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.
Jim Rochford\'s "If You Don\'t Like Networking, You Must Like Cold Calling"
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!
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
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
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
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
20.
21.
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!
23.
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
25.
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
29.
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
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