FT MA FT MA TeleconferenceTeleconference

July 28July 28thth, 2010, 2010

Effective Networking Effective Networking & Community & Community Involvement…Involvement…

To Make You More To Make You More Money!!!Money!!!

Goal of PresentationGoal of Presentation

Discuss and explain the benefits of Discuss and explain the benefits of networking & community networking & community involvement…in real world examples.involvement…in real world examples.

Help you to establish an action plan to Help you to establish an action plan to grow your businessgrow your business…& put more $$$ …& put more $$$ in your pocket!!!in your pocket!!!

Key take away from todayKey take away from today

Current statusCurrent status

Action stepsAction steps

IntroductionIntroduction

Part I Part I - What is - What is Networking?Networking?

DefinitionDefinition: : a supportive system of a supportive system of sharing information and services sharing information and services among individuals and groups among individuals and groups having a common interest.having a common interest.

Audience Poll: How many of you have Audience Poll: How many of you have gone to a networking event in the gone to a networking event in the past week? Month?past week? Month?

Some Reasons FT Owners Some Reasons FT Owners Don’t Network Enough (Or Don’t Network Enough (Or

At All!)…At All!)… It’s uncomfortableIt’s uncomfortable ““I don’t know how…”I don’t know how…” It’s time consumingIt’s time consuming It doesn't give you instant resultsIt doesn't give you instant results You see the same ol’ peopleYou see the same ol’ people ““I’m doing okay, I don’t need it”I’m doing okay, I don’t need it”

Goals of a Networking EventGoals of a Networking Event 1. Establish yourself as a competent 1. Establish yourself as a competent

and reliable member of your and reliable member of your communitycommunity

2. Strategic alliances/referrals2. Strategic alliances/referrals

3. Direct leads3. Direct leads

How to Properly “Network”How to Properly “Network” 30 second commercial30 second commercial

3 foot rule3 foot rule

Set a goal for contacts/leadsSet a goal for contacts/leads Ex. 1 solid strategic alliance, 2 “real” Ex. 1 solid strategic alliance, 2 “real”

prospects with a FFCprospects with a FFC

How to Properly “Network” How to Properly “Network” (cont.)(cont.)

Communication StylesCommunication Styles Mirroring/MatchingMirroring/Matching

Eye contactEye contactRate of speech/tonalityRate of speech/tonalityVisual/Audio/KinestheticVisual/Audio/KinestheticBody languageBody language

How to Properly “Network” How to Properly “Network” (cont.)(cont.)

Follow through techniques:Follow through techniques: Hand written noteHand written note

FFC for conversation/apptFFC for conversation/appt

Keep business cards on file for Keep business cards on file for future dialsfuture dials

What What NOTNOT To Do At a To Do At a Networking EventNetworking Event

DO NOT:DO NOT: Hide in the corner near the food/barHide in the corner near the food/bar ““Throw up” F’s & B’sThrow up” F’s & B’s Dominate the conversation (70/30 rule)Dominate the conversation (70/30 rule) Leave after 10 minutesLeave after 10 minutes Enjoy too many of the “beverages” Enjoy too many of the “beverages” Forget to get/give business cardsForget to get/give business cards

Real World ROI ExamplesReal World ROI Examples BNI return on investmentBNI return on investment

Monetary investment = Monetary investment = $490 $490 membership & duesmembership & dues

Time investment = Time investment = 22 hours each hours each weekweek

Recurring revenue since = Recurring revenue since = $9,288$9,288 ROI = 1896%ROI = 1896%

Real World ROI Examples Real World ROI Examples (cont.)(cont.)

Rotary Club return on investmentRotary Club return on investment Monetary investment = Monetary investment = $750 $750

membership & duesmembership & dues Time investment = Time investment = 11 hour each week hour each week Recurring revenue since = Recurring revenue since = $16,504$16,504 ROI = 2201%ROI = 2201%

How Much Networking Should I How Much Networking Should I Do?Do?

The rule of 3The rule of 3 Ex. BNI, Rotary Club, Chamber of Ex. BNI, Rotary Club, Chamber of

CommerceCommerce 2-3 events per week2-3 events per week Send managers/trainers as wellSend managers/trainers as well Set weekly task reminder or time Set weekly task reminder or time

blockblock

Social Media (e-Networking)Social Media (e-Networking) Linkedin.comLinkedin.com TwitterTwitter FacebookFacebook MySpaceMySpace

Assign to staff if tech is not your Assign to staff if tech is not your strengthstrength

Recommended ReadingRecommended Reading How to Win Friends & Influence How to Win Friends & Influence

PeoplePeople – Dale Carnegie – Dale Carnegie

Never Eat Alone Never Eat Alone – Keith Ferrazzi– Keith Ferrazzi

Influencing With Integrity Influencing With Integrity – – Genie LabordeGenie Laborde

Part II Part II - Community - Community InvolvementInvolvement

3 best ways to get involved 3 best ways to get involved in your community:in your community: 1. Town hall/recreation 1. Town hall/recreation

dept/volunteer needsdept/volunteer needs 2. Corporate 2. Corporate

sponsorships/advertising programssponsorships/advertising programs 3. Workshops/wellness 3. Workshops/wellness

affiliates/walk-insaffiliates/walk-ins

How To Properly Execute a How To Properly Execute a Walk-InWalk-In

Do:Do: Make sure contact is with a manager/ownerMake sure contact is with a manager/owner Take/leave a business cardTake/leave a business card Goal: setup a meeting to learn moreGoal: setup a meeting to learn more Add them to your newsletter listAdd them to your newsletter list

Don’t:Don’t: Try to sell somethingTry to sell something Overwhelm with literatureOverwhelm with literature

Real World Example – Real World Example – Town Recreation Dept.Town Recreation Dept.

Fitness WorkshopsFitness Workshops Adult training workshopsAdult training workshops Paid by town grantPaid by town grant 12 weeks, 5 adults 12 weeks, 5 adults Investment = Investment = $0$0 Revenue = Revenue = $10,000$10,000 ROI = ROI = 10000%10000%

Real World Example – Real World Example – Strategic AllianceStrategic Alliance

Emerson HospitalEmerson Hospital Childhood obesity program – 12 weeks, 10 Childhood obesity program – 12 weeks, 10

familiesfamilies Paid by hospital fundingPaid by hospital funding Wellness group – fitness trainer, nutritionist, Wellness group – fitness trainer, nutritionist,

social workersocial worker Investment = Investment = $0$0 Revenue = Revenue = $20,000$20,000 ROI = ROI = 20000%20000%

Action Plan to Get InvolvedAction Plan to Get Involved Call town manager for volunteer Call town manager for volunteer

needs, get staff involvedneeds, get staff involved Call recreation department Call recreation department

director for workshop ideasdirector for workshop ideas Commit to 2 walk-ins per week Commit to 2 walk-ins per week

for strategic alliancesfor strategic alliances

Recommended ReadingRecommended Reading The Ultimate Marketing PlanThe Ultimate Marketing Plan– –

Dan KennedyDan Kennedy

Getting Everything You Can Getting Everything You Can Out Of All You’ve GotOut Of All You’ve Got – Jay – Jay AbrahamAbraham

Your HomeworkYour Homework Establish list of networking Establish list of networking

organizations near your studio(s)organizations near your studio(s) Make contact!!! Make contact!!! Take advantage of social media Take advantage of social media Set goals, establish expectations for Set goals, establish expectations for

yourself and staffyourself and staff Pick up the phone/hit the pavement/GET Pick up the phone/hit the pavement/GET

OUT THERE!!!OUT THERE!!!

Further Questions?Further Questions?Feel free to contact me with Feel free to contact me with

any additional questionsany additional questions

Phone: Phone: (508) 344-0286(508) 344-0286

E-mail: E-mail: johnpantera@fitnesstogetjohnpantera@fitnesstoget

her.comher.com