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Networking for
    Business
     Success
 Stephen N. Davis
 “Partnering With Clients to Drive
 Sustainable Profitable Growth”
John Wanamaker



                                   “Half the money I spend
                                   on advertising is wasted,
                                   and the trouble is,
                                   I don’t know which half.”




2000 - 2011 © CXO Advisory Group
The Marketing Landscape has Changed…


                                    “Buy
                                     My
                                   Product”


2000 - 2011 © CXO Advisory Group
Ads are Everywhere




            People see and hear between 1,000
             87,600,000 throughout their lives
            and 3,000 advertising messages/day

2000 - 2011 © CXO Advisory Group
Nielson: 90% of People Who Can Skip
                Ads - Do It




2000 - 2011 © CXO Advisory Group
Nielson: Only 14% of People Trust Ads




2000 - 2011 © CXO Advisory Group
Trust Drives Transactions




                             66%
                    Of the Economy is Influenced by
                      Personal Recommendations


SOURCE: McKinsey & Co.



 2000 - 2011 © CXO Advisory Group
Trust Drives Transactions




                             91%
                       Say consumer reviews are the
                        #1 Aid to Buying Decisions


SOURCE: JC Williams Group



 2000 - 2011 © CXO Advisory Group
Trust Drives Transactions




                             78%
                             Trust Recommendations
                               of other Consumers


SOURCE: Nielson Report - October 2007



 2000 - 2011 © CXO Advisory Group
Trust Drives Transactions




                             88% Will Buy from
                              Companies they TRUST


SOURCE: Edelman Trust Barometer, 2008



 2000 - 2011 © CXO Advisory Group
Trust Drives Transactions




                             85%
                             Will NOT buy from
                          Companies they DISTRUST


SOURCE: Edelman Trust Barometer, 2008



 2000 - 2011 © CXO Advisory Group
It’s Not About Collecting Business Cards




2000 - 2011 © CXO Advisory Group
Your Ultimate Goal


                         Convert Your
                          Contacts
     Into a Word-of-Mouth
       Referral Network
2000 - 2011 © CXO Advisory Group
Your Network = Your Net Worth




                         $948
              The Value of a Contact in YOUR Network


SOURCE: IBM



2000 - 2011 © CXO Advisory Group
Networking Steps


                             Meet people
                             Start conversations
                             Answer questions
                             Ask questions
                             Offer to Help
                             Build Trust
                             Follow Up

2000 - 2011 © CXO Advisory Group
Networking is NOT
                about you ….
    It’s ALWAYS about the
          other person
2000 - 2011 © CXO Advisory Group
Step 1: What is Your Brand?




                                   Your Personal Brand is


                   ?                More important than
                                    the Company Brand




2000 - 2011 © CXO Advisory Group
What is Your Brand?


                                   “We are CEOs of our own
                                   companies: Me Inc. To be in
                                   business today, our most
                                   important job is to be head
                                   marketer for the brand
                                   called You.”
                                                  Tom Peters - 1997




2000 - 2011 © CXO Advisory Group
What is Your Personal Brand?

                                      Communicates your
                                       personal story
                                      What attributes set you
                                       apart



                   ?
                                      How do you want to be
                                       positioned




2000 - 2011 © CXO Advisory Group
What is Your Personal Brand?

                                      Communicates your
                                       personal story
                                      What attributes set you
                                       apart
                                      How do you want to be


                   ?               

                                   
                                   
                                       positioned
                                       People and groups you
                                       associate with
                                       Company and/or Self
                                       List keywords prospects
                                       might use to search for
                                       you


2000 - 2011 © CXO Advisory Group
Step 2: Establish Your Goals

      Who are you trying to meet?
         •   Customers
         •   Strategic Partners
         •   Referral Sources
      New Business over what time Frame?
      How much time should I allocate to networking?
      How many meetings should I shoot for each week?




2000 - 2011 © CXO Advisory Group
Step 3: Learn About Your Network
                          Prospects
      Who should I network with?
        • What is their profile?
      How do they make decisions?
      Find out where they hang out
        • Where do I go to network with them?
      Rank prioritize venues
        • Where can I meet the most
            • Strategic partners?
            • Prospects?
            • Referral sources?
        • When is the best time to network?
            • I prefer morning meetings



2000 - 2011 © CXO Advisory Group
How to Network Effectively

                                      You are Not Selling
                                      Start a CONVERSATION
                                      Introduce yourself
                                      Ask the other person “What
                                       they do for a living?”
                                      Get to know the other
                                       person
                                      Use open ended questions
                                      ALWAYS CARRY
                                       BUSINESS CARDS


2000 - 2011 © CXO Advisory Group
The Right Questions




          Separates the Pros
         from the Amatuers ….


2000 - 2011 © CXO Advisory Group
The Right Questions



             Shows You’re
           Concerned Helping
             Them Achieve
              SUCCESS
2000 - 2011 © CXO Advisory Group
The Right Questions



      Gets Them to Tell You
       How to SELL Them


2000 - 2011 © CXO Advisory Group
Questions I Close With



                Who is a Good
               Prospect for You?


2000 - 2011 © CXO Advisory Group
Questions I Close With



          Who Are Your BEST
          Referral Sources?


2000 - 2011 © CXO Advisory Group
Working a Room/Event




2000 - 2011 © CXO Advisory Group
Ways to Connect at an Event
  1.    Be strategic about which events you attend
  2.    Get there early and talk to people at the registration
        table
  3.    Study the name tags
         1.   Identify people to meet
  4.    Don’t hang out with people you already know
  5.    Circle and scan for your targets
  6.    Look for people standing alone
  7. Use your time wisely
  8. Don’t try to sell
  9. Ask questions of the other person
  10.   Know when to break off an unproductive conversation


2000 - 2011 © CXO Advisory Group
Follow-up After the Event

      Assess the event
         •   Was it worthwhile?
         •   Should you do it again?
      Sort & prioritize collected business card
         •   Those you want to contact within 48 hours
         •   Those you want to contact within a week
         •   Those you will never contact




2000 - 2011 © CXO Advisory Group
Homework


            Go Meet Someone

    Make a Referral Today

2000 - 2011 © CXO Advisory Group
Questions




2000 - 2011 © CXO Advisory Group
Driving Profitable Growth




2000 - 2011 © CXO Advisory Group
Driving Profitable Growth



             We help companies optimize business
             development and marketing; accelerate
             sales; and seize the most attractive
             growth opportunities.




2000 - 2011 © CXO Advisory Group
The CXO Advisory Group

      CXO Advisory Group is a strategic operations advisory
       and management firm comprised of proven C-level
       executives with both breadth and depth of experience.

      CXO Advisory Group Team members have achieved
       success in positions ranging from: President/CEO to
       COO, and VPs of Sales, Marketing, Corporate
       Development and Human Resources.

      Has proven success in business development and in
       building US sales and distribution channels


2000 - 2011 © CXO Advisory Group
How Can CXO Help You?

      Business Strategy Services
             •   Audit business practices and organization
             •   Evaluate product and pricing strategies
             •   Evaluate effectiveness of sales channel
             •   Assess effectiveness of existing sales and marketing
                 programs
      Market Entry Program
             •   Analyze competitive landscape
             •   Market launch strategy and plan
             •   Channel strategy and programs
             •   Establish sales channels
             •   Generate sales and manage relationships
             •   Identify and develop strategic partnerships

2000 - 2011 © CXO Advisory Group
How Can CXO Help You?

  Sales Channel Management
         •   Review and revise sales channel strategies
         •   Channel partner identification, prospecting and recruitment
         •   Eliminate channel conflict
         •   Channel contract development and negotiation
  Business Development
         •   Strategic alliances
         •   Align sales and marketing
         •   Social networking integration into marketing mix
         •   Co-marketing ventures




2000 - 2011 © CXO Advisory Group
How Can CXO Help You?

  Interim Management Resources
         •   Interim CEO, COO, CMO, CSO
         •   Interim VP of Sales and Marketing
         •   Consultant on staff
         •   Launch team coaches
  Venture Advisory Services
         •   Fine tune operations, business strategy and market entry
         •   Assist with due diligence
         •   Strategic business assessment of portfolio companies




2000 - 2011 © CXO Advisory Group
Contact Information:



   Stephen Davis
   Interim COO/VP Sales & Marketing |
   Business Consultant | Sales Channel and
   Business Development Expert | Author &
   Speaker

   “Partnering With Clients to Drive
   Sustainable Profitable Growth”


Phone:           (508) 528-7571
Email:           sdavis@cxoadvisorygroup.com
Website:         www.cxoadvisorygroup.com
Linkedin:        www.linkedin.com/in/stephendavis
Twitter:         twitter.com/stephendaviscxo

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Networking for Business Success

  • 1. Networking for Business Success Stephen N. Davis “Partnering With Clients to Drive Sustainable Profitable Growth”
  • 2. John Wanamaker “Half the money I spend on advertising is wasted, and the trouble is, I don’t know which half.” 2000 - 2011 © CXO Advisory Group
  • 3. The Marketing Landscape has Changed… “Buy My Product” 2000 - 2011 © CXO Advisory Group
  • 4. Ads are Everywhere People see and hear between 1,000 87,600,000 throughout their lives and 3,000 advertising messages/day 2000 - 2011 © CXO Advisory Group
  • 5. Nielson: 90% of People Who Can Skip Ads - Do It 2000 - 2011 © CXO Advisory Group
  • 6. Nielson: Only 14% of People Trust Ads 2000 - 2011 © CXO Advisory Group
  • 7. Trust Drives Transactions 66% Of the Economy is Influenced by Personal Recommendations SOURCE: McKinsey & Co. 2000 - 2011 © CXO Advisory Group
  • 8. Trust Drives Transactions 91% Say consumer reviews are the #1 Aid to Buying Decisions SOURCE: JC Williams Group 2000 - 2011 © CXO Advisory Group
  • 9. Trust Drives Transactions 78% Trust Recommendations of other Consumers SOURCE: Nielson Report - October 2007 2000 - 2011 © CXO Advisory Group
  • 10. Trust Drives Transactions 88% Will Buy from Companies they TRUST SOURCE: Edelman Trust Barometer, 2008 2000 - 2011 © CXO Advisory Group
  • 11. Trust Drives Transactions 85% Will NOT buy from Companies they DISTRUST SOURCE: Edelman Trust Barometer, 2008 2000 - 2011 © CXO Advisory Group
  • 12. It’s Not About Collecting Business Cards 2000 - 2011 © CXO Advisory Group
  • 13. Your Ultimate Goal Convert Your Contacts Into a Word-of-Mouth Referral Network 2000 - 2011 © CXO Advisory Group
  • 14. Your Network = Your Net Worth $948 The Value of a Contact in YOUR Network SOURCE: IBM 2000 - 2011 © CXO Advisory Group
  • 15. Networking Steps  Meet people  Start conversations  Answer questions  Ask questions  Offer to Help  Build Trust  Follow Up 2000 - 2011 © CXO Advisory Group
  • 16. Networking is NOT about you …. It’s ALWAYS about the other person 2000 - 2011 © CXO Advisory Group
  • 17. Step 1: What is Your Brand? Your Personal Brand is ? More important than the Company Brand 2000 - 2011 © CXO Advisory Group
  • 18. What is Your Brand? “We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called You.” Tom Peters - 1997 2000 - 2011 © CXO Advisory Group
  • 19. What is Your Personal Brand?  Communicates your personal story  What attributes set you apart ?  How do you want to be positioned 2000 - 2011 © CXO Advisory Group
  • 20. What is Your Personal Brand?  Communicates your personal story  What attributes set you apart  How do you want to be ?    positioned People and groups you associate with Company and/or Self List keywords prospects might use to search for you 2000 - 2011 © CXO Advisory Group
  • 21. Step 2: Establish Your Goals  Who are you trying to meet? • Customers • Strategic Partners • Referral Sources  New Business over what time Frame?  How much time should I allocate to networking?  How many meetings should I shoot for each week? 2000 - 2011 © CXO Advisory Group
  • 22. Step 3: Learn About Your Network Prospects  Who should I network with? • What is their profile?  How do they make decisions?  Find out where they hang out • Where do I go to network with them?  Rank prioritize venues • Where can I meet the most • Strategic partners? • Prospects? • Referral sources? • When is the best time to network? • I prefer morning meetings 2000 - 2011 © CXO Advisory Group
  • 23. How to Network Effectively  You are Not Selling  Start a CONVERSATION  Introduce yourself  Ask the other person “What they do for a living?”  Get to know the other person  Use open ended questions  ALWAYS CARRY BUSINESS CARDS 2000 - 2011 © CXO Advisory Group
  • 24. The Right Questions Separates the Pros from the Amatuers …. 2000 - 2011 © CXO Advisory Group
  • 25. The Right Questions Shows You’re Concerned Helping Them Achieve SUCCESS 2000 - 2011 © CXO Advisory Group
  • 26. The Right Questions Gets Them to Tell You How to SELL Them 2000 - 2011 © CXO Advisory Group
  • 27. Questions I Close With Who is a Good Prospect for You? 2000 - 2011 © CXO Advisory Group
  • 28. Questions I Close With Who Are Your BEST Referral Sources? 2000 - 2011 © CXO Advisory Group
  • 29. Working a Room/Event 2000 - 2011 © CXO Advisory Group
  • 30. Ways to Connect at an Event 1. Be strategic about which events you attend 2. Get there early and talk to people at the registration table 3. Study the name tags 1. Identify people to meet 4. Don’t hang out with people you already know 5. Circle and scan for your targets 6. Look for people standing alone 7. Use your time wisely 8. Don’t try to sell 9. Ask questions of the other person 10. Know when to break off an unproductive conversation 2000 - 2011 © CXO Advisory Group
  • 31. Follow-up After the Event  Assess the event • Was it worthwhile? • Should you do it again?  Sort & prioritize collected business card • Those you want to contact within 48 hours • Those you want to contact within a week • Those you will never contact 2000 - 2011 © CXO Advisory Group
  • 32. Homework Go Meet Someone Make a Referral Today 2000 - 2011 © CXO Advisory Group
  • 33. Questions 2000 - 2011 © CXO Advisory Group
  • 34. Driving Profitable Growth 2000 - 2011 © CXO Advisory Group
  • 35. Driving Profitable Growth We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities. 2000 - 2011 © CXO Advisory Group
  • 36. The CXO Advisory Group  CXO Advisory Group is a strategic operations advisory and management firm comprised of proven C-level executives with both breadth and depth of experience.  CXO Advisory Group Team members have achieved success in positions ranging from: President/CEO to COO, and VPs of Sales, Marketing, Corporate Development and Human Resources.  Has proven success in business development and in building US sales and distribution channels 2000 - 2011 © CXO Advisory Group
  • 37. How Can CXO Help You? Business Strategy Services • Audit business practices and organization • Evaluate product and pricing strategies • Evaluate effectiveness of sales channel • Assess effectiveness of existing sales and marketing programs Market Entry Program • Analyze competitive landscape • Market launch strategy and plan • Channel strategy and programs • Establish sales channels • Generate sales and manage relationships • Identify and develop strategic partnerships 2000 - 2011 © CXO Advisory Group
  • 38. How Can CXO Help You? Sales Channel Management • Review and revise sales channel strategies • Channel partner identification, prospecting and recruitment • Eliminate channel conflict • Channel contract development and negotiation Business Development • Strategic alliances • Align sales and marketing • Social networking integration into marketing mix • Co-marketing ventures 2000 - 2011 © CXO Advisory Group
  • 39. How Can CXO Help You? Interim Management Resources • Interim CEO, COO, CMO, CSO • Interim VP of Sales and Marketing • Consultant on staff • Launch team coaches Venture Advisory Services • Fine tune operations, business strategy and market entry • Assist with due diligence • Strategic business assessment of portfolio companies 2000 - 2011 © CXO Advisory Group
  • 40. Contact Information: Stephen Davis Interim COO/VP Sales & Marketing | Business Consultant | Sales Channel and Business Development Expert | Author & Speaker “Partnering With Clients to Drive Sustainable Profitable Growth” Phone: (508) 528-7571 Email: sdavis@cxoadvisorygroup.com Website: www.cxoadvisorygroup.com Linkedin: www.linkedin.com/in/stephendavis Twitter: twitter.com/stephendaviscxo