Networking for Success

LEARNING OUTCOMES:

• Introduce themselves in a meaningful, memorable way, even if they have never worked on an elevator pitch before
• Be goal focused about networking so that they can make the most of events that they attend
• Apply the concept of give first and be helpful as part of a system of reciprocity
• Use strategy and systems in order to network effectively
• Leverage the availability and usefulness of the Internet, including LinkedIn and Twitter

 

COURSE OVERVIEW & CONTENT:

"Networking in sales is about building a strong foundation of trust, not just closing a one-time deal."

Business Networking is an effective and efficient way for business people to connect, develop meaningful relationships, and grow their businesses. These achievements don’t come through a direct sales approach; however they come from being interested in helping others, in listening, and in purposefully meeting and introducing people to one another.

The goal of Networking for Success training is to equip salespeople with the skills and knowledge they need to expand their professional network, identify new business opportunities, and ultimately drive sales.

In this two-day course, participants will learn the essential ingredients for business networking, including in-person, people-centered connections and online spaces such as LinkedIn.

Introduction to Sales Networking

• What Networking is all About
• Importance Of Networking In Sales
• Best Practices In Sales Networking

Assessing Your Networking Skills

• Networking Dynamics
• Are You Committed?

Identifying Opportunities and Customizing Your Approach

• Creating Opportunities
• Differentiate from the Competition
• Contribute to a Networking Group
• Customizing Your Approach

Creating a Positive First Impression

• Body Language
• Be a Conduit
• Business Card Etiquette
• Remembering Names

Your Memorable Intro

• The Basics
  • Develop an Introduction
• Memorability Factor

Starting the Conversation

• How to Get Started
• Conversation Stimulation
• Growing Skills
• Start, Manage, and Exit a Conversation
• Plan Your Own Future

The Handshake

• The Five Factors of a Good Handshake
• Practice The Skills

Business Cards

• Business Card Etiquette
  • Accept and Distribute Business Cards
• QR codes
• In a Pinch

Handling Tough Situations

• Awkward Situations
• The Things We Say
• What Others Say
• The Characteristics of Introverts and Extroverts

Following Up

• Techniques for Following Up With Networking Contacts

Organizing Your Network

• Contact Management Systems
• Mastering Networking
• Independent Growth

Leveraging the Internet

• Tools to Build a Digital Network
• Using LinkedIn
• Getting Connected
• Using Twitter
• Strong Connections
• Using Lists on Twitter
• Using Facebook

Role-playing and Practice

• Role-Playing Exercises
• Mock Networking Events
• Feedback and Coaching

 

COURSE DURATION: TWO DAYS