Business Networking and Relationship Marketing Training

Networking has become a crucial factor in the modern workplace. It is the most effective method of developing your business or career and is a key component of your personal brand. You need to be able to build strong business relationships, develop a level of personal credibility and increase your network of contacts in order to enhance your visibility and create opportunities for yourself and your organisation.

Day One

Introduction

• What is Networking?
• What are the benefits of networking?
• What do you aim to achieve while networking?
• What are various types of networking?
• Fundamentals of Networking
• The 7p of effective Newtorking
• Purpose
• Passion
• Personality
• Performance
• Pursuit
• Progress

Six Stages of Relationships

• Why some relationships stagnate and don’t progress forward?
• How can you classify your relationship with people you know using the six stages?
• What strategies would help you to take your relationships to a new level?
• Principles of CRM:
• benefits, terms/definitions and value of CRM
• positioning CRM in the firm, developing a CRM team
• identify uses for CRM, and principal users enterprise-wide
• leadership and commitment

Day Two

• Build an Efficient Network
• How to take advantage of corporate networking and position yourself in a way that helps you achieve your objectives
• How can you analyse your network systematically?
• Which class of people should you focus on more?
• Which class of people should you avoid more to increase your networking efficiency? How can you improve your network step by step?
• Mapping your network – uncovering the contacts you already have in your network
• Improving the quality and quantity of your contacts– activities and skills

Developing existing contacts

• Asking for referrals, resources, help and advice
• Removing the mental barriers to networking – confidence building
• Playing to your strengths
• Making new business contacts including ‘working the room’ skills
• Making contact
• Approaching people
• Starting conversations
• Keeping it going
• Moving on
• Following up
• Maintaining contact
• Strategy and Management of a CRM function
• Planning, design and application of CRM
• Creating a CRM plan
• Integrating with other business/marketing plans
• CRM Marketing Issues and Considerations:
• Developing customer understanding and intelligence
• Communicating with customers
• Developing relationships and loyalty
• Customer satisfaction, service functions and considerations

Day Three

• Communication Skills for Networking Success
• Ensuring a good first impression,
• Creating an opening sound bite
• Writing an online profile that promotes and engages.
• Developing a Conversation
• Building on the opening sound bite
• Great questions to ask,
• Developing a conversation through good questioning.
• Face to Face Networking –
• An overview and insight into the main types of face to face networking opportunities available with the benefits and pitfalls of each.
• Online Networking
• LinkedIn,
• Twitter
• Facebook
• Linkedin,
• Instagram
• Analytical aspects of CRM
• Creation and management of the database
• Software considerations and acquisition
• Deciding on where to locate and manage the database
• Segmentation, targeting, customer profiling and scoring
• Metrics – establishing, evaluating, controlling, using, reporting
• CRM functions and operations
• Call centre management
• Website and e-marketing
• Direct marketing