Gaby Awad - “Buying Customers”
Episode: Networking with an Intention to Help
My name is Gaby Awad AKA The Coach on Wheels (you have to watch my YouTube channel to know why 😉), and I am your host for the BUYING CUSTOMERS radio show 🔥🔥🔥
It would be awesome if I could hear from you in real time during the show. If you’re listening live or to one of the recordings, you can always connect and interact with us on Facebook, Instagram, LinkedIn and Twitter at IBGRNetwork.
I would like to ask you to take a piece of paper and split it into half. On the left write the last 3 POSITIVE Networking Events you attended recently… everything that comes to mind… On the write the Last 3 NEGATIVE Networking Events you attended recently… you know someone who’s dull or boring and the first half for someone who’s interesting. Right down all the characteristics or aspects of these persons.
What did you come up with?
Networking and connecting has a secret power. But fist let’s list the biggest networking mistakes or pitfalls:
The TRUTH is:
Harvesting the connection power of MANY
As Jeffrey Gitomer says: “Put yourself in front of people who can say yes to you….”
The Power of Friendliness
Bob Burg said: “All things being equal, people will do business with, and refer business to, those people they know, like, and trust”
To be better at “Friendly” you have to exercise the friendliness muscles:
The universal truth to connecting: “ What you say to others is a reflection of who they think you are” While you are speaking they are deciding who you are, and whether they like you and they want to take the next step with you.
WOW them to close them
During a networking event, meeting, or social activity, it takes creativity and action for people to memorize you. Personalize the event to improve your WOW factor…
They become walking billboards… Raving fans… They will do the selling for you
WOW = Word of mouth advertising = Repeat business
Networking does not end after the event itself but should be nurtured along the way
Staying in touch is very important so they will remember you tomorrow when life happens. The key is to provide information that others perceive as valuable.
As yourself these questions:
In summary: communicate VALUE to every person every week.
People love to talk about themselves. But remember, the ask is not for them to just talk. The objective is for them to REVEAL.
Make a friend before you make a sale so that they like you then they believe in you then they trust you, connect with you before they buy from you.
How to turn contacts into RELATIONSHIPS?
The Law and Secrets of Attraction
If you have VALUE to offer, people will connect directly to you. You don’t have to wait for the 6th connection.
Networking is a skill that can be developed. With reading, training and coaching, people can improve their networking skills, increase their connections and become part of the roughly 29 percent of people that are, in fact, separated from the rest of the world by only six degrees.
Nurturing of connections comes from networking. It is pure spring water. To be successful at networking, go where your prospects would go, or are likely to be.
You might say “I know now the importance of networking but I don’t know where to start networking in.”
Make a list of the places to network. Find the link to these places to deepen the connection; you know passion, places you’ve been to, places you grew up in, etc.
Go where your prospects and customers go or are likely to be found.
Building your Circle of Influence and Multiplying Your Connection Power
Everyone has a circle of friends… Make a list of 25 people you can call on or they call on you in times of need. Send an email to everyone on your list. Introduce yourself and them to each other. Tell them that you’ll be emailing them from time to time. Tell them you’ll be asking for ongoing help as a process of building this alliance. Then encourage others to add their 25 people to the list. You’ll end up with a close network of 625 powerful people… 600 of them you don’t know! Is that powerful or what?
It is estimated that 74% of sales are made because of friendship.
Friends don’t need to sell friends using sales techniques. Competition is virtually eliminated.
We all fear networking… We fear it because we are not prepared. To be more prepared:
Preparation is step zero. While preparing try to answer the following:
Don’t just attend. Get involved and lead. The big picture is to engage, gain interest, and determine what might be next.
NOW you have their attention and you’ve earned the opportunity to ask your POWER Questions:
Ask a series of powerful questions to give them the impression you want to help them – they will provide you with valuable information.
Now we are ready for the POWER STATEMENT
A power statement is a statement that makes your product or service OUTSTANDING, UNDERSTANDABLE, CREDIBLE, INCREDIBLE, and BUYABLE.
Formulated into a phrase about how YOU HELP THEM.
Don’t sell sales training… sell increased revenue, loyal customers, and higher profits.
Don’t sell cars… sell the luxury, prestige, ease of maintenance, and status they’ll have when driving it.
Don’t sell insurance… sell security and peace of mind for them and their family.
Don’t sell SEO… sell websites that are flooded with qualified visitors and qualified leads.
Your prospects don't care what you do unless it impacts them, benefits them, and is relatable to their business.
After spending a couple of minutes connecting, your mindset should immediately switch to a HELPING frame of mind, not selling. The net result of networking is that you make hundreds of friends by helping them. Friends that one day may turn into business. The world will pay you back ten times.
After networking is over one should not forget following through. Not follow up! Follow up suggests prodding and nagging! Follow through suggest you are taking the next step in developing a relationship.
Follow through is the beginning of the relationship. The email follow through should get past the “thank you” and “nice to have met you” quickly and get right to the NEED your prospect revealed and the IDEA you provided to meet that need.
End the email with a call to action: give me a call, download the book, watch this video I made for you, tell me what you think, etc.
Keep the message light, personal, funny, and centered on their specific needs and your specific ideas to help.
Remember the importance of working ON the business and not just IN it. Well being prepared for all possible places and scenarios is a time well spent working ON the business.
Woody Allen said: “90% of success is just SHOWING UP” and Jeffrey Gitomer said: “90% of life success is showing up PREPARED
Let’s conclude this with an action plan to improve your networking power:
Written by Gaby Awad
As a Business and Executive Coach, Gaby helps business owners, leaders, and teams grow and achieve their goals through alignment, business re-education, coaching, and mentoring. He has more than 25 years of experience in executive positions and transforming businesses. Currently he is the Franchise Owner of ActionCOACH in Lebanon and in this position he also coaches Business Owners, CEOs and other top level executives. Gaby hold international accreditations as certified coach from ActionCOACH, Marshall Goldsmith, The John Maxwell Team, and Jeffrey Gitomer Sales Academy. Gaby is also the founder of Good Session Coaching, an online learning platform for executives and business professionals where leaders can go through self-paced learning.
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