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NETWORKING
Presented by:
Nicolas BohlyROI Research on Investment
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DEFINITION
WHY DO WE HATE NETWORKING?
Lack of confidence, discomfort Nervousness or timidity : I don’t know
anyone Scared of the “NO” Worried about looking desperate /
unprofessionnal Need to give before receiving
The real reason : You are underprepared
VISION
« If you don't know where you are going, every road will get you nowhere »
Henry KISSINGER
WHY YOU SHOULD BUILD YOUR NETWORK ?
Reason # 1 : SALES !!!
What else? Exchange Spread your social network Learn Find partners, providers
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RECEIPES FOR GREAT NETWORKING
WHERE & WHEN?
Mornings / Lunches / Evenings?
Conferences or cocktails ? Downtown or region ?
Concentrate VS Dilute
By the way… what is the “non-verbal” ? Your smile Posture The way you dress … and “accessorize” Your body language
HOW TO COMMUNICATE: NON VERBAL
93% of your message is non-verbal
HOW TO COMMUNICATE: VERBAL
YES, I can hear you smile Your voice is linked to your posture Your intonation = dynamism And of course … the most important : the message
THE VALUE PROPOSITION
Basic rules : Stay as far as possible from industry jargon KISS Explain it like I’m 5 years old
The best example : do you remember the iPod? Reality: 5 GB Hard Drive Value Proposition : 1,000 songs in your pocket !
Communicate using as many positive words as you can… it creates endorphins !!
VERBAL COMMUNICATION
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THE GOD TOOLS
THE BUSINESS CARDS
It is valuable !! How to give it ? How to ask for it ? Show its value
THE CRM
The truth about your CRM : Problem is not the system ! Data needs to be : complete, exact and
unique (no duplicates) “Trash In, Trash Out”
THE FOLLOW-UPS
How to use it? How to nurture your opportunities? Remember this : Linkedin is NOT a sales
tool
YOUR COMPETITION
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TRICKS & TIPS
Connect with your propsects : re-use their words, call them by their names
Show that you are listening and empathize with them Respect their personal spaceSmileBe methodical Be the leader on every conversation Leave your comfort zone / colleagues Fix an objective Do your follow ups
TO DO
Always works :
Arrive early, stay late Approach people standing alone … or an odd number group Thank the speakers, organizers, sponsors : they know everyone Make eye contact, smile, reach out! Strategic places : coat check, bar, buffet… All line-ups are good !
HOW TO CONNECT WITH NEW PEOPLE :
Implicate yourself
Always works: Bar, Buffet, Bathrooms ! Introduction to another contact / group Go greet another person Directness Others ?
HOW TO LEAVE A PROSPECT :
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READING IDEAS
The Little Red Book of Selling – Jeffrey Gitomer The Little Black Book of Connections - Jeffrey Gitomer How to Win Friends & Influence People – Dale Carnegie Execution – Larry Bossidy Think and Grow Rich – Napoleon Hill How to Become a Rainmaker – Jeffrey J. Fox Winning – Jack Welch Good to Great – Jim Collins
