Part 1 - The Psychology of Networking

Trust, rapport and relationships are intrinsically linked and what many networkers fail to realise is that a relationship underpins most business transactions. The key to building good relationships is to have a thorough understanding of the motivations and needs people have, common networking behaviours they exhibit and how to make others feel comfortable around you.

Through the Psychology of Networking you will gain insight into human behaviour in the networking realm and hone your people skills so you can become the Ultimate Networker.

What is covered in the Psychology of Networking:

• Why and how people network
• What Motivates people to move and how to apply it to your networking
• The productive and non-productive behaviours people exhibit
• The unconscious signals you give that can bring people to you or drive them away
• The 8 networking personality types you are likely to meet at events and how to work with them
• How to identify who you want to work with and even more importantly who you don’t!

Part 2 - The Art of Connecting

We make connections on a daily basis as we deal with clients, prospects, colleagues, suppliers, associates, family and friends. Though it is how you make these connections that will determine whether a successful relationship will result. 

Your ability to build rapport and turn contacts into allies will make the difference between making an acquaintance and generating a powerful and profitable relationship. To be a powerful relationship marketer you need to know how to build trust and establish credibility and how to make a connection that will generate business.

Through the Art of Connecting you will learn how to make effective connections to ensure a long-term profitable relationship develops.

What is covered in the Art of Connecting:

• The 6 biggest connection mistakes most people make
• How to build rapid rapport so people warm to you instantly
• How to develop a true value offer so people will want to connect with you
• How to ask for help and leverage your contacts to make the connections you need
• How to develop a connection plan in order to generate greater results from your networking

Part 3 - Referrals, Introductions and Follow Up

Referrals and word of mouth marketing are two of the most powerful and highly leveraged ways to grow your business, though the challenge many business people face is that very few customers and business associates give referrals without prompting.

Through Referrals, Introductions and Follow up you will uncover ways to generate a constant flow of referrals for your business and the art of following up contacts to ensure profitable results.

What is covered in Referrals, Introductions and Follow up:

• The 5 reasons why most people miss out on referrals
• The 2 types of referral systems you need to know how to implement
• Why asking for an introduction is better than asking for a referral
• Example referral scripts to get you on your way
• Proven introductions examples that get results
• How to follow up contacts to ensure a profitable relationship develops

Part 4 – The Essential Guide To Strategic Alliances, Host Beneficiaries and Joint Ventures

Joining forces with other businesses is one of the fastest ways to grow your contacts, lift your profile, value add to your existing service offering and create opportunities you wouldn’t otherwise have access to on your own. Alliances are also a low cost and highly leveraged marketing strategy and can generate phenomenal results with the right preparation and planning.

Learn how to attract, approach and align with the right alliance partners and the 10 most common ways to align. It’s vital to know the differences and which is best suited to you and your needs.

Whether you are just starting out in business or a large corporate company, collaborating with other businesses gives you incredible leverage. Alliances are fast becoming a more effective method for expanding the reach of your company without committing yourself to expensive internal expansions that are beyond your core business.

In this workshop you will gain a far greater understanding of how to make your alliances work more profitably for you and to avoid the most common mistakes people make.

“Whilst I understand the importance of Strategic Alliances, Vicki has made me realise that Strategic Alliances are NOT casual agreements to help someone with the “hope” of building my business. I am sure my alliances will now be formidable”.  Joanne Brooks, Origin HR (Qld) Pty Ltd

Whether you are just starting out in business or a large corporate company, collaborating with other businesses gives you incredible leverage. Alliances are fast becoming a more effective method for expanding the reach of your company without committing yourself to expensive internal expansions that area beyond your core business.

Through the Strategic Alliances, Host Beneficiaries and Joint Ventures you will learn how to form strategic alliances that prove to be powerful and profitable in both the short and long term.

What is covered in Strategic Alliances, Host Beneficiaries and Joint Ventures:

• Why some alliances don’t work and how to avoid getting burned
• The questions you must ask before approaching an alliance
• How to attract, approach and align with the right alliance partners
• The 10 most common ways to connect and align with others
• What you must put in your alliance proposal
• How to form effective host beneficiarie