A one-day workshop
Many people have a misconception about networking events, and lose out on new business opportunities as a result. They either don’t appreciate the real benefits and techniques of networking and don’t attend events, or they attempt to ‘sell on the first date’, causing resentment.
You can either attempt to make a sale for a quick buck (which is particularly likely to backfire at a networking event), or you can try to open a long-term relationship, creating new opportunities and a high lifetime value customer (which is how it’s meant to be done). Networking, when done properly, is an excellent tool for referrals. But you have to appreciate that it’s done on the basis of giving rather than receiving and this doesn’t always come naturally to sales professionals.
The old saying that it’s about getting to ‘know, like and trust’ is still true. This workshop is about having your prospects and customers getting to know, like and trust you, and building that lifetime value as a result.
- Understand what networking is – networking etiquette
- Know how and where to network
- Clarify their objectives – why network
- Use the 4 basic questions to start a conversation
- Build rapport quickly and easily
- Answer the question ‘What do you do?’ effectively in a few seconds
- Deliver a 60-second pitch
- Break into a group
- Prepare for a network meeting
- Identify opportunities
- Use tools to assist in networking
Expert trainer
Steve is a highly experienced and popular trainer, speaker and coach. He spent many years as a customer service engineer in the data and telecoms sector, before transitioning to the commercial side of the IBM UK business as an account manager, and eventually a trainer.
Session outline
1. Introduction
- Aims and objectives
2. What is networking?
- Why network – objectives and goal setting
- Networking etiquette
- Preparation – online and offline tools to use
- Identify networking opportunities – where to network
- Know what you have to offer
- ‘Know, like and trust’ – the process
3. What do you do?
- Answer in 5-10 seconds
- Create and deliver a 60-second pitch
- Who is your target market?
4. Starting a conversation
- Breaking into a group
- Building rapport
- The 4 questions to start a conversation
- Moving on
5. Communicate and engage
- LISTEN – 4 types of listening skill
- Ask powerful questions
- Influence – don’t sell
- What can you do to help others – give to get
6. Power of referrals
- Who can give you referrals?
- When to give or ask for referrals
- Have a referral system
- Showing appreciation
7. Social media and other online tools
- Using LinkedIn and other social media
- Online directories
8. Next steps
- Following up
- Arranging one-to-one meetings
- Developing relationships
