module 6 your elevator speech and networking 101

© 2018 Kuesel Consulting

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

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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

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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.

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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?

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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

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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


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Features vs. Benefits

FeatureAudit

Benefit Confidence

Solid internal controls

Reduced fraud risk

Increased investor confidence

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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.


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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!)

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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!

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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

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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.

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19

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

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Step 3: Starting a Conversation (cont.)

But How?

Your elevator speech A compliment Event/Venue/Theme icebreakers

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Ask great questions and get them talking!

Step 3: Starting a Conversation (cont.)

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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)?

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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.”

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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.)

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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.

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Book Recommendation



How to Work a Room

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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.

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End of Module

Questions? Need Help?

Email Art:[email protected] or call 312.208.8774


module 6 your elevator speech and networking 101

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