Or…Networking for the Non-salesman or… Networking for the Introvert Monday, July 30, 2009.
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Transcript of Or…Networking for the Non-salesman or… Networking for the Introvert Monday, July 30, 2009.
twitter my ass
or…Networking for the Non-salesmanor… Networking for the Introvert
Monday, July 30, 2009
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Social Networking
match.com
Would you marry someone you met on match.com without physically meeting them first?
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Social Networking
Would you hire someone to work for your business based only on a resume?
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Social Networking
Networking is not as much about how many men or women you date, it’s about the one you pick to marry.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Social Networking
Social networking is great for initial introductions or doing business with someone out of state.
PERIOD
But if you want to do business in Madison with people in Madison, you need to personally meet them.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
What is Networking?
Networking is a systematic strategy of maintaining consistent contact with people so that they remember you when they need you.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Building Relationships
All of our relationships are based on our values.
When we share another person’s values, we feel close to them immediately.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Building Relationships
People like doing business with people they like.
So how do I get them to like me?
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Likability
1. Action 1
2. Action 2
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Typical Networking Strategy
You hand out 1,000 business cards If you don’t follow-up with the 95% who didn’t respond, you are passing up sales!
They may be interested, but the timing isn’t right. You are just teeing up business for your competitor!
The key is to be ever-present in their minds.
You talk with 100 people.
And 5 people buy.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
7-Touch System
1 2 3 4 5 6 7 8 9 10
Most businesses stop after 3 attempts at making a sale.People are more ready to buy after 7.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
7-Touch System
You need to “touch” people 7 times before they really know and understand who you are.
• Face-to-face meetings• Note cards• Phone conversation• Email• Advertisement• See you at a restaurant• Word of mouth
Maximize and control those touch points!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
It’s About The Numbers…
There are only a certain number of people in the world that are willing to buy what you have to offer.
The more people that you meet, the better your chances are of finding one.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
…and The Timing
People buy when they are ready to buy, not when you are ready to sell.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
OK. How Do I Do It?
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Prospecting vs. Networking
YOU
pros●pect●ing1. possibility of something happening soona chance or the likelihood that something will happen in the near future, especially something desirable
YOU
net●work●ing1. guarantee of something happeningyour dedicated efforts to ensure that something will happen in the near future, especially something desirable
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
3 Networking Myths
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Networking Myth #1
“I can make at least one sale at each networking event that I attend.”
WRONG!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Networking Myth #1
Typically, you won’t do business with someone you network with. You will do business with someone they know.
So you don’t have to SELL!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Networking Myth #2
“I need to hand out as many business cards as I can.”WRONG!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Networking Myth #2
“I need to get as many business cards as I can.”
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Networking Myth #3
“Wear your nametag on your right shoulder so people can read your name while shaking your hand.”
WRONG!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Networking Myth #3
It’s not as important where you wear your nametag as it is how legible it is to read.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
10 Networking Rules
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #1: Go With a Friend
• You double your chances of knowing someone.• It’s easier to have a conversation if you
get stuck.• You can bail each other out.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #2: Get There Early
• Most functions allow networking before the meeting/seminar.• You increase the amount of time to have
to meet someone.• It’s much less overwhelming to walk in
to a room of 5 versus 500.• It’s a much more relaxed way to start.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #3: Eat First
• Make sure you get your free dinner.• Less likely to be juggling food when you
really start networking.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #4: Sit Down Late
• If you sit down first, it’s someone else’s choice who sits next to you.• Scope the sitting audience and find
someone you don’t know…and sit next to them!• Introduce yourself.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #5: Don’t Answer Phone
• Remember, the most important person at the event is the person with which you are currently engaged in conversation.• To answer a cell phone says
they’re #2 on your list.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #6: Don’t Talk. Listen
When you ask questions about me, you’re talking about my favorite subject.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
ListeningA psychiatrist bought a first-class plane ticket from New York to L.A. The project was this: He would engage the person sitting next to him in a conversation where he, the psychiatrist, wouldn’t make any statements at all, only ask his seatmate questions, during the entire six-hour flight – okay?
The plane lands in L.A. and the psychiatrist has his team of researchers interview his seatmate.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Listening
Two key points came out of the interview:
1. First, the man who sat next to the psychiatrist didn’t know his name. Pretty solid evidence that the psychiatrist indeed gave him no information at all, only asked questions.
2. Seatmate said the psychiatrist was the single most interesting person he had ever met in his life!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Conversation
Enter with Personal
TalkBusiness
Leavewith
Personal
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #7: Stand Out
Rummage SaleMy wife’s away on business and I’m
cleaning house. Everything goes before she get’s back!
Saturday, June 128:00 AM – 4:00 PM207 Miramar Drive
Green Bay, WI
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #8: Give Them Something
• Tell them where to find the best Mexican restaurant• Refer them to a qualified babysitter• Give them a Microsoft Office trick• Forward them a magazine article they
might be interested in
ANYTHING!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Rule #9: Follow-Up
• Sets you apart from everyone else they met last night that didn’t follow up.• Tells them you listened and that you cared.• Counts as another one of seven touches!
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Personal Note Cards• Inexpensive
(Avery 2315)• Keep note cards
and stamps in your car to immediately follow-up
• Adds to the “7 touch”
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Personal Note Cards
Cut slots or tape a business card.
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
How Else Can I Network?
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Volunteer
• Don’t volunteer just to get business• Volunteer for a non-profit that you are
passionate about• Get actively involved
Social networking the way it was meant to betwitter my
ass
Copyright 2009 SWAT Madison, LLC
Join an Organization
• Don’t join just to get business• Join an organization that you believe in• Get actively involved