created by mike segall for the business resources group - all

Created by Mike Segall for The Business Resources Created by Mike Segall for The Business Resources Group - all rights reserved and any material copyrighGroup - all rights reserved and any material copyrighted by the author or authors ted by the author or authors

You Can Be An Outstanding You Can Be An Outstanding Networker!Networker!

Mike SegallMike SegallPresentation made at the Growing Your Own Business Presentation made at the Growing Your Own Business

Exhibition in Manchester January 26th 2008Exhibition in Manchester January 26th 2008

With thanks and acknowledgements to two great friends and With thanks and acknowledgements to two great friends and outstanding networkers Nicole Bachmann and George outstanding networkers Nicole Bachmann and George

MetcalfeMetcalfe


Mike SegallMike Segall

Marketing Consultant and Serial EntrepreneurMarketing Consultant and Serial Entrepreneur

Strategic business and management Strategic business and management backgroundbackground

Over 20 years experience in networkingOver 20 years experience in networking

Managing Director or Founder of 6 companiesManaging Director or Founder of 6 companies

Accredited Lecturer in Networking at City Accredited Lecturer in Networking at City University, LondonUniversity, London

Active member of numerous networking Active member of numerous networking organisationsorganisations

Speaker and Chairman at various training & Speaker and Chairman at various training & networking eventsnetworking events


Why do we network? – The Why do we network? – The BenefitsBenefits

To get BusinessTo get Business

ConnectionsConnections

Social expansionSocial expansion

To get knownTo get known

Because it’s funBecause it’s fun

To Give BusinessTo Give Business


What are we afraid of?What are we afraid of?

RejectionRejection

Public speakingPublic speaking

Presenting/selling ourselvesPresenting/selling ourselves

Educated not to talk to strangersEducated not to talk to strangers

Being boring Being boring

Being boredBeing bored


How do we cope with our fears?How do we cope with our fears?

By facing our fears and dealing with themBy facing our fears and dealing with them

By learning and educationBy learning and education

By planning and focusingBy planning and focusing

By using the toolsBy using the tools

By practising at every opportunityBy practising at every opportunity


Where can we do it?Where can we do it?

Networking Organisations – The Business Networking Organisations – The Business Resources GroupResources GroupFormal networking events – breakfast Formal networking events – breakfast groups, like BNI and BRXgroups, like BNI and BRXOpen networking events – Chambers of Open networking events – Chambers of Commerce, Ecademy, Aurora Women’s Commerce, Ecademy, Aurora Women’s Network, etc Network, etc Social events – Weddings, Anniversaries, Social events – Weddings, Anniversaries, PartiesPartiesEverywhere else – Airports, Trains, in the Everywhere else – Airports, Trains, in the PubPub


Networking ToolsNetworking ToolsYour brainYour brainYour attitude – enthusiasm/ Givers Gain/objectivesYour attitude – enthusiasm/ Givers Gain/objectivesYour willingness to promote yourselfYour willingness to promote yourselfYour earsYour earsYour badgeYour badgeYour business cardsYour business cardsYour 60 seconds presentationYour 60 seconds presentationYour stories (Testimonials/case studies/PR - Your stories (Testimonials/case studies/PR - anecdotal)anecdotal)A penA penJacket/suit with 2 pocketsJacket/suit with 2 pockets


Self promotion – Why?Self promotion – Why?

RecognitionRecognition

Career– people deal with peopleCareer– people deal with people

Politeness – people want to know who they Politeness – people want to know who they are dealing withare dealing with

We spend our lives doing it, so we might We spend our lives doing it, so we might as well do it wellas well do it well


Self Promotion – How?Self Promotion – How?

be passionatebe passionate

personalised – it has to be truepersonalised – it has to be true

committed – we have to believe in itcommitted – we have to believe in it

effective – it has to get the message effective – it has to get the message acrossacross

observe the 3 Cs – clear, concise and observe the 3 Cs – clear, concise and compellingcompelling

try to speak secondtry to speak second


Effective 60 SecondsEffective 60 Seconds

6 key things to include:6 key things to include:

NameName

CompanyCompany

What is it you do?What is it you do?

What referral are you looking for? – Be What referral are you looking for? – Be Specific!Specific!

Benefit StatementBenefit Statement

Memory HookMemory Hook


Effective 60 Seconds – NameEffective 60 Seconds – Name

always begin by stating clearly and slowlyalways begin by stating clearly and slowly

give business card when you state it give business card when you state it (either at the beginning or end)(either at the beginning or end)

restate at the endrestate at the end

don‘t be surprised when people don‘t don‘t be surprised when people don‘t remember it!remember it!


Effective 60 Seconds - CompanyEffective 60 Seconds - Company

state clearly and slowlystate clearly and slowly

don‘t mix with anythingdon‘t mix with anything

restate at the endrestate at the end

don‘t be surprised if people ask a don‘t be surprised if people ask a question! question!


Effective 60 Seconds Effective 60 Seconds What is it you do?What is it you do?

observe the 3 Cs! (clear,concise and observe the 3 Cs! (clear,concise and compelling) compelling) avoid saying too muchavoid saying too muchconcentrate on what other person might concentrate on what other person might be looking for (speak 2nd)be looking for (speak 2nd)practise a lot with family and friendspractise a lot with family and friendsbe committedbe committedanswer questions with “yes, and... (instead answer questions with “yes, and... (instead of “no, but...)of “no, but...)


Effective 60 SecondsEffective 60 SecondsWhat are you looking for?What are you looking for?

prepareprepare

be specificbe specific

ask for itask for it

be clearbe clear

use “Who do you know... or “I am looking use “Who do you know... or “I am looking for...for...

once you have got it FOLLOW UP (more of once you have got it FOLLOW UP (more of that later)that later)


Effective 60 Seconds Effective 60 Seconds Memory HookMemory Hook

be briefbe briefbe memorablebe memorablerhyme if you‘re good at it rhyme if you‘re good at it try out on friends/family – ask them what it try out on friends/family – ask them what it means to themmeans to themhas to relate to your service/producthas to relate to your service/productuse it as strapline (i.e. every time you use it as strapline (i.e. every time you mention your service/product)mention your service/product)don‘t expect people to remember it don‘t expect people to remember it immediately!immediately!


Self Promotion - SummarySelf Promotion - Summary

personalisedpersonalised

committedcommitted

effectiveeffective

and most importantly:and most importantly:

clear, concise and compellingclear, concise and compelling(i.e. listen more than you talk and don‘t (i.e. listen more than you talk and don‘t

waffle)waffle)


Successful NetworkingSuccessful Networking

The Golden Rule:The Golden Rule:

People will do business with and refer People will do business with and refer business to those people they know, like, business to those people they know, like,

trust and respect.trust and respect.


How can you ensure the Golden How can you ensure the Golden Rule works for you?Rule works for you?

The art of Follow-upThe art of Follow-upWhat is effective follow-up?What is effective follow-up?– Immediate/promptImmediate/prompt– ThoroughThorough– Involving all partiesInvolving all parties– ContinuousContinuous– Thank you for your referral!Thank you for your referral!

What message are you giving by doing/not What message are you giving by doing/not doing it?doing it?

What are the consequences?What are the consequences?


Outstanding Networkers – the Outstanding Networkers – the ‘Dos’‘Dos’

Listen – what makes a person interesting?Listen – what makes a person interesting?

Evoke – body language, sounds, Evoke – body language, sounds, affirmations, open questionsaffirmations, open questions

Clarify – check you have understoodClarify – check you have understood

Discuss – let other person come to own Discuss – let other person come to own conclusion, don’t offer opinion conclusion, don’t offer opinion immediatelyimmediately

Support – Givers GainSupport – Givers Gain


Outstanding Networkers – the Outstanding Networkers – the ‘Don’ts’‘Don’ts’

Talk at (rather than with) peopleTalk at (rather than with) people

Scan the room for other ‘victims’Scan the room for other ‘victims’

Low energy – the only thing more catching Low energy – the only thing more catching than enthusiasm is the lack of it!than enthusiasm is the lack of it!

Interrupt speakerInterrupt speaker

Break into closed group – body language!Break into closed group – body language!

Forget to bring your business cards Forget to bring your business cards


10 Networking Questions that 10 Networking Questions that work every timework every time

1.1. How did you get started in your business?How did you get started in your business?2.2. What do you enjoy most about your job/profession?What do you enjoy most about your job/profession?3.3. What separates you/your company from theWhat separates you/your company from the

competition? (gives the other person ‘permission tocompetition? (gives the other person ‘permission toboast’)boast’)

4.4. What advice would you give someone just starting What advice would you give someone just starting ininyour business? (gives the other person the your business? (gives the other person the opportunity to feel they know it all and are opportunity to feel they know it all and are mentoring someone- i.e. giving something valuable mentoring someone- i.e. giving something valuable to someone else)to someone else)

5.5. What is the one thing you would do with your What is the one thing you would do with your business, if you knew you could not fail?business, if you knew you could not fail?


10 Networking Questions that 10 Networking Questions that work every time (continued)work every time (continued)

6.6. What significant changes have you seen take What significant changes have you seen take place in your profession through the years?place in your profession through the years?

7.7. What do you see as the coming trends in yourWhat do you see as the coming trends in yourprofession?profession?

8.8. What is the strangest (or funniest) incident that What is the strangest (or funniest) incident that you have ever experienced in your business?you have ever experienced in your business?

9.9. What have you found to be the most effective What have you found to be the most effective ways of promoting your business?ways of promoting your business?

10.10. What one sentence would you like people to What one sentence would you like people to use in describing the way you do business?use in describing the way you do business?


George Metcalfe’s Top 10 Tips for George Metcalfe’s Top 10 Tips for Fearless NetworkingFearless Networking

1.1. Be thereBe there2.2. Be more interested in the person you areBe more interested in the person you are

talking to than yourselftalking to than yourself3.3. Be genuinely enthusiastic about the Be genuinely enthusiastic about the

otherotherperson’s ideas and plansperson’s ideas and plans

4.4. When you tell what you do, make it When you tell what you do, make it sound really exciting and keep it briefsound really exciting and keep it brief

5.5. Record details of relevant meetings and Record details of relevant meetings and follow up quicklyfollow up quickly


George Metcalfe’s Top 10 Tips for George Metcalfe’s Top 10 Tips for Fearless Networking (continued)Fearless Networking (continued)

6.6. Do everything to GIVE, rather than think ofDo everything to GIVE, rather than think ofGAINGAIN

7.7. Boldly refer/introduce people to each otherBoldly refer/introduce people to each other8.8. Understand that asking questions makes youUnderstand that asking questions makes you

an interesting personan interesting person9.9. There is no such thing as selling, only There is no such thing as selling, only

researchresearch10.10. You are terrific! – But forget that when You are terrific! – But forget that when

you are talking to the other person!you are talking to the other person!


The Way Ahead – what to do nextThe Way Ahead – what to do next

Get thinking about your USP, a benefit Get thinking about your USP, a benefit statement and a memory hook for your statement and a memory hook for your businessbusinessPut together a 30 second, a 60 second and Put together a 30 second, a 60 second and a 90 second version of your Elevator Pitcha 90 second version of your Elevator PitchPractise it in a safe environment – e.g.with Practise it in a safe environment – e.g.with family and friendsfamily and friendsGet out there and do it – don’t be scared!Get out there and do it – don’t be scared!Develop a Networking PlanDevelop a Networking Plan


Questions & FeedbackQuestions & FeedbackWhat else would you like to know?What else would you like to know?

What did you like about the What did you like about the presentation?presentation?

What could have been better?What could have been better?

What else would you liked to have seen?What else would you liked to have seen?


You Can Be AnYou Can Be An Outstanding Networker! Outstanding Networker!

Thank you very much for attending and Thank you very much for attending and participatingparticipating

Please note we run a one day practical Please note we run a one day practical course “You Can Be An Outstanding course “You Can Be An Outstanding Networker!”Networker!”

e-mail: e-mail: [email protected]@businessresourcesgroup.co.ukTel: 020 7725 7707Tel: 020 7725 7707

created by mike segall for the business resources group - all

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