Transcript Hunting, Fishing and Farming – Networking Like a Pro

Hunting, Fishing and Farming –
Networking Like a Pro
Julian Lewis
Managing Director – Positive Computing
Assistant Director – BNI Berkshire
Be the best around!
By being here you
are already in the
top 10%
1. Why Network?
2. Where should we be networking?
3. How to prepare for your event.
4. Help this is scary!
5. What is a successful outcome from any networking session?
6. What makes you a professional networker?
7. From scary to fun to business.
8. Turning contacts into contracts.
9. Q/A
10. Open networking.
Tonight we will be Notworking!
Tonight we will be Networking!
This is not about sitting here watching boring
PowerPoint.
You will have to move around and..
get outside your comfort zone..
And so will I!
Show of hands..
How good a networker are you?
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Beginner
What's networking
I don't network
I find it easy
I have a plan for my networking
I network like a pro
W
Why Network?
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More businesses
More contacts
Peer support
Social life
Because somebody told me to
Where should we be
networking?
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FSB
Chamber
Close contact networking such as BNI, 4N, RBC
Social clubs
Family events
Roundtable/Rotary
JCI!
How to prepare for your event.
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12-12-12 rule
Who is in the room
Site visit?
Talk to the organisers
Research the organisation
Have business cards
Have a name badge and wear it
Help this is scary!
• Yes it is
• You will feel better if you are well prepared
• Visualise your plan and see yourself doing it
well, you are a great networker!
• Remember you are not alone
• The more you do it the easier it is
• Act like a host
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Stand out questions.
• What do you like best about what you do?
• You mentioned you are in plumbing. What got
you started in that direction?
• Where else do you usually network?
• What are some of your biggest challenges?
• How can I help you?
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Telling your companies story.
• “We work with business owners to help them
handle the two biggest challenges they face
on a day to day basis.” – “WOW”
• Who? (up to 3 target markets)
• Problem? (find a pain point)
• We help [target market] [solve problem]
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What is a successful outcome
from any networking session?
• You define this in your plan
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• Making contact for 5mins or more with 5
people
• Following up with those 5 and make a good
connection with 1-3
• See at least one person 1:1 within 5 working
days.
What makes you a pro networker?
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Practice so that you are natural
Always keep learning
Seek first to help then to be helped
Follow-up using a database
Measure results
From scary to fun to business.
• Seek only to make connections with people
• Once you have fully connected the fun starts
• Remember that in-order to refer business to
you people will be risking their reputation
• Act professional at all times
• Never burn bridges or lose contact
Turning contacts into
contracts.
• Keep in touch
• Be memorable (send out cards)
• Remember its not a race and there is an
abundance of business
• 1:1 are massive
• At the right time ask for the business
Q/A?
• Julian Lewis
• 07768 488666
• [email protected]
• twitter.com/julian_lewis
• www.sendoutcards.com/positiveuk