The document outlines 9 steps that can lead to failure at business networking: 1) Not listening, 2) Selling aggressively, 3) Giving dull pitches, 4) Seeking quick fixes rather than building relationships, 5) Prejudging people, 6) Not taking opportunities to present, 7) Being a "one-hit wonder" who doesn't follow up, 8) Not emphasizing the benefits for others, and 9) Lacking clear objectives for referrals and connections. Effective networking requires relationship-building over time through listening, engaging others, and providing value to contacts.
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Alexander Accountancy New To Business Seminar June 2015
1. 9 Guaranteed Steps To FAIL
At Business Networking
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2. “Effective business networking
done well is consistently the lowest
cost marketing any business can
employ to boost sales,
opportunities and profits.
!
Do it badly and it can kill!”
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3. What You Will See
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• Who am I?
• Introduction
• Why Networking?
• 9 Steps To FAIL at Networking!
• Final Thoughts
4. Who Am I?
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• Chartered Accountant
• Social Media Addict
• + outside interests...
• Corporate Stooge
• Referral Marketing Specialist
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• Social media junkie - Twitter, Google+, Instagram
• Blogging Junkie & now published author
• LinkedIn Fan - 40 posts, 2500+ connections, 100+
recommendations, 100s Endorsements
• Most successful RD in BforB history
• Helped hundreds of new business / start-ups /
established businesses
• Friend of other networking gurus including Rob!
I Am Not Rob Brown! But…
6. Introduction
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• Fact - Networking brings companies a rich stream of new
contacts and business that can make them more successful
& profitable
• Fact - Networking help them to understand their
customers and the marketplace better whilst testing their
message and its effectiveness.
• Fact - Many people who do networking or referral
marketing make mistakes which can cost them winning
new business & damage their reputation.
• Fact - We all make mistakes.
• But what can you do to maximize your networking
activities by avoiding these costly errors?
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The 9 Steps To Failure!
• These are the 9 Steps to Networking Failure
• Study them hard
• See which ones you have tripped-up over in the past
• See which ones have cost you business
• How are you going to avoid these errors in the future?
13. 8 Things We Won't Be
Talking About Today!
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The 9 Failures
Not Listening Sell Sell Selling
Deadly Dull Pitches Going For The Quick Fix
Prejudging People Not Taking the Limelight
Being A 1-hit Wonder Not Talking Up The Benefits
No Clear Objective ++++++
16. STEP 1 - Not listening
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• One of the most important skills to have.
• Not about hearing what is said - it is understanding what people really mean.
• Real listening requires your complete focus and attention.
• What are people really looking to achieve?
• What is really important to them about their business, job, personal ambition, and
family?
• People don't listen because they are too busy focusing on what they want to say
next in a conversation.
• 2 choices - be an interesting person or an interested person. You decide!
• We are all at networking meetings to sell “ourselves”, but if we don't connect
emotionally people will run a mile in the other direction - so LISTEN!
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• Business Networking is not about sell, sell, sell.
• The aggressive nightmares are easy to spot!
• The question is, areYOU ever guilty of talking when you should be listening?
• Top networkers know how & do follow up + keep in regular contact.
• The people you meet at business networking are equals - they do not want to be
sold to and definitely do not want to be treated as prospects
• Your objective is to build rapport and turn them into advocates of your business -
they may become customers or clients in time!
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• Business Networking is not about telling the whole story of your business.
• Brighten your 60 seconds up with humour, a picture or an interesting statistic.
• The point of the pitch is to stimulate people's curiosity.
• Today we're all overloaded with too much information - even worse at a Business
Networking event.
• Give people as much information as they need at a later point.
• So do people a favour - FAVOUR simplicity over detail.
22. STEP 4 - Going for the quick fix
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• Business Networking is NOT where a sale occurs each time you network.
• If everyone thought otherwise, who would we sell to - the catering staff?!
• Networking is all about building relationships.
• People can make great connections the first time they attend a Business Networking
event but it is not something that you should expect.
• Real gold is in the long-term mutual beneficial relationships you form.
• You never know where where one conversation that you have in January could lead -
don't be surprised if it's made you thousands by the end of December.
24. STEP 5 - Prejudging people
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• Some of the best referrals we see - come from people who we think cannot help
us or anybody else!
• You cannot afford to prejudge people
• You simply do not know who they know or who they can connect you to.
• The saying is, never judge a book by its cover, but many of us do.
• Give people time and your attention by getting to know them via 121s.
• The flipside is that all that glitters is not gold, be open-minded and don't rush into
all relationships.
26. STEP 6 - Not taking the Limelight
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• Presenting - Public speaking scares many people witless:
• Grab any opportunity to present to get your message across & grow your reputation.
• Confident speakers? They learnt this confidence by practicing. They too were once scared!
• Talking to strangers - Normal to feel apprehensive:
• In business, talking to complete strangers is only way to generate interest and contacts for your business.
• Only talk to the people you already know and deal with? You’re missing out on big opportunities!
• Set targets before you attend any networking event. Decide how many new contacts you want to make etc
• Make it fun and get out of your comfort zone with practice and determination.
• What was I worried about....
28. STEP 7 - Being a 1-hit Wonder
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• You will get great results if you go back and get to know the other members.
• You never know what JV or referrals will result from the trust that grows out of
regularly attending a networking group.
• Don't be a deal chaser in networking. Cannot afford to have an attitude of What's
in it for me. Replace this with the mantra - How can I help you or How can I serve.
Make a positive impact on someone's day!
• Effective networkers take a farming approach. They focus on cultivating relationships
for mutual long term benefit and they definitely do not chase deals or instant sales.
• You may attend a networking forum and do business initially (The Law Of Recency)
but referral's work best if you develop a long term know like and trust strategy with
the people you meet.
30. STEP 8 - Not talking up the benefits
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• Talk about the benefits you deliver to your clients, suppliers and contacts.
• Talk enthusiastically.
• What is unique about you? How do you deliver more value than others in your
sector?
• Don’t fall into the trap of saying that it is your service or quality of your product that
differentiates you. This is far too common and generic.
• Everything you say should be relevant to the needs of the other people in the room.
32. STEP 9 - No Clear Objective
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• Want quality business?Your objective MUST be to build relationships on the following
3 criteria: know, like and trust.
• *Know - getting to know your contact first is vital. Get the conversation going by asking open-ended
questions in which the person cannot easily answer yes or no!
• *Like- this is all about building rapport and getting on well.
• *Trust - mutual beneficial business relationships must be built on trust as it is your reputation - there must be
no hidden agendas.
• DO: Have a plan for what customers or businesses you want to meet or be referred
into.
• Other people can't guess what you want!
• Worse still they will waste your time with the wrong referrals if you are not CLEAR,
PRECISE & FOCUSED on what your top targets are.
• Let people know who you want to be referred to specifically, NEVER say anybody or
everybody. You will usually get referred to nobody !
• Nothing screams professionalism and "refer me with confidence" than having that
laser-like focus on your referral targets.
35. Final Thoughts
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• Networking is a marketing tool and not just an event that you go to.
• Make it the core of your marketing. Good for business and fun too!
• Follow up without hesitation.
• Find a professional business networking organization to join.
• Observe the successes and failures of others’ networking efforts.
• Don't be afraid of making mistakes.
• Don't get your message across today, there's always next time....