Date post: | 16-Apr-2017 |
Category: |
Business |
Upload: | michelle-villalobos |
View: | 1,897 times |
Download: | 0 times |
Copyright 2007, Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
The Perfect 10 In Networking & Sales
1
1Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
i. People do business with people they likeii. Be more likable, get more business
2
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
social is the new business
lold
3
4
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new businessWhy network?
5
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
it’s not who you know... it’s who knows you
1
6
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
7
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
In a room of over 100 people, only 2 had ever landed a job through an online job site
like Monster. Almost the entire room had landed a job through a friend, colleague or other referral
source. I’m just sayin’...
8
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new businessWhat IS networking?
9
•Building relationships of value
•Drawing business and opportunities to you
•Becoming “top of mind” for what you do
•Meeting, getting to know & maintaining a network
•Referring business to others
•“Givers Gain”
•Time-consuming
•Caring & being a resource to others
•Building social capital
10
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new businessWhat ISN’T networking?
11
•“Pouncing” on people
•“Premature solicitation”
•Selling
•Pressuring
•“Quid Pro Quo”
•Treating people like “leads”
•Fast
12
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new businessSocial Capital
13
Who are the most influential people you know?
Do they know what you’re up
to?
What are THEY looking for?
Would they think of you
if they needed your services?
How do you stay in touch?
Would they care?
What of value you could provide
them?
14
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new businessHOW to network...
15
1
16
vs.
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
17
1
18
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
1.
II.
III.
19
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business1. Where to network
20
21
Everywhere!
22
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business2. First Impressions
23
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
First impressions
5
• Eye contact• Body language• Clothes• Neatness • Expression• Attitude• Greeting/handshake• Building rapport
24
1Eye contact is the most
basic form of human interaction... even
newborns do it
25
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business3. What’s your “brand”
26
1
VS.
Like it or not, we all have a personal brand. Whether on PURPOSE or BY ACCIDENT,
decided by YOU, or by OTHERS...
27
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
4. How to be a BAD networker
28
Self-Obsessed•Talk about yourself a lot
•If you ask questions, make sure you relate them back to yourself
•Look around to see what others are doing while someone’s talking
•Check your phone/handheld periodically
•Greet someone by handing them your business card
29
Debbie Downer
•Be negative, pessimistic. •Only see the negative side of everything. •Don’t smile much•Be super serious
30
The Hard Sell• Know what you’re trying to
“get” from the other person, and focus on getting it (ideas: a meeting, buying a product or service, a lead, a favor)
• Bring the conversation back to what you’re trying to “get” if it gets off track
• Be aggressive in getting agreement from the other person
31
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business5. Watch your attitude
32
“Mirror Neurons”
33
34
What are some ways to boost your mood? Share.
35
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business6. Remember Names
36
The S.A.S.S.Y.© Technique - Lara Loucks
★ Shake their hand.★ Ask their name.★ Say their name.★ Spell their name.★ You-statement
37
Practice.
38
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
7. Understand how the brain works
39
Rightvs.Left
Brain
40
41
42
StorySelling for Financial Advisors: How Top Producers Sell (Scott West & Mitch Anthony)
“...If you focus on logic, numbers,
reasons and rationale when you sell, you’re putting half your client’s
brain to sleep... [the half that makes decisions]”
43
“Communication is the transfer of emotion.”
– Seth Godin
44
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
8. Listen more than you talk
45
46
What’s In It For Me?
47
48
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
9. Practice Active Listening
49
Discuss.
50
• Be InterestED (not interestING)• Ask good questions• Focus on the conversation• Keep an open mind• Seek to understand the other person• Make eye contact• Turn towards speaker, lean forward or subtly
mirror body language• When talking about yourself, make it relevant
to things the other person said or implied• Probe for clarification• Restate what they’ve said• Recap what they’ve said• Interpret what they’ve said
51
Practice. Groups of 3.
52
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business10. Tell stories
53
What if you had to do your job, but couldn’t use any data, charts, brochures or materials?
154
155
156
1
“Did you know that Alexandra Nechita, the artist, is only 13 years old?”
57
1
“Her parents fled Communist Romania and came here with nothing...”
58
The elements of a “good story”
59
What kinds of stories could you tell? Share.
60
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
11. Create an“Elevator Pitch” (or a handful)
61
•“Teaser” not “Pitch”
•Benefits (not features)
•Right brain (use stories / humor / analogies)
•Short & sweet
•Open the door to dialogue/questions
•Make an offer (i.e., call me even if youjust want some ideas or advice)
62
Practice.
63
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
12. Watch out for common pitfalls
64
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
To watch out for:
5
• Distribution of eye contact• Arms/hands/fidgeting• “Resting face”• Smile-talking • Personal space / proximity• Leaning in• Other people around you
65
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
1
social is the new business
13. Know when & how to move on...
66
Techniques for moving on•The “let’s plan a time to take this
conversation further”
•The introduction & exit
•The “let’s go mingle”
•The “who are you here to meet?”
•“Since we both came here to ‘network’ - perhaps we should brave the crowd?”
67
Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved. To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.
www.MichelleVillalobos.com
68