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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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INTELLIGISTGROUP
Ask the right questions
#IGNetworking
Copyright 2012 Intelligist Group LLC
Driving Business Growth Through Networking
Copyright 2012 Intelligist Group LLC
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
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
Start With Why
What is the core value proposition of networking?
Copyright 2012 Intelligist Group LLC
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
What Drives the Buying Decision?
TRUST
Copyright 2012 Intelligist Group LLC
What Are You Selling in Networking?
YOU!
Copyright 2012 Intelligist Group LLC
PROACTIVITYENGAGEMENTTRANSPA
RENCY
Building Trust
Copyright 2012 Intelligist Group LLC
What You Can Do?
ProactivityCreate opportunities to connect
EngagementValue and prepare for interactions
Transparency Make yourself “vet-able”
Copyright 2012 Intelligist Group LLC
What’s It All About?
?
Copyright 2012 Intelligist Group LLC
Trust Scale
1 10
Reciprocal Law of Trust:
“You have to trust the person you’re networking with as much as they need to trust you.”
Every business has a different trust level required to “earn” referrals.
You earn referrals.
Copyright 2012 Intelligist Group LLC
Trust Scale
What is your trust scale?
Copyright 2012 Intelligist Group LLC
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
What is Networking?
Networking is NOT sales.
Networking Venues:• Open Networking• Exclusive Classification • Industry (Trade Shows, Seminars)• Charity/Non-Profit• Online (Social Media: Twitter, LinkedIn, Facebook)
Build out your ecosystem.
Copyright 2012 Intelligist Group LLC
Who Is Your “ecosystem?”
Serendipities of networking:• Finding trusted “power partners”• Finding collaboration/new business opportunies
Customers Partners
Vendors Colleagues
Copyright 2012 Intelligist Group LLC
3 Laws of Networking Success
Show Up
One-On-One’s
Give & Get Referrals
Copyright 2012 Intelligist Group LLC
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
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
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
Your Extended Sales Force
• You are building your business development ecosystem.
• You are training your extended sales force
Copyright 2012 Intelligist Group LLC
The Power of Questions
What is your goal in networking?
TRUST
Copyright 2012 Intelligist Group LLC
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
Event Strategy
Networking Venues:• Open Networking• Exclusive Classification • Industry (Trade Shows, Seminars)• Charity/Non-Profit
Copyright 2012 Intelligist Group LLC
Event Strategy
Bring UP-TO-DATE business cards
Block out time to follow up with contacts or referrals
After you finish a conversation, take a few minutes to jot down notes – You won’t remember every detail.
Stay in touch
Copyright 2012 Intelligist Group LLC
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
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
How to Handle Referrals
A referral is a 3-way communication
Copyright 2012 Intelligist Group LLC
Measuring ROI
How are you measuring your success in networking?
Record Measure Analyze
Copyright 2012 Intelligist Group LLC
Measuring ROIVaries 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
Bottom Line
Be a CommunicatorBe a Connector
Copyright 2012 Intelligist Group LLC
Driving Business Growth Through Networking
Copyright 2012 Intelligist Group LLC
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
Contact
Alan BerksonFounder/PrincipalIntelligist Group(914) 355-9770alan@intelligistgroup.comwww.intelligistgroup.com
Linkedin: www.linkedin.com/in/alanberkson
BLOG: blog.intelligistgroup.com
Twitter: berkson0
Facebook: www.facebook.com/intelligistgrp
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