Wednesday, December 23, 2015
Tuesday, December 22, 2015
From AustralianSuper Pty Ltd ABN 94 006 457 987
Google ‘networking’ and ‘CEO’, and you’re served up a plethora of events across the globe where C-suite executives have the opportunity to grow their professional network. It’s all very well to attend these events, but how do you get the most out of them and then continue to nurture the networks you build?
If you’re looking to deepen your professional network – and leverage the vast benefits that such relationships afford – here are five things to keep in mind.
1. Take the time to reach out
As an executive, you’ve no doubt got access to a strong network of professional peers – fellow board members, clients, investors, analysts and more. You need to take the initiative to keep these relationships current, which can be hard when your calendar is crowded with meetings and events. Don’t wait until you need something to reach out.
2. Find great matchmakers
We’re not talking about Greg Evans here. Your perfect match when it comes to networking may be your accountant or banker – someone who knows a lot of other people and can potentially introduce you to a valuable new business partner. This way, you can focus on managing your micro-network and they can cast a wider net for you.
3. Show your worth
In today’s fast-paced business environment, people are less likely to connect with you if you don’t have anything to offer them. If you’re confident that you want to connect with someone, make the first move by offering up support or advice to them. They will be much more likely to reciprocate down the track.
4. Use technology to your advantage
While nothing matches face-to-face meetings to strengthen relationships, technology is now a vital tool in the networking process. Many believe the gold standard for executive networking is LinkedIn. Here, you could find groups that are relevant to your business, participate in these groups and make relevant connections. You could also maintain connections via Twitter, or create a blog to share your learning with peers. Identify which tools work best for you, and use them to your advantage.
5. Remember, it’s not about selling
No matter what your agenda or why you want to connect with another professional, remember that networking is not about selling. You won’t get far if you try to push a product or service in front of another executive’s face. Instead, at the C-suite level, you should be building legitimate professional networks that are mutually beneficial – you really can help each other solve business problems.
Wednesday, December 2, 2015
Monday, November 30, 2015
Monday, September 7, 2015
1. Prepare a digital version of your 30-Second Commercial and include that text in your LinkedIn profile
The main thing to remember about LinkedIn is this: It is a huge, never-ending, virtual networking event, and you have to be ready with the right response to, "What do you do?"
Your 30-second commercial is the answer to that question, as told from the point of view of a prospect in pain that eventually turned into your happy customer. If something like this isn't on your LinkedIn profile you're at a competitive disadvantage.
2. Add connections to your network
If you invest a minute or so each working day clicking the "connect" button on the "People You May Know" list that LinkedIn posts in your feed you will broaden your network, and you will become known as someone who broadens the network, which is just as important.
Remember: Everyone you talk to about business or meet during the course of the business day is a potential LinkedIn connection.
3. Play fair. But only "connect" to people you actually know
LinkedIn will backfire on you if you pretend to know people you don't. (While we're at it, here are nine other mistakes people make on LinkedIn.)
Always ask for introductions to people you don't know.
4. Build out your lead list
Spend five minutes a day investigating the connections of your contacts to see whom you don't know personally but would like to meet. Make a note of those to whom you would like introductions. Start first with the "Recommendations," since those are most likely the strongest relationships of the LinkedIn user you are viewing.
Ask for the recommendations outside of your LinkedIn account via email or phone. You'll get a quicker answer. (And you'll get the chance to quickly reconnect with your connections.)
5. Follow your current clients and prospects
Spend another two minutes each day looking up your current clients and top prospects. Find out whether they have a company page. If they do, follow and monitor it.
6. Post an update
Spend 60 seconds each working day posting an "Update" to your LinkedIn network. Use the daily update to share a link to an article or a video that is relevant to your prospects and customers. Or use the "Pulse" (used to be known as "LinkedIn Today") feature on your LinkedIn dashboard.
Each time you post an update you get displayed on the feed of all the people with whom you are connected. But never sell when you post updates. Add value and share expertise instead.
7. Join groups
LinkedIn lets you connect with people who are in groups with you. Use this as a targeted way to add value to others, share insights, and build out your network with prospects. Invest five minutes a day on this. (Here are tips to find the best groups to join.)
8. Use LinkedIn to celebrate the accomplishments of others
When you come across a news story or post that offers good news about your client or prospect, or any key contact, share the news as a status update. Recognize the person with an "@" reply. That will ensure they receive notification of the mention. Spend a minute a day on this.
9. Write a recommendation
It is often difficult to secure LinkedIn recommendations, if only because it takes the writer time to log in, write, and post them.
Instead of waiting for someone to recommend you, devote five minutes a day to writing and posting (reality-based) recommendations for your customers and key contacts. Once your contact approves the text, the recommendation will show up on his/her LinkedIn account.
This will align you with your contact, serve as a permanent top-of-mind promotional piece for you and your organization, show your network that you work together, and make it much more likely that your contact will look for a way return the favor. That could be either a referral or a recommendation. Often, it's both.
The key to success on LinkedIn is investing a little bit of time every working day--not six hours a day for a week straight, then nothing.
Do all of this regularly. The maximum total time investment should be 20 minutes a day, not including developing your 30-Second Commercial (which you should finish before you even log into LinkedIn.)
Invest that twenty minutes a day, consistently, for thirty straight working days, and you will start generating more prospects and referrals from LinkedIn.
Tuesday, August 11, 2015
Many sales people are confused as to what a real referral is.
A real referral is when a colleague makes a recommendation for you to call someone and that person knows they've been referred. Subsequently, they are expecting your call.
A professionally trained sales person develops sound strategies around how to ask for referrals and they "coach" the referee how to set up the referral effectively so that there are no unfortunate surprises.
Saturday, June 20, 2015
Monday, June 15, 2015
Wednesday, June 3, 2015
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WHERE: Level 7, 14 Martin Place, Sydney, NSW 2000 WHEN: 5.30pm to 7.15pm, Thursday, 18 June 2015 CLICK HERE TO ENROL ...