COURSE DESCRIPTION: According to The Wall Street Journal, over 90% of new business comes from networking. Yet many sales executives stick to cold calling and direct mail which yield only a 1%-3% return thanks to voicemail, caller ID, and tough gatekeepers.
Obviously, sales superstars ARE succeeding. What’s their secret? Professional-grade networking. It’s the most effective way to increase the number of prospects in your pipeline, enhance the quality of the relationships in your CRM database, and lower the barriers to bigger, faster, and more profitable sales.
Want to know the #1 sales success indicator? It’s the number of prospects who have YOU written on THEIR calendars. To grow that number, building your networking savvy should be job #1.
Networking has been much maligned because people think it’s about snacking and schmoozing rather than a purposeful effort to build business. Most salespeople don’t have an effective networking strategy in place, convince themselves they don’t have the time, or don’t put in the effort to transform networking into their #1 business development tool.
B21 asked networking and sales expert Michael Goldberg to help you boost your sales numbers by getting to the right places, meeting the right people, saying the right things, listening to everything, and presenting your message with authenticity. Participants will learn how master networkers:
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Meet and greet people for the first time in the most impactful way
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Quickly find the right people to speak with and effectively “work the room”
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Start and sustain meaningful, in-depth conversations with strangers
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Replace “elevator pitches” with something much more effective
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Promote their products/services naturally and comfortably in the course of networking
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Hand someone a business card in order to get one in return
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Begin and end conversations smoothly and build in follow-up commitments
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Use follow-up strategies your contacts will look forward to receiving
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Identify the best places to network and implement these new strategies
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Stay in touch with people over the long term to build strong relationships
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Build an effective networking campaign that generates qualified leads, bigger sales, and more referrals
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Consistently transform networking activities into sales.
ABOUT THE SPEAKER: Michael Goldberg is a speaker, trainer, and consultant, focused on helping business owners, sales professionals, and managers grow their businesses. He has developed work teams and managed salespeople in a number of industries including retail, financial services, manufacturing, distribution, and information technology since 1983. Michael has extensive expertise in the areas of Leadership, Sales, Communication, and Networking.
Michael received his Masters degree in Training and Organization Development from Lesley University and his Bachelors degree in Hospitality Management from the City of the University of New York.
He founded Building Blocks Consulting in 2000, a speaking and training firm that helps companies attract more sales, offer better service, and practice greater leadership. Michael frequently delivers keynote presentations on various topics including Use Your Head! Adding Intelligence to Your Emotions, How to Network Without Falling on Your Face and Career Search: 10 Ways to Take the Plunge and Not Get Wet. His client list includes MetLife, Hewlett-Packard Company, American Cancer Society, Stop and Shop Supermarket Company, and the New York City Police Department (NYPD).
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
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