TURNING RELATIONSHIPS INTO REVENUE

TURNING RELATIONSHIPS INTO REVENUE

Susan KnoxCorporate Connections

Steve Gross Story

It is a known fact that people would rather do business with people they know, like and trust.

People they Know People they Like People they Trust Be visible

Show up

Participate

Approachable

Warm

Engaging

Always do what you say you will

No exceptions or excuses

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The Formula For Success =

Your Intellectual Capital (What You

Know)

Times Your Social Capital (Who Knows You)

Times Your Reputation (Who Trusts You)

STOP NETWORKING!

* Start Building Profitable Relationships

“Networking” is one of my least favorite terms…. It is overused and very common. Many people have a

negative connotation regarding “Networking”.

Start Creating Profitable Relationships!

Make Business Development a PROACTIVE Activity vs. a REACTIVE Activity

I guarantee you positive results rapidly!

* You Can’t Cheat the Process!

Business Development vs. Sales Mindset

Ask 10 different people the difference between BD & Sales & you get 10 different opinions….

In my opinion, Business Development is many different activities including Introducing, Representing, Promoting, Marketing, Endorsing, Showcasing & Selling your Company.

Sales includes some of these activities, but is more transactional and more about closing the deal and getting a signed contract.

When thinking about Business Development ~ Building Profitable Relationships remember it takes

time (preparation) and money (resources)

Having a Game Plan and the Right Tools is imperative for success!

Necessary Business Development Tools

› Elevator Pitch› Business Cards› Wardrobe and Grooming› Essential Accessories

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Create your personal elevator pitch

Don’t sell printing› Sell the beautiful brochures that will be

produced as a result Don’t sell financial planning

› Sell the money that will be used to educate, travel and create a wonderful lifestyle

Don’t sell eyeglasses› Sell better vision

Elevator Pitch

Essential Elements of a Powerful Elevator Pitch

Concise Clear Powerful Visual Tell a Story Targeted Goal Oriented Has a Hook

Your Business Card is a reflection of you › Keep them nice, clean and un-tattered

Use a Business Card Case

Always keep extra Business Cards in your trunk or glove compartment› Never run out ~ It is unacceptable and

unprofessional~› Remember ~ Be Prepared!!

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Business Card

An attractive Personal Presentation is your Passport to Success.

When in doubt ~ Dress UP!

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Essential Wardrobe and Grooming

Essential Accessories

Portfolio Professional Looking Brief Case Professional Looking Writing Pen

(Not from your dry cleaners!)

Walt Story

1st Day of MBA Class at Emory his Professor said if you don’t remember anything else from this class….

“Ask yourself on a daily basis What Business Am In”?

Everything you do and say must reinforce “The Business You Are In”

Groups To Become Involved With For Business Development

Business Builder Series Association For Corporate Growth Executive Sales & Marketing Association The Ritz Group- New Format 2011_____________________________________ Alumni Associations Trade Associations Non-Profits

Name Badge› Always Put Your Name Tag on Your ________

Shoulder

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It’s Showtime!

Use the rule of 75/25

› Spend 75% of your time meeting and making new contacts

› Spend 25% of your time maintaining your relationship with existing customers.

› 0% of time with friends and co-workers

Working the Room

When you attend a function do not sit with people you know….

Get out of your comfort zone and sit with new people! After all, this is WHY

you are spending your Time and Money to attend ~ to identify and build Profitable Relationships!

Extend your hand Warm smile and introduce yourself Firm Handshake not Weak or Limp

Women be very aware of the “Limp Fish”

Men do not need to be “The Crusher”

Introducing Yourself

5 Very Important & Powerful Words To Ask

How Can I Help You?

*Billy Story

If it is someone you would like to have their card and visa-versa› Take a moment to look at the persons business

card-this lets them know that you are interested in who they are and what they do.

› Repeat the persons name, “John it was very nice to meet you.”

The Business Card Exchange –

Do NOT automatically hand everyone your business card

Networking Mongrel

Do not walk up to an individual or a group of individuals and start dealing your business cards out like you are playing poker!

Bad Impression!

Important Contact

*IDEADifferentiate VIP Business Cards

Bend the edge of their card Put a star in the corner

Communication Preference

*Ask the person you would like to follow up with their preference of communication.

*Do not assume that everyone has a Blackberry or Text!

Follow-UP

*If after the 4th e-mail you cannot confirm this meeting… please pick up the phone (yes the telephone!) and discuss date, time and place that is convenient to meet….

*I personally get very frustrated with e-mails going back and forth…..

2 Types Of Contacts

There are 2 main types of contacts: Prospects & Influencers

Prospects can be a direct buyer Influencers are great “personal advocates”

* Never discount someone who is not a direct prospect!

We all need plenty of both to be successful!

Business Development Follow-Up Activities

Create a tracking system › If you do not, it is not worth doing

Keep up with contacts› Microsoft, ACT, Card Scan

Follow-Up Thank You!

Write a Thank-You Note on heavy card stock- Personalized Stationery

Idea* Include a Starbucks Gift Card for

Important Contacts

LinkedIn Facebook & Twitter

These are all very Important aspects of Building Profitable Relationships but none of these should take the place of Face - To Face Meetings

LinkedIn can be very impersonal and all about quantity and not quality…

High Touch

Always Remember

It Pays To Be High Touch In A High Tech

Society!

Corporate Connections

Susan Knox susan@corporateconnections.us

www.corporateconnections.us

770.757.8300

THANK YOU!