Networking For More Business Mary Ellen Sokalski, MAS © Copyright 2016
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Networking For More Business
Mary Ellen Sokalski, MAS© Copyright 2016
Who said this?“You can make more friends in two
months by becoming interested in other people than you can in two years by trying to get other people interested in you.”
Dale Carnegie
What REALLY is Networking?
Creating a group of acquaintances and associates and keeping it active through regular communication for mutual benefit.
What REALLY is Networking?
Creating a group of acquaintances and associates
and keeping it active
through regular communication
for mutual benefit.
Networking is based on the question…
Not “What can I get?”
When reaching out to prospects…Always sign off with “I’m here to help you in any way I
can.”
The more you HELP, the more likely they are to do business with you.
Help may often mean referring them to someone else or connecting them with other sources you know… not just gaining the appointment.
Remember this…
“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”
Maya Angelou
BEST PRACTICES
• Make time blocks to network
• Schedule networking as a part of your day, week, month
• Schedule follow-up time
BEST PRACTICESSET GOALS, LIKE:
- Connect with a certain number of new contacts
- Collect a number of new contacts to build your database
- Develop a certain number of leads
- Refer a certain number of prospects
BEST PRACTICES
• What do your profiles say?
• Google yourself.
• Check ‘em out, FIRST!
• Update all editable sites with current information.
How are you currently using LinkedIn?
What does your personal profile say?
Is it updated?
Feature what’s new every 2 weeks or so?
Do you WORK IT weekly?
LinkedIn Profiles are your connection to the business world
• Look up current clients and prospects, add them.
• Continually add people LinkedIn finds for you if you know them.
• Endorse people if they deserve it.
• Subscribe to Exhibitor or Trade Show forums to be part of the discussions, offering a solution when you can.
When meeting a prospect in person,what great opening lines do you use?
Be Memorable!What do YOU do?
YOUR ELEVATOR SPEECH
Anatomy of an effective personal elevator speech
• Engagement – make it meaningful to the person but also memorable – use your creativity
• Ask questions – prepare more questions in advance based on their responses
• Listen 80%
• Build relationship/trust
ASK QUESTIONS. What are your favorites?
Now LISTEN. Really LISTEN.
After you listen, then say…
• That’s an interesting challenge…• Maybe I can help, maybe not• Why don’t we set up a time…• If I can help, I’ll tell you. • If not, I’ll tell you that too or recommend someone
else• Or be a source for referrals
• GOAL: To get an appointment, not make a sale.
WRITE IT ALL DOWN AS YOU MEET
• Take copious notes of what they tell you
• Also write what you notice about them
• Be sure to get an email address
QUID PRO QUODon’t expect
without offering something yourself.
FOLLOW-UP:Do what you say you will!
Under promise
and over-deliver!
Follow-up Tips
• Do exactly as you promised, WHEN you promised.
• Try to reconnect with at least 1 person every day.
• Don’t take “No” personally
• Fail? Follow-up another way • (Millennials like texting rather than emails. Baby
boomers like phone calls & emails. Gen X’ers usually prefer emails.)
• Email is easy to send and ignore
• Be organized with your leads. Enter them in Goldmine with all you remember.
FOLLOW UP. Creatively!
What are
you selling?
BEST PRACTICES
Do NOT sit next to someone you know.
BEST PRACTICESTo choose your seat, wait until
half of the room is seated, then select yours. You get to choose one of the people you’re targeting. Empty table? Your dinner companions choose you.
Escape!
How do you get away
from a situation?
Introduce them to someone ELSE!
Develop the habit of introducing people.
BEST PLACES TO NETWORK• Casual Contact Networks (Chambers of Commerce)
• Strong Contact Networks (BNI & Mastermind)
• Community Service Clubs (Rotary, Lions, Kiwanis, Optimists)
• Professional Associations (Ask clients what they belong to)
• Social/Business Organizations (Jaycees & other Business clubs)
• Women’s Business Organizations
• Everywhere!!!
Multi-million dollar sales managerCathy Miller says…
“You’ve got to SHOW UP
to GO UP.”
SUMMARY
Take a deep breath and meet the world!
Successful selling is one big networking party!
Mary Ellen Sokalski, MAS©Copyright 2018 The Scarlet Marketeer
These materials are copyright protected and may not be copied, reproduced, distributed, republished, downloaded, displayed, posted or transmitted in any form or by any means, without the prior written consent of The Scarlet Marketeer.
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