Networking to Win Business

The Relentless NetworkerThe Relentless Networker

NetworkingNetworkingto to

Win (More) BusinessWin (More) Business

Paul E Maynard’s Paul E Maynard’s Presentation to thePresentation to the

Dallas Business Journal’s Dallas Business Journal’s SmartReader SeminarSmartReader SeminarDecember 16, 2010December 16, 2010

Why are we here today?Why are we here today?

To discuss how to network effectively To discuss how to network effectively by thinking strategically and acting by thinking strategically and acting clearly and decisively.clearly and decisively.

What works?What works?

Face-to-face interaction Face-to-face interaction This is about engagementThis is about engagement

Long-term actionLong-term action This takes timeThis takes time

Building relationshipsBuilding relationships Pay attentionPay attention

Set Strategy

Align Tools

Choose Targets

Take Action

Patience and Persistence Pay Off

SmartNetworkers…

Setting a StrategySetting a Strategy

Have a clear goal(s)Have a clear goal(s)

Define measureable Define measureable objectivesobjectives

Know where you are Know where you are going before you departgoing before you depart

Setting a Strategy: GoalsSetting a Strategy: Goals

““I want to be the leader I want to be the leader in my industry (market, in my industry (market, business, company).”business, company).”

One word: One word: “Philadelphia”“Philadelphia”

Setting a Strategy: Setting a Strategy: ObjectivesObjectives

“I will attend at least 1 event a week each month.”

“I will make at least 30 new contacts per month.”

“I will grow my LinkedIn (or database) by 15 new contacts per month.”

Setting a Strategy: WhereSetting a Strategy: Where

Have a planHave a plan

Be specificBe specific

Get detailedGet detailed

Aligning ToolsAligning Tools

Business cardsBusiness cards

Short introductory Short introductory speechspeech

LinkedIn profileLinkedIn profile

Follow-up mechanismFollow-up mechanism

Aligning Tools: Business Aligning Tools: Business CardsCards

Take them everywhereTake them everywhere Yes, you heard me, Yes, you heard me,

everywhereeverywhere Have the kind you can Have the kind you can

write on—make noteswrite on—make notes

Aligning Tools: Short SpeechAligning Tools: Short Speech

Start with your name, end Start with your name, end with your namewith your name

Describe your company or Describe your company or mission brieflymission briefly

Keep it to 20 to 45 Keep it to 20 to 45 secondsseconds

Aligning Tools: LinkedIn Aligning Tools: LinkedIn ProfileProfile

Be up to dateBe up to date Match your resumeMatch your resume Have a pictureHave a picture Post updatesPost updates Participate in forums & Participate in forums &

answer questionsanswer questions

Aligning Tools: Follow UpAligning Tools: Follow Up

Connect via LinkedIn, Connect via LinkedIn, Facebook, TwitterFacebook, Twitter

Send a thank you (if Send a thank you (if appropriate)appropriate)

Set a longer meeting at Set a longer meeting at another timeanother time

Choosing TargetsChoosing Targets

Define with whom you Define with whom you want to meet and talkwant to meet and talk

Know what you will sayKnow what you will say

Have a follow-up planHave a follow-up plan

Have an exit strategyHave an exit strategy

Choosing Targets: To WhomChoosing Targets: To Whom

Who will be at the event?Who will be at the event?

Who might be at the event?Who might be at the event?

Who is the sponsor?Who is the sponsor?

What is the reason for the event?What is the reason for the event?

Choosing Targets: What to Choosing Targets: What to SaySay

A variation of your short speechA variation of your short speech

Appropriate topicsAppropriate topics

Common interestsCommon interests

Who you knowWho you know

Choosing Targets: Follow UpChoosing Targets: Follow Up

Will you meet again?Will you meet again?

Can you make a referral?Can you make a referral?

Do you have a connection?Do you have a connection?

Choosing Targets: Exit Choosing Targets: Exit StrategyStrategy

Explain you have others to talk Explain you have others to talk with and thank themwith and thank them

Offer to introduce them to Offer to introduce them to another person at the eventanother person at the event

Your cell phone just rangYour cell phone just rang

Taking ActionTaking Action

Know your destinationKnow your destination

Give yourself parametersGive yourself parameters

Continue the processContinue the process

Taking Action: DestinationsTaking Action: Destinations

“Attend a leads event twice each month.” Expect to contact at least 60 people

“Attend one seminar monthly.” Expect to have at least 15 conversations.

“Volunteer.” Host at least 12 events this year.

Taking Action: ParametersTaking Action: Parameters

How long will you stay?How long will you stay?

How many people will How many people will you talk with?you talk with?

Limit food & drinkLimit food & drink

Taking Action: Continue the Taking Action: Continue the ProcessProcess

Evaluate eventsEvaluate events

Choose which work bestChoose which work best

Continue or try new Continue or try new onesones

Taking action: AssociationsTaking action: Associations

FindFind

AttendAttend

ServeServe

FindFind ResearchResearch

Internet searchInternet search Business journal or newspaperBusiness journal or newspaper

Ask aroundAsk around Do your peers and friends know about it?Do your peers and friends know about it? Buzz?Buzz?

Determine if it is appropriateDetermine if it is appropriate Who attends?Who attends? What is the value to you?What is the value to you?

Make a list and prioritizeMake a list and prioritize Rank themRank them

AttendAttend

Try out an eventTry out an event More than onceMore than once

Work the roomWork the room Find out who are regulars, who are first Find out who are regulars, who are first

timerstimers DiscoverDiscover

Why do people come to these things?Why do people come to these things? Who runs the organization?Who runs the organization?

ServeServe ParticipateParticipate

VolunteerVolunteer WriteWrite GreetGreet

OrganizeOrganize CommunicateCommunicate

ServeServe CommitteesCommittees BoardsBoards

EvaluatingEvaluating

WhereWhere Go where your customers areGo where your customers are Know your environmentKnow your environment

WhatWhat Know the shelflifeKnow the shelflife Consider timeConsider time

WhoWho The hostThe host The attendeesThe attendees GuestsGuests

WhyWhy Have a reasonHave a reason Don’t oversaturateDon’t oversaturate

Types of AssociationsTypes of Associations Peer professionalPeer professional

IABCIABC AMAAMA DSVCDSVC DPADPA

Fraternal or serviceFraternal or service RotaryRotary LionsLions

CivicCivic Chambers of CommerceChambers of Commerce

BusinessBusiness CEO NetworkersCEO Networkers Homeowner’s associationsHomeowner’s associations National groupsNational groups

ClubsClubs Alumni AssociationsAlumni Associations

Peer ProfessionalPeer Professional

““Your people”. They know:Your people”. They know: Your fieldYour field Your jobYour job Your workYour work

Could be partnersCould be partners Could be clientsCould be clients Recognize trendsRecognize trends

Fraternal or ServiceFraternal or Service

Connects you to a causeConnects you to a cause And those in the community with the same And those in the community with the same

interestinterest Connects you to leaders in business and Connects you to leaders in business and

public officepublic office Levels the fieldLevels the field

Great outletGreat outlet Your conscienceYour conscience Sense of community and serviceSense of community and service

ChambersChambers Best way to learn your communityBest way to learn your community

HistoryHistory IssuesIssues

Connects you to leaders in business and public Connects you to leaders in business and public officeoffice Committee membership and chairmanshipsCommittee membership and chairmanships Connections at eventsConnections at events

Great outlet for finding business partners and Great outlet for finding business partners and clientsclients Over timeOver time PersistencePersistence Consistency Consistency

Business GroupsBusiness Groups

Connect you to a variety of peersConnect you to a variety of peers Connections at eventsConnections at events

Could be national or localCould be national or local Great outlet for finding business Great outlet for finding business

partners as well as clientspartners as well as clients Rely on word of mouth (WOM) for Rely on word of mouth (WOM) for

referralsreferrals

National Business GroupsNational Business Groups

National with local ties (chapters)National with local ties (chapters) Market- or business-specificMarket- or business-specific

BOMABOMA ASISASIS NACSNACS

Move up or move down to connect Move up or move down to connect within the networkwithin the network

ClubsClubs

Connect you to your direct peersConnect you to your direct peers Committee membership and chairmanshipsCommittee membership and chairmanships Connections at eventsConnections at events

Great outlet for finding business Great outlet for finding business partners more than clientspartners more than clients

Would I be a member of a club that lets Would I be a member of a club that lets me be a member?me be a member?

In Summary: AssociationsIn Summary: Associations

Know why you are doing thisKnow why you are doing this Remember the formula—FASRemember the formula—FAS Use all of your toolsUse all of your tools Practice patience and persistence Practice patience and persistence

TakeawaysTakeaways

Set Strategy

Align Tools

Choose Targets

Take Action

Patience and Persistence Pay Off

Bonus SlideBonus Slide

Continuously build and manage your data base Reach out via social media Publish a newsletter Write a blog Be patient, but persistent

For more informationFor more information

Paul E MaynardPaul E Maynard 817-891-1167817-891-1167 www.paulemaynard.comwww.paulemaynard.com paul@paulemaynard.compaul@paulemaynard.com www.linkedin.com/in/paulmaynardwww.linkedin.com/in/paulmaynard www.facebook.com/thepaulmaynardwww.facebook.com/thepaulmaynard www.twitter.com/paulem53www.twitter.com/paulem53

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