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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
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