driving business growth through networking

34
INTELLIGIS T GROUP Ask the right questions #IGNetworking

Upload: alan-berkson

Post on 14-May-2015

300 views

Category:

Business


1 download

DESCRIPTION

Networking is NOT sales. It requires specific strategies to be effective. This is a presentation from the Intelligist Group workshop: Driving Business Growth Through Networking

TRANSCRIPT

Page 1: Driving Business Growth Through Networking

INTELLIGISTGROUP

Ask the right questions

#IGNetworking

Page 2: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Driving Business Growth Through Networking

Page 3: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Start With Why

What does the Intelligist Group do?• We are strategists. • We help clients get the most out of the assets

available to them. • We do not sell pre-packaged solutions.

Page 4: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Start With Why

Today we are going to ask questions about networking to:• Break down and demystify it • Understand what it can do for you

Page 5: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Start With Why

What is the core value proposition of networking?

Page 6: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

For Your Consideration

Someone in this room has a great referral for you right now…

and you both don't know it

How are you going to make THAT connection happen?

What are the barriers to allowing it to happen?

Page 7: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

What Drives the Buying Decision?

TRUST

Page 8: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

What Are You Selling in Networking?

YOU!

Page 9: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

PROACTIVITYENGAGEMENTTRANSPA

RENCY

Building Trust

Page 10: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

What You Can Do?

ProactivityCreate opportunities to connect

EngagementValue and prepare for interactions

Transparency Make yourself “vet-able”

Page 11: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

What’s It All About?

?

Page 12: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Trust Scale

1 10

Reciprocal Law of Trust:

“You have to trust the person you’re networking with as much as they need to trust you.”

Every business has a different trust level required to “earn” referrals.

You earn referrals.

Page 13: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Trust Scale

What is your trust scale?

Page 14: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

4 Most Common Myths of Networking

Myth #1:It’s just like sales

Myth #2:I will get business right away

Myth #3:I will give leads to everyone/I will get leads from everyone

Myth #4:I am an introvert. Only extraverts are successful at networking

Page 15: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

What is Networking?

Networking is NOT sales.

Networking Venues:• Open Networking• Exclusive Classification • Industry (Trade Shows, Seminars)• Charity/Non-Profit• Online (Social Media: Twitter, LinkedIn, Facebook)

Build out your ecosystem.

Page 16: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Who Is Your “ecosystem?”

Serendipities of networking:• Finding trusted “power partners”• Finding collaboration/new business opportunies

Customers Partners

Vendors Colleagues

Page 17: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

3 Laws of Networking Success

Show Up

One-On-One’s

Give & Get Referrals

Page 18: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Game Time

Networking Venues:• Open Networking• Exclusive Classification • Industry (Trade Shows, Seminars)• Charity/Non-Profit• Online (Social Media: Twitter, LinkedIn, Facebook)

Page 19: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Hardest Thing You Will Ever Do in Networking

Exercise:Everyone take a piece of paper.

1. On paper, tell me about your business. You have 60 seconds. Go…

2. Describe your business in 10 words or less

Page 20: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Two Pitches

• Can you distill not only the nature of your business but the essence of what makes you unique in 60 seconds?

• Do you know what business you’re in? • KISS - Keep It Simple Stupid

In the SMB space there is a tendency to do everything.

It makes it hard for people to refer to you.

Page 21: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Your Extended Sales Force

• You are building your business development ecosystem.

• You are training your extended sales force

Page 22: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

The Power of Questions

What is your goal in networking?

TRUST

Page 23: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

The Power of Questions

Dale Carnegie 101

The less you say…the more money you make

Attitude: Are you looking to sell…?…or learn?

Page 24: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Event Strategy

Networking Venues:• Open Networking• Exclusive Classification • Industry (Trade Shows, Seminars)• Charity/Non-Profit

Page 25: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Event Strategy

Bring UP-TO-DATE business cards

Block out time to follow up with contacts or referrals

After you finish a conversation, take a few minutes to jot down notes – You won’t remember every detail.

Stay in touch

Page 26: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Event Strategy

• Open Networking Events• It’s not about how many business cards you bring home

• Exclusive Classification• Invite your trusted business partners – you already do business with them

and they will benefit from the other members of the group

• Industry• Learn from peers• Find complimentary partners

• Charity/Non-Profit/Volunteer• Don’t talk business…unless they bring it up

• Online (social media: Twitter, LinkedIn, Facebook)• Create a digital footprint• Keep your network up-to-date on your doings

Page 27: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Referrals

• Sounds like commonsense – but often it’s not• Let’s start with “what is a referral?”• Lead vs. Referral

Page 28: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

How to Handle Referrals

A referral is a 3-way communication

Page 29: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Measuring ROI

How are you measuring your success in networking?

Record Measure Analyze

Page 30: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Measuring ROIVaries by venue:

• Chamber may be about visibility• Exclusive classification is amount of business generated.

Not number of referrals. It’s $$ in your pocket.

Why? • How do you know if you should attend again/renew?

How? CRM – Tracking lead sources

Nimble: partners.nimble.com/intelligist/

Page 31: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Bottom Line

Be a CommunicatorBe a Connector

Page 32: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Driving Business Growth Through Networking

Page 33: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

The Intelligist Group

“Like putting the point on a pencil, Intelligist Group helped us clarify and crystallize who we are as a business. They changed the way we communicate, internally and externally, and the results have been bigger and better deals for my company.”

Jeff Gomez, CEO, Starlight Runner Entertainment

“Intelligist Group …were able to tap assets we had lying dormant... Their solutions will save us hundreds of man hours over the next year and thousands more down the road. Brilliant!”

Deon Douglas, Partner/Creative Director, The Thinking Giant

Page 34: Driving Business Growth Through Networking

Copyright 2012 Intelligist Group LLC

Contact

Alan BerksonFounder/PrincipalIntelligist Group(914) [email protected]

Linkedin: www.linkedin.com/in/alanberkson

BLOG: blog.intelligistgroup.com

Twitter: berkson0

Facebook: www.facebook.com/intelligistgrp