If You Don’t Like Networking … You Must Like Cold Calling

1. If You Don’t Like Networking …You Must Like Cold Calling Jim Rochford jimrochford@actioncoach.com (203) 453-1642

2. Your Presenter ... Jim Rochford ... • 24 year career in Executive Marketing & Product Management positions in Fortune 500 companies • Responsible for organizations and product lines up to $100 Million and 150 people • Started Business Coaching practice in 2004 • Works with Business Owners and key staff to identify and take actions that build the value of their businesses / jobs • Someone who networks for a living!

3. 1 Belief YOU have about ... Networking Networking Events How Most Jobs are Filled

4. Networking for Jobs vs. Customers Is it the same?

5. Networking … What is your … WHY

6. Are you Above or Below the Line? OwnershipAccountableResponsible BlameExcusesDenial

7. Destination Mastery ... BE DO HAVE X = Thoughts Actions Results

8. So, Why Do People Stay Away from Networking ... ? alse xpectations ppearing eal FEAR

9. A word about Time ... Not Urgent & Not Important Urgent & Not Important Urgent & Important Not Urgent but Important ZONE Demand Delusion Distraction

10. Network An organized collection of your personal & business contacts … and THEIR contacts Friends, family, neighbors, classmates, colleagues, etc., etc., etc.

11. Networking Process of building and maintaining relationships *Before You Need Them* Help others & help yourself

12. Sharing What it is … Qualifying Bonds Goodwill Mutual Support Commonality a Sales Call What it is NOT…

13. Key Points - Networking for Jobs • You should have done more networking before and you damn well better do a lot more after … • The “stigma” of the jobless • Needs & Solutions (just like Sales) • Benefits not Features (just like Sales) • Its easier if they like you (just like Sales) • Devote less time to the internet & job search support groups

14. Networking = Marketing Strategy • Increased exposure = leads • Relationships = leads + marketing ideas • Networking partnerships = leads • “Warm” leads = higher conversion rate • Dialogue = need / lead qualification for higher conversion rate • Results & Feedback = strategy improvement

15. Networking Process ... adar On nthusiasm ocus on outcomes xplain eact - Refer or Do REFER

16. 3 Steps To Successful Networking 1. Prepare • Identify and schedule network opportunities • Strive to meet people beforehand (i.e. committees) • Set objectives - focus on specific outcomes • Have Business Cards & Pen • Dress appropriately • Name tag

17. 3 Steps To Successful Networking 2. Implement • Arrive Early • Meet Many – No long conversations • Firm handshake – Go for the web • Conquer F.E.A.R. - You are not Selling! • Elevator Speech – Unique, enthusiastic, benefits oriented • Leave Late

18. OLD Selling vs. NEW Selling … Rapport Selling Follow Up

19. Building Rapport • Smile – Be upbeat and personable • Keep body language positive / open • Match and mirror body, language & voice (create harmony) • Make eye contact and ACTIVELY listen • Find common ground

20. Attention Interest Desire Action

21. What's In It For Me

22. 30 Second Elevator Speech Traditional Approach • Who you are – Name and Company • What you do – Creative and Brief • How you and your organization can help • Why you and your organization can make a difference – Strive to create dialogue • WIIFM – Solutions matched to needs • Succinct, memorable, defining & understandable • If they want to know more – It works!

23. 30 Second Elevator Speech What is Yours?

24. Networking Interaction Alternative to 30 Second Commercial • Try to determine who you are meeting and introduce yourself • Ask a provocative question designed to invoke response and immediately qualify the prospect Did you make enough money in your business last year? How many weeks did you work less than 40 hours this year? • Prospect answers lead to more questions from you – they do most of the talking • Whet their appetite for your solutions and ask for follow-up meeting • Success depends on the your ability to keep questions flowing and successively more specific

25. How do you get out of a dead end networking conversation?

26. 3 Steps To Successful Networking 3. Follow Up • Telephone or email the next morning • Schedule appointment to follow up • Show enthusiasm for your new relationship • Speed is of the essence!

27. 3 Steps To Successful Networking 3A. Do it Again & Again • Networking is predictably unpredictable • Ever shifting cast of characters • Familiarity breeds trust • “You gotta be in it to win it!”

28. APPOINTMENT Find Deeper Ways to Demonstrate Your Value: Seminars, Web demos, Testimonials, Talks, etc. EXPERIENCE The Marketing Process: Moving Prospects to a Sales Appointment Identify Ways and Means to Provide Value: Information, articles, contacts, etc. INFORMATION FAMILIARITY Rub Elbows Frequently:Break down resistance through repeated contact ATTENTION Communicate Clearly & With Impact:What you do and its benefits – Your USP AFFILIATION Go Where Your Prospects Are: Create connections via participation in groups, organizations & associations STRANGER

29. Where is the best place to network? Any place where your prospects are! (or people who can lead you to your prospects)

30. Chamber of Commerce BAH High level Chamber of Commerce Event (committee or board meeting) Event sponsored by Business Publications – seminars, breakfasts, etc. Networking Clubs or Business Organizations Someplace where like-minded people meet Any type of class you take to improve yourself (i.e. Dale Carnegie, Toastmasters) Civic Organizations (i.e. Rotary, Elks, Lions, etc.) Cultural Events Get involved with a Charity or be a Community Volunteer Your Trade or Professional Association Your Best Customer(s) Trade or Professional Association Trade Shows Private Club (i.e. golf, food, boating, etc.) Meal networking – invite a prospect to dine. Invite a prospect for them. Health Club Sports Events Parents of your children’s friends (i.e. on the sports fields) Happy Hour Karaoke Neighborhood Homeowner’s / Condo Associations The Airplane # 21.5 – Anyplace and any conversation – Show up with a purpose Tip - Get your spouse or significant other to help! 21.5 Best Places to Network Jeffrey Gitomer

31. Qualifications of a Good Network Partner (Strategic Alliance)… They … • Reflect well on you • Share the same target market(s) • Deliver a quality product or service at least as good as yours • Are responsive and fast to act • Reinforce your relationship with the client/prospect • Follow up promptly • Give you referrals or other meaningful help in return

32. The foundation for successful sales … Self Esteem & Confidence Enthusiasm Sales is the transfer of enthusiasm

33. Now it’s time to ... Get into ACTION

34. The Identity Iceberg... HAVE Results Actions Decisions DO Behaviour Skills Beliefs Values BE Environment Identity

35. 8 Keys to Lasting Relationships • Natural Affinity • Trust • Predictability • Integrity • Protectiveness • Speed • Apparent Expertise – state unique claim clearly & convincingly • Sacrifice – “the cement of human relationships” • Completeness • Magic Words • Thanks • How are you doing? • Welcome • Their Name • Passion Harry Beckwith

36. The greatest obstacle to buying … Fear of Failure The greatest obstacle to selling … Fear of Rejection

37. 3 Tools of Communication ... 7% Words 38% Voice 55% Body Language