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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 Company; International Clients. o Retired Military “Reps”. o “Rep” Retires? o Contact leaves?
Past Networking Experiences o Bad !!
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 o Soccer Mom!! … So I Don’t Haf’ta !
“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 We all have one!
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? ! 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 Is it more like this? !!
How is Your Net Working? !
Networking Keys o LOW Expectations!! o Positive Image! o Have a Plan!
High Expectations !! o The “Business Card Shuffle"! Learn all about ME!!
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!! 3. Call for Appointment! Within a Week!
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… 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 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. 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 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 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 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 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!” 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!! * 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”! 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, Kiwanis…
Homework!! o What will you do… …differently? ? ?
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…
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 Your NET!! o Stay on their radar screen.
Stay on Their Radar !
Networking and other forms of Shameless Self Promotion. Chuck Sweeney Chuck@Chuck. Sweeney. com www. Chuck. Sweeney. com (775) 853 -1540