1. Networking Sales gym Logo

2. Overview of the workout TimeContentMethod / Person 10 minutesWelcome & objectives Trainer led 20 minutes Networking What it is; why it is so important; barriers to networking; what not to do Trainer led Group activity 5 minutesThe art of networking Trainer led 15 minutesPlanning your network Trainer led Group activity 50 minutesPreparing to network Trainer led Group activity 10 minutesBreak 20 minutesNetworking the room Trainer led 20 minutesManaging the network Trainer led 10 minutesOnline networking Trainer led 10 minutesActivity Group activity 10 minutesCool Down Period Trainer led

3. What is networking? The term networking is the development and maintenance of mutually valuable relationships It's not schmoozing; it's not just handing out business cards, selling, marketing or small talk ― Those activities are part of networking It’s not what you know; it’s who you know

4. Why is networking so important? Greater visibility in the market Greater opportunities More contacts, friends, acquaintances Personally rewarding Greater knowledge Keeps you ahead of the competition Drives increased revenue Avoids cold calling

5. What are the common barriers to networking? Fear / lack of confidence No time to network Not targeted to network No need to change / do it Don’t enjoy networking Don’t know how to

6. What not to do The hard sell – they believe networking is about one thing and one thing only: selling products and services to everyone in the room Business only – they're not there to make friends ― They're not there to have fun ― And they're certainly not interested in developing mutually valuable relationships It's all about me – they don't take the time to help and share with others, but rather focus on their own needs Because I need to – those who only network because: ― They need new customers ― They have a new product or service to sell ― Their boss told them to

7. What not to do (2) Think it’s all about a business card – move as quickly as possible from one person to the next, handing out cards ― They don't make eye contact ― They don't ask to exchange cards Sit with friends / colleagues - If you're sitting with YOUR company, you're sitting with the WRONG company

8. How to be a good networker Clear goalsHelps othersQuestions & Listens Good body language Networks all the time Builds good rapport Acts on any referrals Tells a good story

9. Networking – the 4 step approach PlanningPreparing NetworkingManaging

10. Planning - have clear targets What do you want your network to do for you? How do you want your network to look? Who are the key people you’d like to have in your network? Who are the target customers you’d like the network to refer you to? How much time can you allocate to building this network?

11. Planning - add value to others What’s in it for me? How can I help others get what they want?

12. Planning - add value to others (2) What have you got to offer?What do you want to get back? 1.Get into pairs / 3’s 2.Answer the two questions (10 minutes) 3.Be ready to share with the group

13. Preparing - find common points of interest Your conversation needs to be better than about the weather! Think of conversation topics to use ― Read the papers ― Read local magazines ― Read industry articles / updates ― Search online for latest updates Prepare broad questions to ask ― Where do you work? ― What do you do there? ― What are you here for? Have stories in the back of your mind you can draw on

14. Preparing - your 30 second commercial This is your 30 seconds of fame...use it wisely! ― Your ‘Elevator Pitch’ Have a clear ‘Value Proposition’ ― Who you are ― What you do ― Why your company ― Who are your customers ― What makes it special

15. Preparing - your 30 second commercial 1.Write your own Elevator Pitch / 30 second commercial 2.It should cover: Who you are – personal background, experience/skills, your role Your company – characteristics & capabilities What value you offer How you operate 3.Only 30 seconds long 4.Present it to the group 5.10 minutes to prepare

16. Preparing - have a engaging story to tell Have a story for doing what you do ― How did you get into it; ― What made you stay in it People love stories ― Much more memorable ― Much more engaging Write it out. Practice / rehearse it Make it funny; Make it memorable A good story travels well - if you tell them a good story, they will tell others

17. Preparing – finding your story What’s your story? 1.Get into pairs 2.Discuss stories you could use 3.Select one 4.Write it out; make it memorable; make it funny 5.Rehearse it 6.Be ready to present it to the group in 15 minutes

18. Networking – hints to overcome fear... 1.Go with the mindset of helping others ― Then you have absolutely nothing to lose 2.Prepare well ― Have topics of conversation in mind ― Have questions to ask 3.Take an active networking role ― Approach others: and your confidence will grow ― Don’t stand and wait for people to approach you 4. Don’t sit / stand with colleagues ― Sit with new people ― “If you’re sitting with your company, you’re sitting with the wrong company!”

19. Networking – work on building rapport Small talk is actually Big talk Use your voice volume, tone, speed Control your body language Eye contactSmile!! 20-50%

20. Networking - reading body language Body LanguageWhat They /You Could Mean The surprised gape‘You must be kidding’ Preparations to leave (closing notebook, reaching for bag/briefcase, putting on jacket) ‘I’m going to walk away if you don’t give me a concession’ Inclining body away Downplaying your importance/trying to annoy you Folding arms Closing down (or ‘I’m just comfortable this way’) Looking down or awayWas that a lie? Looking at each other You’ve hit an important area Looking for the leader to make a move/concession Turned up corner of mouth/avoiding eye contact/deep breath/shrug of shoulders ‘You are pushing me too far’

21. Body Language No-No’s The finger jab - aggressive Folding arms – lack of interest Slouching - unresponsive Flitting eyes - nervousness Fidgety hands - nervousness Weak or dry voice - nervousness

22. Networking – ask questions and listen Create Conversations Ask the right questions Listen closely; respond accordingly Be on their agenda, not yours. You’re not there to sell

23. Networking – asking questions Open Closed Which Why When What How Where

24. Networking – asking the right questions Why How, What Which, When, Who Closed – Yes/No High Value of questions Most insightful – answers give opinions, thoughts, reasons High value but high risk Low

25. Networking – listen carefully Works out their own position while you are talking Interrupts and butts in Agrees (far too easily) with everything you are saying Turns everything you say to their point of view Finishes off sentences for you Rarely questions you further Bad ListenerGood Listener Listens 100% of the time Question and probe based on what’s just been said Listens for the meaning behind the words Formulates what they are going to say once you have finished speaking Repeats words you used to test their understanding “The quieter I become, the more I seem to hear”

26. Managing - when you get a referral Act immediately ― It reflects on the person who has helped you ― It builds trust with the person who has helped you ― The referral will be fresh in the mind of the person you are calling ― It will lead to more referrals Call (preferably) or email them ― Reference the person who referred you ― Explain why you wanted to speak / meet with this person

27. Managing – don’t make networking a one-off event “You don’t start to dig a well when you’re thirsty...” Networking needs to be constant Be proactive to increase your network Be proactive with your existing network Activity: How do you nurture your existing network? 1.Get into pairs / 3’s 2.Discuss and list suggestions 3.Be ready to share suggestions in 10 minutes

28. Online networking Networking has been made easier by the internet You can network sitting in the office, at home, from cafes...from anywhere You can tap into broad networks that were never possible through traditional networking You can even build a worldwide network without leaving your office

29. Online networking sites Facebook – more personal, but worthwhile ― Set up a personal account at www.facebook.comwww.facebook.com ― According to Facebook, “Facebook helps you connect and share with the people in your life” ― Find your friends first – quite easy ― Expand your network through them ― Regularly (at least once a week) check the News Feed and your inbox Linked In – business oriented, a must for all networkers ― Set up an account at www.linkedin.comwww.linkedin.com ― Set up your profile ― Find contacts ― Reach out to them when you need help

30. Online networking sites - blogging What is blogging? ― Blogs are online journals where you can post comments, links, stories, articles and more Networkers are blogging all the time ― It’s a great way to find like minded people across the world ― Tell the world what you’re doing; how you feel; what’s been happening Getting started? ― Start by setting up a Blog at www.blogger.comwww.blogger.com

31. Build “visibility plans”, not marketing plans How will you become more visible in the market? What are you going to do to be a better networker? How many networking events will you attend? What events will you attend? How regularly? How many new contacts do you want to make every month? Which clients do you really want to have referrals for? How will you improve your online networking presence? Which online networks will you regularly use?

32. Letter to self – is your Visibility Plan on track? What do you hope to have achieved in 3 months? 1.Everyone is to write a letter to themselves on the progress they would like to have made after 3 months of networking How visible will you be in the market? What are you doing now to be a better networker? How many networking events have you attended? Etc. 2.Write your name and address on an envelope, and seal the letter in the envelope 3.This will be posted to you in 3 months from today 4.You have 10 minutes

33. Cool Down

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