Top Prospects & Relationships in D.C Speaker Raphael Magana
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Transcript of Top Prospects & Relationships in D.C Speaker Raphael Magana
Speaker: Raphael Magana
University of California, Washington Center
1608 Rhode Island Ave NW, Washington D.C 20036
6-8 PM Room MPR A & B
Networking
An ExerciseWith a blank piece of paper
1. Write your name in the middle
2. Determine and expand the 7 Main networks you have: Fill it with names
Family
Business
Neighbors
Alumni
Nonprofit
Interests
Sports
Neighbors
YOU
BusinessColleagues
Former
companies
Strategic partners
Service providers
Suppliers
Sports InterestsTravel
Cars
Art
Music
Languages
*Religion
*Politics
*Gender
FamilySpouse
Parents
Siblings
Extended
Kids
Pets
NonprofitCharity
Community
Professional
Affiliations
EducationAlumniHigh school
College
Graduate school
executive
*Be wise about cross-networking within these groups.
Forming
Relationships
With Top
Prospects
People Belong to groups
Diff. Groups + Diff Ideas
Opportunities
Get to know the Person Not their
Profession
*Do a Relationship Chart for your Prospect
Get To Know Your Prospect
Find out what you have in common
“Ping” the person for a follow up regularly
Operating in a vacuum
Not understanding your org.,
market, and stewardship of
donors
Spreading your resources thin
Practice!
Like writing? - organize a review article with others in your field
Like presenting? - offer seminars, workshops, how-to
Like building things? - organize demonstrations at technical conferences
Just shy? - volunteer to help at professional events (e.g. conferences, workshop, info desk)
Prefer e-mail over phone? - Use the phone call to draw attention to e-mail
Practice makes perfect in
Development
Relationships Building
Communicate
Be patient in building new relationships
Treat every person as the most important person.
Respond promptly
Be more than an e-mail address
First impressions last a lifetime
with donors.
Lighter color suits = approachable, Ex. Gray, Navy, Brown, or tan suits.
Dark color suits = less approachable Ex. Black, midnight black.
Power of ties :Gold, Red, Purple & colors
Dress accordingly
What should you wear? Difference in between NY, D.C, Los Angeles & International prospects. Understanding their industry: Banking, Finance, Investment & Politics
The Power of Dress before meeting with prospects
The suggestions to the left of the slide are from a top ivy league
school brochure. Can it be improved?
Power of Dress when
meeting with prospects
Do you see a difference?
City & Industry tell you what about your prospect?
Should I arrive early or on time?
Power of Dress
Purple ties
Purple implies wealth, quality, fantasy and creativity. Works well with blue suits.
Many businessmen, royal family wear purple. Example Prince William, Duke of
Cambridge and Former Prime Minister Gordon Brown.
Power of Dress
Green & Gold
Gold ties are associated with value, luxury, and prestige. It reflects
wisdom, beauty and generosity. Many in the Accounting and Finance
world use it. Economist Tom Bernanke chair of the Federal Reserve.
Green Ties are associated with nature, health, and healing
Power of Dress
Red Ties
Red is a physical color which calls for action. Its high energy and draws
attention to itself and demands to be noticed. Warren Buffett and former
Gov. and 2012 Republican Pres. nominee Mitt Romney use red ties, to
induce “leadership”.
Power of Dress for Women
Natural Colors
Christine Lagarde, Managing Director of the IMF does a great job
implementing the use of natural warm open colors when meeting
new people.
Power of Dress for Women
Natural Colors
Christine
Lagarde, does
a great job
wearing black
with red. The
most suitable
color for her
everyday suit
is a dark
midnight blue.
Great Books to Read
The Relationship Edge: The Key to Strategic Influences & Selling Success by Jerry Acuff
How to Talk to Anyone: 92 Little tricks for Big Success Relationships By Leil Lowndes
How to Make People Like You in 90 seconds by Nicholas Boothman
What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People by Joe Navarro
Louder Than Words: Take Your Career from Avg. to Exceptional with the Hidden Power of Nonverbal Intelligence By Joe Navarro
The Silent Language of Leaders: How Body Language Can Help-or Hurt– How you Lead by Carol Goman Ph. D
blacktieguide.com
Final 3 Questions
1) Should you wear a new suit to when
meeting a new prospect? Why?
2) What color of suit would be the best option
to wear when presenting to a group of
potential donors?
3) Can you name the 7 Main Network Circles
you already have? In no particular order. Hint
(Family, Business,5 more+)
Thank you
I want to thank the University of California, Washington Center, David Burns, Jill Reyes, Kimberly Young, and Matt Dalton for inviting me to speak to you today.
Should you have any questions, comments or suggestions please feel free to contact me at
By Raphael Magana