Powerful Networking Strategies

Sales Solutions 877-862-8631. info@sales-solutions.biz. www.sales-solutions.biz
Powerful Networking Strategies!
Making the Most of Your Networking Efforts
Craig James
Sales Solutions
January 12th
, 2009

Agenda
Introductions
Content
Closing Q&A

What Networking is (and isn’t)
establishing relationships that lead
to business referrals
not a forum to sell your stuff!

Who runs networking events?
Business Associations
Chambers of Commerce
Industry Associations
Purely Networking Organizations

How do I find them?
E-mail newsletters
Business Sections of Newspapers
On-Line
Other Salespeople

How to Prepare to Network
Prepare your elevator pitch
Have the right attitude
Ensure good hygiene, grooming, and
attire
Set some goals
Bring business cards (lots!)
Bring pens (at least two)

Goals
Meet as many people as possible
Expect only 5-10 % to be valuable
•Quality trumps quality
Do not let yourself get trapped with a
blabbermouth!
Relax and have fun!

How do I relax?
½ the people at any networking event
will be as unsure of what to do as you
You'll be more confident than most of
that ½ as a result of this webinar!
Don't worry about butting in on
another conversation – it's expected.
Asking a question takes the pressure
off – and is a great way to initiate
Have a tactful means of exiting

Networking Strategies
Be approachable - Smile!
Be proactive - approach someone
Ask questions first
what do you do?
how can I help you/what’s a good lead?
Listen attentively
Keep moving
People will remember people who
show an interest in them!

How to escape from a diatribe
Simply say,
“I'm enjoying our conversation, but
let's continue it later. We're both
here to meet as many people as
we can, right?”

Things not to do
Don't
• Ever try to sell!
• Waste time searching for the ideal
match

Expect to get any leads right away

Things to do
Jot down after each
encounter
12 hours later it will all have become
one big blur

But Don’t.....
Spend too much time with one
person
You might miss meeting a better
connection
Make a note to follow-up
Let anyone monopolize your time
Gracefully excuse yourself (phone
call, rest room, or just be direct)

Follow up strategies
Send follow-up notes within 48
hours
keeps the momentum going
keeps you top of mind
because most people don’t!
Express thanks and gratitude if
given a lead
Reciprocate if/when possible

Prioritize
People who said they need what you sell
People who might need what you sell
People whose businesses complement yours
People you suspect have large rolodexes

Don't expect relationships to
blossom and bear fruit immediately
Successful relationships are built
on trust, and trust takes time
Don't let potentially good
relationships wither
you paid good money and invested
a good chunk of your limited time

Conclusion
Networking is about establishing
and building mutually-beneficial
relationships
Do the right things
Avoid the wrong things
Watch your leads grow
Watch your sales skyrocket!

Closing Q & A

Sales Solutions
Service Offerings
Sales Consulting
Sales Process Improvement
Skill Improvement/Enhancement
One-on-One Sales Coaching

Powerful Networking Strategies!
Craig James
Sales Solutions
877-862-8631
www.sales-solutions.biz
info@sales-solutions.biz

Powerful Networking Strategies

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Editor's Notes