Presentation delivered during January 2013 Lunch & Learn seminar sponsored by the Greater Woodland Park Chamber of Commerce by perini & associates

1. State of your
Business Relationship
Win new business!

2. Agenda
Win New Business
1 Relationship Test
2 Your Score
3 Are Your Business Relationships on “The Rocks?”
4 10 Proven Methods to Build better Business Relationships
5 The 2 Minute Networking Drill
6 Questions
7 Drawings

3. What’s The Problem?
Staying in touch
“I talked to her at last month’s meeting, but I can’t figure out what to do next.
If I don’t do something pretty soon, she’ll forget who I am and what we have
talked about.” Nancy, small business owner
“I know I should stay in touch with past clients, but I don’t know what to say
when I call.” Roger, freelance designer
“To me the problem is that I go to a networking event and meet people and
then – nothing happens. What am I doing wrong? Sue, nonprofit
In today’s information and service economy, people are the
product and INFORMATION is the currency.

4. Rate Your Relationship
Quiz
•How does your network rate?
90% of all conversations Americans have about
products, services and brands take place offline
However, online services help follow, track,
connect to and meet with others
•Jot down the names of 10 networking contacts
Rate each relationship separately – BE HONEST
-Begin with number 1 on your list

5. Rate Your Relationships
Names of 10 networking contacts
Score
1. Mike Perini 8
2.
3.
4.
5.
6.
7.
8.
9.
10.
Relationship Quiz

6. My networking contact
Circle Y for YES; Circle N for NO – Do You Agree?
Recognizes my name instantly when I call.
1
Knows me well enough to recognize me “out of context,” at the store, in a new group. Etc.
2
Demonstrates knowing my face AND my name by coming up to me in a crowd and saying hello and by
3 introducing me accurately to others.
4 Has my phone number handy in his/her address book or Rolodex.
5 Knows the name of my company/no-profit and where it is located so well that he/she could give people
directions to it.
6 Can describe accurately what I do.
7 Gives vivid examples of what I do.

7. My networking contact
Circle Y for YES; Circle N for NO
8 Knows that I am good at what I do and can cite reasons why my service or product is superior.
Knows of some independent verification of my expertise – an award, certification, guest speaker/panel member or
9 third party endorsement.
10 Regularly sends me valuable information and resources.
11 Responds to requests from me.
Knows what kind of customers or clients my products or services will appeal to and is on the lookout for those
12 people.
13 Always speaks well of me to other people and passes my name around.
14 Regularly refers qualified customers or clients to me.

8. My networking contact
Circle Y for YES; Circle N for NO
Consistently creates opportunities to stay in touch with me.
15

9. Score Yourself
Add # Ys for each contact
13-
9-
5-8 12 15
1-4

10. Score Totals
Re-connect, follow up and stay in touch
 1-4 You do not yet have a viable networking
relationship with this contact.
 5-8 Your contact should know a lot more about
you so he/she can provide better support for
you.
 9-12 Your contact is on the verge of becoming
really valuable to you and is providing quite a bit
of assistance.
 13-15 You should be reaping the bottom-line
benefits of networking. Your relationship with
your contact is solid.
Word-of-mouth matters!

11. Relationships in a Nutshell
4 stages – YOU must take responsibility
Stage 1: Taking
Stage 2: Trading
Stage 3: Teaching
Stage 4: Trusting
The Reciprocity Principle: Give and you will get more than you gave…

12. 10 Proven Methods
To build better business relationships for 2013
Make a routine.
1
Be honest.
2
3 Make a personal connection.
4 Master the Follow-Up.
5 Be aware you are representing your company in your attire, attitude and efforts.
6 Take responsibility for your mistakes. Apologize and offer a solution.
7 Send handwritten thank-you notes for gifts, meals, favors done for you, and big opportunities.

13. 10 Proven Methods
To build better business relationships for 2013
Notice publicity.
8
Throw a party.
9
Take an active role.
10
NETWORKING: It’s not about using people.
It is about relating to people in a way that is mutually beneficial.

14. 2 minute Networking Drill
It is all about connections!
Networking
Think
Think before you go –
What are your goals for this
Use event?
Use cards wisely – Don’t
be a poker dealer!
Skip the mass e-mail – Be
2 specific and personal
Name-drop with care –
Don’t overstate the
relationship
Follow Follow through – Do what
through you say you were going to
do!

15. Giveaways/Questions?
Find out more…
1st
Leave
Consult 10-25%
email
FREE!
www.periniassociates.com

16. THANK YOU
And
Our Great Chamber!
©