Or…Networking for the Non-salesman or… Networking for the Introvert Monday, July 30, 2009

twitter my ass

or…Networking for the Non-salesmanor… Networking for the Introvert

Monday, July 30, 2009

Social networking the way it was meant to betwitter my

ass

Copyright 2009 SWAT Madison, LLC

Social Networking

match.com

Would you marry someone you met on match.com without physically meeting them first?


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Social Networking

Would you hire someone to work for your business based only on a resume?


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Social Networking

Networking is not as much about how many men or women you date, it’s about the one you pick to marry.


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Social Networking

Social networking is great for initial introductions or doing business with someone out of state.

PERIOD

But if you want to do business in Madison with people in Madison, you need to personally meet them.


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What is Networking?

Networking is a systematic strategy of maintaining consistent contact with people so that they remember you when they need you.


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Building Relationships

All of our relationships are based on our values.

When we share another person’s values, we feel close to them immediately.


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Building Relationships

People like doing business with people they like.

So how do I get them to like me?


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Likability

1. Action 1

2. Action 2


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Typical Networking Strategy

You hand out 1,000 business cards If you don’t follow-up with the 95% who didn’t respond, you are passing up sales!

They may be interested, but the timing isn’t right. You are just teeing up business for your competitor!

The key is to be ever-present in their minds.

You talk with 100 people.

And 5 people buy.


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7-Touch System

1 2 3 4 5 6 7 8 9 10

Most businesses stop after 3 attempts at making a sale.People are more ready to buy after 7.


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7-Touch System

You need to “touch” people 7 times before they really know and understand who you are.

• Face-to-face meetings• Note cards• Phone conversation• Email• Advertisement• See you at a restaurant• Word of mouth

Maximize and control those touch points!


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It’s About The Numbers…

There are only a certain number of people in the world that are willing to buy what you have to offer.

The more people that you meet, the better your chances are of finding one.


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…and The Timing

People buy when they are ready to buy, not when you are ready to sell.


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OK. How Do I Do It?


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Prospecting vs. Networking

YOU

pros●pect●ing1. possibility of something happening soona chance or the likelihood that something will happen in the near future, especially something desirable

YOU

net●work●ing1. guarantee of something happeningyour dedicated efforts to ensure that something will happen in the near future, especially something desirable


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3 Networking Myths


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Networking Myth #1

“I can make at least one sale at each networking event that I attend.”

WRONG!


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Networking Myth #1

Typically, you won’t do business with someone you network with. You will do business with someone they know.

So you don’t have to SELL!


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Networking Myth #2

“I need to hand out as many business cards as I can.”WRONG!


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Networking Myth #2

“I need to get as many business cards as I can.”


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Networking Myth #3

“Wear your nametag on your right shoulder so people can read your name while shaking your hand.”

WRONG!


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Networking Myth #3

It’s not as important where you wear your nametag as it is how legible it is to read.


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10 Networking Rules


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Rule #1: Go With a Friend

• You double your chances of knowing someone.• It’s easier to have a conversation if you

get stuck.• You can bail each other out.


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Rule #2: Get There Early

• Most functions allow networking before the meeting/seminar.• You increase the amount of time to have

to meet someone.• It’s much less overwhelming to walk in

to a room of 5 versus 500.• It’s a much more relaxed way to start.


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Rule #3: Eat First

• Make sure you get your free dinner.• Less likely to be juggling food when you

really start networking.


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Rule #4: Sit Down Late

• If you sit down first, it’s someone else’s choice who sits next to you.• Scope the sitting audience and find

someone you don’t know…and sit next to them!• Introduce yourself.


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Rule #5: Don’t Answer Phone

• Remember, the most important person at the event is the person with which you are currently engaged in conversation.• To answer a cell phone says

they’re #2 on your list.


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Rule #6: Don’t Talk. Listen

When you ask questions about me, you’re talking about my favorite subject.


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ListeningA psychiatrist bought a first-class plane ticket from New York to L.A. The project was this: He would engage the person sitting next to him in a conversation where he, the psychiatrist, wouldn’t make any statements at all, only ask his seatmate questions, during the entire six-hour flight – okay?

The plane lands in L.A. and the psychiatrist has his team of researchers interview his seatmate.


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Listening

Two key points came out of the interview:

1. First, the man who sat next to the psychiatrist didn’t know his name. Pretty solid evidence that the psychiatrist indeed gave him no information at all, only asked questions.

2. Seatmate said the psychiatrist was the single most interesting person he had ever met in his life!


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Conversation

Enter with Personal

TalkBusiness

Leavewith

Personal


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Rule #7: Stand Out

Rummage SaleMy wife’s away on business and I’m

cleaning house. Everything goes before she get’s back!

Saturday, June 128:00 AM – 4:00 PM207 Miramar Drive

Green Bay, WI


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Rule #8: Give Them Something

• Tell them where to find the best Mexican restaurant• Refer them to a qualified babysitter• Give them a Microsoft Office trick• Forward them a magazine article they

might be interested in

ANYTHING!


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Rule #9: Follow-Up

• Sets you apart from everyone else they met last night that didn’t follow up.• Tells them you listened and that you cared.• Counts as another one of seven touches!


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Personal Note Cards• Inexpensive

(Avery 2315)• Keep note cards

and stamps in your car to immediately follow-up

• Adds to the “7 touch”


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Personal Note Cards

Cut slots or tape a business card.


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How Else Can I Network?


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Volunteer

• Don’t volunteer just to get business• Volunteer for a non-profit that you are

passionate about• Get actively involved


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Join an Organization

• Don’t join just to get business• Join an organization that you believe in• Get actively involved

twitter your ass

Documents

Or…Networking for the Non-salesman or… Networking for the Introvert Monday, July 30, 2009