Expanding Your

Coaching Business

with Networking

Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDCOwner & Certified Executive Career Coach

What We’ll Cover:

• Networking as a source of leads for your client

• Networking as a source of leads for your business

• How to teach your clients to network

• Different types of networking meetings

• How to establish the flow

• What clients should do post networking meeting

Program Overview

This is all about people helping people!

We are all in this together!

Meetings are marked by profound generosity!

Types of Networking Meetings

Structured

Unstructured

Invited Luncheons

Create an AssociatedLinkedIn Group

Create an AssociatedLinkedIn Group

Attendees from your group may reach out to past and present members.

“Warm” conversation established because

of the common denominator.

Networking Material Preparation• Assist your clients in preparing:

• One Page Network Overview Sheet • Profile | Executive Summary | Value Proposition

• Bullets of Expert Level Skills | Core Competencies

• 3 - 4 Career Highlights

• Target Companies | Industry Focus

• What are you offering the group?

– Business Cards

Before the Meeting• Contact the Meeting Facilitator!

– Let them know it is your first time with this group or with any networking group!

– Ask about the “Rules of Engagement!” -

• Is this a structured or unstructured networking meeting?

• How many people usually attend?

• What are some of the participants’ industries / titles?

• What is the Dress Code?

• Are there fees?

Before the Meeting• Creating the Value Proposition for the meeting

– Four components of a Value Proposition:

• Role

• Skills

• Proof of Skills

• Results

– Delivered in under two minutes

Before the Meeting• What is YOUR objective for the meeting?

– Leads

– Contacts

– Opportunities

– Market Intelligence

The Golden Rule

Give before you Get!

Arrival at the Meeting• Introduce yourself to the facilitator!

– Remind them of your phone call / e-mail

– Ask if there is someone at the meeting who is also in your industry / field

– Are there other new people here this evening?

Introductions• Have Prepared Questions - Learn about the

other person FIRST. Ask:

– What brings you here tonight?

– Is this your first time here, too?

– How did you find out about this meeting?

– Why do you keep coming back?

– What do you do?

• FOCUS and Keep great eye contact!

Introductions• Have a self imposed time limit with each

person. Circulate!

• After you have heard someone else’s story –now it is YOUR turn to talk about you!

Structured Meeting• Facilitator led

Round Robin

• State your memorable Value Proposition– Distribute Overview

Sheet

– Distribute Business/Networking Card

Structured Meeting• Keep notes on other attendees.

– Mark up their Overview Sheets

– Make notes on their business cards

• Do you know anyone at the companies mentioned? Other Common Denominators?

• Do you have Market Intelligence about this Target?

• Can you suggest ideas for them to explore?

Beyond the Meeting

• Keep your promises – whatever they were - in a timely way:

– make the connection!

– send the lead!

– find the web site!

– warm up the opportunity!

Beyond the Meeting

• Join your new associates on LinkedIn, Twitter and other Social Media Groups

• Periodically reach out

– Suggest a coffee meeting

– E-mail an article related to their search

Your New Mantra:(and your client’s new mantra!)

I will never not network again!Repeat

I will never not network again!Repeat

I will never not network again!

One Page Overview Sheet Sample

Creating YOUR Networking Group

Start slow – small group

Build on referrals

Encourage “Bring a friend”

Announce meetings in your LI Group, Twitter, MeetUp (?), monthly newsletter

Entice with a Speaker

Creating YOUR Networking Group

Materials in your Booklet

Spreadsheet

Coach’s Note Taking Sheet

Sample Overview Sheet for Client

Feedback Form Sample

Linda M. Van Valkenburgh, MS, CCMC, CJSSMy Executive Career Coach, LLC

700 Fairfield Avenue, Suite 101Stamford, CT 06902

203.323.9977

LindaVan@MyExecutiveCareerCoach.comwww.MyExecutiveCareerCoach.com

http://www.linkedin.com/in/lindavanFollow me on Twitter: @LinVanVal

QUESTIONS?