Win new business!

State of your Business Relationship

Win New BusinessAgenda

Relationship Test

Drawings

Are Your Business Relationships on “The Rocks?”

The 2 Minute Networking Drill

Your Score

10 Proven Methods to Build better Business Relationships

Questions

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“I talked to her at last month’s meeting, but I can’t figure out what to do next. If I don’t do something pretty soon, she’ll forget who I am and what we have talked about.” Nancy, small business owner

“I know I should stay in touch with past clients, but I don’t know what to say when I call.” Roger, freelance designer

“To me the problem is that I go to a networking event and meet people and then – nothing happens. What am I doing wrong? Sue, nonprofit

What’s The Problem?Staying in touch

In today’s information and service economy, people are the product and INFORMATION is the currency.

• How does your network rate?90% of all conversations Americans have about products, services and brands take place offline

However, online services help follow, track,connect to and meet with others

• Jot down the names of 10 networking contactsRate each relationship separately – BE HONEST

-Begin with number 1 on your list

QuizRate Your Relationship

Relationship Quiz

1. Mike Perini

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Rate Your RelationshipsNames of 10 networking contacts

Score 8

Recognizes my name instantly when I call.

Circle Y for YES; Circle N for NO – Do You Agree? My networking contact

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Knows me well enough to recognize me “out of context,” at the store, in a new group. Etc.

Demonstrates knowing my face AND my name by coming up to me in a crowd and saying hello and byintroducing me accurately to others.

Has my phone number handy in his/her address book or Rolodex.

Knows the name of my company/no-profit and where it is located so well that he/she could give peopledirections to it.

Can describe accurately what I do.

Gives vivid examples of what I do.

Knows that I am good at what I do and can cite reasons why my service or product is superior.

Circle Y for YES; Circle N for NO My networking contact

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Knows of some independent verification of my expertise – an award, certification, guest speaker/panel member or third party endorsement.

Regularly sends me valuable information and resources.

Responds to requests from me.

Knows what kind of customers or clients my products or services will appeal to and is on the lookout for those people.

Always speaks well of me to other people and passes my name around.

Regularly refers qualified customers or clients to me.

Consistently creates opportunities to stay in touch with me.

Circle Y for YES; Circle N for NO My networking contact

15

Score YourselfAdd # Ys for each contact

1-4

5-89-12

13-15

1-4 You do not yet have a viable networking relationship with this contact.

5-8 Your contact should know a lot more about you so he/she can provide better support for you.

9-12 Your contact is on the verge of becoming really valuable to you and is providing quite a bit of assistance.

13-15 You should be reaping the bottom-line benefits of networking. Your relationship with your contact is solid.

Word-of-mouth matters!

Score TotalsRe-connect, follow up and stay in touch

Relationships in a Nutshell4 stages – YOU must take responsibility

Stage 1: Taking

Stage 2: Trading

Stage 3: Teaching

Stage 4: Trusting

The Reciprocity Principle: Give and you will get more than you gave…

Make a routine.

To build better business relationships for 201310 Proven Methods

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Be honest.

Make a personal connection.

Master the Follow-Up.

Be aware you are representing your company in your attire, attitude and efforts.

Take responsibility for your mistakes. Apologize and offer a solution.

Send handwritten thank-you notes for gifts, meals, favors done for you, and big opportunities.

Notice publicity.

To build better business relationships for 201310 Proven Methods

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Throw a party.

Take an active role.

NETWORKING: It’s not about using people. It is about relating to people in a way that is mutually beneficial.

Networking

Think before you go – What are your goals for this event?

Use cards wisely – Don’t be a poker dealer!

Skip the mass e-mail – Be specific and personal

Name-drop with care – Don’t overstate the relationship

Follow through – Do what you say you were going to do!

2 minute Networking DrillIt is all about connections!

Think

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Use

Follow through

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