Business Development For Startups -Part 3- Networking for business success mass challenge - 07242012

Networking for
Business
SUCCESS
Stephen N. Davis
“Partnering With Clients to Drive
Sustainable Profitable Growth”

Business Development Workshops

 Choosing the Right Sales Channel for Your Startup
 Secrets to Maximizing Your Marketing ROI:
Aligning Sales & Marketing
 Networking Your Way to Business Success
 Maximizing LinkedIn for Business Development

2000 - 2012 © CXO Advisory Group

Your Biggest Sales Challenge

Getting the First
Meeting
Meeting with the
RIGHT Person

Trust Drives Transactions

66%
Of the Economy is Influenced by
Personal Recommendations

SOURCE: McKinsey & Co.


Referrals are WARM/HOT Calls


Why Referrals Work

 Leg up on the Competition
 You’re Pre-Sold
 Instant Credibility
 You GET the Meeting
 Shortens Sales Cycle


Networking

It’s How People Meet, Engage,
Participate and Share ….

It’s Not About Collecting Business Cards


Your Ultimate Goal

Convert Your
Contacts
Into a Word-of-Mouth
Referral Network

Your Network = Your Net Worth

$948
The Value of a Contact in YOUR Network

SOURCE: IBM


Great Sales People are
ALWAYS Networking


They Invest The Time to Network


They LISTEN More Than they Talk


They Give More Than They Receive


AND They Seldom Forget to Follow-up
or Follow-through


Networking Steps

 Meet people
 Start conversations
 Answer questions
 Ask questions
 Offer to Help
 Build Trust
 Follow Up


Networking is NOT
about you ….
It’s ALWAYS about the
other person

Step 1: What is Your Brand?

Your Personal Brand is

? More important than
the Company Brand


What is Your Brand?

“We are CEOs of our own
companies: Me Inc. To be in
business today, our most
important job is to be head
marketer for the brand
called You.”
Tom Peters - 1997


What is Your Personal Brand?

 Communicates your
personal story

?
 What attributes set
you apart
 How do you want to
be positioned


Step 2: Establish Your Goals
 Who are you trying to
meet?
 How much time to
allocate?
 How many meetings each
week?

Step 3: Identify Natural Referral Sources


Step 4: GET A BUSINESS CARD


Step 5: Start Networking Effectively

 You are Not Selling
 Start a CONVERSATION
 Introduce yourself
 Ask the other person “What
they do for a living?”
 Get to know the other
person
 Use open ended questions
 ALWAYS CARRY
BUSINESS CARDS


The Right Questions

Separates the Pros
from the Amatuers ….


The Right Questions

Shows You’re
Concerned About
Helping Them Achieve
SUCCESS

The Right Questions

Gets Them to Tell You
How to SELL Them


Questions I Close With

Who is a Good
Prospect for You?


Questions I Close With

Who Are Your BEST
Referral Sources?


Step 6: Establish a Network Group


Step 7: Review and Measure
Effectiveness of Your Networking


Working a Room/Event


Be Strategic About
Which Events to Attend


Get There Early


Don’t Hang Out With People You Know


Circle & Scan for Targets


Use Your Time Wisely


REMEMBER!!!


Break Off Unproductive Conversations


Follow-up After the Event

 Sort & prioritize
collected cards
• Contact within 48
hours
• Contact within a
week
• Those to TRASH


Homework

Go Meet Someone

Make a Referral Today


Questions


Driving Profitable Growth


Driving Profitable Growth

We help companies optimize business
development and marketing; accelerate
sales; and seize the most attractive
growth opportunities.


The CXO Advisory Group

 CXO Advisory Group is a strategic operations advisory
and management firm comprised of proven C-level
executives with both breadth and depth of experience.

 CXO Advisory Group Team members have achieved
success in positions ranging from: President/CEO to
COO, and VPs of Sales, Marketing, Corporate
Development and Human Resources.

 Has proven success in business development and in
building US sales and distribution channels


How Can CXO Help You?

Business Strategy Services
• Audit business practices and organization
• Evaluate product and pricing strategies
• Evaluate effectiveness of sales channel
• Assess effectiveness of existing sales and marketing
programs
Market Entry Program
• Analyze competitive landscape
• Market launch strategy and plan
• Channel strategy and programs
• Establish sales channels
• Generate sales and manage relationships
• Identify and develop strategic partnerships



Sales Channel Management
• Review and revise sales channel strategies
• Channel partner identification, prospecting and recruitment
• Eliminate channel conflict
• Channel contract development and negotiation
Business Development
• Strategic alliances
• Align sales and marketing
• Social networking integration into marketing mix
• Co-marketing ventures



Interim Management Resources
• Interim CEO, COO, CMO, CSO
• Interim VP of Sales and Marketing
• Consultant on staff
• Launch team coaches
Venture Advisory Services
• Fine tune operations, business strategy and market entry
• Assist with due diligence
• Strategic business assessment of portfolio companies


Contact Information:

Stephen Davis
Interim COO/VP Sales & Marketing |
Business Consultant | Sales Channel and
Business Development Expert | Author &
Speaker

“Partnering With Clients to Drive
Sustainable Profitable Growth”

Phone: (508) 528-7571
Email: sdavis@cxoadvisorygroup.com
Website: www.cxoadvisorygroup.com
Linkedin: www.linkedin.com/in/stephendavis
Twitter: twitter.com/stephendaviscxo

Business Development For Startups -Part 3- Networking for business success mass challenge - 07242012

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Business Development For Startups -Part 3- Networking for business success mass challenge - 07242012