Norvax University

Online Training:

Creating New Opportunities

with Networking: Strategies to Build Your Network From One

to One Hundred

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Upcoming Webinars Don’t miss the FINAL two

Norvax University webinars of 2011!

SOCIAL MEDIA BOOTCAMP

Part One: Introduction to Social Media for Health Insurance Agents THURSDAY, DECEMBER 8 – Noon Central

Part Two: Using Social Media to Create Lifelong Customers

THURSDAY, DECEMBER 15 – Noon Central

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What Do I Do First?

Agenda • What is networking?

• In today's market, why networking is critical

• Networking Do's and Don'ts

• How to profit through networking

• Building Relationships....the ultimate goal of networking

What Is Networking?

NETWORKING is the single most powerful marketing tactic to accelerate and sustain success for any individual or organization!

–Adam Small founder of Strategic Business Network

What Is Networking?

• Networking is about making connections

• Building enduring, mutually beneficial relationships

• It’s not about who you know ... but WHO KNOWS YOU!!

What’s The Answer?

Ask any senior executive, politician, community leader or successful salesperson which single skill or habit helped them excel in their career – an overwhelming majority will respond with one simple word…

Networking

Advantages of Networking

• It ensures you meet the right people • You expand your center of influence

• You can promote your product on a personal level • Adds more trust and creditability

• It helps you tap into a wider group • Share business ideas and opportunities

How To Network • Join network clubs and sites

• Chambers, networking clubs, Linkedin

• Don’t restrict yourself to networks exclusively for people in the same industry • The key is diversity and to widen your circle

• Keep in touch with the members on a consistent basis • Not just when you need them

Networking Is Critical

• Tool anyone can use • No classes or formal training is necessary

• Best form of marketing • Can be extremely affordable

• Primary focus is to meet people and have them meet you • The opportunity to market yourself and your business in

a relaxed, social situation

Networking Is Critical

• Personal relationships enable you and your organization to stand out

• Relationships are the catalyst for success

• People do business with those they like and trust

• Serve as a resource, help others succeed

• Networking provides the most productive, most proficient and most enduring tactic to build relationships

Guidelines • Arrive early

• Have a goal in mind

• Bring business cards

• Don’t huddle with people you know

• Approach people you don’t know

• Don’t hard sell yourself or your company

• Remember those individuals you have met

Networking Do’s 1. Explore many different groups and

2. Dress professionally

3. Be prepared with your 30 second elevator talk

4. Shake hands with everyone you meet.

5. Bring business cards with you

Networking Do’s 6. Ask others what they provide

7. Sincerely listen to what others are saying to you

8. Introduce others in your Circle of Influence to those you have met

9. Follow up on all referrals

10. Build relationships

Networking Don’ts • Don’t make networking your full-time job

• Decide which groups work for you

• Remove WIFM attitude

• Dress professionally

• Don’t surround yourself with your friends

Networking Don’ts • Don’t get caught up with everyone’s opinion

• Don’t second guess yourself

• Don’t schedule 1:1 with everyone

• Don’t take it personally

• Don’t make everyone your friend

How To Profit From Networking

• Sales are developed through relationships

• Networking provides opportunities to expand your contact list

• Networking nurtures relationships

How To Profit From Networking

• Choose the right networking event

• Focus on quality contacts not quantity

• Make a positive first impression

• Be able to clearly state what you do

• Follow up after the event

Networking Like A Pro

• Networking is less about meeting new people than having them remember you after the fact

• How do you get them to remember you?

• Three simple questions to make a lasting impression

Making A Lasting Impression

1. Where do you normally network?

2. What do you like best about what you do?

3. What got you started in that direction

Be interested, not interesting…..

Networking and Relationships

• Make networking part of your everyday contacts

• Treat everywhere and everyday as a networking opportunity

• Networking allows you to give and receive referrals

• Potential to open doors that may not have been opened

• Helps establish new relationships and maintain ongoing relationships

Endless Referrals • The typical person knows about 250 people

• Every time you meet one new person you increase your personal prospect list 250 people

• Do this often enough you will have a network of endless referrals

Dogs and Networking • Can’t teach an old dog new tricks?

• Networking is like walking a dog

• Some tips to remember……..

Top 10 Networking Tips • Identify

• Define

• Construct

• Analyze

• Perfect

Top 10 Networking Tips • Communicate and Complete

• Develop

• Commit

• Fasten

• Reflect, refine, repeat

Find Me Online

Website www.sellinginaskirt.com

Facebook facebook.com/sellinginaskirt

Twitter @sellinginaskirt

Linkedin http://linkd.in/judyh

Email judy@sellinginaskirt.com