Networking for Fun and Profit

Transcription

1 Networking for Fun and Profit March 20, 2018 Project Leadership Academy (301)

2 THE PROJECT LEADERSHIP ACADEMY PSP 1 1

3 The Secrets of Networking 1. What is Networking 2. The Golden Rule of Networking 3. Feel Good Questions 4. High Tech vs Soft Touch 5. Personal Walking Ambassadors 6. Spheres of Influence 7. How to Set The Referral Mindset 8. How to Ask For Referrals 2 2

4 What Is Networking? When done properly, networking is people who are sending you lots of revenue generating leads 3 3

5 What Is Networking? Networking is also the opportunity for you to know experts when you need them. Be your own Yellow Pages 4 4

6 What Is Networking? Networking can be the avenue by which you find that new job so this is not your pay. Be your own Recruiter 5 5

7 What Is Networking? 6 6

8 The Golden Rule of Networking All things being equal, people will do business with, and refer business to, people they know, like, and trust. 7 7

9 Feel Good Questions Ask just a few questions that are fun to answer so that your prospect does not feel held hostage Do not make them feel they are the object of your business 8 8

10 Feel Good Questions 1. How did you get your start in business? 2. What do you enjoy most about your profession? 3. What separates you and your company from your competitors? 4. What advice would you give someone just starting out in business? 5. What one thing would you do with your business if you knew you could not fail? 9 9

11 Feel Good Questions 6. What significant changes have you seen in your profession over the years? 7. What do you see as the coming trends in your business? 8. Describe the strangest or funniest incident you ve experienced in your business 9. What ways have you found to be the most effective for promoting your business? 10. What one sentence would you like people to use in describing the way you do business? 10 10

12 Feel Good Questions 11 11

13 The One Key Question How can I know if someone I m speaking to is a good prospect for you? 12 12

14 High Tech versus Soft Touch Social Media Newsletters Phone Calls Personal Visits The Elevator is Out of Order 13 13

15 Personal Walking Ambassadors Give enough people a boost over the wall and there will be no shortage of hands reaching back to you

16 Personal Walking Ambassadors It s Not Who You Know It s Who knows you and what you do 15 15

17 Spheres of Influence 16 16

18 The Referral Mindset Drop hints along the way Timing is important Use handling objections to reinforce referrals 17 17

19 How to Ask For Referrals Help them understand what is a good prospect Narrow the field for them Strike while the iron is hot Get details later 18 18

20 Learning to Network Will Take You From to 19 19

21 Many of these lessons and attitude checks are excerpts taken from the book, The Attitude Check: Lessons in Leadership by Heath Suddleson. This material is protected by copyright and may not be distributed without express written consent of the author. For more information on this presentation, the concepts, or the book, please contact Heath at (301) or at You can also connect with me on Social Media 20 20