Smarter Strategies to Turn Your Networking & Memberships into Profits

Please: Listen ~ Learn ~ Ask ~ Share ~ Have Fun!

Implement ~ Make More Profit!

Strategy Training Session Mkt2.6

Is networking right for your business?Do you…Work with local clients?Like to meet strangers?Start conversations

easily?Present well in person?Do good follow up?

Why is Networking Important?

Face to Face with the ProspectSecond Highest ROI Builds CredibilityElicits TrustShortens Sales CycleEliminates BarriersFocuses on Target MarketHigh Touch

Marketing Formula

1. Clear and Specific Goal - Why are you going

2. Identify Your Target Market -Who to network with3. Create Your Message -What to say4. Choose the Medium -Where to network5. Make the investment -Time & money6. Track Your Return -Monitor results

Networking Goals

Not to sell! Get introductions to new prospectsBuild existing relationshipsStay connectedBuild Your Network

Three Target Markets for Networking

Prospects

Referral Partners

Resources

The Message

When you introduce yourselfto people, do you immediately give people your name and tell them what you do?

Stop Immediately!!!

Stand out from the crowd!

Never a Second Chance at aGreat First Impression!

Don’t Waste Time trying to Persuade Prospects to Buy in 17 Seconds!

Leave a Lasting PerceptionOf Your Value = Your UMP!

6 Components of a Great Commercial:

1. Who you are2. What you do3. Who you do it for4. What benefits you

deliver5. How you are

different (UMP)?6. Call to Action (When

appropriate)

Sample Message:

I’m ___________, Business Consultant with Do Business Smarter. We’re a strategy based business consulting company that helps position, market and manage business for growth and profit.

Basically, we help sole proprietors with no employees andSmall business owners with 5,10, up to about 30 employees grow., fix, build or improve their businesses in a a very direct, effective and affordable way.

If you or a business owner you know is serious about wanting to improve their profits by working smarter not harder…I’d appreciate an introduction.

Media for Networking

Chambers of Commerce*Networking / Leads Groups*Service Organizations / RotaryTrade / Industry AssociationsChurches/SchoolsTrade shows/Expos

Chambers of Commerce

It’s not the chamber’s job to get you business!

That’s Your Job!

Get involved… Ambassadors / Showboater /

Speaker Sundowners / Breakfasts /

Mixers Chamber Expos

Working the Room…Ask Questions “Hello, it’s good to meet you!” “What type of business are you in?” “Is that your business or are you an employee?” “That’s interesting…. How’s business?” “Do you live locally?” “That’s a lovely area, we have a few customers in

your neighborhood … do you own a house there or are you in an apartment?

Now it’s Your Turn…I’m ___________, Bob with Bob’s Landscaping Design & Maintenance. Basically we turn people gardens into a relaxation paradise in a very timely and affordable way.

Everyone is so busy these days they don’t have the time to keep up with their garden and then they don’t enjoy relaxing in their own back yards. It only reminds them of all the work they need to do to it!

So we come in and clean up the whole place, remove weeds, trim trees, get their lawn green again, plant trees and plants they like and offer ongoing maintenance so they can have the time to relax and enjoy their yards again.

If you are interested we offer a free garden inspection to give you ideas of what you could do with your garden …

4 Stages of Creating a Referral Network

“It’s Not What you Know”

It’s Who You Know

It’s Who Knows You

It‘s What They Think of You

It’s When They Think of You

Before an event..

• Promote that you will be there on your social media sites: – Twitter– LinkedIn– Facebook– OthersThat way attendees using social media will

know to expect to meet you there and that

you helped promote the event.

Smarter Networking Techniques

Be Interested vs. InterestingDress ProfessionallyPlenty of Business CardsCalendarName BadgeGet There Early / Stay LateRelationship Campaign

Follow Up

Call?Card?E-mail?Meeting?Social media

Connection_______?

Referral Group Techniques

One Year CommitmentFocus on Providing LeadsCritical Mass of 25 MembersMinimum of Two ProspectsMinimum of Two Referral PartnersProgressive Relationship PlanNew Member Power Partners3 Tier Showboater IncentiveGift Certificates

Network MarketingStrategic Alliances

Turn Your Network into a Dynamic Marketing System

Develop a Network of Strategic Marketing Alliances

Establish Direct Connection with Qualified Prospects

Target marke

t

Alliance

Alliance

Alliance

Informational NetworkMarketing

Sharing Information

“Logically Sharing the Same Target Market”

Sharing Lists for Direct Mail & Phone

Alliance Marketing – Cross Promotional

Referral Letter Campaign

Automatic NetworkMarketing

Automatic Supply of Quality Leads

Brochures, Fliers, Coupons, Bus. Cards

Pre-qualified Promotions for High ROI

Ideal Target Market Selection

Networking Summary

Networking has the Second Highest Return on Investment Use the 6 step Marketing Formula Create your powerful Message Be Interested vs. Interesting Ask if they’d like more info Build you credibility Remember it’s About Long Term Relationships, make the

commitment & have a strategy!

DYDI: What are you going to do in the next two weeks to improve your networking results?

Complete system sample available in the eLearning Center online