networkingworks! February 8, 2012 Deborah A. Sawyer
About Sandler Training Global leader in Sales and Sales Management Training and Coaching. 270 Sandler training centers around the world Sandler Training recognizes and capitalizes on the power of reinforcement.
AGENDA Biggest Networking Challenges Building Productive Relationships for Mutual Gain Q&A
Desired Outcome Understand that there is a strategic approach to networking Identify common networking problems Build an on-going stream of qualified referrals
Your Biggest Networking Challenges are
How much is Networking worth to your business this year?
What Is Your Personal Level Of Commitment To Do Away With These Challenges?
Common Networking Challenges 1. Getting Started 2. Starting a conversation with someone you don t know 3. Identifying the right group to join to get business contacts 4. Setting goals 5. Staying motivated 6. Differentiating myself from my competitors
Common Networking Challenges cont d 7. Finding effective tools I can use 8. Following up with people 9. Building relationships quickly 10. Frustrated watching people s eyes glaze over when I tell them what I do 11. Tired of networking and not getting many referrals. 12. Spending a lot of time with people who don t buy
networkingworks! Step 0 Setting Smart Goals Step 1 Prepare Your Foundation Step 2 Define Your Target Market Step 3 Emotionally Engage Your Network Step 4 Identify 5 10 Key Relationships Step 5 Join Strategic Organizations Step 6 Building Your Personal Board of Directors Step 7 Be Interested & Interesting Step 8 Deliver Incredible Value Step 9 Design Your Referral System Step 10 Follow Up: Consistently, Constantly Step 11 Track Your Results Step 12 Be Accountable to the Program
Step 0 SMART Goals Specific Measurable Achieveable/Actionable Realistic Time Bounded
Step 1 Prepare Your Foundation
Foundational Elements Commitment to the Process Attitude Passion for Your Networking Need Responsibility Step Outside Your Comfort Zone Get Positive, Stay Positive Passion around your Product or Service For Your Behaviors and Actions
Foundational Elements Commitment to the Process Attitude Remind yourself of the goal & outcome Dress for Success Passion for Your Networking Need Responsibility Love the one you are with Prescribe to a form of accountability tracking
Foundational Elements
Step 3 Emotionally Engage Your Network
Creating your Unique Selling Proposition 1-2 sentences Clearly defined, so anyone can understand it It is believable
Developing your Unique Selling Proposition List all the reasons someone will do business with you. Which ones trigger an emotional response? List the most significant problems you uniquely solve. Which are most important to your best clients/target company? Which are the hardest for the competition to imitate?
Developing your Unique Selling Proposition List the reasons someone would do business with your competitors. Which trigger an emotional response or are most compelling? List all the problems they uniquely solve. Based on this comparison to your competition and the understanding of your unique compelling emotional reasons, What is your unique competitive advantage?
Communication Wheel Tonality 38% Verbal 7% Physiology 55%
30 Second Commercial Introduction I m (your name) with (name of company). We are a (type of company) that specializes in (product/service). Emotional Compelling Reasons: We ve been very successful in working with companies who were concerned about (potential problem 1) (potential problem 2) (potential problem 3) USP One sentence unique to you/your product Hook Question Draws them in and leads to compelling emotional reason
Step 5 Join Strategic Organizations
Step 7 Be Interested & Interesting
Primary Sensory Dominance Visuals - People who make sense of the world through sight. Auditories - People who make sense of the world through sound. Kinesthetics - People who make sense of the world through touch.
Active Listening People have an inherent need to be heard and understood Reflect back what you believe you heard Ask for: Confirmation or Correction Reflect by: Restating Paraphrasing Mirroring
Physiology Matching/Mirroring What can we mirror? Posture Stance Handshake Body
People don t care how much you know until they know how much you care. John Maxwell
Questions for New and Developing Relationships 1. How long have you been in this business/industry? 2. How did you get into this line of work? 3. What do you enjoy most about your work? 4. What do you do to promote your business? 5. What is your ideal client? How would I recognize them? 6. What are the most significant benefits your client(s) receive from working with you? 7. What is new and exciting in your industry? 8. What activities are most profitable or productive for you? 9. How has your industry changed over the past 50 years? 10. What do you do for fun?
Creating Our Own Strategic Questions
Upcoming Program: Networking Works February 17 101 Telok Ayer Street #03-04
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