Executives in Transition

What we cover Session 1 & 2 Effort Vs Attitude Your story Session 3 & 4 Connecting to your sphere of influence Intentional Networking Leveraging Your Network Do’s and don’ts for s Requesting introductions Managing your pipeline of prospects

What we cover Session 5 & 6 Social Media Presenting Yourself Session 7 & 8 Interviewing Closing the deal Session 9 & 10 Tracking your Progress Managing your big rocks

About You About You Accountability Feedback Top 3 Outreach and Networking strategies you use LinkedIn Usage

LinkedIn- Start with a LinkedIn connection - For no connection within 2 days send ( Keep it short) Phone - Follow up with a phone call the next day ( 3 days total) for no response ( 1 vmail, 3 attempts) Short campaign – Add to our prospect campaign Track your touch points Reaching Out to Your list

 Join Professional organizations (attend 2 meetings first)  Get involved – Volunteer  Request Informational interviews  Nurture your digital presence  About.me (personal site)  Facebook  LinkedIn  Set time after events for follow up (in 24 hrs)  Track your touch points Networking Strategies

Research attendees before events Plan to set a time to meet while talking Arrive early and be open to “new” Ask the host/ambassador to introduce you to others Help out with registration or other event activities Learn to strike up conversations (max of 5 min) Shake their hand and repeat their name Discover their interests Listen more than you talk Be giving – of your time, referrals, knowledge Find common ground and interests Know who you are seeking Event Strategies

41% of LinkedIn Users report 500+ connections, 15% over Company page usage jumped from 24% to 57% Google reports LinkedIn company pages within the top 1-2 pages of results Source: Eyeview

LinkedIn IS your network

In two lines take 2 minutes …. Do NOT ask “what do you do” Do NOT state your elevator pitch Shake hands Build rapport Find out 3 interesting non work things about them to share Determine if you should meet Set a time to meet Meaningful Connections

The goal…… ONLY to get a reply back Opener- Subj + 1 st line relevant and compelling Benefit – What’s in it for them Closer – What’s the next step (dialogue and signature) Follow Up Anatomy

Write like its to a professional friend not a stranger. Subj: Trigger event, referral name, Name of a competitor company ( teaser must match) Opener DO: First name only DON’T: Dear, Mr, (unless its international) Benefits DO: What’s in it for them, state a metric if possible DON’T: Your corporate history, personal history or emotions Closer DO: Is this worth pursuing? If you are interested I can send more details. DO: Name, Phone, Current committee chari or other role, Linkedin URL in the signature line DON’T: For more info check my profile. When would be a good time to talk? DON’T: Sincerely or Regards DO’s and DON’Ts

Subj: CRC update Jane, Terry suggested I get with you to discuss the department changes at KNPG. The IPO that was just completed for CRC has some similarities we may want to discuss. If this is of interest, let me know. Joe Allen Treasurer CCIA Sample

What most of us do now for leads 1- Hand out your card 2- Get their card 3- Send an ( Worse yet - add them to your list when you didn’t ask them) 4- Send them your generic newsletter and pray for results 5- Maybe you make a phone call 6- Maybe you offer an ( undefined) FREE consult Managing Your Pipeline Manually Managing Your Pipeline Manually

CRM + Mail chimp/ I Contact/ Constant Contact CRM + Mail chimp/ I Contact/ Constant Contact Outreach campaign Social Media Direct Mail LinkedIn Groups Managing Contacts Managing ContactsDigitally Digitally Last resort - Text In person Networking, Speaking, Volunteering In person Networking, Speaking, Volunteering

Can You Introduce Me To…? Digitally Connect to contacts with 500+ connections Select 2 nd degree connections to make an intro request Suggest the common ground

Track Your Results Rating (cold, warm, hot) Contact First Name Contact Last name Company name Title (VP, CEO, Mgr) Customer Type (Facilitato r, Decision Maker, Recruiter, Connector PhoneCell OpportunityStage (prospect, Value proposition, Demo, Proposal, Negotiation, Closed won/ lost Comments

In small groups 1.Discuss how you connect and stay in touch 2.Exchange your (s) samples 3.Review and rank on a scale of 1-5 ( 5 is highly likely to open and act, 1 – not likely to open) 4.Give recommendations for alternates DiscussionDiscussion

Take Action Homework NEW Accountability partners Access your to align profiles to your summary cover letter Refine request to talk Set up your tracking Connect with 30 on LI Send out up to 30 s to talk Phone 30 contacts Next time bring:  Your updated tracking sheet  Access to your LI, FB, Tw