Stephen N. Davis “Partnering With Clients to Drive Sustainable Profitable Growth” Networking for Business SUCCESS
Aug 23, 2014
Stephen N. Davis
“Partnering With Clients to Drive
Sustainable Profitable Growth”
Networking for Business SUCCESS
2000 - 2012 © CXO Advisory Group
Business Development Workshops
Choosing the Right Sales Channel for Your Startup
Secrets to Maximizing Your Marketing ROI:
Aligning Sales & Marketing
Networking Your Way to Business Success
Maximizing LinkedIn for Business Development
2000 - 2012 © CXO Advisory Group
Getting the First
Meeting
Meeting with the
RIGHT Person
Your Biggest Sales Challenge
2000 - 2012 © CXO Advisory Group
2000 - 2012 © CXO Advisory Group
Trust Drives Transactions
66%
Of the Economy is Influenced by Personal Recommendations
SOURCE: McKinsey & Co.
2000 - 2012 © CXO Advisory Group
Referrals are WARM/HOT Calls
2000 - 2012 © CXO Advisory Group
Why Referrals Work
Leg up on the Competition
You’re Pre-Sold
Instant Credibility
You GET the Meeting
Shortens Sales Cycle
2000 - 2012 © CXO Advisory Group
It’s How People Meet, Engage,
Participate and Share ….
Networking
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It’s Not About Collecting Business Cards
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Your Ultimate Goal
Convert Your Contacts
Into a Word-of-Mouth Referral Network
2000 - 2012 © CXO Advisory Group
Your Network = Your Net Worth
$948
The Value of a Contact in YOUR Network
SOURCE: IBM
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Great Sales People are ALWAYS Networking
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They Invest The Time to Network
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They LISTEN More Than they Talk
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They Give More Than They Receive
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AND They Seldom Forget to Follow-up or Follow-through
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Networking Steps
Meet people
Start conversations
Answer questions
Ask questions
Offer to Help
Build Trust
Follow Up
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Networking is NOT
about you ….
It’s ALWAYS about the
other person
2000 - 2012 © CXO Advisory Group
Step 1: What is Your Brand?
? Your Personal Brand is
More important than the Company Brand
2000 - 2012 © CXO Advisory Group
What is Your Brand?
“We are CEOs of our own
companies: Me Inc. To be in
business today, our most
important job is to be head
marketer for the brand
called You.” Tom Peters - 1997
2000 - 2012 © CXO Advisory Group
What is Your Personal Brand?
Communicates your
personal story
What attributes set
you apart
How do you want to
be positioned
?
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Step 2: Establish Your Goals
Who are you trying to
meet?
How much time to
allocate?
How many meetings each
week?
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Step 3: Identify Natural Referral Sources
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Step 4: GET A BUSINESS CARD
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Step 5: Start Networking Effectively
You are Not Selling
Start a CONVERSATION
Introduce yourself
Ask the other person “What
they do for a living?”
Get to know the other
person
Use open ended questions
ALWAYS CARRY
BUSINESS CARDS
2000 - 2012 © CXO Advisory Group
The Right Questions
Separates the Pros
from the Amatuers ….
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The Right Questions
Shows You’re
Concerned About
Helping Them Achieve
SUCCESS
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The Right Questions
Gets Them to Tell You
How to SELL Them
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Questions I Close With
Who is a Good
Prospect for You?
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Questions I Close With
Who Are Your BEST
Referral Sources?
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Step 6: Establish a Network Group
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Step 7: Review and Measure Effectiveness of Your Networking
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Working a Room/Event
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Be Strategic About Which Events to Attend
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Get There Early
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Don’t Hang Out With People You Know
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Circle & Scan for Targets
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Use Your Time Wisely
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REMEMBER!!!
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2000 - 2012 © CXO Advisory Group
Break Off Unproductive Conversations
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2000 - 2012 © CXO Advisory Group
Follow-up After the Event
Sort & prioritize
collected cards
• Contact within 48
hours
• Contact within a
week
• Those to TRASH
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Go Meet Someone
Make a Referral Today
Homework
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Questions
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Driving Profitable Growth
2000 - 2012 © CXO Advisory Group
Driving Profitable Growth
We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities.
2000 - 2012 © CXO Advisory Group
The CXO Advisory Group
CXO Advisory Group is a strategic operations advisory
and management firm comprised of proven C-level
executives with both breadth and depth of experience.
CXO Advisory Group Team members have achieved
success in positions ranging from: President/CEO to
COO, and VPs of Sales, Marketing, Corporate
Development and Human Resources.
Has proven success in business development and in
building US sales and distribution channels
2000 - 2012 © CXO Advisory Group
How Can CXO Help You?
Business Strategy Services
• Audit business practices and organization
• Evaluate product and pricing strategies
• Evaluate effectiveness of sales channel
• Assess effectiveness of existing sales and marketing
programs
Market Entry Program
• Analyze competitive landscape
• Market launch strategy and plan
• Channel strategy and programs
• Establish sales channels
• Generate sales and manage relationships
• Identify and develop strategic partnerships
2000 - 2012 © CXO Advisory Group
How Can CXO Help You?
Sales Channel Management
• Review and revise sales channel strategies
• Channel partner identification, prospecting and recruitment
• Eliminate channel conflict
• Channel contract development and negotiation
Business Development
• Strategic alliances
• Align sales and marketing
• Social networking integration into marketing mix
• Co-marketing ventures
2000 - 2012 © CXO Advisory Group
How Can CXO Help You?
Interim Management Resources
• Interim CEO, COO, CMO, CSO
• Interim VP of Sales and Marketing
• Consultant on staff
• Launch team coaches
Venture Advisory Services
• Fine tune operations, business strategy and market entry
• Assist with due diligence
• Strategic business assessment of portfolio companies
Stephen Davis Interim COO/VP Sales & Marketing |
Business Consultant | Sales Channel and
Business Development Expert | Author &
Speaker
Contact Information:
“Partnering With Clients to Drive
Sustainable Profitable Growth”
Phone: (508) 528-7571 Email: [email protected] Website: www.cxoadvisorygroup.com Linkedin: www.linkedin.com/in/stephendavis Twitter: twitter.com/stephendaviscxo