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How to Use Business Networking to Generate Leads

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How to Use Business Networking to Generate Leads

  1. 1. Chapter 25 – Networking
  2. 2. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
  3. 3. Understand the Prospect
  4. 4. Prospects Get Sold to a Lot
  5. 5. Do Not Sound Like a Salesperson Trying to Sell Something
  6. 6. People Care About Their Own Stuff Most
  7. 7. Make it All About the Prospect Don’t Make it All About You
  8. 8. The Best Salesperson Asks the Best Questions
  9. 9. Prospects Are Likely Not in Buying Mode
  10. 10. Don’t Sell the Product, Sell the Meeting INTERACTION CONVERSATION EXPLANATION
  11. 11. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
  12. 12. Shift from a mindset of trying to pick fruit To a mindset of planting seeds
  13. 13. Look for Partners, Not Prospects
  14. 14. Rule of Reciprocity In social psychology, reciprocity is a social rule that says people should repay, in kind, what another person has provided for them; that is, people give back (reciprocate) the kind of treatment they have received from another.
  15. 15. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process Staying Top of Mind
  16. 16. Set a Quota for Yourself • One event per day • One event per week • Two events per week • Two events per month • One event per month
  17. 17. Finding Events • Industry associations • Local news resources • Meetup.com • Alumni associations • Local universities • Charitable and volunteer organizations
  18. 18. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
  19. 19. Person at event: “What do you do?” Salesperson: “I sell engineering software.” - or - Salesperson: “I work for EngineeringSoft.” - or - Salesperson: “I am a software salesperson.”
  20. 20. Product Selling Consultative Selling Company Product Features Benefits Goal: Get Customers Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
  21. 21. I help small businesses to: • Increase the revenue generated through their website • improve website conversion rates • Increase website traffic What do you do? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
  22. 22. A lot of small businesses have challenges with: • Need to generate more revenue through the website • Website visitors are not converting to customers • There is a need to increase website traffic I help with solve those challenges. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS What do you do?
  23. 23. An example of what I do is: • I worked with an accounting firm and helped them to do a complete refresh of their corporate website. • This helped to improve how they told the story of what they do and the services they provide to website visitors. • After only 6 months, they increased the number of leads that they were generating through their website by over 500% and increase their overall revenue by 20%. VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS What do you do?
  24. 24. I am with [Company] and we provide web design services • Design and build websites • Graphic design • Copywriting Some ways we differ from other options out there are: • We only work with accountants • We use AI to develop the optimum website layout • We guarantee results A little more about us: • Won design awards 5 years • In business for 30 years • Woman owned business VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS What do you do?
  25. 25. • How is your day going so far? • What do you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • What brought you to this event? • Have you found this to be a productive event for you? • Are there any other networking events that you recommend? • How can I help you to be successful? • What does a good prospect look like for you? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS Networking Questions
  26. 26. • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? Pain Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
  27. 27. • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? Current State Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
  28. 28. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
  29. 29. Getting into Conversations • Go to events alone if possible • Arrive when the event starts • Warm up by walking up to people standing alone • Post up in high traffic areas (bar, coffee/refreshments area) • Join a table of strangers • Don’t judge a book by its cover • Break into existing conversations
  30. 30. Break into Conversations Process APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION
  31. 31. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION 50% of the time the group will engage with you How are you doing? What do you do? Skip the remaining steps Approach and stand to the outside of a group
  32. 32. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION Apologize for interrupting and explain why you are Hey guys, I am sorry to interrupt. I haven’t had a chance to meet you all yet, and I just wanted to introduce myself real quick.
  33. 33. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION Introduce yourself to the closest person to you [Extend hand for handshake] I am [Your Name]. Proceed to next step if complete attention is on you Keep initial conversation going if do not have complete attention [Focus on person you introduced yourself to] What do you do?
  34. 34. APPROACH THE EDGE OF THE CIRCLE APOLOGY AND EXPLANATION ROLLING INTRODUCTION INTRODUCTION Introduce yourself to the next closest person [Extend hand for handshake] I am [Your Name]. Try to shake everybody’s hand Inquire about what they do What do you guys do? [Ask as a group if you have complete attention] OR What do you do? [Ask to the person closest to you or where you have attention] [Extend hand for handshake] I am [Your Name].
  35. 35. Core Concepts Mind Set Changes Getting Out There Building Your Pitch Working a Room Networking Sales Process
  36. 36. INTERACTION CONVERSATION EXPLANATION
  37. 37. I C E
  38. 38. I C E FORMAT • Cold calls • Cold emails • Networking • Inbound calls • Inbound emails • Website chat • Social media STRUCTURE • 2 to 5 minutes • 80% on prospect • 20% on you GOALS • Pre-Qualify • Build interest in talking • Close for conversation QUESTIONS • Pain • Current State INTERACTION
  39. 39. • How is your day going so far? • What do you do? • How long have you been doing that? • What did you do before? • What do you like most about what you do? • Is there something that motivated you to get into that type of work? • Where are you from? • What brought you to this event? • Have you found this to be a productive event for you? • Are there any other networking events that you recommend? • How can I help you to be successful? • What does a good prospect look like for you? VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS Networking Questions
  40. 40. • How important is it to get more revenue out of your website traffic? • How important is it for you to improve your website conversion rates? • Do you need to increase website traffic and visitors? Pain Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
  41. 41. • Do you currently have someone that can make changes to your website? • Are you currently working with a web design agency? • How happy are you with person working on your website? • When was the last time you refreshed your website? • How much traffic are you currently getting to your website? • What CMS platform is your website built on? • When was the last time you considered redoing your website? • How many different websites do you currently have? • Are you the person to that makes decisions regarding your website? Current State Questions VALUE POINTS PAIN POINTS PAIN QUESTIONS CURRENT STATE NAME DROP PRODUCT NETEWORKING QUESTIONS
  42. 42. I C E FORMAT • Appointment • Online meeting • Meet for coffee, drink, food • Extended cold call • Meet at event STRUCTURE • 10 to 60 minutes • 50% on prospect • 50% on you GOALS • Qualify • Build interest in product • Close for Explanation QUESTIONS • Pain • Current State • Qualifying CONVERSATION
  43. 43. I C E FORMAT • Presentation • Demonstration • Proposal • Quotation • List of options STRUCTURE • 30 minutes to 2 hours • 20% on prospect • 80% on you GOALS • Qualify • Build interest in product • Close for purchase QUESTIONS • Pain • Current State • Qualifying • Closing EXPLANATION
  44. 44. INTERACTION CONVERSATION EXPLANATION Instant Meeting WHY AVOID • Networking time is extremely valuable • Need to meet as many people as you can • Creates a reason to move contact to next step
  45. 45. INTERACTION CONVERSATION EXPLANATION Instant Explanation
  46. 46. INTERACTION CONVERSATION EXPLANATION One-Call-Close
  47. 47. Post-Event Tasks • Invite to connect on LinkedIn • Add contact to your CRM • Send a follow-up email • Try to schedule one-on-one • Add contact to an appropriate email campaign • Post content on social media
  48. 48. Key Takeaways • Understand the contacts to be a better networker • Have a planting seeds mindset • Look for partners instead of prospects • Use processes to get the most out of your networking
  49. 49. Week 1: Introduction to SMART (Chapters 1 - 2) Week 2: Consultative Selling (Chapters 3) Week 3: Building Your Consultative Sales Message (Chapters 4 - 9) Week 4: Creating Sales Scripts, Emails, Voicemails, and Objection Responses (Chapters 10 - 15) Week 5: Managing the Sales Process (Chapter 16) Week 6: Cold Calling (Chapter 17) Week 7: Email Prospecting (Chapter 18) Week 8: Voicemail Strategy (Chapter 19) Week 9: Getting into New Accounts (Chapter 20) Week 10: Dealing with Objections (Chapter 21) Week 11: Getting Around Gatekeepers (Chapter 22) Week 12: Qualifying the Prospect (Chapter 23) Week 13: Closing (Chapter 24) Week 14: Networking (Chapter 25) Week 15: Prospecting on LinkedIn (Chapter 26) Week 16: Improving Mental Strength (Chapter 27)
  50. 50. Please Like Comment Share Subscribe Thank You!!!
  51. 51. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @michael_halper
  52. 52. SMART Sales System S M A R T ales essaging nd esponse actics
  53. 53. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
  54. 54. Get your copy here https://www.amazon.com/dp/0578615762
  55. 55. www.salesscripter.com

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