Make Contact - Financial Executives International

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Stage 1: Re-Thinking as a “Connector” Making Networking Effective Others have to know: • Who is your Prospect Profile, • When a Profile becomes a Prospect, • Who is a Good Connection for you You Must be Clear & Crisp about your Targets A S A ALLIANCE FOR STRATEGIC ADVANTAGE Copyright 2009 Alliance for Strategic Advantage All Rights Reserved
A S A Building a Referral Machine Starting the Machine Give to Receive, But Never Give to Receive Make Contact • Demonstrate a Specific Set of Non-Vendor Behaviors • Remove Barriers to Accepting a Meeting Identify Introductions to Make • Unusual behavior • Surprising Impact • Reveal Connectors, Resources, Prospects ALLIANCE FOR STRATEGIC ADVANTAGE Make Introductions • Power of Reciprocity Coach Your Connections • Specify specific set of Non-Vendor Behaviors • Eliminate Risk Copyright 2009 Alliance for Strategic Advantage All Rights Reserved
Page 1 and 2: A S A ALLIANCE FOR STRATEGIC ADVANT
Page 3 and 4: A S A Networking Activities • Net
Page 5 and 6: A S A Second Challenge “Salespers
Page 7 and 8: A S A Networking & Referrals The Ob
Page 9: Building your Referral Machine Five
Page 13 and 14: A S A Building a Referral Machine S
Page 15 and 16: A S A Referrals to Prospects Closin
Page 17: A S A ALLIANCE FOR STRATEGIC ADVANT

Make Contact - Financial Executives International

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