Chapter 25 – Networking

Core Concepts
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Networking Sales Process

Understand the Prospect

Prospects Get Sold to a Lot

Do Not Sound Like a Salesperson
Trying to Sell Something

People Care About Their Own
Stuff Most

Make it All About the Prospect
Don’t Make it All About You

The Best Salesperson Asks the Best Questions

Prospects Are Likely Not in Buying Mode

Don’t Sell the Product,
Sell the Meeting
INTERACTION
CONVERSATION
EXPLANATION

Core Concepts
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Networking Sales Process

Shift from a mindset of
trying to pick fruit
To a mindset of planting
seeds

Look for Partners, Not Prospects

Rule of Reciprocity
In social psychology, reciprocity is a social rule that says
people should repay, in kind, what another person has
provided for them; that is, people give back (reciprocate)
the kind of treatment they have received from another.

Core Concepts
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Networking Sales Process
Staying Top of Mind

Set a Quota for Yourself
• One event per day
• One event per week
• Two events per week
• Two events per month
• One event per month

Finding Events
• Industry associations
• Local news resources
• Meetup.com
• Alumni associations
• Local universities
• Charitable and volunteer organizations

Core Concepts
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Networking Sales Process

Person at event: “What do you do?”
Salesperson: “I sell engineering software.”
- or -
Salesperson: “I work for EngineeringSoft.”
- or -
Salesperson: “I am a software salesperson.”

Product Selling Consultative Selling
Company
Product
Features
Benefits
Goal: Get Customers
Value
Pain Points
Questions
Product
Company
Name Drop
Goal: Starting Conversations

I help small businesses to:
• Increase the revenue generated through their website
• improve website conversion rates
• Increase website traffic
What do you do?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS

A lot of small businesses have challenges with:
• Need to generate more revenue through the website
• Website visitors are not converting to customers
• There is a need to increase website traffic
I help with solve those challenges.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS
What do you do?

An example of what I do is:
• I worked with an accounting firm and helped them to do a complete refresh of their
corporate website.
• This helped to improve how they told the story of what they do and the services they
provide to website visitors.
• After only 6 months, they increased the number of leads that they were generating
through their website by over 500% and increase their overall revenue by 20%.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS
What do you do?

I am with [Company] and we provide web design services
• Design and build websites
• Graphic design
• Copywriting
Some ways we differ from other options out there are:
• We only work with accountants
• We use AI to develop the optimum website layout
• We guarantee results
A little more about us:
• Won design awards 5 years
• In business for 30 years
• Woman owned business
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS
What do you do?

• How is your day going so far?
• What do you do?
• How long have you been doing that?
• What did you do before?
• What do you like most about what you do?
• Is there something that motivated you to get into that type of work?
• Where are you from?
• What brought you to this event?
• Have you found this to be a productive event for you?
• Are there any other networking events that you recommend?
• How can I help you to be successful?
• What does a good prospect look like for you?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS
Networking Questions

• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
Pain Questions
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS

• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
Current State Questions
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS

Core Concepts
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Networking Sales Process

Getting into Conversations
• Go to events alone if possible
• Arrive when the event starts
• Warm up by walking up to people standing alone
• Post up in high traffic areas (bar, coffee/refreshments area)
• Join a table of strangers
• Don’t judge a book by its cover
• Break into existing conversations

Break into
Conversations Process
APPROACH THE EDGE OF THE CIRCLE
APOLOGY AND EXPLANATION
ROLLING INTRODUCTION
INTRODUCTION

APPROACH THE EDGE OF THE CIRCLE
APOLOGY AND EXPLANATION
ROLLING INTRODUCTION
INTRODUCTION
50% of the time the group will engage with you
How are you doing?
What do you do?
Skip the remaining steps
Approach and stand to the outside of a group

APPROACH THE EDGE OF THE CIRCLE
APOLOGY AND EXPLANATION
ROLLING INTRODUCTION
INTRODUCTION
Apologize for interrupting and explain why you are
Hey guys, I am sorry to interrupt. I haven’t had a chance to meet you
all yet, and I just wanted to introduce myself real quick.

APPROACH THE EDGE OF THE CIRCLE
APOLOGY AND EXPLANATION
ROLLING INTRODUCTION
INTRODUCTION
Introduce yourself to the closest person to you
[Extend hand for handshake]
I am [Your Name].
Proceed to next step if complete attention is on you
Keep initial conversation going if do not have complete
attention
[Focus on person you introduced yourself to]
What do you do?

APPROACH THE EDGE OF THE CIRCLE
APOLOGY AND EXPLANATION
ROLLING INTRODUCTION
INTRODUCTION
Introduce yourself to the next closest person
[Extend hand for handshake]
I am [Your Name].
Try to shake everybody’s hand
Inquire about what they do
What do you guys do? [Ask as a group if you have complete attention]
OR
What do you do? [Ask to the person closest to you or where you have
attention]
[Extend hand for handshake]
I am [Your Name].

Core Concepts
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Networking Sales Process

INTERACTION
CONVERSATION
EXPLANATION

I
C
E

I
C
E
FORMAT
• Cold calls
• Cold emails
• Networking
• Inbound calls
• Inbound emails
• Website chat
• Social media
STRUCTURE
• 2 to 5 minutes
• 80% on prospect
• 20% on you
GOALS
• Pre-Qualify
• Build interest in
talking
• Close for conversation
QUESTIONS
• Pain
• Current State
INTERACTION

• How is your day going so far?
• What do you do?
• How long have you been doing that?
• What did you do before?
• What do you like most about what you do?
• Is there something that motivated you to get into that type of work?
• Where are you from?
• What brought you to this event?
• Have you found this to be a productive event for you?
• Are there any other networking events that you recommend?
• How can I help you to be successful?
• What does a good prospect look like for you?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS
Networking Questions

• How important is it to get more revenue out of your website traffic?
• How important is it for you to improve your website conversion rates?
• Do you need to increase website traffic and visitors?
Pain Questions
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS

• Do you currently have someone that can make changes to your website?
• Are you currently working with a web design agency?
• How happy are you with person working on your website?
• When was the last time you refreshed your website?
• How much traffic are you currently getting to your website?
• What CMS platform is your website built on?
• When was the last time you considered redoing your website?
• How many different websites do you currently have?
• Are you the person to that makes decisions regarding your website?
Current State Questions
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS

I
C
E
FORMAT
• Appointment
• Online meeting
• Meet for coffee, drink,
food
• Extended cold call
• Meet at event
STRUCTURE
• 10 to 60 minutes
• 50% on prospect
• 50% on you
GOALS
• Qualify
• Build interest in
product
• Close for Explanation
QUESTIONS
• Pain
• Current State
• Qualifying
CONVERSATION

I
C
E
FORMAT
• Presentation
• Demonstration
• Proposal
• Quotation
• List of options
STRUCTURE
• 30 minutes to 2 hours
• 20% on prospect
• 80% on you
GOALS
• Qualify
• Build interest in
product
• Close for purchase
QUESTIONS
• Pain
• Current State
• Qualifying
• Closing
EXPLANATION

INTERACTION
CONVERSATION
EXPLANATION
Instant
Meeting
WHY AVOID
• Networking time is extremely
valuable
• Need to meet as many people as
you can
• Creates a reason to move contact to
next step

INTERACTION
CONVERSATION
EXPLANATION
Instant
Explanation

INTERACTION
CONVERSATION
EXPLANATION
One-Call-Close

Post-Event Tasks
• Invite to connect on LinkedIn
• Add contact to your CRM
• Send a follow-up email
• Try to schedule one-on-one
• Add contact to an appropriate email campaign
• Post content on social media

Key Takeaways
• Understand the contacts to be a better networker
• Have a planting seeds mindset
• Look for partners instead of prospects
• Use processes to get the most out of your networking

Week 1: Introduction to SMART (Chapters 1 - 2)
Week 2: Consultative Selling (Chapters 3)
Week 3: Building Your Consultative Sales Message (Chapters 4 - 9)
Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15)
Week 5: Managing the Sales Process (Chapter 16)
Week 6: Cold Calling (Chapter 17)
Week 7: Email Prospecting (Chapter 18)
Week 8: Voicemail Strategy (Chapter 19)
Week 9: Getting into New Accounts (Chapter 20)
Week 10: Dealing with Objections (Chapter 21)
Week 11: Getting Around Gatekeepers (Chapter 22)
Week 12: Qualifying the Prospect (Chapter 23)
Week 13: Closing (Chapter 24)
Week 14: Networking (Chapter 25)
Week 15: Prospecting on LinkedIn (Chapter 26)
Week 16: Improving Mental Strength (Chapter 27)

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SMART
Sales
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M
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essaging
nd
esponse
actics

Sales Tools (Scripts)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Meeting
Scripts
Sales
Presentation
Sales Message (Sales Pitch)
Product
Target
Buyer
Type
Value
Points
Pain
Points
Pain
Questions
Name
Drop
Examples
Sales Tactics and Processes (Tips)
Cold Calling
Cold
Emailing
Voicemail
Strategy
Objection
Handling
Dealing with
Gatekeepers
Meeting with
Prospects
Qualifying
Sales
Process
Networking Closing
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