Business Development For Startups -Part 3- Networking for business success mass challenge - 07242012

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Part 3 of Business Development For Startups. This was run at the MassChallenge Accelerator in Boston.

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Business Development For Startups -Part 3- Networking for business success mass challenge - 07242012

  1. 1. Networking forBusinessSUCCESS Stephen N. Davis “Partnering With Clients to Drive Sustainable Profitable Growth”
  2. 2. Business Development Workshops  Choosing the Right Sales Channel for Your Startup  Secrets to Maximizing Your Marketing ROI: Aligning Sales & Marketing  Networking Your Way to Business Success  Maximizing LinkedIn for Business Development2000 - 2012 © CXO Advisory Group
  3. 3. Your Biggest Sales ChallengeGetting the First MeetingMeeting with the RIGHT Person2000 - 2012 © CXO Advisory Group
  4. 4. 2000 - 2012 © CXO Advisory Group
  5. 5. Trust Drives Transactions 66% Of the Economy is Influenced by Personal RecommendationsSOURCE: McKinsey & Co. 2000 - 2012 © CXO Advisory Group
  6. 6. Referrals are WARM/HOT Calls2000 - 2012 © CXO Advisory Group
  7. 7. Why Referrals Work  Leg up on the Competition  You’re Pre-Sold  Instant Credibility  You GET the Meeting  Shortens Sales Cycle2000 - 2012 © CXO Advisory Group
  8. 8. Networking It’s How People Meet, Engage, Participate and Share ….2000 - 2012 © CXO Advisory Group
  9. 9. It’s Not About Collecting Business Cards2000 - 2012 © CXO Advisory Group
  10. 10. Your Ultimate Goal Convert Your Contacts Into a Word-of-Mouth Referral Network2000 - 2012 © CXO Advisory Group
  11. 11. Your Network = Your Net Worth $948 The Value of a Contact in YOUR NetworkSOURCE: IBM2000 - 2012 © CXO Advisory Group
  12. 12. Great Sales People are ALWAYS Networking2000 - 2012 © CXO Advisory Group
  13. 13. They Invest The Time to Network2000 - 2012 © CXO Advisory Group
  14. 14. They LISTEN More Than they Talk2000 - 2012 © CXO Advisory Group
  15. 15. They Give More Than They Receive2000 - 2012 © CXO Advisory Group
  16. 16. AND They Seldom Forget to Follow-up or Follow-through2000 - 2012 © CXO Advisory Group
  17. 17. Networking Steps  Meet people  Start conversations  Answer questions  Ask questions  Offer to Help  Build Trust  Follow Up2000 - 2012 © CXO Advisory Group
  18. 18. Networking is NOT about you …. It’s ALWAYS about the other person2000 - 2012 © CXO Advisory Group
  19. 19. Step 1: What is Your Brand? Your Personal Brand is ? More important than the Company Brand2000 - 2012 © CXO Advisory Group
  20. 20. What is Your Brand? “We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called You.” Tom Peters - 19972000 - 2012 © CXO Advisory Group
  21. 21. What is Your Personal Brand?  Communicates your personal story ?  What attributes set you apart  How do you want to be positioned2000 - 2012 © CXO Advisory Group
  22. 22. Step 2: Establish Your Goals  Who are you trying to meet?  How much time to allocate?  How many meetings each week?2000 - 2012 © CXO Advisory Group
  23. 23. Step 3: Identify Natural Referral Sources2000 - 2012 © CXO Advisory Group
  24. 24. Step 4: GET A BUSINESS CARD2000 - 2012 © CXO Advisory Group
  25. 25. Step 5: Start Networking Effectively  You are Not Selling  Start a CONVERSATION  Introduce yourself  Ask the other person “What they do for a living?”  Get to know the other person  Use open ended questions  ALWAYS CARRY BUSINESS CARDS2000 - 2012 © CXO Advisory Group
  26. 26. The Right Questions Separates the Pros from the Amatuers ….2000 - 2012 © CXO Advisory Group
  27. 27. The Right Questions Shows You’re Concerned About Helping Them Achieve SUCCESS2000 - 2012 © CXO Advisory Group
  28. 28. The Right Questions Gets Them to Tell You How to SELL Them2000 - 2012 © CXO Advisory Group
  29. 29. Questions I Close With Who is a Good Prospect for You?2000 - 2012 © CXO Advisory Group
  30. 30. Questions I Close With Who Are Your BEST Referral Sources?2000 - 2012 © CXO Advisory Group
  31. 31. Step 6: Establish a Network Group2000 - 2012 © CXO Advisory Group
  32. 32. Step 7: Review and Measure Effectiveness of Your Networking2000 - 2012 © CXO Advisory Group
  33. 33. Working a Room/Event2000 - 2012 © CXO Advisory Group
  34. 34. Be Strategic About Which Events to Attend2000 - 2012 © CXO Advisory Group
  35. 35. Get There Early2000 - 2012 © CXO Advisory Group
  36. 36. Don’t Hang Out With People You Know2000 - 2012 © CXO Advisory Group
  37. 37. Circle & Scan for Targets2000 - 2012 © CXO Advisory Group
  38. 38. Use Your Time Wisely2000 - 2012 © CXO Advisory Group
  39. 39. REMEMBER!!!2000 - 2012 © CXO Advisory Group
  40. 40. 2000 - 2012 © CXO Advisory Group
  41. 41. Break Off Unproductive Conversations2000 - 2012 © CXO Advisory Group
  42. 42. 2000 - 2012 © CXO Advisory Group
  43. 43. Follow-up After the Event  Sort & prioritize collected cards • Contact within 48 hours • Contact within a week • Those to TRASH2000 - 2012 © CXO Advisory Group
  44. 44. Homework Go Meet Someone Make a Referral Today2000 - 2012 © CXO Advisory Group
  45. 45. Questions2000 - 2012 © CXO Advisory Group
  46. 46. Driving Profitable Growth2000 - 2012 © CXO Advisory Group
  47. 47. Driving Profitable Growth We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities.2000 - 2012 © CXO Advisory Group
  48. 48. The CXO Advisory Group  CXO Advisory Group is a strategic operations advisory and management firm comprised of proven C-level executives with both breadth and depth of experience.  CXO Advisory Group Team members have achieved success in positions ranging from: President/CEO to COO, and VPs of Sales, Marketing, Corporate Development and Human Resources.  Has proven success in business development and in building US sales and distribution channels2000 - 2012 © CXO Advisory Group
  49. 49. How Can CXO Help You? Business Strategy Services • Audit business practices and organization • Evaluate product and pricing strategies • Evaluate effectiveness of sales channel • Assess effectiveness of existing sales and marketing programs Market Entry Program • Analyze competitive landscape • Market launch strategy and plan • Channel strategy and programs • Establish sales channels • Generate sales and manage relationships • Identify and develop strategic partnerships2000 - 2012 © CXO Advisory Group
  50. 50. How Can CXO Help You? Sales Channel Management • Review and revise sales channel strategies • Channel partner identification, prospecting and recruitment • Eliminate channel conflict • Channel contract development and negotiation Business Development • Strategic alliances • Align sales and marketing • Social networking integration into marketing mix • Co-marketing ventures2000 - 2012 © CXO Advisory Group
  51. 51. How Can CXO Help You? Interim Management Resources • Interim CEO, COO, CMO, CSO • Interim VP of Sales and Marketing • Consultant on staff • Launch team coaches Venture Advisory Services • Fine tune operations, business strategy and market entry • Assist with due diligence • Strategic business assessment of portfolio companies2000 - 2012 © CXO Advisory Group
  52. 52. Contact Information: Stephen Davis Interim COO/VP Sales & Marketing | Business Consultant | Sales Channel and Business Development Expert | Author & Speaker “Partnering With Clients to Drive Sustainable Profitable Growth”Phone: (508) 528-7571Email: sdavis@cxoadvisorygroup.comWebsite: www.cxoadvisorygroup.comLinkedin: www.linkedin.com/in/stephendavisTwitter: twitter.com/stephendaviscxo

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