SEMINAR 2 INCREASING SALES THROUGH NETWORKING

INTRODUCTIONS 10 minutes

DEFINE NETWORKING 15 minutes
• Definition
- A Process
- A direction for accomplishing goals through teamwork
- Requires you to share your relationships and resources
- An attitude that can become a lifestyle
• Why do we network?
- Identify suspects
- Develop strategic alliances
- Develop referral sources
- Develop and maintain relationships
- It's an interactive way to prospect
• Where do we network?
- Brainstorm with participants
• Process
- Measure the results of your effort
• Direction and Sharing
- Setting goals around your networking
- Share relationships with others
• Attitude
- Attitude defines success
- Exercise – "Attitude"
- Discuss attitude's impact on networking

FUN FACTS ABOUT NETWORKING 15 minutes
• Approximately 60% of new contacts are found through networking
• Networking is a learned skill

PREPARING FOR THE EVENT 10 minutes
• Eat prior to arrival
• Set a goal for the event
- Define what you want to accomplish
- Matchmaker vs. card collector
• Create a value statement
- Write down your value statement
- Exercise – Creating Passion with Your Value Statement
• Small talk
• Business cards
• A positive mental attitude

ARRIVING 10 minutes
• Arrive early
- Name tag
- Look for key attendees
- Get there early or not at all!

THE EVENT 30 minutes
• Be Yourself
• Be on the offensive – make them talk about themselves
• The Introduction
- Eye contact
- Remember their name and say it often
- Firm handshake
• Listen for tie backs to your value statement
- Role play with a volunteer
- Ask open-ended questions
- Allow them to talk
• Review pointers on worksheet
• Exercise – The Networking Event
• Debrief exercise

NETWORK ETIQUETTE 10 minutes
• Define obstacles
• Keys to networking (etiquette and manners)
- Don't monopolize someone's time
- Don't talk and chew food
- Focus on the person you're with
- Avoid controversial topics
- Thank the person for their time and excuse yourself when moving on
- Give a card only when asked

MAINTAINING YOUR NETWORK 10 minutes
• Event follow-up
- Write down important information
- Log into your database
• Pointers
- Keep your network current
- Stay connected
- Make yourself a person others want to meet

CRITIQUES, QUESTIONS, AND THANK YOU'S 15 minutes

TOTAL PRESENTATION TIME 125 minutes
(2 hours 5 min.)