xalles presentation for rio info portugal - may 18 2010

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Global Networking

Rio Info Portugal

Copyright 2010 © Xalles Limited

Thomas Nash, CEO, Xalles Limited

[email protected]

www.xalles.com

Xalles OverviewOverview

Xalles is an innovative business management consulting firm specializing in electronic payments worldwide. Xalles advises and

assists clients in strategic planning, business and technological transformations, and business operations. Xalles has a mobile

group of experienced personnel in 13 countries across 5 continents and supplies business strategy and payment systems

development, design and implementation services.


Xalles Limited

Xalles Consulting

Xalles Technology

Xalles Advisory & Investment

Technology Services:�Systems Design�Systems Development�Systems Implementation�System Operations

Consulting Services:�Market analysis�Solution strategy�Product design �Project Management

Advisory & Investment Services:�Business Strategy�International Marketing�Investment/Holdings�Advisory & Governance

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1. The expanding global marketplace and increased

competition (your backyard is losing its fence)

2. The need for direct contact to close deals

Global Networking Challenges


2. The need for direct contact to close deals

3. Multitude of industry events to choose from

4. Time and expense of travel

5. Plethora of social business networking sites

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Basic Business Development Cycle

1. Lead Generation

2. Qualification

3. Presentation/Q&A


3. Presentation/Q&A

4. Identify Specific Opportunity

5. Proposal

6. Contracting

7. Implementation

8. Account Management

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Traps

Trap Preferred Approach

Too many contacts on social

networking contacts

Quality is better than quantity


Selling on social networks Use the networks as contact and lead

generation tools and not as sales tools

Aggressive tactics for introductions

and referrals (the raging bull

approach)

Create the mutual need for contact

(create a spider web and lead them to it)

Stick Carrot

Reliance on social networks Leveraging promotion and public relations

techniques to get more out of the

networking contacts

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1. Analyze your needs

2. Research your targets

3. Understand the relationship linkages to get to the target

A Better Approach


3. Understand the relationship linkages to get to the target

4. Use referrals if possible or go direct through these tools:

a. Associations

b. Business Networks (LinkedIn, etc) – use groups and direct contact

c. Social Networks (Facebook, etc) – use referrals where possible

5. Outreach – use the element of ‘Interest’ and ‘Mystery’

6. Orchestrate the meeting to achieve the objectives

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1. Pre-event preparationa) Who do you want to meet?

b) Partnership and target client objectives

c) Elevator Pitch prepared

2. Opportunities to meet prospects

Conference/Trade Show Tips


2. Opportunities to meet prospectsa) Social events

b) Booth traffic

c) Casual meetings

3. How to set up the followup scenariosa) Upcoming meetings

b) Drop by the booth

c) Upcoming events, drinks and meals

d) Call or write (less effective)

4. Time Managementa) The 25-75 rule (time with partners versus prospects)

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Questions and Answers