how to maximize new business opportunities through referrals - drexel webinar 10-23-14
TRANSCRIPT
WeiserMazars LLP is an independent member firm of Mazars Group.
W E I S E R M A Z A R S L L P
How to Maximize New Business Opportunities Through Referrals
Fred M. Kaplan, MBA, CBM - DirectorOctober 23, 2014
A L O N G T I M E A G O , I N A N O F F I C E F A R F A R A W A Y …
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My Friends
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S H I F T H A P P E N S
Accountants & Business Advisors
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H O W T O N E T W O R K - 1 9 9 5
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L E V E R A G E Y O U R R E L A T I O N S H I P S
90% of consumers trust their peers, and only 10% trust an unknown source (Nielsen, 2011).
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H O W D O W E F E E L A B O U T R E F E R R A L S ?
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E V O L U T I O N O F N E T W O R K I N G
1980’s - It’s not what you know, it’s who you know
1990’s - It’s not who you know, it’s who they know
2000’s - It’s not who they know, it’s who knows you
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K N O W – L I K E - T R U S T
2010’s – It’s not who
knows you, it’s who
trusts you
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1 . C R E A T E Y O U R S T R A T E G Y
Networking is AWESOME when you network to HELP rather
than to MEET people
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E X E R C I S E # 1 - K N O W Y O U R T A R G E T P R O F I L E
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“ S O M E T I M E S T H E W R O N G T R A I N W I L L T A K E Y O U T O T H E R I G H T S T A T I O N ” - T H E L U N C H B O X
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2 . C O N D U C T A S C R E E N I N G C O N V E R S A T I O N
What do you do?
How long have you done it?
Networking is not for
selling, it is for
qualifying!
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W E S P E A K I N W O R D S B U T T H I N K I N P I C T U R E S
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E X E R C I S E # 2 – C O N V E R S A T I O N W H E E L
START
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3 . F O L L O W U P P R O M P T L Y O N T H E I N T R O D U C T I O N S M A D E A T T H E E V E N T
Call
Action
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4 . I N V I T E A L L N E W C O N T A C T S T O J O I N Y O U R L I N K E D I N N E T W O R K .
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Y O U R N E T W O R K I S Y O U R N E T W O R T H
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5 . I D E N T I F Y H I S / H E R 2 N D L E V E L L I N K E D I N C O N N E C T I O N S W H O Y O U W A N T T O M E E T
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A D V A N C E D S E A R C H F I L T E R S
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6 . I N V I T E S E L E C T E D N E W C O N T A C T S T O A 1 : 1 M E E T I N G .
Half the people you will meet are below average!
Size the Prize!
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7 . M E E T 1 : 1 A N D C O N D U C T A R E L A T I O N S H I P C O N V E R S A T I O N
What are your most effective places for
sourcing new referrals??
What do you think makes you distinctive?
8 . T H E M O S T I M P O R T A N T Q U E S T I O N
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How can I know if somebody I'm talking to is a good prospect for you?
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9 . G I V E R S G A I N
The best way to get a referral is to give one!
You must make a deposit before a
withdrawal!
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1 0 . A M A T E U R S S E L L , P R O F E S S I O N A L S S O R T
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1 1 . A S K F O R T H E R E F E R R A L
1. Do you know anyone? (Good)
2. Who are you connected to? Who should I be talking to? (Better)
3. Can you introduce me to …? (Best)
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Q U A L I T Y O F R E F E R R A L S
Good (external)
• Vendors• Competitors
Better (internal)
• Departments
• Divisions
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1 2 . O R G A N I Z E Y O U R R E F E R R A L S O U R C E S
lready referred clients rought you opportunities an refer prospects on’t bother
ABCD
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K E E P T H E R E L A T I O N S H I P S A C T I V E
In one hour today:
• 22 companies went bankrupt• 24 CEOs left their job• 148 business phone numbers
changed or were disconnected
(Dun & Bradstreet)
The median tenure of a salaried private sector professional is less than 5 years. (BLS)
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C L O S I N G
1. Write three Action Steps you will take as a result of this program (on back of handout)
2. One month later – email me with feedback on your actions at [email protected]
W E I S E R M A Z A R S L L P
A full-service firm with national focus and international reach
Since 1921, WeiserMazars LLP has provided a unique combination of foresight and experience when fulfilling client needs in accounting, tax and advisory services. Whether on the local level or internationally, the firm guides clients through their day-to-day operations and works with them to ensure they have the right financial structure in place to meet their business goals. Our reputation for integrity and quality has been earned by providing our clients with proactive, value-added guidance at every stage of the business lifecycle. Defining features of our firm include:
Over 100 partners and more than 700 professionals in six U.S. offices located in New York, New York, Long Island, NY, Metropark, NJ, Philadelphia, PA, Chicago, IL and West Palm Beach, Florida
Named one of the top accounting firms in the country by Accounting Today in 2013
An integrated, customized approach – Our full service platform integrates accounting, auditing, tax and advisory services seamlessly to best address the critical issues our clients face
Focused industry training – our team members at all levels receive specialized industry training so that they are familiar with a client’s total business environment
We specialize in providing audit, consulting and transaction services to local, national and international financial organizations including insurance companies, banks, broker-dealers and real estate organizations.
International Capability
We are the independent U.S. member firm of Mazars Group, one of the world’s most prominent international accounting, audit, tax and advisory services organizations with:
Access to nearly 14,000 professionals in more than 70 countries on six continents International reach uncommon in firms with such an intense focus on coordinated, client-centric
service Expertise on global issues, cultures and techniques
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