Driving Business Growth Through Networking
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Networking is NOT sales. It requires specific strategies to be effective. This is a presentation from the Intelligist Group workshop: Driving Business Growth Through Networking
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Driving Business Growth Through Networking
- 1. INTELLIGIST GROUP Ask the right questions #IGNetworking
- 2. Driving Business Growth Through Networking Copyright 2012 Intelligist Group LLC
- 3. Start With Why What does the Intelligist Group do? • We are strategists. • We help clients get the most out of the assets available to them. • We do not sell pre-packaged solutions. Copyright 2012 Intelligist Group LLC
- 4. Start With Why Today we are going to ask questions about networking to: • Break down and demystify it • Understand what it can do for you Copyright 2012 Intelligist Group LLC
- 5. Start With Why What is the core value proposition of networking? Copyright 2012 Intelligist Group LLC
- 6. For Your Consideration Someone in this room has a great referral for you right now… and you both don't know it How are you going to make THAT connection happen? What are the barriers to allowing it to happen? Copyright 2012 Intelligist Group LLC
- 7. What Drives the Buying Decision? TRUST Copyright 2012 Intelligist Group LLC
- 8. What Are You Selling in Networking? YOU! Copyright 2012 Intelligist Group LLC
- 9. Building Trust Copyright 2012 Intelligist Group LLC
- 10. What You Can Do? Proactivity Create opportunities to connect Engagement Value and prepare for interactions Transparency Make yourself “vet-able” Copyright 2012 Intelligist Group LLC
- 11. What’s It All About? ? Copyright 2012 Intelligist Group LLC
- 12. Trust Scale Reciprocal Law of Trust: “You have to trust the person you’re networking with as much as they need to trust you.” 1 10 Every business has a different trust level required to “earn” referrals. You earn referrals. Copyright 2012 Intelligist Group LLC
- 13. Trust Scale What is your trust scale? Copyright 2012 Intelligist Group LLC
- 14. 4 Most Common Myths of Networking Myth #1: It’s just like sales Myth #2: I will get business right away Myth #3: I will give leads to everyone/I will get leads from everyone Myth #4: I am an introvert. Only extraverts are successful at networking Copyright 2012 Intelligist Group LLC
- 15. What is Networking? Networking is NOT sales. Build out your ecosystem. Networking Venues: • Open Networking • Exclusive Classification • Industry (Trade Shows, Seminars) • Charity/Non-Profit • Online (Social Media: Twitter, LinkedIn, Facebook) Copyright 2012 Intelligist Group LLC
- 16. Who Is Your “ecosystem?” Customers Partners Vendors Colleagues Serendipities of networking: • Finding trusted “power partners” • Finding collaboration/new business opportunies Copyright 2012 Intelligist Group LLC
- 17. 3 Laws of Networking Success Give & Get Referrals Show Up One-On-One’s Copyright 2012 Intelligist Group LLC
- 18. Game Time Networking Venues: • Open Networking • Exclusive Classification • Industry (Trade Shows, Seminars) • Charity/Non-Profit • Online (Social Media: Twitter, LinkedIn, Facebook) Copyright 2012 Intelligist Group LLC
- 19. Hardest Thing You Will Ever Do in Networking Exercise: Everyone take a piece of paper. 1. On paper, tell me about your business. You have 60 seconds. Go… 2. Describe your business in 10 words or less Copyright 2012 Intelligist Group LLC
- 20. Two Pitches • Can you distill not only the nature of your business but the essence of what makes you unique in 60 seconds? • Do you know what business you’re in? • KISS - Keep It Simple Stupid In the SMB space there is a tendency to do everything. It makes it hard for people to refer to you. Copyright 2012 Intelligist Group LLC
- 21. Your Extended Sales Force • You are building your business development ecosystem. • You are training your extended sales force Copyright 2012 Intelligist Group LLC
- 22. The Power of Questions What is your goal in networking? TRUST Copyright 2012 Intelligist Group LLC
- 23. The Power of Questions Dale Carnegie 101 The less you say… the more money you make Attitude: Are you looking to sell…? …or learn? Copyright 2012 Intelligist Group LLC
- 24. Event Strategy Networking Venues: • Open Networking • Exclusive Classification • Industry (Trade Shows, Seminars) • Charity/Non-Profit Copyright 2012 Intelligist Group LLC
- 25. Event Strategy Bring UP-TO-DATE business cards After you finish a conversation, take a few minutes to jot down notes – You won’t remember every detail. Block out time to follow up with contacts or referrals Stay in touch Copyright 2012 Intelligist Group LLC
- 26. Event Strategy • Open Networking Events • It’s not about how many business cards you bring home • Exclusive Classification • Invite your trusted business partners – you already do business with them and they will benefit from the other members of the group • Industry • Learn from peers • Find complimentary partners • Charity/Non-Profit/Volunteer • Don’t talk business…unless they bring it up • Online (social media: Twitter, LinkedIn, Facebook) • Create a digital footprint • Keep your network up-to-date on your doings Copyright 2012 Intelligist Group LLC
- 27. Referrals • Sounds like commonsense – but often it’s not • Let’s start with “what is a referral?” • Lead vs. Referral Copyright 2012 Intelligist Group LLC
- 28. How to Handle Referrals A referral is a 3-way communication Copyright 2012 Intelligist Group LLC
- 29. Measuring ROI Record Measure Analyze How are you measuring your success in networking? Copyright 2012 Intelligist Group LLC
- 30. Measuring ROI Varies by venue: • Chamber may be about visibility • Exclusive classification is amount of business generated. Not number of referrals. It’s $$ in your pocket. Why? • How do you know if you should attend again/renew? How? CRM – Tracking lead sources Nimble: partners.nimble.com/intelligist/ Copyright 2012 Intelligist Group LLC
- 31. Bottom Line Be a Communicator Be a Connector Copyright 2012 Intelligist Group LLC
- 32. Driving Business Growth Through Networking Copyright 2012 Intelligist Group LLC
- 33. The Intelligist Group “Like putting the point on a pencil, Intelligist Group helped us clarify and crystallize who we are as a business. They changed the way we communicate, internally and externally, and the results have been bigger and better deals for my company.” Jeff Gomez, CEO, Starlight Runner Entertainment “Intelligist Group …were able to tap assets we had lying dormant... Their solutions will save us hundreds of man hours over the next year and thousands more down the road. Brilliant!” Deon Douglas, Partner/Creative Director, The Thinking Giant Copyright 2012 Intelligist Group LLC
- 34. Contact BLOG: blog.intelligistgroup.com Facebook: www.facebook.com/intelligistgrp Twitter: berkson0 Linkedin: www.linkedin.com/in/alanberkson Alan Berkson Founder/Principal Intelligist Group (914) 355-9770 alan@intelligistgroup.com www.intelligistgroup.com Copyright 2012 Intelligist Group LLC
Editor's Notes
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- Don’t be stagnant. If there’s a new asset out there, use it.Strategy: Using available toolsKeeping up with your industry.Do you know how people see you?Are you paying attention to what people are saying about you?Customers What would you learn about your business if you sat down with your best customers? How about your most critical customers?Everyone elsePeople are talking to each other about you. Are you listening?Monitoring
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.
- [To better understand what we are going to talk about, let me explain] We are strategists. We help clients get the most out of their businesses from the assets available to them.