Training: Business Networking for Professionals

 We show professionals “how to” build, engage and extract value from their network of contacts

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The Challenge

Getting Professionals and Sales People To Network

We help professionals and salespeople build, engage and extract value from their personal network of contacts, by showing them how to:

  1. Overcome their reluctance to begin personal networking and not feel like they are persuading people they are worthy of doing business with and wasting personal time networking with no benefit
  2. Add people to their personal network every day, including determining who to network with, selecting where to meet people, deciding what to talk about with people and creating situations to meet people
  3. Continuously engage people, including social media, motivating people to bring opportunities to you, requesting advice and opportunities
  4. Extract benefits from their contacts including advice, leads, referrals, invitations, and information as well as measuring and analyzing networking activities and results
  5. Use technology and social media for networking activities, storing contact information and automating follow-up activities
  6. Measure and analyze networking activities and results

This Program Can Be Delivered To…

Professionals working to build referrals and leads, including:
  1. Accountants and CPA’s
  2. Investors and bankers
  3. Engineers and architects
  4. Lawyers
  5. Doctors
  6. All other professionals
Sales People working to generate leads and referrals; and gather competitive and market intelligence, including:
  1. Insurance agents
  2. Financial advisers
  3. Real estate agents
  4. Mortgage brokers
  5. All salespeople

Job Seekers working to expand their connections and gather career advice, including:

  1. People in career transition
  2. New college graduates
  3. College Internships

Training: Business Networking For Professionals

We Use The The Threads of Connectivity™

To make it easy for professionals and salespeople to learn “how to” build, engage and extract value from their network of contacts by using “personal connection points” rather than traditional persuasion-based sales techniques.  We provide you with:

  1. Webinar based training
  2. Classroom-based training
  3. Pre-conference workshop programs
  4. Workshop programs
  5. e-Learning programs

Training Modules Covered By This Program... 

Networking Mindset and Culture

Learn how to overcome reluctance caused by not wanting to:

  1. Persuade or convince people that you’re worthy to talk to and do business with
  2. Waste personal or family time networking with strangers with little possibility of benefiting
  3. Feel awkward or phony talking to strangers – – and not knowing what to say
  4. Worry or feel anxious about what people think of you
  5. Talk or brag about yourself or your company

Personal Networking Strategy

Learn “how to”:

  1. Define your personal brand image
  2. Set networking goals and targets
  3. Determine who to network with
  4. Select where to meet people
  5. Find contacts and their information
  6. Decide what to talk about with people
  7. Get people to spend time with you
  8. Create situations to meet people
  9. Document contact information and history notes

Building Your Network of Contacts 

Learn “how to” make finding and meeting people a natural part of your everyday activities:

  1. At work with colleagues, clients, and vendors
  2. At home with family, friends, and neighbors
  3. At volunteer activities 
  4. At professional, industry, and geographic associations
  5. Through social media
  6. Through your college, high school, and grade school

Using Social Media To Network

Learn “how to”

  1. Build and reinforce your personal brand image
  2. Track changes in the personal lives of contacts
  3. Communicate private and public messages to contacts
  4. Solicit private and public feedback from your contacts
  5. Request connections to other people

Engaging Your Network of Contacts

Learn “how to”:

  1. Plan and prioritize contact engagement
  2. Use selfless service to engage and motivate contacts
  3. Create activities and events to engage contacts
  4. Ask contacts for advice and information
  5. Share referrals with your contacts

Using Technology To Automate Follow-up With Contacts

Learn “how to”:

  1. Select a contact database for networking
  2. Segment, sort and filter contacts for follow-up
  3. Nurture contacts with drip emails
  4. Track relationship history and notes
  5. Use phone systems to reduce time spent calling
  6. Use your mobile phone to automate follow-up
  7. Track referrals, leads, and sales opportunities

Extracting Value From Your Network

Learn “how to” receive a continous flow of:

  1. Endorsements, testimonials, and references
  2. Advice, information and competitive intelligence
  3. Referrals and leads
  4. Invitations to professional and industry events
  5. Requests for coffee, lunch, and dinner with groups
  6. Job opportunities and/or job candidates

Measuring Networking Activities and Results

Learn “how to” track, analyze, and report on:

  1. Relationship depth with each contact
  2. Referrals and leads generated
  3. Advice meetings generated
  4. Advice received
  5. Follow-up activities executed
  6. Contacts added/lost

Business Networking For Professionals Program Agenda

Prior to starting the program, each participant will complete a Networking Assessment Survey to gauge their level of networking knowledge, skills, expertise and mindset.

This information will be used to adjust the program to the groups’ specific needs and will provide a proficiency baseline for each participant.  The same assessment will be given after program completion to gauge their progress.

This program can be augmented by providing each participant with a personalized one-on-one coaching session before and after the program.

Module 0 – Assessment of each participants level of networking knowledge, skills, expertise and mindset to provide them with a baseline and to help tailor the program agenda.

Module 2 – Overcome Networking Reluctance t, including learning how to use problem- solving rather than persuasion to connect with strangers, avoid wasting personal and family time networking, determine what to say when meeting strangers for the first time

Module 3 – Build Personal Networking Strategy, including defining the type of personal network to build, select the appropriate networking activities and methods, define networking etiquette

Module 4 – Build Your Network of Contacts: learn how to meet and build the number of people in your network, including determining who to network with, selecting where to meet people, deciding what to talk about with people and creating situations to meet people

Module 5 – Engage Your Network of Contacts, including using social media, motivating people to bring opportunities to you, requesting advice and opportunities

Module 6 – Extract Benefits From Your Personal Network, including advice, leads, referrals, invitations, and information as well as measuring and analyzing networking activities and results

Module 7 – Use Technology For Continuous Follow-up, including storing contact information, history notes, and automating follow-up emails, call reminders, and event reminders.

Optional – Personal Networking Coaching: augment this learning experience by providing each participant with a personalized one-on-one coaching session before and after the program.

 
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