expanding your coaching business with networking...expanding your coaching business with networking...
TRANSCRIPT
![Page 1: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/1.jpg)
Expanding Your
Coaching Business
with Networking
Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDCOwner & Certified Executive Career Coach
![Page 2: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/2.jpg)
What We’ll Cover:
• Networking as a source of leads for your client
• Networking as a source of leads for your business
• How to teach your clients to network
• Different types of networking meetings
• How to establish the flow
• What clients should do post networking meeting
![Page 3: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/3.jpg)
Program Overview
This is all about people helping people!
We are all in this together!
Meetings are marked by profound generosity!
![Page 4: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/4.jpg)
Types of Networking Meetings
Structured
Unstructured
Invited Luncheons
![Page 5: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/5.jpg)
Create an AssociatedLinkedIn Group
![Page 6: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/6.jpg)
Create an AssociatedLinkedIn Group
Attendees from your group may reach out to past and present members.
“Warm” conversation established because
of the common denominator.
![Page 7: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/7.jpg)
Networking Material Preparation• Assist your clients in preparing:
• One Page Network Overview Sheet • Profile | Executive Summary | Value Proposition
• Bullets of Expert Level Skills | Core Competencies
• 3 - 4 Career Highlights
• Target Companies | Industry Focus
• What are you offering the group?
– Business Cards
![Page 8: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/8.jpg)
Before the Meeting• Contact the Meeting Facilitator!
– Let them know it is your first time with this group or with any networking group!
– Ask about the “Rules of Engagement!” -
• Is this a structured or unstructured networking meeting?
• How many people usually attend?
• What are some of the participants’ industries / titles?
• What is the Dress Code?
• Are there fees?
![Page 9: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/9.jpg)
Before the Meeting• Creating the Value Proposition for the meeting
– Four components of a Value Proposition:
• Role
• Skills
• Proof of Skills
• Results
– Delivered in under two minutes
![Page 10: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/10.jpg)
Before the Meeting• What is YOUR objective for the meeting?
– Leads
– Contacts
– Opportunities
– Market Intelligence
![Page 11: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/11.jpg)
The Golden Rule
Give before you Get!
![Page 12: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/12.jpg)
Arrival at the Meeting• Introduce yourself to the facilitator!
– Remind them of your phone call / e-mail
– Ask if there is someone at the meeting who is also in your industry / field
– Are there other new people here this evening?
![Page 13: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/13.jpg)
Introductions• Have Prepared Questions - Learn about the
other person FIRST. Ask:
– What brings you here tonight?
– Is this your first time here, too?
– How did you find out about this meeting?
– Why do you keep coming back?
– What do you do?
• FOCUS and Keep great eye contact!
![Page 14: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/14.jpg)
Introductions• Have a self imposed time limit with each
person. Circulate!
• After you have heard someone else’s story –now it is YOUR turn to talk about you!
![Page 15: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/15.jpg)
Structured Meeting• Facilitator led
Round Robin
• State your memorable Value Proposition– Distribute Overview
Sheet
– Distribute Business/Networking Card
![Page 16: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/16.jpg)
Structured Meeting• Keep notes on other attendees.
– Mark up their Overview Sheets
– Make notes on their business cards
• Do you know anyone at the companies mentioned? Other Common Denominators?
• Do you have Market Intelligence about this Target?
• Can you suggest ideas for them to explore?
![Page 17: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/17.jpg)
Beyond the Meeting
• Keep your promises – whatever they were - in a timely way:
– make the connection!
– send the lead!
– find the web site!
– warm up the opportunity!
![Page 18: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/18.jpg)
Beyond the Meeting
• Join your new associates on LinkedIn, Twitter and other Social Media Groups
• Periodically reach out
– Suggest a coffee meeting
– E-mail an article related to their search
![Page 19: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/19.jpg)
Your New Mantra:(and your client’s new mantra!)
I will never not network again!Repeat
I will never not network again!Repeat
I will never not network again!
![Page 20: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/20.jpg)
One Page Overview Sheet Sample
![Page 21: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/21.jpg)
Creating YOUR Networking Group
Start slow – small group
Build on referrals
Encourage “Bring a friend”
Announce meetings in your LI Group, Twitter, MeetUp (?), monthly newsletter
Entice with a Speaker
![Page 22: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/22.jpg)
Creating YOUR Networking Group
Materials in your Booklet
Spreadsheet
Coach’s Note Taking Sheet
Sample Overview Sheet for Client
Feedback Form Sample
![Page 23: Expanding Your Coaching Business with Networking...Expanding Your Coaching Business with Networking Linda M. Van Valkenburgh, MS, CCMC, CJSS, CSMCS & CELDC Owner & Certified Executive](https://reader034.vdocuments.site/reader034/viewer/2022042103/5e8153de3fe02445b453523c/html5/thumbnails/23.jpg)
Linda M. Van Valkenburgh, MS, CCMC, CJSSMy Executive Career Coach, LLC
700 Fairfield Avenue, Suite 101Stamford, CT 06902
203.323.9977
LindaVan@MyExecutiveCareerCoach.comwww.MyExecutiveCareerCoach.com
http://www.linkedin.com/in/lindavanFollow me on Twitter: @LinVanVal
QUESTIONS?