Attract the right referrals. Don’t attract the wrong referrals. So many networkers don’t adequately describe who their ideal buyers are. They also struggle to articulate how exactly they make life better for those they work with. As a result, networkers often don't experience the results they want, expect, and hope for, from their networking efforts. That’s a problem. In this portion of the training we unpack who our ideal buyers are and learn how to more effectively connect with them.
"The aim of marketing is to know and understand the customers so well the product or service fits [them] and sells itself.” - Peter Drucker
Many business professionals don't take the time to really know their ideal buyer. As a result, they have a difficult time attracting them. Part of the solution is to ask yourself some critical questions about who you want to work with. By the completion of this training you should be able to clearly articulate the exact type of person you wish to meet.
"Know your product inside and out before you start working. And relate that knowledge to the consumer's needs." - Bill Burnbach
What makes you different from everyone else? Why does your ideal buyer need what you sell? How does pricing work and how does the buyer acquire what's purchased. To get traction with your business, you must be able to easily and quickly answer fundamental questions. This will maximize sales and set you apart from your competition.
"Good communication is the bridge between confusion and clarity." - Dianna Booher
Most networkers hope that talking about their products or services will help them acquire paying buyers. In reality, that rarely works. What if you could systematically provide commercials that inspire action and help your business evolve? Through this training you'll learn a framework for creating commercials that educate and get results.
Inexperienced networkers often fail to get traction through networking because they aren't connecting with those who can truly help them evolve. To experience significant growth through networking it's vital to surround yourself with people who care about you and your success. But how do you find these individuals and where should you invest your time? This portion of the training is focused on answering those questions.
"You are the average of the five people you spend the most time with. Choose wisely." - Jim Rohn
If you're networking without a power team, you're limiting your networking potential. Most networkers don't know what a power team is or what it should look like. As a result they often ask for introductions to buyers, rather than connecting with those who can help them most. In this training you'll receive a process for building a profitable power team.
"Coming together is the beginning; keeping together is progress; working together is success." - Henry Ford
How do you determine whether or not someone is referable? And more specifically, how do you know whether or not they make sense for you to invest your time in? Of course, everyone has potential to be amazing. But you only have so much time to invest in others, and must steward your time wisely. In this training you'll learn how to vet power team prospects.
"Dig your well before you're thirsty." - Harvey Mackay
If you fail to plan you plan to fail. That concept 100% applies to attending networking events. And planning doesn't just mean dressing appropriately, wearing a name badge on the right side of your chest, and having a business card. Successful networking requires a much better planning process. By the end of this training you'll have a proven process for effective open networking.
Time is valuable and is a resource you can’t get back. Having said that, how do you go about having a meeting that ends as a success? If you can provide extreme value to the person you’re meeting, you can build the beginning of a great relationship. Additionally, you can set yourself apart from your competition and open the opportunity for acquiring not just a friend, but also a buyer.
"Before anything else, preparation is the key to success." - Alexander Graham Bell
Most professionals aren't trained on what to ask for, who to connect with, or how to do networking events. Additionally, they often lack guidance on how to prepare for a first-time one-to-one with another professional. If they aren't prepared for a one-to-one, how can they ensure it's time well spent? This portion of the training focuses on the preparation process for having an optimal first-time meeting.
"Being heard is so close to being loved that for the average person, they are almost indistinguishable." - David Augsburger
Prioritizing a transaction can cost you a relationship. However, so often during a first time meeting the two professionals focus on the transaction. Half the time is spent trying to convince the other person to know, like, trust and use what they have to offer. The other half of the time is spent letting the other person do the same. That isn't valuable. In this portion of the training we unpack a proven process for having an engaging conversation.
"The will to win is not nearly so important as the will to prepare to win." - Vince Lombardi
We initially went over buyer personas, deliverables and networking commercials. Then we explored identifying prospective power team members, vetting them, and doing open networking. Today we've unpacked how to have a one-to-one that focuses on the relationship rather than the transaction. Now we will review and bring together all concepts previously covered, to make sure we're ready to connect.
The best networkers focus more on giving than on receiving. But how exactly do you position yourself to give as much as you'd like? And if you're always giving, how do you distance yourself from would-be competitors? What else should be kept in mind by those who wish to evolve their business through the effective networking. This final portion of the training addresses each of those questions.
"Networking is not about just connecting people. It's about connecting people with people, people with ideas, and people with opportunities." - Michele Jennae
Much can be achieved through active learning, experimentation and experience. If I could go back in time and provide myself networking advice, what would I share? Time is precious and shouldn't be wasted. In this portion of the training I share what I wish I'd learned earlier, to cut down on the learning curve and fast-track my networking success.
"Show me your friends and I’ll show you your future." - Mark Ambrose
Is joining a referral networking group appropriate for you? If so, how do you choose the right group to join? Many business owners and sales people make the mistake of joining a referral group when they shouldn't. Either they have improper expectations or they didn't know how to choose the right group. In this portion of the training we unpack best practices for joining a referral networking organization.
"Teamwork is the ability to work together toward a common vision." - Andrew Carnegie
Have a mindset inspired by a vision for how the world should be. Then, surround yourself by others with a likeminded vision and mindset. When you do this you'll be far more effective at building meaning and profitable relationships. In this portion of the training we explore the concept of having a mindset of collaboration, and how to overcome challenges associated with your competition.
