Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
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The Guaranteed Steps To Fail At Networking - Uttoxeter June 2015
1. 9 Guaranteed Steps To FAIL
At Business Networking
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2. āEffective business networking
done well is consistently the lowest
cost marketing any business can
employ to boost sales,
opportunities and profits.
!
Do it badly and it can kill!ā
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4. What You Will See
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ā¢ Who am I?
ā¢ Introduction
ā¢ Why Networking?
ā¢ 9 Steps To FAIL at Networking!
ā¢ Final Thoughts
5. Who Am I?
www.conspicuous-cbm.com
ā¢ Chartered Accountant
ā¢ Social Media Addict
ā¢ + outside interests...
ā¢ Corporate Stooge
ā¢ Referral Marketing Specialist
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ā¢ Social media junkie - Twitter, Google+, Instagram
ā¢ Blogging Junkie & now published author
ā¢ LinkedIn Fan - 40 posts, 2500+ connections, 100+
recommendations, 100s Endorsements
ā¢ Most successful RD in BforB history
ā¢ Helped hundreds of new business / start-ups /
established businesses
ā¢ Friend of other networking gurus including Rob!
I Am Not Rob Brown! Butā¦
7. Introduction
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ā¢ Fact - Networking brings companies a rich stream of new
contacts and business that can make them more successful
& proļ¬table
ā¢ Fact - Networking help them to understand their
customers and the marketplace better whilst testing their
message and its effectiveness.
ā¢ Fact - Many people who do networking or referral
marketing make mistakes which can cost them winning
new business & damage their reputation.
ā¢ Fact - We all make mistakes.
ā¢ But what can you do to maximize your networking
activities by avoiding these costly errors?
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The 9 Steps To Failure!
ā¢ These are the 9 Steps to Networking Failure
ā¢ Study them hard
ā¢ See which ones you have tripped-up over in the past
ā¢ See which ones have cost you business
ā¢ How are you going to avoid these errors in the future?
13. 8 Things We Won't Be
Talking About Today!
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The 9 Failures
Not Listening Sell Sell Selling
Deadly Dull Pitches Going For The Quick Fix
Prejudging People Not Taking the Limelight
Being A 1-hit Wonder Not Talking Up The Beneļ¬ts
No Clear Objective ++++++
16. STEP 1 - Not listening
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ā¢ One of the most important skills to have.
ā¢ Not about hearing what is said - it is understanding what people really mean.
ā¢ Real listening requires your complete focus and attention.
ā¢ What are people really looking to achieve?
ā¢ What is really important to them about their business, job, personal ambition, and
family?
ā¢ People don't listen because they are too busy focusing on what they want to say
next in a conversation.
ā¢ 2 choices - be an interesting person or an interested person. You decide!
ā¢ We are all at networking meetings to sell āourselvesā, but if we don't connect
emotionally people will run a mile in the other direction - so LISTEN!
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ā¢ Business Networking is not about sell, sell, sell.
ā¢ The aggressive nightmares are easy to spot!
ā¢ The question is, areYOU ever guilty of talking when you should be listening?
ā¢ Top networkers know how & do follow up + keep in regular contact.
ā¢ The people you meet at business networking are equals - they do not want to be
sold to and deļ¬nitely do not want to be treated as prospects
ā¢ Your objective is to build rapport and turn them into advocates of your business -
they may become customers or clients in time!
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ā¢ Business Networking is not about telling the whole story of your business.
ā¢ Brighten your 60 seconds up with humour, a picture or an interesting statistic.
ā¢ The point of the pitch is to stimulate people's curiosity.
ā¢ Today we're all overloaded with too much information - even worse at a Business
Networking event.
ā¢ Give people as much information as they need at a later point.
ā¢ So do people a favour - FAVOUR simplicity over detail.
22. STEP 4 - Going for the quick fix
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ā¢ Business Networking is NOT where a sale occurs each time you network.
ā¢ If everyone thought otherwise, who would we sell to - the catering staff?!
ā¢ Networking is all about building relationships.
ā¢ People can make great connections the ļ¬rst time they attend a Business Networking
event but it is not something that you should expect.
ā¢ Real gold is in the long-term mutual beneļ¬cial relationships you form.
ā¢ You never know where where one conversation that you have in January could lead -
don't be surprised if it's made you thousands by the end of December.
24. STEP 5 - Prejudging people
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ā¢ Some of the best referrals we see - come from people who we think cannot help
us or anybody else!
ā¢ You cannot afford to prejudge people
ā¢ You simply do not know who they know or who they can connect you to.
ā¢ The saying is, never judge a book by its cover, but many of us do.
ā¢ Give people time and your attention by getting to know them via 121s.
ā¢ The ļ¬ipside is that all that glitters is not gold, be open-minded and don't rush into
all relationships.
26. STEP 6 - Not taking the Limelight
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ā¢ Presenting - Public speaking scares many people witless:
ā¢ Grab any opportunity to present to get your message across & grow your reputation.
ā¢ Conļ¬dent speakers? They learnt this conļ¬dence by practicing. They too were once scared!
ā¢ Talking to strangers - Normal to feel apprehensive:
ā¢ In business, talking to complete strangers is only way to generate interest and contacts for your business.
ā¢ Only talk to the people you already know and deal with? Youāre missing out on big opportunities!
ā¢ Set targets before you attend any networking event. Decide how many new contacts you want to make etc
ā¢ Make it fun and get out of your comfort zone with practice and determination.
ā¢ What was I worried about....
28. STEP 7 - Being a 1-hit Wonder
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ā¢ You will get great results if you go back and get to know the other members.
ā¢ You never know what JV or referrals will result from the trust that grows out of
regularly attending a networking group.
ā¢ Don't be a deal chaser in networking. Cannot afford to have an attitude of What's
in it for me. Replace this with the mantra - How can I help you or How can I serve.
Make a positive impact on someone's day!
ā¢ Effective networkers take a farming approach. They focus on cultivating relationships
for mutual long term beneļ¬t and they deļ¬nitely do not chase deals or instant sales.
ā¢ You may attend a networking forum and do business initially (The Law Of Recency)
but referral's work best if you develop a long term know like and trust strategy with
the people you meet.
30. STEP 8 - Not talking up the benefits
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ā¢ Talk about the beneļ¬ts you deliver to your clients, suppliers and contacts.
ā¢ Talk enthusiastically.
ā¢ What is unique about you? How do you deliver more value than others in your
sector?
ā¢ Donāt fall into the trap of saying that it is your service or quality of your product that
differentiates you. This is far too common and generic.
ā¢ Everything you say should be relevant to the needs of the other people in the room.
32. STEP 9 - No Clear Objective
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ā¢ Want quality business?Your objective MUST be to build relationships on the following
3 criteria: know, like and trust.
ā¢ *Know - getting to know your contact ļ¬rst is vital. Get the conversation going by asking open-ended
questions in which the person cannot easily answer yes or no!
ā¢ *Like- this is all about building rapport and getting on well.
ā¢ *Trust - mutual beneļ¬cial business relationships must be built on trust as it is your reputation - there must be
no hidden agendas.
ā¢ DO: Have a plan for what customers or businesses you want to meet or be referred
into.
ā¢ Other people can't guess what you want!
ā¢ Worse still they will waste your time with the wrong referrals if you are not CLEAR,
PRECISE & FOCUSED on what your top targets are.
ā¢ Let people know who you want to be referred to speciļ¬cally, NEVER say anybody or
everybody. You will usually get referred to nobody !
ā¢ Nothing screams professionalism and "refer me with conļ¬dence" than having that
laser-like focus on your referral targets.
35. Final Thoughts
www.conspicuous-cbm.com
ā¢ Networking is a marketing tool and not just an event that you go to.
ā¢ Make it the core of your marketing. Good for business and fun too!
ā¢ Follow up without hesitation.
ā¢ Find a professional business networking organization to join.
ā¢ Observe the successes and failures of othersā networking efforts.
ā¢ Don't be afraid of making mistakes.
ā¢ Don't get your message across today, there's always next time....