the perfect 10 in networking & sales - michelle villalobos presentation for great florida bank,...

The Perfect 10 In Networking & Sales

i. People do business with people they likeii. Be more likable, get more business

social is the new business

social is the new businessWhy network?

it’s not who you know... it’s who knows you

In a room of over 100 people, only 2 had ever landed a job through an online job site

like Monster. Almost the entire room had landed a job through a friend, colleague or other referral

source. I’m just sayin’...

social is the new businessWhat IS networking?

•Building relationships of value

•Drawing business and opportunities to you

•Becoming “top of mind” for what you do

•Meeting, getting to know & maintaining a network

•Referring business to others

•“Givers Gain”

•Time-consuming

•Caring & being a resource to others

•Building social capital

social is the new businessWhat ISN’T networking?

•“Pouncing” on people

•“Premature solicitation”

•Selling

•Pressuring

•“Quid Pro Quo”

•Treating people like “leads”

•Fast

social is the new businessSocial Capital

Who are the most influential people you know?

Do they know what you’re up

What are THEY looking for?

Would they think of you

if they needed your services?

How do you stay in touch?

Would they care?

What of value you could provide

social is the new businessHOW to network...

social is the new business1. Where to network

Everywhere!

social is the new business2. First Impressions

First impressions

• Eye contact• Body language• Clothes• Neatness • Expression• Attitude• Greeting/handshake• Building rapport

1Eye contact is the most

basic form of human interaction... even

newborns do it

social is the new business3. What’s your “brand”

Like it or not, we all have a personal brand. Whether on PURPOSE or BY ACCIDENT,

decided by YOU, or by OTHERS...

4. How to be a BAD networker

Self-Obsessed•Talk about yourself a lot

•If you ask questions, make sure you relate them back to yourself

•Look around to see what others are doing while someone’s talking

•Check your phone/handheld periodically

•Greet someone by handing them your business card

Debbie Downer

•Be negative, pessimistic. •Only see the negative side of everything. •Don’t smile much•Be super serious

The Hard Sell• Know what you’re trying to

“get” from the other person, and focus on getting it (ideas: a meeting, buying a product or service, a lead, a favor)

• Bring the conversation back to what you’re trying to “get” if it gets off track

• Be aggressive in getting agreement from the other person

social is the new business5. Watch your attitude

“Mirror Neurons”

What are some ways to boost your mood? Share.

social is the new business6. Remember Names

The S.A.S.S.Y.© Technique - Lara Loucks

★ Shake their hand.★ Ask their name.★ Say their name.★ Spell their name.★ You-statement

Practice.

7. Understand how the brain works

Rightvs.Left

StorySelling for Financial Advisors: How Top Producers Sell (Scott West & Mitch Anthony)

“...If you focus on logic, numbers,

reasons and rationale when you sell, you’re putting half your client’s

brain to sleep... [the half that makes decisions]”

“Communication is the transfer of emotion.”

– Seth Godin

8. Listen more than you talk

What’s In It For Me?

9. Practice Active Listening

Discuss.

• Be InterestED (not interestING)• Ask good questions• Focus on the conversation• Keep an open mind• Seek to understand the other person• Make eye contact• Turn towards speaker, lean forward or subtly

mirror body language• When talking about yourself, make it relevant

to things the other person said or implied• Probe for clarification• Restate what they’ve said• Recap what they’ve said• Interpret what they’ve said

Practice. Groups of 3.

social is the new business10. Tell stories

What if you had to do your job, but couldn’t use any data, charts, brochures or materials?

“Did you know that Alexandra Nechita, the artist, is only 13 years old?”

“Her parents fled Communist Romania and came here with nothing...”

The elements of a “good story”

What kinds of stories could you tell? Share.

11. Create an“Elevator Pitch” (or a handful)

•“Teaser” not “Pitch”

•Benefits (not features)

•Right brain (use stories / humor / analogies)

•Short & sweet

•Open the door to dialogue/questions

•Make an offer (i.e., call me even if youjust want some ideas or advice)

Practice.

12. Watch out for common pitfalls

To watch out for:

• Distribution of eye contact• Arms/hands/fidgeting• “Resting face”• Smile-talking • Personal space / proximity• Leaning in• Other people around you

13. Know when & how to move on...

Techniques for moving on•The “let’s plan a time to take this

conversation further”

•The introduction & exit

•The “let’s go mingle”

•The “who are you here to meet?”

•“Since we both came here to ‘network’ - perhaps we should brave the crowd?”

www.MichelleVillalobos.com

the perfect 10 in networking & sales - michelle villalobos presentation for great florida bank,...

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