Getting more seller out of seller-doers....3 Getting more seller out of seller-doers. © 2017 The...
Transcript of Getting more seller out of seller-doers....3 Getting more seller out of seller-doers. © 2017 The...
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
How to Make the Most of a Networking Event
“The Seller Doer Academy for Civil Engineers has met the standards and
requirements of the Registered Continuing Education Program. Credit earned
on completion of this program will be reported to RCEP at RCEP.net. A
certificate of completion will be issued to each participant. As such, it does not
include content that may be deemed or construed to be an approval or
endorsement by the RCEP.”
COPYRIGHT MATERIALS
This educational activity is protected by U.S. and international copyright laws. Reproduction, distribution, display, and use of the educational activity without
written permission of the presenter is prohibited.
© The Seller Doer Academy 2016
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Purpose and Learning Objectives
Purpose: To learn how to network efficiently and effectively. This module focuses on the strategies for getting the most out of a networking event.
Know how to select the right events to attend.
Be prepared and know what to bring to every networking event.
Learn how to work the room effectively with the conversational strategies provided by the presenter.
Know how to follow up after the event in a timely manner.
Overview
§ Think Before You Go§ Prepare Before You Go§ Getting There§ Make the Connection§ After the Event § Action Tips
Think Before You Go
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
How To Select The Right Events To Attend
§ Industry
§ Prospective Clients
§ Cost
§ Time/Location
§ Content
§ Quality of Contacts not Quantity
Have a Goal
Prepare Before You Go
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
What to Bring to Every Networking Event
Eat Before You Go (unless it’s a luncheon or dinner)
Eat light before you go
Research Key Attendees Before The Event
Speakers
Panelists
Special Guests
Attendees
TIP: It starts with just one conversation to lead to a valued business relationship.
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Practice Your “30-second Introduction”
Dress to Impress
Getting There
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Arrive Early
Make the Connection
What and How
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Introducing Others
“Introducing people is one of the most important acts in business life.” – Letitia Baldridge
Why Listening May Be The Most Important Thing You Can Do At An Event
Do the “Tango”
Keep an Open Posture
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Sit Between People You Do NOT Know Well
Don’t Steal Your Neighbor’s Bread!
“BMW” Rule
Conversation Starters
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Sample Conversations
§ Oh, you’re from [X Company]? How did you end up there?
§ You know, I recently read that [insert relevant industry news
here]. Have you heard about that?
§ Hey, I’d love your opinion on [your latest project]. Do you have
a minute?
§ How did you initially get your start in the industry?
§ What do you enjoy the most about what you do?
Questions About Their Career Path/TrainingAre you a member of any professional associations? Which ones do you feel are the most important to belong to?
Questions About Working Conditions
How many hours do you work in a typical week?
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Additional QuestionsIs this your first time attending this conference? What session have you most enjoyed so far?
Small TalkWhat do you think about… the speaker, the topic, the weather, etc.?
How to Handle Uncomfortable Situations
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Case I – It’s About Them
Case II – You Forgot A Name
Case III – Someone Is Clinging To You
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Case IV – The High Pressure Sales Pitch
Business Cards
Treat business cards like credit cards
Take Notes
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Say Goodbye
Don't just disappear.
After the Event
Follow Up
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
Action Tips
Never get drunk.
Always stay focused.
Be genuine and sincere.
Build relationships.
ResourcesHow to Work a Room – Susan RoAneDorie ClarkBerkeley UniversityPepperdine University Columbia UniversityYale UniversityIllinois University
PassionforBusiness.comTheMuse.comStrategicBusinessNetwork.comForbes.comEntrepreneur.comBusinessInsider.comBusiness.comFastCompany.comBlog.Hubspot.comFindSpark.com
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Getting more seller out of seller-doers.
© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.
How to Make the Most of a Networking Event