Networking to Win Business
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Transcript of Networking to Win Business
The Relentless NetworkerThe Relentless Networker
NetworkingNetworkingto to
Win (More) BusinessWin (More) Business
Paul E Maynard’s Paul E Maynard’s Presentation to thePresentation to the
Dallas Business Journal’s Dallas Business Journal’s SmartReader SeminarSmartReader SeminarDecember 16, 2010December 16, 2010
The Relentless NetworkerThe Relentless Networker
Why are we here today?Why are we here today?
To discuss how to network effectively To discuss how to network effectively by thinking strategically and acting by thinking strategically and acting clearly and decisively.clearly and decisively.
The Relentless NetworkerThe Relentless Networker
What works?What works?
Face-to-face interaction Face-to-face interaction This is about engagementThis is about engagement
Long-term actionLong-term action This takes timeThis takes time
Building relationshipsBuilding relationships Pay attentionPay attention
The Relentless NetworkerThe Relentless Networker
Set Strategy
Align Tools
Choose Targets
Take Action
Patience and Persistence Pay Off
SmartNetworkers…
The Relentless NetworkerThe Relentless Networker
Setting a StrategySetting a Strategy
Have a clear goal(s)Have a clear goal(s)
Define measureable Define measureable objectivesobjectives
Know where you are Know where you are going before you departgoing before you depart
The Relentless NetworkerThe Relentless Networker
Setting a Strategy: GoalsSetting a Strategy: Goals
““I want to be the leader I want to be the leader in my industry (market, in my industry (market, business, company).”business, company).”
One word: One word: “Philadelphia”“Philadelphia”
The Relentless NetworkerThe Relentless Networker
Setting a Strategy: Setting a Strategy: ObjectivesObjectives
“I will attend at least 1 event a week each month.”
“I will make at least 30 new contacts per month.”
“I will grow my LinkedIn (or database) by 15 new contacts per month.”
The Relentless NetworkerThe Relentless Networker
Setting a Strategy: WhereSetting a Strategy: Where
Have a planHave a plan
Be specificBe specific
Get detailedGet detailed
The Relentless NetworkerThe Relentless Networker
Aligning ToolsAligning Tools
Business cardsBusiness cards
Short introductory Short introductory speechspeech
LinkedIn profileLinkedIn profile
Follow-up mechanismFollow-up mechanism
The Relentless NetworkerThe Relentless Networker
Aligning Tools: Business Aligning Tools: Business CardsCards
Take them everywhereTake them everywhere Yes, you heard me, Yes, you heard me,
everywhereeverywhere Have the kind you can Have the kind you can
write on—make noteswrite on—make notes
The Relentless NetworkerThe Relentless Networker
Aligning Tools: Short SpeechAligning Tools: Short Speech
Start with your name, end Start with your name, end with your namewith your name
Describe your company or Describe your company or mission brieflymission briefly
Keep it to 20 to 45 Keep it to 20 to 45 secondsseconds
The Relentless NetworkerThe Relentless Networker
Aligning Tools: LinkedIn Aligning Tools: LinkedIn ProfileProfile
Be up to dateBe up to date Match your resumeMatch your resume Have a pictureHave a picture Post updatesPost updates Participate in forums & Participate in forums &
answer questionsanswer questions
The Relentless NetworkerThe Relentless Networker
Aligning Tools: Follow UpAligning Tools: Follow Up
Connect via LinkedIn, Connect via LinkedIn, Facebook, TwitterFacebook, Twitter
Send a thank you (if Send a thank you (if appropriate)appropriate)
Set a longer meeting at Set a longer meeting at another timeanother time
The Relentless NetworkerThe Relentless Networker
Choosing TargetsChoosing Targets
Define with whom you Define with whom you want to meet and talkwant to meet and talk
Know what you will sayKnow what you will say
Have a follow-up planHave a follow-up plan
Have an exit strategyHave an exit strategy
The Relentless NetworkerThe Relentless Networker
Choosing Targets: To WhomChoosing Targets: To Whom
Who will be at the event?Who will be at the event?
Who might be at the event?Who might be at the event?
Who is the sponsor?Who is the sponsor?
What is the reason for the event?What is the reason for the event?
The Relentless NetworkerThe Relentless Networker
Choosing Targets: What to Choosing Targets: What to SaySay
A variation of your short speechA variation of your short speech
Appropriate topicsAppropriate topics
Common interestsCommon interests
Who you knowWho you know
The Relentless NetworkerThe Relentless Networker
Choosing Targets: Follow UpChoosing Targets: Follow Up
Will you meet again?Will you meet again?
Can you make a referral?Can you make a referral?
Do you have a connection?Do you have a connection?
The Relentless NetworkerThe Relentless Networker
Choosing Targets: Exit Choosing Targets: Exit StrategyStrategy
Explain you have others to talk Explain you have others to talk with and thank themwith and thank them
Offer to introduce them to Offer to introduce them to another person at the eventanother person at the event
Your cell phone just rangYour cell phone just rang
The Relentless NetworkerThe Relentless Networker
Taking ActionTaking Action
Know your destinationKnow your destination
Give yourself parametersGive yourself parameters
Continue the processContinue the process
The Relentless NetworkerThe Relentless Networker
Taking Action: DestinationsTaking Action: Destinations
“Attend a leads event twice each month.” Expect to contact at least 60 people
“Attend one seminar monthly.” Expect to have at least 15 conversations.
“Volunteer.” Host at least 12 events this year.
The Relentless NetworkerThe Relentless Networker
Taking Action: ParametersTaking Action: Parameters
How long will you stay?How long will you stay?
How many people will How many people will you talk with?you talk with?
Limit food & drinkLimit food & drink
The Relentless NetworkerThe Relentless Networker
Taking Action: Continue the Taking Action: Continue the ProcessProcess
Evaluate eventsEvaluate events
Choose which work bestChoose which work best
Continue or try new Continue or try new onesones
The Relentless NetworkerThe Relentless Networker
Taking action: AssociationsTaking action: Associations
FindFind
AttendAttend
ServeServe
The Relentless NetworkerThe Relentless Networker
FindFind ResearchResearch
Internet searchInternet search Business journal or newspaperBusiness journal or newspaper
Ask aroundAsk around Do your peers and friends know about it?Do your peers and friends know about it? Buzz?Buzz?
Determine if it is appropriateDetermine if it is appropriate Who attends?Who attends? What is the value to you?What is the value to you?
Make a list and prioritizeMake a list and prioritize Rank themRank them
The Relentless NetworkerThe Relentless Networker
AttendAttend
Try out an eventTry out an event More than onceMore than once
Work the roomWork the room Find out who are regulars, who are first Find out who are regulars, who are first
timerstimers DiscoverDiscover
Why do people come to these things?Why do people come to these things? Who runs the organization?Who runs the organization?
The Relentless NetworkerThe Relentless Networker
ServeServe ParticipateParticipate
VolunteerVolunteer WriteWrite GreetGreet
OrganizeOrganize CommunicateCommunicate
ServeServe CommitteesCommittees BoardsBoards
The Relentless NetworkerThe Relentless Networker
EvaluatingEvaluating
WhereWhere Go where your customers areGo where your customers are Know your environmentKnow your environment
WhatWhat Know the shelflifeKnow the shelflife Consider timeConsider time
WhoWho The hostThe host The attendeesThe attendees GuestsGuests
WhyWhy Have a reasonHave a reason Don’t oversaturateDon’t oversaturate
The Relentless NetworkerThe Relentless Networker
Types of AssociationsTypes of Associations Peer professionalPeer professional
IABCIABC AMAAMA DSVCDSVC DPADPA
Fraternal or serviceFraternal or service RotaryRotary LionsLions
CivicCivic Chambers of CommerceChambers of Commerce
BusinessBusiness CEO NetworkersCEO Networkers Homeowner’s associationsHomeowner’s associations National groupsNational groups
ClubsClubs Alumni AssociationsAlumni Associations
The Relentless NetworkerThe Relentless Networker
Peer ProfessionalPeer Professional
““Your people”. They know:Your people”. They know: Your fieldYour field Your jobYour job Your workYour work
Could be partnersCould be partners Could be clientsCould be clients Recognize trendsRecognize trends
The Relentless NetworkerThe Relentless Networker
Fraternal or ServiceFraternal or Service
Connects you to a causeConnects you to a cause And those in the community with the same And those in the community with the same
interestinterest Connects you to leaders in business and Connects you to leaders in business and
public officepublic office Levels the fieldLevels the field
Great outletGreat outlet Your conscienceYour conscience Sense of community and serviceSense of community and service
The Relentless NetworkerThe Relentless Networker
ChambersChambers Best way to learn your communityBest way to learn your community
HistoryHistory IssuesIssues
Connects you to leaders in business and public Connects you to leaders in business and public officeoffice Committee membership and chairmanshipsCommittee membership and chairmanships Connections at eventsConnections at events
Great outlet for finding business partners and Great outlet for finding business partners and clientsclients Over timeOver time PersistencePersistence Consistency Consistency
The Relentless NetworkerThe Relentless Networker
Business GroupsBusiness Groups
Connect you to a variety of peersConnect you to a variety of peers Connections at eventsConnections at events
Could be national or localCould be national or local Great outlet for finding business Great outlet for finding business
partners as well as clientspartners as well as clients Rely on word of mouth (WOM) for Rely on word of mouth (WOM) for
referralsreferrals
The Relentless NetworkerThe Relentless Networker
National Business GroupsNational Business Groups
National with local ties (chapters)National with local ties (chapters) Market- or business-specificMarket- or business-specific
BOMABOMA ASISASIS NACSNACS
Move up or move down to connect Move up or move down to connect within the networkwithin the network
The Relentless NetworkerThe Relentless Networker
ClubsClubs
Connect you to your direct peersConnect you to your direct peers Committee membership and chairmanshipsCommittee membership and chairmanships Connections at eventsConnections at events
Great outlet for finding business Great outlet for finding business partners more than clientspartners more than clients
Would I be a member of a club that lets Would I be a member of a club that lets me be a member?me be a member?
The Relentless NetworkerThe Relentless Networker
In Summary: AssociationsIn Summary: Associations
Know why you are doing thisKnow why you are doing this Remember the formula—FASRemember the formula—FAS Use all of your toolsUse all of your tools Practice patience and persistence Practice patience and persistence
The Relentless NetworkerThe Relentless Networker
TakeawaysTakeaways
Set Strategy
Align Tools
Choose Targets
Take Action
Patience and Persistence Pay Off
The Relentless NetworkerThe Relentless Networker
Bonus SlideBonus Slide
Continuously build and manage your data base Reach out via social media Publish a newsletter Write a blog Be patient, but persistent
The Relentless NetworkerThe Relentless Networker
For more informationFor more information
Paul E MaynardPaul E Maynard 817-891-1167817-891-1167 www.paulemaynard.comwww.paulemaynard.com [email protected]@paulemaynard.com www.linkedin.com/in/paulmaynardwww.linkedin.com/in/paulmaynard www.facebook.com/thepaulmaynardwww.facebook.com/thepaulmaynard www.twitter.com/paulem53www.twitter.com/paulem53