be the game changer. - piaindiana.com · - t. harv ecker. the art of networking akklemeyerom 5 you...

Be the GAME CHANGER.

DISCLAIMER

Seminar materials and presentations are intended to provide you with guidance and insight with regard to the selected topics. However, your instructor is not an attorney; and the materials and comments do not constitute, and should not be regarded as, legal advice. Although every effort has been made to assure the accuracy of these materials and the comments made during the seminar, they are not intended to serve as a substitute for legal counsel. Policy forms, clauses, rules, and court decisions

constantly change and vary from company to company and state to state.

These materials are intended as a general guideline and may not apply to a specific situation. The author, instructor, Professional Insurance Agents of Indiana Inc., and any organization for whom

this seminar is conducted shall have neither liability nor responsibility to any person or entity with respect to any loss or damage alleged to be caused directly or indirectly as a result of information

contained in this book, in the presentation, or in any ensuing discussion.

Presented by

Professional Insurance Agents of Indiana

50 E. 91st Street, Suite 207 | Indianapolis, IN 46240 | 317.899.9200 | www.PIAIndiana.com

Jack Klemeyer

Jack Klemeyer is a certified John Maxwell coach, speaker and teacher who is passionate about helping business owners, sales people and entrepreneurs grow their business. With that purpose in mind, Klemeyer founded Grow Your Business Coaching, which is a company that facilitates high-impact, results-focused leadership for individuals and groups through a variety of formats including individual and group coaching, mastermind groups, corporate training and executive coaching.

He draws from more than 30 years of experience and expertise in effective sales and communication skills. He has personally designed and presented several successful programs to aid participants in enhancing their performance. In addition to being a professional speaker Jack is a certified John Maxwell coach, trainer and speaker. He is an accredited facilitator and consultant for a wide variety of programs, including Get Clients Now!™, the Kolbe Advantage™ and INTEGRITY Selling™.

Klemeyer is a certified Master Practitioner of Neuro-Linguistic Programming and a certified Language and Behavior Consultant which both provide unique skills to help his clients understand and change their behavior so they can reach their goals and achieve success. He is a 12 plus year member of the National Speakers Association and Toastmasters International. He is a Director Consultant for Business Networks International (BNI) Central Indiana Region.

Find out more about Jack:

http://GYBCoaching.com

http://www.johncmaxwellgroup.com/jackklemeyer/

The Art of Networking

1jackklemeyer.com

Jack Klemeyer, Executive Director


“If I had to name the single characteristic shared by truly successful individuals, I’d say it was the ability to create and

nurture a network of contacts.” - Harvey MacKay


2 jackklemeyer.com

Business Growth Fundamentals

How to Grow a Business:Get more .

Get your current clients to buy more.

Get your current clients to B M O .

Get better on any of the above three!

****

What Kind Of Marketing Really Works for Professional Services:

C.J. Hayden - Get Clients Now!

“Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.”

- Sun Tzu


3jackklemeyer.com

Five Kinds of Networks

1. Community Service Organizations

2. Mix & Mingle Events

3. Meet-up Groups

4. Referral Networking

5. Professional / Trades Organizations

• Others -

What or Who Are You After?

“All things being equal, people will buy from people they Know, Like, and Trust.”

- C.J. Hayden

“It’s what you learn after you think you know it all that matters.”

- John Wooden


4 jackklemeyer.com

All Networkers Are Not Created Equal

Great Networker Best Practices:• Business Cards -

• Doppler Effect -

• Something to write with -

• Clearly defined goal - know who or what you’re after

• Have a process -

• Dress the part - 12 - 12 - 12 -

• Understands Networking IS NOT Selling - It’s prospecting!

Elements of a Great Networker:• Has followers and a follow-me process• Has an organized, up to date, functional database.• Is visible - Known• Is credible - Knows their stuff• Seen as an expert• Readily connects people• Gives real and quality referrals•

“You don’t own knowledge until you’ve lived the successful results of that knowledge.”

- T. Harv Ecker


5jackklemeyer.com

YOU

YOU

The Sales Person:

The Connector:


“If you’re not networking, you’re not working.” - Denis Waitley

• They are not plugged into a network• Information doesn’t move through them -

“they are a reservoir.”

• They have a network, albeit not organized• They are a bridge between people• Information moves through them - “they are

a river.”

YOUTHE

PROSPECT


6 jackklemeyer.com

YOU

The Maven:

• They have a vast network.• They are a seen as a source of information - an influencer.• They have the ability to influence beyond the people they know.• Usually have a medium - Radio - TV - Magazine - YouTube - etc.• They are perceived as an expert - A “BOB” - Best of Breed!• They are kept “TOM” Top of Mind!• They create Information and it moves through them to influence

others - “they are a river.”


“If you want to go fast, go alone. If you want to go far, go with others.”

- African Proverb


7jackklemeyer.com

Smart Networking - Targeted Networking

• Food C

• Event

• Target M

Market

Event

Before During After

ASale

Pre During Post

Target Market:

Event:

Food Chain:

“The richest people in the world look for and build networks, everyone else looks for work.”

- Robert Kiyoskai


8 jackklemeyer.com

• 48% of sales people never follow-up with a prospect.• 25% of sales people make a second contact attempt and stop.• 12% of sales people make three contacts and stop.• Only 10% of sales people make more than three contacts!

Sad facts about Follow-Up

Follow-Up

“Diligent follow-up and follow-through will set you apart from the crowd and communicate excellence.”

- John C. Maxwell

“The fortune is in the follow-up. Use a system to track who to follow up with and then take action”

- Rick Cooper

• 2% of sales are made on the first contact.• 80% of sales are made on the fifth to the twelfth contact.

Where sales are actually made


9jackklemeyer.com

Follow-Up

Creating Your Networking for Success Plan:

Networking Event - Meeting,

etc.The day after…

Your Follow-Up for Success Campaign:

What is the purpose of the follow-up?

Send an e-mail or handwritten note thanking them for their time or your pleasure to meet them and calling back to something

specific that you found interesting.

3 to 5 days later

Send an article, a checklist, or a tip sheet,

that relates to their situation and reminds

them you are there to help them.

Within 2 weeks

Reach out and see how things are going and see where the conversation

leads…

Step 1 Step 2

Step 3

Every month or two…

Find reasons to reach out… share information, comment on something in their life or a social media post of their’s,

acknowledge something about their business or industry, or ask for their

help.

Step 4To leverage the recency of your interaction to build a relationship where you are seen as a confident, a credible expert, a peer and safe person to share concerns with.

“Most people don’t follow-up with new connections, or if they do, they wait too long. The problem is that they don’t know how to do it correctly, so they equivocate on what to do or say, don’t take the next step, and lost the opportunity” - Michael Hudson

When you meet someone, have a meeting with someone, here’s a campaign to follow until you create you own.

“A broader view of networking is creating a pool of contacts from which you can draw clients, referrals, resources, ideas and

information.” - Get Clients Now! - C.J. Hayden

Your Goal


10 jackklemeyer.com

Creating Your Networking for Success Plan - Checklist:Know I need a plan to follow-up consistently

Make networking part of my marketing plan

Calendar my follow-up process in my CRM

Create a “script” for my follow up note or e-mail

List of items, articles and resources to send as a follow-up

Create methodology to stay in touch with contacts - Marketer’s Trio

“Networking is more about farming than is is about hunting. It’s about cultivating relationships.”

- Ivan Meisner, Ph.D. Founder of BNI- Business Networks International

What else do you need?

What might stop you from implementing your plan?

What is your first step to implement your plan?


11jackklemeyer.com

The Dirty Little Secret Behind Effortless Selling – John Carlton

How would you like to sell without selling? What you’re really selling? Your elevator speech or USP (Unique Selling Proposition) How to write a “damn good ad in 9 minutes!”

What are you selling?

It’s not the “thing” it’s the results of the thing in the prospects life.

(Unique Selling Proposition)

Positioning yourself in your market and uniquely differentiate yourself from your competition.

1. We (I) help to (your ideal client or group of people)

2. Do (this benefit) eg: better, cheaper, faster, easier, etc.)

3. Without

4. Even if (worst case believable scenario)

Here’s an example: “I help small business owners to get focused, find clear direction, overcome their fear of selling, and manage their time even if they’re completely overwhelmed, scared or worries about their business.”

But… What do I say at a networking event?

Four Simple Steps to Create A Killer Elevator Chat

“First you have to be visible in the community. You have to get ot there and connect with people. It’s not called “net-sitting” or

net-eating. It’s called Net-Working! You have to work at it.” - Ivan Meisner, Ph.D. Founder of

BNI - Business Networks International


12 jackklemeyer.com

Circle the number that represents your present achievement level.1=poor 2=average 3=good 4=very good 5=the GREATEST

1. People like me.2. I am constantly meeting new people.3. When I meet new people, I engage them right away.4. I have a GREAT personal commercial to introduce myself.5. I help other people regularly.6. I look to make connections for others.7. I network at least ten hours a week.8. I have my own Web site and publish useful information there.9. I have my own e-zone that goes out to all my connections.10. I am published someplace on a regular basis.11. I give speeches at industry events.12. I know the most powerful people in my community.13. The most powerful people in my community know me.14. I know the most powerful people in my industry.15. The most powerful people in my industry know me.15.5 People call me to help make a connection.

1 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 51 2 3 4 5

Jeffery Gitomer’s Little Black Book of Connections - Networker Test

Score the test:80 = Perfect score! You’re fully connected.70 – 79 = Great score! An indication that you’re on the move – UP!60 – 69 = You’re in the BIG CLUB of people who think they’re pretty good, but in reality are just getting there. Make a game plan to intensify your efforts.50 – 59 = You don’t know the right people in the right places.40 – 49 = You’re being passed over by people better connected than you.30 – 30 = You need Altoids and a makeover.

“Everyone goes to a networking event to better themselves in some way or another. Make sure

you’re prepared to help someone else get better” - Jefferey Gitomer


13jackklemeyer.com

Start • Stop • Continue - Action Plan!

Start

Stop

Continue

This Personal Implementation Sheet is designed specifically to help you go from inspiration to implementation in the shortest time possible so you can enjoy success faster!

“The difference between an average performer and extraordinary performer is… Implementation!”

Subscribe to Jack’s weekly motivational message at: ThrottleUpThursday.comEnjoy Monthly Leadership Insight webinars at: MyLeadershipInsights.com

Jack Klemeyer • Certified John Maxwell Coach, Speaker and Trainer • m(317) 755-6963 • f(317)203-0804

be the game changer. - piaindiana.com · - t. harv ecker. the art of networking akklemeyerom 5 you...

Documents