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07 Nov 2009
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1) Networking is:
Mutually beneficial, give and take,win/win relationship
2) Networking is not:
Being a smooth talker, giving a sales pitch
3) ” All things being equal,people will do business with and refer business to people that they know,like and trust” - Bob Burg
4)Law of 250- we all know about 250 people directly or indirectly
5)A feature is what something is, benefit is what something does for the person
6) Benefit statement - tells how you help somebody do something
7) Develop Benefit Statement and “how to know” statement
Meeting someone for the first time - the system
a) Identify COI/prospects
b) Introduce yourself with benefit statement and ask them what they do
c) Ask 2-3 feel good questions, allowing them to talk about themselves
d) Ask the key question
e)Ask them for their business card
f) When you see that person again later, call him by his first name
g) Introduce them to someone else
9) Feel Good Questions:
a) How did you get started in your line of work?
b)What do you enjoy most about what you do?
c)What do you see as the coming trends in your businesses?
d) What advice would you give to someone just starting out in your line of work?
e)What one thing would you do with your business if you knew you could not fail?
f) What separates you and your company from the competition?
g) What significant changes have you seen through the years in your business/profession?
h) What do you think is the most effective way to promote your business/industry?
10)One key question ” How would I know if someone I am speaking to would be a good prospect for you?
11) Feel Good “F.O.R.M.”
Family
Occupation
Recreation
Message
12) Profitable Follow Up:
Thank you notes
Articles of interest
Personalised notepads
Referrals
13) Training your Personal Walking Ambassadors
a) Knowing your perfect prospect/target market
b) Sharing with friends/COI/clients about your how-to statement
14) Asking for referrals
a) ONLY after you have built a relationship
b)Use a “Bridge Statement”
c) Ask the person to think of a specific group
d)Take down the list of names, worry about the contact information later
e)Use the Occupation Alphabet method
15) Bridge Statement
Mr. X, I am in the process of expanding my referrals business, and I like to partner with my friends/clients such as yourself. Can we take a few quick minutes and run past the names of some people I might be able to help?
