This document discusses networking and provides tips for effective networking. It contains the following key points in 3 sentences: 1. The author believes networking is important for business success and advises attendees to devote more time to networking and less to unproductive activities like internet searching. 2. Effective networking involves identifying networking opportunities, preparing with business cards and an elevator pitch, actively listening and finding common ground with contacts, and following up promptly after events. 3. The author recommends identifying strategic alliance partners who can refer business and reinforce your relationship with clients, and emphasizes that sales success depends on transferring enthusiasm to prospects.

1. If You Don’t Like
Networking …
You Must Like Cold Calling
Jim Rochford
jimrochford@actioncoach.com
(203) 453-1642

2. Your Presenter ... Jim Rochford ...
 24 year career in Executive
Marketing & Product Management
positions in Fortune 500 companies
 Responsible for organizations and
product lines up to $100 Million and
150 people
 Started Business Coaching practice
in 2004
 Works with Business Owners and
key staff to identify and take actions
that build the value of their
businesses / jobs
 Someone who networks for a living!

3. 1 Belief YOU have about ...

5. Networking … What is your …

6. Are you Above or Below the Line?
Ownership
Accountable
Responsible
Blame
Excuses
Denial

7. Destination Mastery ...

8. So, Why Do People Stay Away
from Networking ... ?

9. A word about
Time ...

10. An organized collection of
your personal & business
contacts … and THEIR
contacts
Friends, family, neighbors, classmates,
colleagues, etc., etc., etc.

11. Process of building and
maintaining relationships
*Before You Need Them*
Help others & help yourself

12. What it is …
What it is NOT…

13. 1. You should have done more networking before and
you damn well better do a lot more after …
2. The “stigma” of the jobless
3. Needs & Solutions (just like Sales)
4. Benefits not Features (just like Sales)
5. Its easier if they like you (just like Sales)
6. Devote less time to the internet & job search support
groups

14. Networking = Marketing Strategy
 Increased exposure = leads
 Relationships = leads + marketing ideas
 Networking partnerships = leads
 “Warm” leads = higher conversion rate
 Dialogue = need / lead qualification for higher
conversion rate
 Results & Feedback = strategy improvement

15. Networking Process ...

16. 3 Steps To Successful Networking
 Identify and schedule network opportunities
 Strive to meet people beforehand (i.e.
committees)
 Set objectives - focus on specific outcomes
 Have Business Cards & Pen
 Dress appropriately
 Name tag

17. 3 Steps To Successful Networking
 Arrive Early
 Meet Many – No long conversations
 Firm handshake – Go for the web
 Conquer F.E.A.R. - You are not Selling!
 Elevator Speech – Unique, enthusiastic,
benefits oriented
 Leave Late

18. OLD Selling vs. NEW Selling …

19.  Smile – Be upbeat and personable
 Keep body language positive / open
 Match and mirror body, language & voice
(create harmony)
 Make eye contact and ACTIVELY listen
 Find common ground

22. Traditional Approach
 Who you are – Name and Company
 What you do – Creative and Brief
 How you and your organization can help
 Why you and your organization can make a
difference – Strive to create dialogue
 WIIFM – Solutions matched to needs
 Succinct, memorable, defining & understandable
 If they want to know more – It works!

24. Alternative to 30 Second Commercial
 Try to determine who you are meeting and introduce yourself
 Ask a provocative question designed to invoke response and
immediately qualify the prospect
Did you make enough money in your business last year?
How many weeks did you work less than 40 hours this year?
 Prospect answers lead to more questions from you – they do
most of the talking
 Whet their appetite for your solutions and ask for follow-up
meeting
 Success depends on the your ability to keep questions flowing
and successively more specific

26. 3 Steps To Successful Networking
 Telephone or email the next morning
 Schedule appointment to follow up
 Show enthusiasm for your new
relationship
 Speed is of the essence!

27. 3 Steps To Successful Networking
 Networking is predictably unpredictable
 Ever shifting cast of characters
 Familiarity breeds trust
 “You gotta be in it to win it!”

28. Find Deeper Ways to
Demonstrate Your Value:
Seminars, Web demos,
Testimonials, Talks, etc.
The
Identify Ways and Means
Marketing to Provide Value:
Process: Information, articles,
contacts, etc.
Moving Rub Elbows Frequently:
Break down resistance
Prospects to through repeated contact
a Sales Communicate Clearly & With
Appointment Impact: What you do and its
benefits – Your USP
Go Where Your Prospects Are:
Create connections via
participation in groups,
organizations & associations

30. 21.5 Best Places to Network
 Chamber of Commerce BAH  Trade Shows
 High level Chamber of Commerce  Private Club (i.e. golf, food,
Event (committee or board boating, etc.)
meeting)
 Meal networking – invite a
 Event sponsored by Business prospect to dine. Invite a prospect
Publications – seminars, for them.
breakfasts, etc.
 Health Club
 Networking Clubs or Business
Organizations  Sports Events
 Someplace where like-minded  Parents of your children’s friends
people meet (i.e. on the sports fields)
 Any type of class you take to  Happy Hour
improve yourself (i.e. Dale  Karaoke
Carnegie, Toastmasters)
 Civic Organizations (i.e. Rotary,  Neighborhood Homeowner’s /
Elks, Lions, etc.) Condo Associations
 Cultural Events  The Airplane
 Get involved with a Charity or be  # 21.5 – Anyplace and any
a Community Volunteer conversation – Show up with a
purpose
 Your Trade or Professional  Tip - Get your spouse or significant
Association other to help!
 Your Best Customer(s) Trade or
Professional Association Jeffrey Gitomer

31. Qualifications of a Good Network
Partner (Strategic Alliance)…
They …
 Reflect well on you
 Share the same target market(s)
 Deliver a quality product or service at least as good
as yours
 Are responsive and fast to act
 Reinforce your relationship with the client/prospect
 Follow up promptly
 Give you referrals or other meaningful help in
return

32. The foundation for successful sales …
Sales is the transfer of enthusiasm

34. The Identity Iceberg...
HAVE
DO
BE

35. 8 Keys to Lasting Relationships
1. Natural Affinity
2. Trust
 Predictability
 Integrity
 Protectiveness
3. Speed
4. Apparent Expertise – state unique claim clearly & convincingly
5. Sacrifice – “the cement of human relationships”
6. Completeness
7. Magic Words
 Thanks
 How are you doing?
 Welcome
 Their Name
8. Passion Harry Beckwith

36. The greatest obstacle to buying …
The greatest obstacle to selling …

37. 3 Tools of Communication ...