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Collegiate Entrepreneurs Organization Red Bulling Your Network

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There are ways to build strategic connections unlike what you hear across the social media channels. Don't just connect to anyone on twitter and specially on LinkedIn. There is a strategy behind each decision, each relationship and each connection. Its more about quality than quantity. This presentation was put together for the students and the Collegiate Entrepreneurs Organization.

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Collegiate Entrepreneurs Organization Red Bulling Your Network

  1. 1. + “Red Bulling” your NETWORK A Presentation for: Collegiate Entrepreneurs Organization
  2. 2. + Agenda  Networking Myth’s  Essentials  Law of Numbers????  Rules for Success  Speed  Strategy  Strategy Behind Key Strategic Partnerships  Let Centers of Influence Find YOU  Case Study  Summary  Books and Useful Web Sites
  3. 3. + Geography Test (1)
  4. 4. + Geography Test (2)
  5. 5. + Geography Test (3)
  6. 6. + Geography Test (4) Small Clue
  7. 7. + Lets Watch ……. Source: RedBull YouTube Page: http://www.youtube.com/watch?v=FHtvDA0W34I
  8. 8. + 1999 – Petronas Towers-Malaysia
  9. 9. + 2004-Millau Viaduct-France
  10. 10. + 2006-Turning Torso-Sweden
  11. 11. + 2007-Taipei 101-Taiwan
  12. 12. + Successful Landing
  13. 13. + Successful Networking Requires Practice and Preparation
  14. 14. + Lesson from the World of Sales Initial Approach 20
  15. 15. + Lesson from the World of Sales Meet to Discuss 3
  16. 16. + Lesson from the World of Sales Build Relationship 1
  17. 17. + What’s Your Current Numbers? Initial Approach Meet to Discuss Build Relationship 20? 3? 1?
  18. 18. + FOCUS Quality than Quantity
  19. 19. + When You Improve Initial Approach Meet to Discuss Build Relationship 10? 5? 2?
  20. 20. + When You Get REALLY Good Initial Approach Meet to Discuss Build Relationship 5? 5? 2-5?
  21. 21. + Art to successful networking Has a lot of similarities to Sales
  22. 22. + 1st To The Finish Line?
  23. 23. + Slow and Steady Marathon Pace
  24. 24. + Art to Successful Relationships More like a Marathon than a Sprint
  25. 25. + Which Track? Specialist Track Generalist Track
  26. 26. + Generalists Won’t Make The Cut Either specialize or hire/train one!
  27. 27. + Your New Contact Process 3) Implement 2) Strategize 1) Identify/Research
  28. 28. + Your New Contact Effort and Time Allocation 3) Implement 10% 2) Strategize 30% 1) Identify/Research 60%
  29. 29. + MOST Important! Identifying WHO and “HOW to contact”
  30. 30. + My Time Line Private Family Office 2000 1995 Private Family Office 1990 1986 2008
  31. 31. + What do all of these industries have in common? Financial Services Business Insurance Property & Casualty Tax/Legal Private Equity Money Management Philanthropy
  32. 32. + Close/Complimenting Industries Financial Services Business Insurance Tax/Legal Private Equity Property & Casualty Wealthy Clients Money Management Philanthropy
  33. 33. + One-Many Relationships to Several Wealthy Clients Financial Services Business Insurance Tax/Legal Private Equity Property & Casualty Wealthy Clients Money Management Philanthropy
  34. 34. + Close/Complimenting Industries Your Business(?) Close Sub Industry 1 Sub Sub Industry 1 Close Sub Industry 2 Close Sub Industry 3 Close Sub Industry 4 Close Sub Industry N
  35. 35. + Complimenting Industries How they impact you, your customers and your business!
  36. 36. + Never Underestimate the power of one-to-many relationships!
  37. 37. + 3 Ways To Get To Your Contact Target Person YOU
  38. 38. + Most Common Approach – 1st Target Person Directly target and make contact YOU
  39. 39. + What If You Don’t Have A Direct Connection? – 2nd Target Person Seems like a strong connection XYZ 1 degree of separation YOU
  40. 40. + What If You Don’t Have A Direct Connection? – 2nd Target Person Seems like a strong connection XYZ YOU Ask XYZ for the introduction
  41. 41. + What If You Don’t Have A Direct Connection? – 2nd Target Person XYZ talks to target Seems like a strong connection XYZ YOU
  42. 42. + What If You Don’t Have A Direct Connection? – 2nd Target Person Target might or might not talk to you YOU XYZ
  43. 43. + Most Powerful Method – 3rd Target Person Either target contacts you directly YOU XYZ
  44. 44. + Most Powerful Method – 3rd Target Person XYZ YOU Or XYZ finds you and tells target about you
  45. 45. + Most Effective Of All Creating ways for your contacts to find YOU!
  46. 46. + Assumes You solve a complex and unique problem
  47. 47. + Best way to get to a Celebrity? Target Person YOU
  48. 48. + Best way to get to a Celebrity? Target Person NO unless you have such a unique product that they need YOU
  49. 49. + Best way to get to a Celebrity? Target Person Show up where they speak with a great 10 second value proposition YOU
  50. 50. + You Get ONE Shot! Fully understand the risks of contacting big names before making contact!
  51. 51. + Strategic Tools (1) Google Strategic connections Used for search and finding general information
  52. 52. + Be Aware Of Google’s Power Specially understanding basics of SEO and search
  53. 53. + Strategic Tools (2) LinkedIn Their business connections and background Google Strategic connections
  54. 54. + Whether You Are Looking For A Job, Networking Or Your Next Co-Founder Get on LinkedIn and learn it inside out
  55. 55. + Strategic Tools (3) Twitter LinkedIn Google Strategic connections Used for Listening to the market place
  56. 56. + Twitter Can Be Very POWERFUL 1) Broadcasting strategic information and 2) Listening to the market place
  57. 57. + Case Study Financial Services Vertical
  58. 58. + Google Hedge Fund Search List of top hedge fund managers
  59. 59. + Actual Forbes Hedge Fund List What are the chances we can do business with Bridgewater Associates?
  60. 60. + Checking Business Connections 1st Choice 2nd Choice 3rd Choice
  61. 61. + Finding Ways to Meet Ray Dalio Dealbook Davos Council on Foreign Relations
  62. 62. + Take Your Product To The Hedge Fund Association
  63. 63. + Multiple Ways to Meet Your Target Strategize on ALL available options and decide on which delivers highest probability for success
  64. 64. + AVOID “Open Networkers” unless you are in recruiting
  65. 65. + What’s Wrong With This Picture?
  66. 66. + How Folks Find Me
  67. 67. + What I put on Twitter
  68. 68. + Remember this? Financial Services Business Insurance Tax/Legal Private Equity Money Management Philanthropy Property & Casualty #Deals #Philanthropic #Billionaire #Gift #Entrepreneur
  69. 69. + If You Didn’t Learn Anything Today Stay close to your customers!
  70. 70. + Build a Strategic Advisory Board Your Business COI COI COI COI COI (5) (4) (1) (2) (3) New Connections, Door Openers, Strategic Introductions
  71. 71. + Which Division is Most Important? Company Divisions Management Marketing Finance Sales Product Development
  72. 72. + 1) Unique Product 2) Sell it!
  73. 73. + Summary (I)  Its all about Practice and Preparation  Focus on Quality than Quantity  Learn and Study top Sales Rainmakers  Build relationships    Not a sprint but a marathon Either Specialize or hire one (delegate) Identifying WHO and “HOW to contact” is KEY!  Leverage 1-Many relationships where possible  Create ways for your customers to find/contact YOU!
  74. 74. + Summary (II)  Understand fundamentals of LinkedIn, Google and Twitter  Start measuring activity   Regularly review it Create great content that solves unique customer problems   Present at large gatherings of your target audience (Associations)   Place this content either in the hands of Centers of Influence directly OR Build strategic partnerships with COI’s that work with your customers Don’t connect with just anyone  Understand how they can be helpful to you and vice versa.  This applies to both Twitter and LinkedIn
  75. 75. + Books and Useful Web Sites
  76. 76. + Take the BOSI DNA Test
  77. 77. + Queen of Cold Calling
  78. 78. + Thomas Stanley
  79. 79. + Sam Richter
  80. 80. + Get Good At Presentations (I)
  81. 81. + Get Good At Presentations (II)
  82. 82. + Never Gets Old
  83. 83. + Question Based Selling
  84. 84. + Head of Business Intelligence
  85. 85. +
  86. 86. + How can I help? Amir Homayoun Rafizadeh Twitter: wadvisor Email: wadvisor@gmail.com LinkedIn: www.linkedIn.com/in/wadvisor/ Slideshare: www.slideshare.net/wadvisor

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