1. Falmouth Business Club
John Harvey & Phil Sissons

2.  Build business
 Increase revenue
 Market or sell yourself and company
 Talk to friends
 Easier than selling or cold calling
 Gives impression of selling
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3.  Meet new folk and contacts
 Assess in informal atmosphere whether we
can help
 Identify their key issues or challenges
 Offer and refine solutions
 Build trust through knowledge
 Make it easy for people to buy from us
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4.  Reassess your own objectives
 Attendee List
◦ Who do you want to meet?
◦ Why?
◦ Why are they there?
◦ What can you offer them today?
 What happened last time you met?
 Don’t forget your cards!!
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5.  What are you going to say?
◦ What do you do?
◦ Short, focused, clear statement
 What are you going to ask them to
start the conversation?
◦ “who are your targets? Are they here?”
◦ “How can I help?”
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6.  Plan how you will move on…
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7.  Smile, be happy, make an entrance
 Identify your key contacts
 Offer support, introductions
 Welcome the new folk
 Ask for cards
 Ask questions and LISTEN TO THE ANSWERS
 Learn, test how you can help
◦ Offer that help
 Find sales opportunities and build trust
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8.  Email and maybe a phone call
 Write up notes, thoughts, ideas
 Suggest ideas
 Offer help
 Do what you promised
 Prioritise contacts
◦ revenue, networking potential, knowledge
 Review event for best use of your time
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9.  Your objectives
◦ Sell your products and services
◦ Find partners
◦ Build long term relationship
◦ Develop trust
◦ Make yourself useful and valued to others
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10. John Harvey 07793 816998
(3B International) john@3bint.com
Phil Sissons 07881 205282
(Intelligent Selling) phil@intelligentselling.co.uk
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