Business development – #FLCTO Presentation

Business Development – Intro Class Joseph PuopoloTwitter: @[email protected]

Who am I, Why are you here, Why am I here

Who am I ? • Joseph Puopolo, BES, MBA • Consulting/Worked with Start-ups to

Fortune 500 businesses• Focused on the convergence of

traditional, digital and social media strategies

• Focusing currently on social media and leveraging current trends to build brands and make money for my clients

• I am an Aries and I enjoy long walks on the beach and romantic dinners

Why are you here • You want to learn how to market yourself • You want to build your personal brand• You want to create new business

Why am I here • Here to you talk about the following following • Tools you want to use in business development • Building your network • When to ping your network• Leveraging successes

Keeping it Interactive – Ask a Question at any time

Tools of the trade

Face to Face Networking

Web Tools

Referrals

Differentiate yourself • Differentiation means

more than being a lemming with a life preserver

• What are you doing to stand out from the crowd

Don’t be a cow!

Mooo

Shameless Self Promoter

-Marge: I bet Thomas Edison didn't talk about Thomas Edison all day. - Homer: Oh, that's not true Marge. He was a shameless self-promoter!

Are you Authentic ? • Authenticity matters • How to you engage

other individuals? • How are you

perceived by others? • Do you come off like

you are trying to sell something?

Building relationships• You need to become an

extrovert if you are not fake it• Build rapport • Talk to as many people as

humanly possible • At networking events be a

nomad not a camper • Business cards are like

trading cards it helps to collect them all

• Getting the business card is only the first step - Convert the relationship as soon as possible

What can Admiral Ackbar teach you about Business Development • It’s a trap! - Watch out for people who prevent

you from networking with others • Focus all fire on that Super Star Destroyer –

Find the important people and focus your energies

ABC

Always

Be

Closing

Building Relationships – Network Building • Making connections – how

are the people you meet connected to the ones you know?

• How can you leverage existing relationships to create new ones?

• How often have you asked your existing network to help expand yours?

• How often have you helped a colleague expand their network

Building Your Network – Linkedin• Add anyone you

have ever known • Introduce yourself

to others even if you haven’t met them

• Is your profile up to date?

• Tell your network what your are looking for

Building Your Network – Twitter • Add people of value to

your network• Introduce yourself to

others even if you haven’t met them

• Engage people with funny or thoughtful comments

• Little known tricks • Consistency versus

spurts • Engage audience with

thoughtful notes

Other important Business Development Free tips • I want to sit down for an hour and pick your brain

= Free Consulting • Closing tips – ask for the business! “If I prepare

this proposal are you prepared to go ahead with it”

• If you are going to get a “No” get it sooner than later – be respectful but be direct

• The race to zero – avoid at all costs! Maintain your value

Leveraging Success• Make sure others know of your work

• Get recommendations on LinkedIn

• When you do a good job ask for referrals• Ask if they would recommend you when you have other business • Ask if they know others that would

• Upsell, CrossSell, Let them know what you can do• If you see other business opportunities during your time bring them to

the companies attention• Make sure they know the full breadth of your skills

• Assist your network• Are there opportunities within the company that people in your network

could assist with • Take the opportunity to become a trusted advisor within the company

• Network within the company• Are there other people you can assist or network with within another

company

Questions • What are some of your experiences and

background? • What are problems are you having ?