module 6 your elevator speech and networking 101

Module 6Your Elevator Speech and

Networking 101

Your Host: Art Kuesel, President Kuesel Consulting, Inc.

Agenda

1. Review Assignments2. Why is Networking so Hard?3. The Elevator Speech4. Networking 101

Learning Objectives

• Explain why networking makes us nervous

• Recognize the power in a strong elevator speech

• List the six steps to effective networking

• Plan to network in the next 30 days

Your Assignment

Assignment

1. Consider your future in the profession: research one advisory service.

2. Continue client retention efforts, connections, cross-serving, client pains, or trusted advisor activity. Do one/week.

3. Meet your time/activity goals.

Why is Networking so Hard?

Why I HATE Networking…

Introverted personality? Ingrained fear of strangers? Dislike small talk? Unsure of what you’ll say? Feel as if you’re bothering people?

Welcome to the Club!

What We Can Do About It

1. Educate: You’re not alone2. Recognize the power in networking3. Learn strategies to overcome obstacles

My intent is NOT to convert you into a social butterfly and master networker!

The Elevator Speech

Your Elevator Speech

By Definition Who you are, what you do,

and for whom you do it Quick – like most

elevator rides Encourages a question

in response

Features vs. Benefits

FeatureAudit

Benefit Confidence

Solid internal controls

Reduced fraud risk

Increased investor confidence

Stay compliant with the law

Minimize taxes

Tool for planning

Tax Return

You’ll Have More Than One!

Adjust your Elevator Speech for: General business networking setting. Client network event. Referral source event.

Samples

1. Hi, I’m Art and I’m an auditor with ABC firm (No!)2. Hi, I’m Art and I help companies maintain and

gain access to capital (Much better!)3. Hi, I’m Art and I consider myself to be a financial

firefighter (A bit out there, but could work!)

Notice how 2 and 3 invite a great follow-up question?

Draft your Elevator Speech Now

1. Using the elevator speech worksheet, draft your elevator speech.

2. Share with a fellow jvBD’er, co-worker, mentor, or leader.

3. Practice and refine.

Pause the video for 5 minutes now!

Networking 101

Step 1: Planning and Preparation

Step 2: Approach a Stranger

Step 3: Starting a Conversation

Step 4: Maintaining a Conversation

Step 5: Exiting a Conversation

Step 6: Follow-up

Networking Mastery – Six Steps

Step 1: Planning and Preparation

1. Network where you will have a high likelihood of success

2. Bring a buddy3. Have a goal4. Have your elevator speech

and business cardsready-to-go

Step 2: Approaching Strangers

1. Forget what mom and dad told you!

2. It’s easier with a buddy.

3. You’re in good company.

Errrrrrr, ahhhhh, ummmmmm, hmmmmm…

Step 3: Starting a Conversation

But Where and With Whom?

In food/bar line Anyone standing alone An existing group of people An exhibitor A host

Step 3: Starting a Conversation (cont.)

But How?

Your elevator speech A compliment Event/Venue/Theme icebreakers

Ask great questions and get them talking!

Step 3: Starting a Conversation (cont.)

Step 4: Finding Commonalities

Home Work Family Vacations Fun Activities

Big Ideas

Step 5: Exiting a Conversation

Is this person a good target for you (client, referral source, contact)?

Step 5: Exiting a Conversation (cont.)

If YES: “It was great meeting you. Do you have a

card? It would be great to get in touch next week and continue our conversation.”

If NO: “It was a pleasure meeting you - Have a great evening.” “It was great meeting you, do you have a card, it would

be great to stay in touch.” “Nice to meet you - please excuse me - I need to use the

restroom/make a call/take this call/etc.” “Oh, excuse me, I see someone that I need to meet

before they go – nice to meet you…” “Forgive me, I have to get home to meet my family,

take the dog out, etc.” Introduce them to someone else.

Step 5: Exiting a Conversation (cont.)

Step 6: Follow-up

The biggest fracture point in networking is the lack of follow-up!

1. Connect on LinkedIn.2. Follow-up within a week via call or email to

arrange a meet-up.3. Learn more about them and how you might be

able to work with them in the future.

The success ratio is not in our favor.Be deliberate and consistent.

Book Recommendation

How to Work a Room

Your Assignment

Assignment

1. Network once in the next 30 days.2. Continue advisory services

research, client retention efforts, connections, cross-serving, client pains, or trusted advisor activity. Do one/week.

3. Meet your time/activity goals.

1. Why networking is hard

2. The Elevator Speech

3. Networking 101

End of Module

Questions? Need Help?

Email Art:art@kueselconsulting.com or call 312.208.8774

module 6 your elevator speech and networking 101

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