Networking for Business Development in the Coatings Sector

Contents

Positioning Networking

• What is networking?
• Why so many people/businesses fail at networking
• How networking fits into the marketing mix
• The difference between networking and selling
• The buying cycle and culture

Developing a Personal Brand & Adding Value to Your Network

Finding & Building Contacts/Alliances

• Developing contacts to grow business
• Long term relationships
• Trust
• Building referral business

Attending Events

• Information to be conveyed - Advance Game Plan/Strategy
• Never using I?
• Speaking to everyone?
• Business card exchange

Direct Networking

• Knowing the client's business
• Valuing their business
• Bringing up relevant information from your repertoire
• What can you offer them?

Indirect Networking

• Giving the client the opportunity to opt out

Achieving Maximum Results from the Follow-Up

• Now you have met your contact, what next?
• Effective use of your CRM system
• Integrating the follow-up into marketing strategies
• Designing the right follow-up process to suit your needs, that of the contacts and the business
• Understanding that each category of people will need different approaches
• How you add value outside of the buying cycle
• What are you prepared to do?

Collaboration

• Collaboration in one's own company(How do departments/teams work together to find clients and meet their needs) Matching personnel to the job
• External collaboration (Bridging the gaps in the network)

Global Networking

• Cultural differences
• Listening to the client/negotiating a way of working
• Making an agreement