Leveraging Professional Networks

Ruth MartinProfessional Association Networking Specialist

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Growing your business through networking• A Crucial Skill

• Make Valuable Contacts

• Find New Customers

Welcome

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Misconceptions about Networking• Phony

• Insincere

• Awkward

• Threatening

• Takes too much time

• Difficult

• Expensive

Welcome

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Attributes of Good Networkers• Outgoing

• Sincere

• Friendly

• Supportive

• Good Listener

• Good Follow-up

• Stays in Touch

Welcome

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Am I a Good Networker?• How do I like to be treated?

• What type of people do I trust?

• Do I tend to monopolize conversations?

• Do I act interested in only what others can do for me?

• Do I give other people referrals and ideas without a thought for my own personal gain?

• Can people count on my word?

Welcome

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Effective Networking• Involves a PLAN

• TO GET TO KNOW PEOPLE WHO

• Who want to do business with you

• Are willing to introduce or refer potential customers to you

Welcome

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A Simple Networking Plan Starts With….• Who Is Your Target Market?

• Satisfied Customers

• Excellent referral sources

• Their endorsement is extremely important to prospective customers

• Keep in regular touch through personal contact

• Always remember to thank them for their business

• Phone calls and in-person conversations are best

Welcome

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A Simple Networking Plan Your Target Market (cont’d.)

• Prime Prospects (Prospective Customers)

• Come from various sources

• Promptly follow-up on phone, website and email inquiries

• Promptly follow-up on leads coming from other referral sources

• Organizations & Events

• Become involved with organizations in which customers and prime prospects are involved

• Participate in programs, conferences, and community events that customers and prime prospects attend

Welcome

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A Simple Networking Plan• Your Target Market (cont’d.)

• Professional Memberships

• Associations of like-minded professionals who help each other through cross-referrals and sharing of best business practices

• Golden Slippers Network Members

• Come in regular contact with people who need the type of services you provide

• Can help by referring their customers and others to you

• Can help you expand your network of potential referral sources

Welcome

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Keys to Effective Networking and Cross-Referrals • Become known, liked, and trusted by people you meet

• Get Involved and Give Back

• Attend Golden Slippers Network meetings

• Volunteer and serve on a committee

• Write articles and contribute content about your business or expertise for GSN’s website and newsletter

Welcome

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Other Suggestions• Reach out to other GSN members

• Visit their businesses when you’re in their area

• Schedule a time to meet them for coffee or lunch

• Discuss how you can help each other – be strategic!

• Make referrals to GSN members, and let them know about it so they can thank you

• Don’t be afraid to ask – let other members know you would appreciate receiving referrals from them

• The more you give, the more likely you are to receive

Welcome

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Final Words about Networking

• It’s more than getting out and meeting people

• To succeed you need to :

• Make a plan

• Commit to carrying out your plan

• Devote enough time and effort to make the plan work

Welcome

• Get in the “habit” of networking whenever and wherever appropriate

• Be genuine and friendly -- not pushy

• Work your “elevator speech” into conversations

• Let people know you would like to stay in touch with them

• Give them your business card

• If they seem receptive – make the first move and give them a call!

• Enjoy the process while growing your business!