Smarter Strategies to Turn Your Networking & Memberships into Profits Please: Listen ~ Learn ~ Ask ~ Share ~ Have Fun! Implement ~ Make More Profit! Strategy Training Session Mkt2.6

Is networking right for your business? Do you…  Work with local clients?  Like to meet strangers?  Start conversations easily?  Present well in person?  Do good follow up?

Why is Networking Important?  Face to Face with the Prospect  Second Highest ROI  Builds Credibility  Elicits Trust  Shortens Sales Cycle  Eliminates Barriers  Focuses on Target Market  High Touch

Marketing Formula 1.Clear and Specific Goal- Why are you going 2.Identify Your Target Market -Who to network with 3.Create Your Message-What to say 4.Choose the Medium-Where to network 5.Make the investment-Time & money 6.Track Your Return-Monitor results

Networking Goals Not to sell! Get introductions to new prospects Build existing relationships Stay connected Build Your Network

Three Target Markets for Networking Prospects Referral Partners Resources

The Message When you introduce yourself to people, do you immediately give people your name and tell them what you do? Stop Immediately!!!

Stand out from the crowd! Never a Second Chance at a Great First Impression! Don’t Waste Time trying to Persuade Prospects to Buy in 17 Seconds! Leave a Lasting Perception Of Your Value = Your UMP !

6 Components of a Great Commercial: 1.Who you are 2.What you do 3.Who you do it for 4.What benefits you deliver 5.How you are different (UMP)? 6.Call to Action (When appropriate)

Sample Message: I’m ___________, Business Consultant with Do Business Smarter. We’re a strategy based business consulting company that helps position, market and manage business for growth and profit. Basically, we help sole proprietors with no employees and Small business owners with 5,10, up to about 30 employees grow., fix, build or improve their businesses in a a very direct, effective and affordable way. If you or a business owner you know is serious about wanting to improve their profits by working smarter not harder…I’d appreciate an introduction.

Media for Networking  Chambers of Commerce*  Networking / Leads Groups*  Service Organizations / Rotary  Trade / Industry Associatio ns  Churches/Schools  Trade shows/Expos

Chambers of Commerce It’s not the chamber’s job to get you business! That’s Your Job! Get involved…  Ambassadors / Showboater / Speaker  Sundowners / Breakfasts / Mixers  Chamber Expos

Working the Room… Ask Questions “Hello, it’s good to meet you!” “What type of business are you in?” “Is that your business or are you an employee?” “That’s interesting…. How’s business?” “Do you live locally?” “That’s a lovely area, we have a few customers in your neighborhood … do you own a house there or are you in an apartment?

Now it’s Your Turn… I’m ___________, Bob with Bob’s Landscaping Design & Maintenance. Basically we turn people gardens into a relaxation paradise in a very timely and affordable way. Everyone is so busy these days they don’t have the time to keep up with their garden and then they don’t enjoy relaxing in their own back yards. It only reminds them of all the work they need to do to it! So we come in and clean up the whole place, remove weeds, trim trees, get their lawn green again, plant trees and plants they like and offer ongoing maintenance so they can have the time to relax and enjoy their yards again. If you are interested we offer a free garden inspection to give you ideas of what you could do with your garden …

4 Stages of Creating a Referral Network “It’s Not What you Know”  It’s Who You Know  It’s Who Knows You  It‘s What They Think of You  It’s When They Think of You

Before an event.. Promote that you will be there on your social media sites: –Twitter –LinkedIn –Facebook –Others That way attendees using social media will know to expect to meet you there and that you helped promote the event.

Smarter Networking Techniques  Be Interested vs. Interesting  Dress Professionally  Plenty of Business Cards  Calendar  Name Badge  Get There Early / Stay Late  Relationship Campaign

Follow Up  Call?  Card?  ?  Meeting?  Social media Connection  _______?

Referral Group Techniques One Year Commitment Focus on Providing Leads Critical Mass of 25 Members Minimum of Two Prospects Minimum of Two Referral Partners Progressive Relationship Plan New Member Power Partners 3 Tier Showboater Incentive Gift Certificates

Network Marketing Strategic Alliances  Turn Your Network into a Dynamic Marketing System  Develop a Network of Strategic Marketing Alliances  Establish Direct Connection with Qualified Prospects Target market Alliance

Informational Network Marketing  Sharing Information  “Logically Sharing the Same Target Market”  Sharing Lists for Direct Mail & Phone  Alliance Marketing – Cross Promotional  Referral Letter Campaign

Automatic Network Marketing  Automatic Supply of Quality Leads  Brochures, Fliers, Coupons, Bus. Cards  Pre-qualified Promotions for High ROI  Ideal Target Market Selection

Networking Summary Networking has the Second Highest Return on Investment Use the 6 step Marketing Formula Create your powerful Message Be Interested vs. Interesting Ask if they’d like more info Build you credibility Remember it’s About Long Term Relationships, make the commitment & have a strategy! DYDI: What are you going to do in the next two weeks to improve your networking results? Complete system sample available in the eLearning Center online