Business Development For Startups -Part 3- Networking for business success mass challenge -...

Stephen N. Davis

“Partnering With Clients to Drive

Sustainable Profitable Growth”

Networking for Business SUCCESS

2000 - 2012 © CXO Advisory Group

Business Development Workshops

Choosing the Right Sales Channel for Your Startup

Secrets to Maximizing Your Marketing ROI:

Aligning Sales & Marketing

Networking Your Way to Business Success

Maximizing LinkedIn for Business Development


Getting the First

Meeting

Meeting with the

RIGHT Person

Your Biggest Sales Challenge


Trust Drives Transactions

66%

Of the Economy is Influenced by Personal Recommendations

SOURCE: McKinsey & Co.


Referrals are WARM/HOT Calls


Why Referrals Work

Leg up on the Competition

You’re Pre-Sold

Instant Credibility

You GET the Meeting

Shortens Sales Cycle


It’s How People Meet, Engage,

Participate and Share ….

Networking


It’s Not About Collecting Business Cards


Your Ultimate Goal

Convert Your Contacts

Into a Word-of-Mouth Referral Network


Your Network = Your Net Worth

$948

The Value of a Contact in YOUR Network

SOURCE: IBM


Great Sales People are ALWAYS Networking


They Invest The Time to Network


They LISTEN More Than they Talk


They Give More Than They Receive


AND They Seldom Forget to Follow-up or Follow-through


Networking Steps

Meet people

Start conversations

Answer questions

Ask questions

Offer to Help

Build Trust

Follow Up


Networking is NOT

about you ….

It’s ALWAYS about the

other person


Step 1: What is Your Brand?

? Your Personal Brand is

More important than the Company Brand

http://www.plaxo.com//po3/?module=ab&operation=viewItem&sid=553044801


What is Your Brand?

“We are CEOs of our own

companies: Me Inc. To be in

business today, our most

important job is to be head

marketer for the brand

called You.” Tom Peters - 1997


What is Your Personal Brand?

Communicates your

personal story

What attributes set

you apart

How do you want to

be positioned

?

http://www.plaxo.com//po3/?module=ab&operation=viewItem&sid=553044801


Step 2: Establish Your Goals

Who are you trying to

meet?

How much time to

allocate?

How many meetings each

week?


Step 3: Identify Natural Referral Sources


Step 4: GET A BUSINESS CARD


Step 5: Start Networking Effectively

You are Not Selling

Start a CONVERSATION

Introduce yourself

Ask the other person “What

they do for a living?”

Get to know the other

person

Use open ended questions

ALWAYS CARRY

BUSINESS CARDS


The Right Questions

Separates the Pros

from the Amatuers ….


The Right Questions

Shows You’re

Concerned About

Helping Them Achieve

SUCCESS


The Right Questions

Gets Them to Tell You

How to SELL Them


Questions I Close With

Who is a Good

Prospect for You?


Questions I Close With

Who Are Your BEST

Referral Sources?


Step 6: Establish a Network Group


Step 7: Review and Measure Effectiveness of Your Networking


Working a Room/Event


Be Strategic About Which Events to Attend


Get There Early


Don’t Hang Out With People You Know


Circle & Scan for Targets


Use Your Time Wisely


REMEMBER!!!


Break Off Unproductive Conversations


Follow-up After the Event

Sort & prioritize

collected cards

• Contact within 48

hours

• Contact within a

week

• Those to TRASH


Go Meet Someone

Make a Referral Today

Homework


Questions


Driving Profitable Growth


Driving Profitable Growth

We help companies optimize business development and marketing; accelerate sales; and seize the most attractive growth opportunities.


The CXO Advisory Group

CXO Advisory Group is a strategic operations advisory

and management firm comprised of proven C-level

executives with both breadth and depth of experience.

CXO Advisory Group Team members have achieved

success in positions ranging from: President/CEO to

COO, and VPs of Sales, Marketing, Corporate

Development and Human Resources.

Has proven success in business development and in

building US sales and distribution channels


How Can CXO Help You?

Business Strategy Services

• Audit business practices and organization

• Evaluate product and pricing strategies

• Evaluate effectiveness of sales channel

• Assess effectiveness of existing sales and marketing

programs

Market Entry Program

• Analyze competitive landscape

• Market launch strategy and plan

• Channel strategy and programs

• Establish sales channels

• Generate sales and manage relationships

• Identify and develop strategic partnerships



Sales Channel Management

• Review and revise sales channel strategies

• Channel partner identification, prospecting and recruitment

• Eliminate channel conflict

• Channel contract development and negotiation

Business Development

• Strategic alliances

• Align sales and marketing

• Social networking integration into marketing mix

• Co-marketing ventures



Interim Management Resources

• Interim CEO, COO, CMO, CSO

• Interim VP of Sales and Marketing

• Consultant on staff

• Launch team coaches

Venture Advisory Services

• Fine tune operations, business strategy and market entry

• Assist with due diligence

• Strategic business assessment of portfolio companies

Stephen Davis Interim COO/VP Sales & Marketing |

Business Consultant | Sales Channel and

Business Development Expert | Author &

Speaker

Contact Information:

“Partnering With Clients to Drive

Sustainable Profitable Growth”

Phone: (508) 528-7571 Email: [email protected] Website: www.cxoadvisorygroup.com Linkedin: www.linkedin.com/in/stephendavis Twitter: twitter.com/stephendaviscxo

Business Development For Startups -Part 3- Networking for business success mass challenge -...

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