BUSINESS NETWORKING

Networking is the Start of the process---

not the beginning, middle, and end of the story.

YOUR TOP PRIORITY

BUILDING RELATIONSHIPS FIRST

“ Without good relationships with prospects, customers, and referral alliances, you cannot create unlimited referrals.”

Unlimited Referrals, by Bill Cates

WHAT ARE THE STEPS FOR EFFECTIVE NETWORKING?

•Meeting people at a networking

event is merely the

•FOUNDATION

•upon which a

•FUTURE BUSINESS RELATIONSHIP

•AND its

•REFERRALS are built.

Networking is a LEARNED SKILL. There are MULTIPLE TECHNIQUES that,

IF PRACTICED, yield results. What are some of those techniques?

SALES TOOL X

RELATIONSHIP BUILDING

Networking is more about

You Need A

REFERRAL MARKETING BUSINESS

#1 Identify your TARGET MARKETS –

your IDEAL CLIENT PROFILE/S

How do you do that?

•What do they look like?

•Can you give an exact personal or business

name?

•Where do they live or work?

•What needs do they have that you can solve?

•What is their lifestyle?

•What event is coming up in their life?

•Baby, Marriage, new job or business, graduation, divorce

Consider the answers to these questions:

#2 Identify the IDEAL REFERRAL PARTNERS who

can deliver a STEADY STREAM of those clients.

These are PROFESSIONS who ALREADY SERVICE your ideal client.

Where are these

professionals ?

SEVEN TYPES OF NETWORKING

ORGANIZATIONS

1. Casual Contact Networks (chambers)

2. Strong Contact Networks (Business Network Intl. or

BNI)

3. Community Service Clubs(Rotary, Lions, Kiwanis)

4. Professional Associations (American Bar Assoc;

National Speakers Assoc; American Medical Assoc.)

5. Social/Business Clubs (Jaycees; Singles)

6. Women’s and Ethnic Organizations (NAWBO)

7. Online/Social Media Networking

Pick the Right Group/s for You

PREPARE YOUR “INTRODUCTION” BEFORE YOU ATTEND.

AVOID “Everyone who…” “Anyone who…” Do you REALLY want everyone?

Your introduction should INTRIGUE the other person.

Craft your introduction to clearly DEFINE A VALUE someone receives from your product or service. TIP: Begin with a question that addresses that need or pain.

Attending the Event

Go with the correct objective in mind –

building relationships rather than “closing deals”.

Ask yourself the following questions: 1. Who can I meet who could help my clients? 2. Who does something I don’t do quite as well and who I can collaborate with to provide the best, most complete service for my clients? 3. Who could be a possible connection for me personally?

Your IMAGE & YOUR CONVERSATION

A. Smile – the ultimate connection in any language

B. Appear Professional, friendly, and NOT “Out for Self”

C. Don’t monopolize the conversation – even if they ask you questions.

TIP: Leave them wanting to hear more by saying: “You know, I would love to share more about what I do, but first, I would love to know more about your business.”

LISTENING

•Is the MOST IMPORTANT RELATIONSHIP SKILL you can practice.

•Ask QUESTIONS and genuinely TAKE AN INTEREST in those you meet. Ask questions like:

–What made you choose your career?

–What do you like most about it?

–When I am out networking, how can I identify a good client for you?

NATURE

TEACHES US SOME

GREAT LESSONS

EUCALYPTUS TREE

From 6 ft. to 330 ft. tall Shallow Root System

90 % of roots grow in top 12 inches of soil but extends 100 feet

Taproot must grow down into soil at least 6 ft. to anchor

Sways and blows over in high winds.

California Redwood

Average height – 250 ft.

Shallow root system but they extend over 100 feet.

Intertwines its roots with other trees around it!

Doesn’t succumb to destructive forces.

Dry Farming

Never irrigated – whether dry season or rainy.

Roots must grow DEEP to tap into year- round underground water supply.

Produces sweet grape made into expensive wine.

Use Networking Events as

AN OPPORTUNITY TO IDENTIFY PEOPLE with whom you WANT TO MEET WITH AGAIN.

FOLLOW UP

1. Set an appointment.

2. Explore ways you can bring value to them (first) - professionally or personally.

3. Never overwhelm them with you!

4. Don’t exclude meeting with competitors.

LEARN THE PROPER

NETWORKING TECHNIQUES

TO CREATE

REVENUE IN RELATIONSHIPS