if you don’t like networking … you must like cold calling
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If You Don’t Like If You Don’t Like Networking …Networking …You Must Like Cold CallingYou Must Like Cold Calling
Jim Rochfordjimrochford@actioncoach.com
(203) 453-1642
Your Presenter ... Jim Your Presenter ... Jim Rochford ...Rochford ...
24 year career in Executive Marketing & 24 year career in Executive Marketing & Product Management positions in Product Management positions in Fortune 500 companiesFortune 500 companies
Responsible for organizations and Responsible for organizations and product lines up to $100 Million and 150 product lines up to $100 Million and 150 peoplepeople
Started Business Coaching practice in Started Business Coaching practice in 20042004
Works with Business Owners and key Works with Business Owners and key staff to identify and take actions that staff to identify and take actions that build the value of their businesses / jobsbuild the value of their businesses / jobs
Someone who networks for a living!Someone who networks for a living!
1 Belief YOU have 1 Belief YOU have about ...about ...
Networking … What is Networking … What is your …your …
OwnershipOwnershipAccountableAccountableResponsibleResponsible
BlameBlameExcusesExcusesDenialDenial
Are you Above or Below the Are you Above or Below the Line?Line?
Destination Mastery Destination Mastery ......
So, Why Do People Stay So, Why Do People Stay Away from Networking ... ?Away from Networking ... ?
A word about A word about Time ...Time ...
An organized collection of your
personal & business contacts … and THEIR
contactsFriends, family, neighbors, classmates, colleagues, etc., etc.,
etc.
Process of building and maintaining relationships
*Before You Need *Before You Need Them*Them*Help others & help yourself
What it is …
What it is NOT…
1.1. You should have done more networking before You should have done more networking before and you damn well better do a lot more after …and you damn well better do a lot more after …
2.2. The “stigma” of the joblessThe “stigma” of the jobless
3.3. Needs & Solutions (just like Sales)Needs & Solutions (just like Sales)
4.4. Benefits not Features (just like Sales)Benefits not Features (just like Sales)
5.5. Its easier if they like you (just like Sales)Its easier if they like you (just like Sales)
6.6. Devote less time to the internet & job search Devote less time to the internet & job search support groupssupport groups
Networking = Marketing Networking = Marketing StrategyStrategy
Increased exposure = Increased exposure = leadsleads
Relationships = Relationships = leads + marketing ideasleads + marketing ideas
Networking partnerships = Networking partnerships = leadsleads
““Warm” leads = Warm” leads = higher conversion ratehigher conversion rate
Dialogue = need / lead qualification for Dialogue = need / lead qualification for higher conversion ratehigher conversion rate
Results & Feedback = Results & Feedback = strategy strategy improvementimprovement
Networking Process ...Networking Process ...
3 Steps To Successful 3 Steps To Successful NetworkingNetworking
Identify and schedule network Identify and schedule network opportunitiesopportunities
Strive to meet people beforehand (i.e. Strive to meet people beforehand (i.e. committees)committees)
Set objectives - focus on specific outcomesSet objectives - focus on specific outcomes
Have Business Cards & PenHave Business Cards & Pen
Dress appropriatelyDress appropriately
Name tag Name tag
3 Steps To Successful 3 Steps To Successful NetworkingNetworking
Arrive EarlyArrive Early
Meet Many – No long conversationsMeet Many – No long conversations
Firm handshake – Go for the webFirm handshake – Go for the web
Conquer F.E.A.R. - You are not Selling!Conquer F.E.A.R. - You are not Selling!
Elevator Speech – Unique, enthusiastic, Elevator Speech – Unique, enthusiastic, benefits orientedbenefits oriented
Leave LateLeave Late
OLD Selling vs. NEW Selling OLD Selling vs. NEW Selling ……
Smile – Be upbeat and personableSmile – Be upbeat and personable
Keep body language positive / openKeep body language positive / open
Match and mirror body, language & Match and mirror body, language & voice (create harmony)voice (create harmony)
Make eye contact and ACTIVELY listenMake eye contact and ACTIVELY listen
Find common groundFind common ground
Traditional Traditional ApproachApproach
Who you are – Name and CompanyWho you are – Name and Company
What you do – Creative and BriefWhat you do – Creative and Brief
How you and your organization can helpHow you and your organization can help
Why you and your organization can make a Why you and your organization can make a difference – Strive to create dialoguedifference – Strive to create dialogue
WIIFM – Solutions matched to needsWIIFM – Solutions matched to needs
Succinct, memorable, defining & understandableSuccinct, memorable, defining & understandable
If they want to know more – If they want to know more – It works!It works!
Alternative to 30 Second Alternative to 30 Second CommercialCommercial
Try to determine who you are meeting and introduce yourselfTry to determine who you are meeting and introduce yourself
Ask a provocative question designed to invoke response and Ask a provocative question designed to invoke response and immediately qualify the prospectimmediately qualify the prospect
Did you make enough money in your business last year?Did you make enough money in your business last year?
How many weeks did you work less than 40 hours this year?How many weeks did you work less than 40 hours this year?
Prospect answers lead to more questions from you – Prospect answers lead to more questions from you – they do they do most of the talkingmost of the talking
Whet their appetite for your solutions and ask for follow-up Whet their appetite for your solutions and ask for follow-up meetingmeeting
Success depends on the your ability to keep questions Success depends on the your ability to keep questions flowing and successively more specificflowing and successively more specific
3 Steps To Successful 3 Steps To Successful NetworkingNetworking
Telephone or email the next Telephone or email the next morningmorning
Schedule appointment to follow upSchedule appointment to follow up
Show enthusiasm for your new Show enthusiasm for your new relationshiprelationship
Speed is of the essence!Speed is of the essence!
3 Steps To Successful 3 Steps To Successful NetworkingNetworking
Networking is predictably Networking is predictably unpredictableunpredictable
Ever shifting cast of charactersEver shifting cast of characters
Familiarity breeds trustFamiliarity breeds trust
““You gotta be in it to win it!”You gotta be in it to win it!”
The The Marketing Marketing Process:Process:
Moving Moving Prospects to Prospects to a Sales a Sales AppointmentAppointment
Go Where Your Prospects Are: Create connections via participation in groups, organizations & associations
Communicate Clearly & With Impact: What you do and its benefits – Your USP
Rub Elbows Frequently: Break down resistance through repeated contact
Identify Ways and Means to Provide Value: Information, articles, contacts, etc.
Find Deeper Ways to Demonstrate Your Value: Seminars, Web demos, Testimonials, Talks, etc.
21.5 Best Places to 21.5 Best Places to NetworkNetwork Chamber of Commerce BAHChamber of Commerce BAH
High level Chamber of Commerce Event High level Chamber of Commerce Event (committee or board meeting)(committee or board meeting)
Event sponsored by Business Event sponsored by Business Publications – seminars, breakfasts, etc.Publications – seminars, breakfasts, etc.
Networking Clubs or Business Networking Clubs or Business OrganizationsOrganizations
Someplace where like-minded people Someplace where like-minded people meetmeet
Any type of class you take to improve Any type of class you take to improve yourself (i.e. Dale Carnegie, yourself (i.e. Dale Carnegie, Toastmasters)Toastmasters)
Civic Organizations (i.e. Rotary, Elks, Civic Organizations (i.e. Rotary, Elks, Lions, etc.)Lions, etc.)
Cultural EventsCultural Events
Get involved with a Charity or be a Get involved with a Charity or be a Community VolunteerCommunity Volunteer
Your Trade or Professional AssociationYour Trade or Professional Association
Your Best Customer(s) Trade or Your Best Customer(s) Trade or Professional AssociationProfessional Association
Trade ShowsTrade Shows
Private Club (i.e. golf, food, boating, Private Club (i.e. golf, food, boating, etc.)etc.)
Meal networking – invite a prospect to Meal networking – invite a prospect to dine. Invite a prospect for them.dine. Invite a prospect for them.
Health ClubHealth Club
Sports EventsSports Events
Parents of your children’s friends (i.e. Parents of your children’s friends (i.e. on the sports fields)on the sports fields)
Happy HourHappy Hour
KaraokeKaraoke
Neighborhood Homeowner’s / Condo Neighborhood Homeowner’s / Condo AssociationsAssociations
The AirplaneThe Airplane
# 21.5 – Anyplace and any conversation # 21.5 – Anyplace and any conversation – Show up with a purpose– Show up with a purpose
Tip - Get your spouse or significant Tip - Get your spouse or significant other to help!other to help!
Jeffrey Gitomer
Qualifications of a Good Qualifications of a Good Network Partner (Strategic Network Partner (Strategic Alliance)…Alliance)…
They …They …
Reflect well on youReflect well on you
Share the same target market(s)Share the same target market(s)
Deliver a quality product or service at least as good Deliver a quality product or service at least as good as yoursas yours
Are responsive and fast to actAre responsive and fast to act
Reinforce your relationship with the client/prospectReinforce your relationship with the client/prospect
Follow up promptly Follow up promptly
Give you referrals or other meaningful help in returnGive you referrals or other meaningful help in return
The foundation for successful sales …
Sales is the transfer of Sales is the transfer of enthusiasmenthusiasm
The Identity Iceberg...The Identity Iceberg...
HAVE
BE
DO
8 Keys to Lasting Relationships8 Keys to Lasting Relationships1.1. Natural AffinityNatural Affinity
2.2. TrustTrust PredictabilityPredictability IntegrityIntegrity Protectiveness Protectiveness
3.3. SpeedSpeed
4.4. Apparent Expertise – state unique claim clearly & Apparent Expertise – state unique claim clearly & convincinglyconvincingly
5.5. Sacrifice – “the cement of human relationships”Sacrifice – “the cement of human relationships”
6.6. CompletenessCompleteness
7.7. Magic Words Magic Words ThanksThanks How are you doing?How are you doing? WelcomeWelcome Their NameTheir Name
8.8. PassionPassionHarry Beckwith
The greatest obstacle to The greatest obstacle to buying …buying …
The greatest obstacle to selling …
3 Tools of Communication 3 Tools of Communication ......
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