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Networking And other forms of Shameless Self Promotion Making the Most of Your Networking Networking And other forms of Shameless Self Promotion Making the Most of Your Networking Efforts! Chuck Sweeney NCET Bootcamp March 13, 2010

Your Market ? o Local? o National? o International? Your Market ? o Local? o National? o International?

Your Market ? o Local Company; International Clients. o Retired Military “Reps”. o “Rep” Your Market ? o Local Company; International Clients. o Retired Military “Reps”. o “Rep” Retires? o Contact leaves?

Past Networking Experiences o Bad !! Past Networking Experiences o Bad !!

The Early Days!! “I was a 97 Pound weakling when it came to self The Early Days!! “I was a 97 Pound weakling when it came to self promotion!!”

“But, I’m not in Sales…” o Administrative Assistant o Market Research o Meeting Planner “But, I’m not in Sales…” o Administrative Assistant o Market Research o Meeting Planner o Soccer Mom!! … So I Don’t Haf’ta !

“Relationship Management” o Expand Market/Sales ! o Spice up a Proposal ! o Find “Relationship Management” o Expand Market/Sales ! o Spice up a Proposal ! o Find the Ideal Client ! o Hire the Perfect Person !

How is Your Net Working? ! o Do you have a Net? ! o How is Your Net Working? ! o Do you have a Net? ! o We all have one!

How is Your Net Working? ! o o Do you have a Net? ! How is Your Net Working? ! o o Do you have a Net? ! We all have one! Are you working yours?

How is Your Net Working? ! Homework! What? !? !? Whom Do You Know! How is Your Net Working? ! Homework! What? !? !? Whom Do You Know!

How is Your Net Working? ! Don’t want to take advantage of a friend! How is Your Net Working? ! Don’t want to take advantage of a friend! It’s not natural for me!

How is Your Net Working? ! o What is your NET? How is Your Net Working? ! o What is your NET?

How is Your Net Working? ! o Is it more like this? !! How is Your Net Working? ! o Is it more like this? !!

How is Your Net Working? ! How is Your Net Working? !

Networking Keys o LOW Expectations!! o Positive Image! o Have a Plan! Networking Keys o LOW Expectations!! o Positive Image! o Have a Plan!

High Expectations !! o The “Business Card Shuffle High Expectations !! o The “Business Card Shuffle"! Learn all about ME!!

LOW Expectations ! ! o Reasonable (Can’t Lose) Expectations n n n 5 Business LOW Expectations ! ! o Reasonable (Can’t Lose) Expectations n n n 5 Business Cards 3 “ 30 Sec. Bus Card” Opportunities Talk with One Potential Client… …or Resource. Learn about the Other Person!

Enhance Image, And Results!! 1. Get the Card! 2. Reconnect within 24 -48 hours!! Enhance Image, And Results!! 1. Get the Card! 2. Reconnect within 24 -48 hours!! 3. Call for Appointment! Within a Week!

Do the Unexpected! Dare to be different!! o Send Greeting Cards-for no reason. n Do the Unexpected! Dare to be different!! o Send Greeting Cards-for no reason. n “All That Jazz” n “The Sky’s the Limit!” OK! There is a good reason.

Do the Unexpected! Dare to be different!! o NNBW / RGJ / Industry Periodical… Do the Unexpected! Dare to be different!! o NNBW / RGJ / Industry Periodical… n Cut out Articles n Send with a note! o o Beth “ 1 st Down”

Do the Unexpected! Dare to be different!! n E-mailings. o Dean: “Come to my Do the Unexpected! Dare to be different!! n E-mailings. o Dean: “Come to my open house. ” o Michelle—National Speakers Association. o Kevin— 20 Years in Business.

“ We try harder!!!” Being OK with being #2. n Coaching, but Director quit. “ We try harder!!!” Being OK with being #2. n Coaching, but Director quit. n I have a coach…could you speak at our workshop? n “Do you still do Strategic Planning? ” Guilt is good!!

Stay On Their Radar Screen ! ! Stay On Their Radar Screen ! !

Stay on their Radar Screen o o o They don’t reply to your proposal! Stay on their Radar Screen o o o They don’t reply to your proposal! The “We’ll Let You Know” Call; Never Comes! They Decide on Someone Else! That’s OK. I’ll still be here!!! I’m not going anywhere!

Haphazard or Have a Plan!! o Preparing for the opportunity. n For business; for Haphazard or Have a Plan!! o Preparing for the opportunity. n For business; for fun? n What’s my objective? n Who do I want to meet, specifically. n Who knows who I need to know? !

Haphazard or Have a Plan!! o WIN: n n n Arrive at 6: 45 Haphazard or Have a Plan!! o WIN: n n n Arrive at 6: 45 Invited Guest Introduction-” 12 Second Bus. Card” Guest of Honor! Your Uniqueness! Observations n Rule of Three

Haphazard or Have a Plan!! o ABWA n 11: 30 Networking---arrive 11: 20 n Haphazard or Have a Plan!! o ABWA n 11: 30 Networking---arrive 11: 20 n Positioning n Talk about their business n “So, what are you doing now? ”

Informational Meetings o “I’d Like to Get Your Opinion…” o “I Need Your Help!” Informational Meetings o “I’d Like to Get Your Opinion…” o “I Need Your Help!” o o “Like to Learn about Your Business and Tell You about Mine” “If You Were Me…”

Join Association. Be Active!! Which ones? Join Association. Be Active!! Which ones?

Join Association. Be Active!! * o WIN o Le Tip / BNI (Leads Group) Join Association. Be Active!! * o WIN o Le Tip / BNI (Leads Group) o Soroptomist / e Women… (Women) o Your Industry (BANN, Construction) o NCET --- Events

Join Association. Be Active!! o Others in Your Field. o Get “opinions”. Get “help”! Join Association. Be Active!! o Others in Your Field. o Get “opinions”. Get “help”! o People Hire People They Know. o Ask Yourself: “Who Can Help Me With This? ”

“Mass Networking” o Speaking Engagements o University. Community Colleges… o Associations o Rotary, Soroptomist, “Mass Networking” o Speaking Engagements o University. Community Colleges… o Associations o Rotary, Soroptomist, Kiwanis…

Homework!! o What will you do… …differently? ? ? Homework!! o What will you do… …differently? ? ?

What would it mean…? o Booked one more Informational Interview each week? o Attended What would it mean…? o Booked one more Informational Interview each week? o Attended one more Networking Event each week? o Met one new “hot lead” per week? Do the math!!

It’s a lonely business… It’s a lonely business…

Closing Arguments o Make it about them. o Follow up…follow up… o Have a Closing Arguments o Make it about them. o Follow up…follow up… o Have a plan. Know what you want. o Do the unexpected.

Closing Arguments o Stay in touch. o It’s OK to be #2. o Work Closing Arguments o Stay in touch. o It’s OK to be #2. o Work Your NET!! o Stay on their radar screen.

Stay on Their Radar ! Stay on Their Radar !

Networking and other forms of Shameless Self Promotion. Chuck Sweeney Chuck@Chuck. Sweeney. com www. Networking and other forms of Shameless Self Promotion. Chuck Sweeney [email protected] Sweeney. com www. Chuck. Sweeney. com (775) 853 -1540