content (blog, ebooks,
videos, etc.)
• Post content on website
• Send emails with contact to partners
• Share content on social media and LinkedIn

35. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

36. SMART Sales System
Sales Methodology Software Platform Professional Services

37. SMART Sales System
Sales Methodology Software Platform Professional Services

38. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

39. SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

40. SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

41. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter