how to be an awesome networker

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How to Be an Awesome Networker Michael Halper Founder and CEO SalesScripter

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Page 1: How to Be an Awesome Networker

How to Be an Awesome Networker

Michael HalperFounder and CEO

SalesScripter

Page 2: How to Be an Awesome Networker

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

Page 3: How to Be an Awesome Networker

Shift from a mindset of trying to pick fruit.

To one that is more focused on planting seeds.

Page 4: How to Be an Awesome Networker

Look for Partners, Not Prospects

Page 5: How to Be an Awesome Networker

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.

Page 6: How to Be an Awesome Networker

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

Page 7: How to Be an Awesome Networker

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

Page 8: How to Be an Awesome Networker

Finding Events

• Industry associations

• Local news resources

• Meetup.com

• Alumni associations

• Local universities

• Charitable and volunteer organizations

Page 9: How to Be an Awesome Networker

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

Page 10: How to Be an Awesome Networker

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.”

Page 11: How to Be an Awesome Networker

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

Page 12: How to Be an Awesome Networker

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

Page 13: How to Be an Awesome Networker

Building Your Email Messages

Page 14: How to Be an Awesome Networker
Page 15: How to Be an Awesome Networker

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

Page 16: How to Be an Awesome Networker

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

Page 17: How to Be an Awesome Networker

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.

Page 18: How to Be an Awesome Networker

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.

Page 19: How to Be an Awesome Networker

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.

Page 20: How to Be an Awesome Networker

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)

Page 21: How to Be an Awesome Networker

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

Page 22: How to Be an Awesome Networker

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)

Page 23: How to Be an Awesome Networker

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

Page 24: How to Be an Awesome Networker

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?

Page 25: How to Be an Awesome Networker
Page 26: How to Be an Awesome Networker

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

Page 27: How to Be an Awesome Networker

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

Page 28: How to Be an Awesome Networker

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

Page 29: How to Be an Awesome Networker

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)

Page 30: How to Be an Awesome Networker

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

Page 31: How to Be an Awesome Networker

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?

Page 32: How to Be an Awesome Networker
Page 33: How to Be an Awesome Networker

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

Page 34: How to Be an Awesome Networker

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

Page 35: How to Be an Awesome Networker

SMART Sales System

SMART

ales

essaging

nd

esponse

actics

Page 36: How to Be an Awesome Networker

SMART Sales System

Sales Methodology Software Platform Professional Services

Page 37: How to Be an Awesome Networker

SMART Sales System

Sales Methodology Software Platform Professional Services

Page 38: How to Be an Awesome Networker

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

Page 39: How to Be an Awesome Networker

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

Page 40: How to Be an Awesome Networker

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

Page 41: How to Be an Awesome Networker

Contact Us

Michael HalperFounder and CEO

[email protected]

@salesscripter