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

2. 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?

3. 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

4. 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

5. 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?”

6. 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

7. 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?

8. 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).