Sigma FreePresents…
Provided by Sigma College of Small Business, Inc.
Business Networkingfor the Non‐NetworkerSponsored by:
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Measure Your Networking Prowess
• Networking Master– LOVEs the challenge of the big room!– Rest better when everyone knows everyone
• Networking Professional– Network because it’s good for business– Can work a room if necessary– Satisfaction in giving GREAT referrals
• Non‐Networker– Sees the value in networking– Big rooms are extremely intimidating
• they typically “Latch On”– But, they do like meeting new people
2Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.3
Introductions
Keynote TopicBusiness Networking for the Non‐Networker
Our Sponsor:Freeman and Sherburne, Inc.
Keynote ConclusionBusiness Networking for the Non‐Networker
Break – Refreshments and NetworkingAsk Questions Any Time
Agenda
Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Business Networking‐ for Non‐Networkers
• This Class is NOT……..– A Psychology Class
• Not trying to change you– A Motivational Class
• No Rah‐Rah to get out thereand meet people
– Quick Tricks and Tips Class• There is no“Networking Get‐Rich‐Quick” Scheme
• This Class…– Presents systematic methods for growing a quality network over time
• Regardless of your networking prowess
4Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Some Networking Basics
• Reasons for Networking– Selling
– Learning
– Buying
• Basic Value– “Warm” introduction is better than cold call
– Build a relationship before the hard sell / buy
– Generate and qualify leads / vendors
5Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
The REAL Value• Making ONE solid connection
• Links you to MANY potential connections
6
YOU Networking Contact
You Don’t Have to Sell to Every Contact!
Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Networking GoalsAlign with Marketing Goals
• Match goals to product– High Volume – Low Value
– Medium Volume – Medium Value
– Low Volume – High Value
• Set realistic “Event” Goals that match YOU!
• Pick events according to your prospective customers
7
Quality of Touch Point
Size of Audience
Networking
Direct Marketing
Mass Media
Higher
Netw
orkingFocus
Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Sigma Networking Principles
• Time and Touches Principle– A quality network takes time and multiple touch points
• Referral Principle– A new contact’s referral is more likely than their business
• Meet Small – Build Big Principle– Use small groups to meet new people and big groups to reinforce relationships
• Forced Opportunity Principle– Develop techniques where an easy action forces networking
8Business Networking for the Non‐Networker
Sigma FreePresents…
Provided by Sigma College of Small Business, Inc.
Business Networkingfor the Non‐NetworkerSponsored by:
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Business will be first, relationship will
require more effort
Techniques
Use Variety of Events• Networking Environments
– Routine • Not specifically organized for networking• Volunteer work, kid’s programs, training
– Social• Organized for non‐business interests• Clubs, hobbies, service groups
– Informal• Organized for “general” networking• After hours, luncheons
– Serious• Specifically organized to generate leads• BNI, B2B Networking Group, Leadshare
10
Easy to build relationships before approaching business
USE TACT!
Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Techniques
Meet Small – Build Big
Meet in small “functional” settings – reinforce at big events
• Use small settings to introduce and meet new people– “Functional” meetings reduce the “what do I say” barrier
• Classes, committees, volunteer opportunities
• Big events– Mixers
• People you have met ‐ spend short times with them to reinforce• Look for other “non‐networkers” – they are usually in a corner
– “Sit‐down” events• Tables turn big events into smaller events
11
Long term approach reduces stress of selling in first meeting
Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Techniques
Picking the Right Seat
12
Know
Empty
Don’t KnowSomething as simple as where you sit affects your networking
Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Over Tim
e…
Techniques
What to Say
A new contact’s referral is more likely than their business
• Build credibility and trust through relationship– Ask and listen– Find common ground
• Make them sales people– Match your product to a tangible need– Help them see how it fits for themselves and others
• Provide the sales support– How to identify prospects– How to present your product
13
Great approach for introducing yourself
in networking groups
Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Techniques
Follow ‐ up
A quality network takes time and multiple touch points
• Follow‐up is a great touch point– Keep it simple – save something for the next touch– Phone call, note or email? – match to your comfort level– Think of follow‐up during initial contact
• Plan the next Touch Point– Especially for good network contacts– Could be indirect or direct
• Leverage their follow‐up
14Business Networking for the Non‐Networker
Sponsored by:
Copyright 2010 Sigma College of Small Business, Inc.
Critical Business Areas
Strategy and Planning
Marketing and Sales
Accounting and Finance
Operations and Quality
Leadership and Administration
Technology and Innovation
Sigma College of Small Business
• Upcoming SigmaFree Classes– 2/2 – Follow the Money! Find the Value in Your Financials
– 2/9 – Choosing the Right Advertising
• Upcoming Sigma College Course– Marketing and Sales for Small Business
• Thursdays, 7:30am‐9:30am, 2/11‐3/4, 4 weeks
• Wednesdays, 3pm‐5pm, 2/17‐3/10, 4 weeks
– Free personal consult
– “Flex” schedule – attend either class
15Dedicated to the Learning Needs of Small Business!