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
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Leveraging Your Network
Do’s and don’ts for emails
Requesting introductions
Managing your pipeline of prospects
What we cover
Session
5&6
Session
7&8
Session
9 & 10
Social Media
Presenting Yourself
Interviewing
Closing the deal
Tracking your Progress
Managing your big rocks
About You
• Accountability Feedback
• Top 3 Outreach and Networking
strategies you use
• LinkedIn Usage
Reaching Out to Your list
 LinkedIn- Start with a LinkedIn connection
 Email - For no connection within 2 days send
email ( Keep it short)
 Phone - Follow up with a phone call the next
day ( 3 days total) for no response ( 1 vmail,
3 attempts)
 Short Email campaign – Add to our prospect
email campaign
 Track your touch points
Networking Strategies
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
Event Strategies
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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
41% of LinkedIn Users report 500+
connections, 15% over 1000.
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
Meaningful Connections
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
Follow Up Email Anatomy
The goal…… ONLY to get a reply back
Opener- Subj + 1st line
relevant and compelling
Benefit – What’s in it for them
Closer – What’s the next step (dialogue and signature)
Email DO’s and DON’Ts
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
Sample Email
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
303-444-111
Managing Your Pipeline
Manually
What most of us do now for leads
1- Hand out your card
2- Get their card
3- Send an email
(Worse yet - add them to your email 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 Contacts
Digitally
In person
Networking, Speaking,
Volunteering
CRM + Email
Mail chimp/ I Contact/
Constant Contact
Outreach Email
campaign
Direct Mail
Social Media
LinkedIn Groups
Last resort - Text
Can You Introduce Me To…?
Digitally
• Connect to contacts with
500+ connections
• Select 2nd degree connections
to make an intro request
• Suggest the common ground
Track Your Results
Rating
(cold,
warm,
hot)
Contact Contact
First
Last
Name
name
Company
name
Title
(VP,
CEO,
Mgr)
Customer Phone
Type
(Facilitato
r,
Decision
Maker,
Recruiter,
Connector
Cell
Email
Opportunity
Stage
(prospect, Value
proposition, Demo,
Proposal,
Negotiation,
Closed won/ lost
Comments
Discussion
In small groups
1. Discuss how you connect and stay in touch
2. Exchange your email(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
Take Action
Homework
 NEW Accountability partners
 Access your
to align profiles to your summary
cover letter
 Refine email request to talk
Next time bring:
 Set up your tracking
 Connect with 30 on LI
 Send out up to 30 emails to talk
 Phone 30 contacts
 Your updated
tracking sheet
 Access to your
LI, FB, Tw