Effec%ve  Networking  

#SageSummit  @LeadingResults  

“I  like  to  define  networking  as  cul%va%ng  mutually  beneficial,  give-­‐and-­‐take,  win-­‐win  rela%onships…  The  end  result  may  be  to  develop  a  large  and  diverse  group  of  people  who  will  gladly  and  con%nually  refer  a  lot  of  business  to  us,  while  we  do  the  same  for  them.”  –Bob  Burg    

Leading  Results  Core  Marke%ng  Mantra  

•  Don't  talk  about  the  products  you  sell;  talk  about  the  problems  you  solve.      

•  Then  talk  about  the  remarkably  different  way  that  I  will  experience  working  with  you  as  you  solve  those  problems.    

•  Be  sure  you  tell  me  what  I  get;  NOT  what  you  do.    Because  I  don't  have  %me  to  figure  out  if  what  I  need  is  what  you  do.    

Why  master  networking?  

•  One  of  the  best  ways  to  grow  your  business  

Great  Networking  Starts  Before  the  Event  

You  have  to  have  a  strategy!  

If  you  are  an  introvert…  

Appreciate  your  introversion.  •  Don’t  try  to  “fix”  it.    •  Introverts  are  great  listeners  •  Introverts  are  very  observant.    

 

Networking  Strategy  

Find  out  who’s  a<ending  and  set  a  goal  of  how  many  people    you  want  to  meet  

Networking  Strategy    

Decide  what  you  will  be  listening  for  

Networking  Strategy  

Come  up  with  a  conversaCon  starter    “Who  are  you  hoping  to  connect  with  at  this  event?”  

“What  does  a  great  customer  (partner)  look  like  for  you?”  

Networking  Strategy  

What  will  you  say  about  your  company?  

Networking  Strategy  

Talking Logo  

We  Help  X  do  Y  

Exercise  

Take  out  a  piece  of  paper:  

•  Write  down  3  types  of  businesses  that  would  be  good  to  meet  at  a  networking  event  that  are  not  good  customer  prospects  

During  the  event  

Be  approachable    

During  the  event  

Make  sure  that  you  are  building  rela%onships,  NOT  SELLING!  

During  the  event  

Ask  permission  to  send  your  newsle^er  or  marke%ng  content  

During  the  event  

Close  the  conversa%on  with  a  next  step…  

During  The  Event  

Make  sure  You  Bring  Enough  Business  Cards  

Exercise  

•  Take  out  a  piece  of  paper  –  do  A  or  B  A.  Write  down  a  conversa%on  starter  

»  Something  you’ll  wear  »  Something  you’ll  say  

B.  How  would  you  describe  your  company’s  value  (talking  logo)  in  12  words  or  less?    (A,  The,  And  don’t  count)  We  help  X  do  Y  

Aaer  The  Event  

It’s  follow  up  that  makes  it  all  work  

Aaer  The  Event  

Follow  up  the  next  day  

Aaer  The  Event  

Connect  with  them  on  social  media  

Aaer  The  Event  

Set  that  appointment  to  meet  

Aaer  the  Event  

Nurture  the  relaConship  

Leading  Results  •  Marke%ng  services  agency  –  coaching,  consul%ng  and  doing    

u  1:1  Coaching  &  Consul%ng,  Group  Coaching  u  Frac%onal  VP  of  Marke%ng  u  Public  Rela%ons  &  Social  Media  Consul%ng  u  Referral  Marke%ng  Coaching  and  Strategy  u  Leading  Results  Sales  and  Marke%ng  Academy  u  Hubspot  Cer%fied  Partner  

•  Authorized  Duct  Tape  Marke%ng  Consultants  •  Offices  in  Los  Angeles,  Boston,  Philadelphia  and  Charlo^e  •  Clients  through  14  %me  zones  •  Our  clients  put  POWER  in  their  WOW  

         (process,  organiza%on,  why,  exper%se,  referability)  

   

Summary    

• Have  a  strategy  before  the  event  • Make  sure  you  are  doing  the  right  things  at  the  event  •  The  key  to  the  shooCng  match  is  the  follow  up!  

Resource  

Lisa  Petrilli    

Offer  Complimentary  45  minute  call  to  

develop  your  talking  logo  

We  help  small  businesses  stop  was%ng  money  on  marke%ng    

Contact  Us  Web:  www.leadingresults.com  Email:  dkraus@LeadingResults.com    Phone:  704-­‐875-­‐1188  Twi^er:  @LeadingResults  FaceBook:  facebook.com/DFKraus  LinkedIN:  linkedin.com/in/LeadingResults