How to Use Business Networking to Generate Leads
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This document provides guidance on effective networking strategies. It emphasizes shifting from a sales mindset to focusing on the other person by asking questions, understanding their needs, and looking for partnership opportunities. The networking process involves interacting with prospects through questions, having a conversation to further understand their situation, and providing an explanation of how your services address their needs. Follow-up after events is important to stay top of mind and move contacts along the sales process.
![I am with [Company] and we provide web design services
• Design and build websites
• Graphic design
• Copywriting
Some ways we differ from other options out there are:
• We only work with accountants
• We use AI to develop the optimum website layout
• We guarantee results
A little more about us:
• Won design awards 5 years
• In business for 30 years
• Woman owned business
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
NAME DROP
PRODUCT
NETEWORKING
QUESTIONS
What do you do?](https://image.slidesharecdn.com/howtobeawesomenetowrker-210723235213/85/How-to-Use-Business-Networking-to-Generate-Leads-24-320.jpg)
![APPROACH THE EDGE OF THE CIRCLE
APOLOGY AND EXPLANATION
ROLLING INTRODUCTION
INTRODUCTION
Introduce yourself to the closest person to you
[Extend hand for handshake]
I am [Your Name].
Proceed to next step if complete attention is on you
Keep initial conversation going if do not have complete
attention
[Focus on person you introduced yourself to]
What do you do?](https://image.slidesharecdn.com/howtobeawesomenetowrker-210723235213/85/How-to-Use-Business-Networking-to-Generate-Leads-33-320.jpg)
![APPROACH THE EDGE OF THE CIRCLE
APOLOGY AND EXPLANATION
ROLLING INTRODUCTION
INTRODUCTION
Introduce yourself to the next closest person
[Extend hand for handshake]
I am [Your Name].
Try to shake everybody’s hand
Inquire about what they do
What do you guys do? [Ask as a group if you have complete attention]
OR
What do you do? [Ask to the person closest to you or where you have
attention]
[Extend hand for handshake]
I am [Your Name].](https://image.slidesharecdn.com/howtobeawesomenetowrker-210723235213/85/How-to-Use-Business-Networking-to-Generate-Leads-34-320.jpg)
How to Use Business Networking to Generate Leads
- 1. Chapter 25 – Networking
- 2. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
- 4. Prospects Get Sold to a Lot
- 5. Do Not Sound Like a Salesperson Trying to Sell Something
- 6. People Care About Their Own Stuff Most
- 7. Make it All About the Prospect Don’t Make it All About You
- 8. The Best Salesperson Asks the Best Questions
- 9. Prospects Are Likely Not in Buying Mode
- 10. Don’t Sell the Product, Sell the Meeting INTERACTION CONVERSATION EXPLANATION
- 11. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
- 12. Shift from a mindset of trying to pick fruit To a mindset of planting seeds
- 13. Look for Partners, Not Prospects
- 14. Rule of Reciprocity In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another.
- 15. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process Staying Top of Mind
- 16. Set a Quota for Yourself • One event per day • One event per week • Two events per week • Two events per month • One event per month
- 17. Finding Events • Industry associations • Local news resources • Meetup.com • Alumni associations • Local universities • Charitable and volunteer organizations
- 18. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
- 19. Person at event: “What do you do?” Salesperson: “I sell engineering software.” - or - Salesperson: “I work for EngineeringSoft.” - or - Salesperson: “I am a software salesperson.”
- 20. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 21. I help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic What do you do? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
- 22. A lot of small businesses have challenges with: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic I help with solve those challenges. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS What do you do?
- 23. An example of what I do is: • I worked with an accounting firm and helped them to do a complete refresh of their corporate website. • This helped to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS What do you do?
- 24. I am with [Company] and we provide web design services • Design and build websites • Graphic design • Copywriting Some ways we differ from other options out there are: • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results A little more about us: • Won design awards 5 years • In business for 30 years • Woman owned business VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS What do you do?
- 25. • How is your day going so far? • What do you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • What brought you to this event? • Have you found this to be a productive event for you? • Are there any other networking events that you recommend? • How can I help you to be successful? • What does a good prospect look like for you? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS Networking Questions
- 26. • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? Pain Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
- 27. • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? Current State Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
- 28. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
- 29. Getting into Conversations • Go to events alone if possible • Arrive when the event starts • Warm up by walking up to people standing alone • Post up in high traffic areas (bar, coffee/refreshments area) • Join a table of strangers • Don’t judge a book by its cover • Break into existing conversations
- 30. Break into Conversations Process APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION
- 31. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION 50% of the time the group will engage with you How are you doing? What do you do? Skip the remaining steps Approach and stand to the outside of a group
- 32. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION Apologize for interrupting and explain why you are Hey guys, I am sorry to interrupt. I haven’t had a chance to meet you all yet, and I just wanted to introduce myself real quick.
- 33. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION Introduce yourself to the closest person to you [Extend hand for handshake] I am [Your Name]. Proceed to next step if complete attention is on you Keep initial conversation going if do not have complete attention [Focus on person you introduced yourself to] What do you do?
- 34. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION Introduce yourself to the next closest person [Extend hand for handshake] I am [Your Name]. Try to shake everybody’s hand Inquire about what they do What do you guys do? [Ask as a group if you have complete attention] OR What do you do? [Ask to the person closest to you or where you have attention] [Extend hand for handshake] I am [Your Name].
- 35. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
- 37. I C E
- 38. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media STRUCTURE • 2 to 5 minutes • 80% on prospect • 20% on you GOALS • Pre-Qualify • Build interest in talking • Close for conversation QUESTIONS • Pain • Current State INTERACTION
- 39. • How is your day going so far? • What do you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • What brought you to this event? • Have you found this to be a productive event for you? • Are there any other networking events that you recommend? • How can I help you to be successful? • What does a good prospect look like for you? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS Networking Questions
- 40. • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? Pain Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
- 41. • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? Current State Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
- 42. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Build interest in product • Close for Explanation QUESTIONS • Pain • Current State • Qualifying CONVERSATION
- 43. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options STRUCTURE • 30 minutes to 2 hours • 20% on prospect • 80% on you GOALS • Qualify • Build interest in product • Close for purchase QUESTIONS • Pain • Current State • Qualifying • Closing EXPLANATION
- 44. INTERACTION CONVERSATION EXPLANATION Instant Meeting WHY AVOID • Networking time is extremely valuable • Need to meet as many people as you can • Creates a reason to move contact to next step
- 47. Post-Event Tasks • Invite to connect on LinkedIn • Add contact to your CRM • Send a follow-up email • Try to schedule one-on-one • Add contact to an appropriate email campaign • Post content on social media
- 48. Key Takeaways • Understand the contacts to be a better networker • Have a planting seeds mindset • Look for partners instead of prospects • Use processes to get the most out of your networking
- 49. Week 1: Introduction to SMART (Chapters 1 - 2) Week 2: Consultative Selling (Chapters 3) Week 3: Building Your Consultative Sales Message (Chapters 4 - 9) Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 5: Managing the Sales Process (Chapter 16) Week 6: Cold Calling (Chapter 17) Week 7: Email Prospecting (Chapter 18) Week 8: Voicemail Strategy (Chapter 19) Week 9: Getting into New Accounts (Chapter 20) Week 10: Dealing with Objections (Chapter 21) Week 11: Getting Around Gatekeepers (Chapter 22) Week 12: Qualifying the Prospect (Chapter 23) Week 13: Closing (Chapter 24) Week 14: Networking (Chapter 25) Week 15: Prospecting on LinkedIn (Chapter 26) Week 16: Improving Mental Strength (Chapter 27)
- 51. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
- 53. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 54. Get your copy here https://www.amazon.com/dp/0578615762