Designed for people who are not formally in a sales or marketing function, but who nevertheless need to develop client acquisition skills. Examples: CPAs, attorneys, architects, engineers, consultants, etc.
To make business development everybody’s business, professionals need advanced networking skills. This workshop is based on our new book, Strategic Connections: The New Face of Networking in a Collaborative World. Participants learn the skills outlined in The 8 Competencies for the Network-Oriented Workforce.
The training focuses on developing both the mindsets and the skill sets of professionals. Participants learn to apply their discretionary effort to exchange information, resources, support, and access. They learn to be intentional and strategic about attracting referrals and new clients. They feel more comfortable and confident at creating trust-based, purposeful connections, meaningful conversations, and effective collaborations.
Upon completion, participants will be able to
• Commit to a new, expanded Networker Identity,
• Adopt leading edge beliefs about networking for business development,
• Recognize and take advantage of ChoicePoints – the many networking opportunities to connect with others,
• Avoid asking for too much too soon . . . or too little too late,
• Select the right networking venues,
• Make the most of the time and money they spend on networking activities,
• Learn how to make themselves and the firm more visible and memorable,
• Teach others to trust them by demonstrating their character and competence,
• Know what to do and say to advance through the 6 stages of trust development,
• Engage others through questioning, listening, and storytelling,
• Increase BringBack to add valuable resources and information from outside contacts,
• Build diverse networks and capitalize on those contacts,
• Expand internal relationships and be able to cross-sell,
• Use a 7-Step Method for asking for referrals.