how to be an awesome networker
TRANSCRIPT
How to Be an Awesome Networker
Michael HalperFounder and CEO
SalesScripter
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Shift from a mindset of trying to pick fruit.
To one that is more focused on planting seeds.
Look for Partners, Not Prospects
Rule of Reciprocity
In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another.
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Set a Quota for Yourself
• One event per day
• One event per week
• Two events per week
• Two events per month
• One event per month
Finding Events
• Industry associations
• Local news resources
• Meetup.com
• Alumni associations
• Local universities
• Charitable and volunteer organizations
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Person at event: “What do you do?”
Salesperson: “I sell engineering software.”
- or -
Salesperson: “I work for EngineeringSoft.”
- or -
Salesperson: “ I am a software salesperson.”
Ben
efits
Product Selling Pitch
Prod
uct
Com
pany
Feat
ures
Func
tiona
lity
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting
paid
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
It is what we are trained to do
Inte
rest
Consultative Selling PitchVa
lue
Pain
Qua
lify
Cre
dibi
lity
Obj
ectio
ns
Prospect Focused
What we say when talking with prospects
• Get outside your comfort zone
• Identify how you help • Focus on the problems
that you solve
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Building Your Email Messages
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Getting into Conversations
• Get to the event when it starts
• Warm up by walking up to people standing alone
• Post up in high traffic areas (bar, coffee/refreshments
area)
• Breaking into existing conversations
• Don’t judge a book by its cover
Breaking into Conversations
Step 1 – Apology and explanation
Hey guys, I am sorry to interrupt. I am just trying to meet most of the
people here and just wanted to introduce myself to you all real quick.
Breaking into Conversations
Step 3 – Introduction
(To the contact closest to you)
I am [your name]. (hand extended for handshake)
[They respond with their name] Who are you with? (Ask this instead of
inquiring about what they do as the answer can be very short)
Great.
Breaking into Conversations
Step 3 – Introduction (cont.)
(To the second contact)
Hi, I am [your name]. (hand extended for handshake)
[They respond with their name] Who are you with? (Ask this instead of
inquiring about what they do as the answer can be very short)
Great.
Breaking into Conversations
Step 5 – False Exit
(Pause for them to inquiry about you and if they don’t say this)
Well, it was nice to meet both of you. Again I apologize for the
interruption. (a little body language that shows you leaning or turning
away)
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Early Sales Process StagesStage Goals
Initial Contact
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
Appointment
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
Presentation
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Pre-QualifyGather high-level informationBuild interest in having conversationSchedule an appointment
Pre-Qualify (Cont.)Hard QualifyGather detailed Information (Discovery)Build interest in meetingSchedule a presentation
Sell ProductMap out Next StepsClose (Sale or agreement to move forward)
Navigating Conversations
• Make it all about the other person
• Search for a way to help the other person
• Have a quick and powerful pitch
• Keep conversations to 5 minutes
Networking Questions
• How is your day going so far?• What do you do?• How long have you been doing that?• What did you do before?• What do you like most about what you do?• Is there something that motivated you to get into that type of work?• Where are you from?• What brought you to this event?• Have you found this to be a productive event for you?• Are there any other networking events that you recommend?• How can I help you to be successful?• What does a good prospect look like for you?
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Post-Event Tasks
• Invite to connect on LinkedIn
• Add contact to your CRM
• Send a follow-up email
• Try to schedule one-on-one
• Add contact to an appropriate email campaign
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Early Sales Process StagesStage Goals
Initial Contact
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
Appointment
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
Presentation
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Pre-QualifyGather high-level informationBuild interest in having conversationSchedule an appointment
Pre-Qualify (Cont.)Hard QualifyGather detailed Information (Discovery)Build interest in meetingSchedule a presentation
Sell ProductMap out Next StepsClose (Sale or agreement to move forward)
Meeting One-on-One
• Try to meet for coffee or at your contact’s office
• Purpose is for you to learn about them and see how you
can help them
• Try to get the first half of the meeting on them
• Try to find ways that you can help
• Asking good questions
One-on-One Questions
• Tell me more about what you do?
• How long have you been doing this?
• What did you do before?
• What do you like most about what you do?
• What does a good prospect look like for you?
• How can I help you to be successful?
Mind Set Changes
Getting Out There
Building Your Pitch
Working a Room
Navigating Conversations
Post-Event Tasks
Meeting One-on-One
Staying Top of Mind
Broadcast to Stay Top of Mind
• Add contact to an email drip campaign
• Produce helpful content (blog, ebooks,
videos, etc.)
• Post content on website
• Send emails with contact to partners
• Share content on social media and LinkedIn
SMART Sales System
SMART
ales
essaging
nd
esponse
actics
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks