Bottom Line Networking Presented by Adrian Pelkus May 14th, 2009 Inspired by: Patrick Henry Referral Engine Company www.fishingcoach.net “Locating and Landing World Class Clients”

Networking Definition: Exchange of info ideas and resources for mutual benefit. Fuel of Networking is to give information as a resource Givers gain top of mind awareness Be a resource not a vendor What Is a Networking Event? Anytime 2 people meet – Prospects Talk to everyone – source of Prospects Tool of Networking Rolodex How “bout” those… Why doesn’t this help your business-building activities? Because it is an indirect introduction question Question – Question What is _________________________? (Firm name on nametag) What is your responsibility for your firm?

Three –Minute Waltz Rolodex Questions Imprinting Brand You Conversation Conclusion Rolodex Questions: What does your firm do? What is your responsibility? What kind of Clients? Practice Reading a Rolodex Bridge Question – One “Ice Breaker” Appropriate question to open dialogue

Break Questions Conversation Conclusions Ask someone new three questions and record on their business card: What does your firm do? What is your responsibility with your firm? What are your target markets? Conversation Conclusions Basic escape I enjoyed meeting you Nice to meet you Lets meet others, may I have your card? Want to Follow up Can I have your card please? I will call to see if we can help each other Don’t Want to Follow up It was a pleasure to meet you Good Luck with that

Imprinting Brand You So, What do You Do? Elements of Discovery Speech Two Basic Rules of Communication: People don’t listen until they ask 14 Second Rule So, What do You Do? Two Types of Elevator Speeches: Forgettable Discovery speech Elements of Discovery Speech Positioning Statement - Answer to, “What do you do?” I help (target market) To (compelling benefit) Unique Spin – Answer, “How do you do that?”

The Advocate System YOU Advocate Definition Professionals that have stake in your success Network up Why would someone want to be you Advocate? Because you are theirs The Five C’s of Advocacy Congruency of target market Center of Influence Chemistry of person Clarity of unique competency Confidence in competency YOU

Circle Of Dreams How can you help me get there? What one thing or action would help your marketing efforts in the near term? How can you help me get there? Names of Those in our Group: How did you feel during and after this process?

Networking Protocols Ten Little Things that make Big Differences: Fifty Business Cards available at all times, laminated to carry in your bathing suit for tropical vacations. Set a Goal for every event attended, i.e. to meet one or two quality people. Sunrise/Sunset – the best time for making connections are the 30 minutes before and after the events. Know Who is Coming to Dinner by getting an attendee list before event or check our when registering – you look for important new “targets.” Don’t Hang Out with people you already know, the best new connections will come from people you haven’t met. Sit Strategically by saving two great seats as you arrive (flip napkins back of chair) for the person YOU want to connect with during meal. Don’t Ignore a Stranger even when engrossed by an interesting new acquaintance, the person standing alone may be the one you should meet. Get Into the Mood by introducing yourself to a stranger within 60 seconds of entering a room a great way to overcome shyness. Be a Table Captain – when everyone is seated, announce to table, “Let’s take a moment and introduce ourselves.” Ask Question of Speaker – you get to stand up and be recognized, to introduce yourself to audience and to meet the speaker later (speakers appreciate good questions).