Networking to Win Business

Networkingto

Win (More) Business

Paul E Maynard’s Presentation to the

Dallas Business Lunch & LearnCoffee House Cafe

March 3, 2015

The Relentless Networker

Why are we here today?

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


What works?

Face-to-face interaction This is about engagement

Long-term actionThis takes time

Building relationshipsPay attention



Set Strategy

Align Tools

Choose Targets

Take Action

Patience and Persistence Pay Off

SmartNetworkers…

Setting a Strategy

Have a clear goal(s)

Define measureable objectives

Know where you are going before you depart


Setting a Strategy: Goals

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

One word: “plastics”


Setting a Strategy: Objectives

“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: Where

Have a plan

Be specific

Get detailed


Aligning Tools

Business cards

Short introductory speech

LinkedIn profile

Follow-up mechanism


Aligning Tools: Business Cards

Take them everywhere

Yes, you heard me, everywhere

Have the kind you can write on—make notes


Aligning Tools: Short Speech

Start with your name, end with your name

Describe your company or mission briefly

Keep it to 20 to 45 seconds


Aligning Tools: LinkedIn Profile

Be up to date

Match your resume

Have a picture

Post updates

Participate in forums & answer questions


Aligning Tools: Follow Up

Connect via LinkedIn, Facebook, Twitter

Send a thank you (if appropriate)

Set a longer meeting at another time


Choosing Targets

Define with whom you want to meet and talk

Know what you will say

Have a follow-up plan

Have an exit strategy


Choosing Targets: To Whom

Who will be at the event?

Who might be at the event?

Who is the sponsor?

What is the reason for the event?


Choosing Targets: What to Say

A variation of your short speech

Appropriate topics

Common interests

Who you know


Choosing Targets: Follow Up

Will you meet again?

Can you make a referral?

Do you have a connection?


Choosing Targets: Exit Strategy

Explain you have others to talk with and thank them

Offer to introduce them to another person at the event

Your cell phone just rang


Taking Action

Know your destination

Give yourself parameters

Continue the process


Taking 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: Parameters

How long will you stay?

How many people will you talk with?

Limit food & drink


Taking Action: Continue the Process

Evaluate events

Choose which work best

Continue or try new ones


Taking action: Associations

Find

Attend

Serve


Find

Research Internet search Business journal or newspaper

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

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

Make a list and prioritize Rank them


Attend

Try out an eventMore than once

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

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


Serve

ParticipateVolunteer

WriteGreet

OrganizeCommunicate

ServeCommitteesBoards


Evaluating

Where Go where your customers are Know your environment

What Know the shelflife Consider time

Who The host The attendees Guests

Why Have a reason Don’t oversaturate


Types of Associations Peer professional

IABC AMA DSVC DPA

Fraternal or service Rotary Lions

Civic Chambers of Commerce

Business CEO Networkers Homeowner’s associations National groups

Clubs Alumni Associations


Peer Professional

“Your people”. They know:Your fieldYour jobYour work

Could be partners

Could be clients

Recognize trends


Fraternal or Service

Connects you to a causeAnd those in the community with the same interest

Connects you to leaders in business and public office Levels the field

Great outletYour conscience Sense of community and service


Chambers

Best way to learn your communityHistoryIssues

Connects you to leaders in business and public officeCommittee membership and chairmanshipsConnections at events

Great outlet for finding business partners and clientsOver timePersistenceConsistency


Business Groups

Connect you to a variety of peersConnections at events

Could be national or local

Great outlet for finding business partners as well as clients

Rely on word of mouth (WOM) for referrals


National Business Groups

National with local ties (chapters)

Market- or business-specificBOMAASISNACS

Move up or move down to connect within the network


Clubs

Connect you to your direct peersCommittee membership and chairmanshipsConnections at events

Great outlet for finding business partners more than clients

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


In Summary: Associations

Know why you are doing this

Remember the formula—FAS

Use all of your tools

Practice patience and persistence


TakeawaysSet Strategy

Align Tools

Choose Targets

Take Action

Patience and Persistence Pay Off

Remember: IT’S NOT ABOUT YOU!


Bonus Slide

Continuously build and manage your data base

Reach out via social media

Publish a newsletter

Write a blog

Be patient, but persistent


One last introduction: Meet Harry & Lilly

Find your inner terrier & malteseFind your inner terrier & maltese

For more information

Paul E Maynard 214-770-1191www.paulemaynard.compaul@paulemaynard.comwww.linkedin.com/in/paulmaynardwww.facebook.com/thepaulmaynardwww.twitter.com/paulem53


http://www.paulemaynard.com/

mailto:[email protected]

http://www.linkedin.com/in/paulmaynard

http://www.facebook.com/thepaulmaynard

http://www.twitter.com/paulem53