Strategic Advisory Presentation

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• Strategic Advisory Presentation
• Black Belt-Level NetworkingWhat You Need to
  Know to Network at the Highest Levels
• Gary Goltz Goltz Healthcare Sales Strategies
• May 15, 2009

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Based on Garys

• 44 years experience in judo
• 34 years experience in marriage
• 32 years experience in business
• 27 years experience as a parent
• 20 years experience in ABL

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Garys Background and Key Events

• 1965 Started judo under Kyu Ha Kim, Korean
  Champion
• 1976 BA, Rhetoric (persuasion) University of
  Pittsburgh
• 1977 Entered healthcare, Johnson Rents, Inc.
• 1982 Foster IPO, Chicago turnaround
• 1985 Move to California with Avon
• 1988 MBA, P/KE Program - Pepperdine (Professor
  Strom!)
• 1989 Founded Comprehensive Pharmacy Home IV -
  (5M revenue, 1.3M profit)
• 1993 Curaflex acquires Comprehensive formula 6x
  earnings - (85M revenue, 1.2M profit)
• 1995-P Goltz Healthcare Sales Strategies
• 2004 United States Judo Association Coach of the
  Year
• 2005-P USJA (Volunteer) COO 7th degree black
  belt with 1 dojo

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Garys Areas of Expertise

• National Accounts Strategic Alliances
• Payer and GPO Contracts Mergers
  Acquisitions
• Sales Management Executive Search
• Market Positioning Compliance (Fraud
  Abuse)

Garys Industry Segment Experience

• Surgical Products Renal Dialysis
• Home Healthcare Contract Pharmacy Mgmt
• Disease Management Information Services
• Radiology/Brachytherapy Background Screening
  

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Before and After a Judo
Match
Formative Concepts

• Preparation
• Meditation
• Bow In
• Bow Out
• Reflect
• Humility

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Self Valuation Questions?

• Do you approve of yourself?
• Do you like yourself?
• What is your self worth?
• What would happen to you if you fell in
• love with your life?

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Executive-Level Networking
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Traditional Networking

• The process of developing and maintaining quality
  relationships that enrich your life and theirs
  and empower you to achieve your goals.
• Andrea Nierenberg Gary Goltz

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Two Forms of Interaction
Networking
Selling
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Keys to Successful Networking

• Parlay information into action
• Like a skilled judoka (judo player), seek first
  to understand, then to be understood. (Coveys
  Fifth Habit)
• And a skilled judoka adjusts the energy level of
  his response based on an awareness of the
  situation, of self (very keyhigh EQ), and of
  others (go to their office)
• Take time to learn about others so well you can
  make a difference for them
• Network when things are going well
• Strive to avoid burning bridges

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Steps in the Networking Process

• Close Yes!
• Rejection No
• Advancement - A definitive next step
• Continuance - Worse than a No (limbo)

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Smart Phones

• A must have tool of the professional networker
  like a scalpel to a surgeon
• Know how to use it
• Enter new data promptly
• Back it up regularly!

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The Networking Pyramid

• Connect by sharing leads, ideas, expertise
• Achieve mutual goals by exploring synergy and
  teamwork
• Promote your product, service, idea

WII FY You
WII FU Us
WII FM Me
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• Networking is built on the Law of Reciprocity
• Give to others
• Get from others
• If relationships are the capital of networking,
  trust is the mint.

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• Its not who you know that counts, its who
  knows you.

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Know Who You Want to Know

• Whats my goal?
• Who do I need to meet to attain my goal?
• How can I best get in touch with them?
• Who do I know whod likely know them? (six
  degrees)

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In-Person Networking
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Where Would People I Want to Know Most Likely
Gather?

• Events
• Associations
• Trade Organizations
• Conferences
• Expos
• Places

90 of the world is influenced by the other
10. Tom Peters
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How to Prepare for a Networking Event

• Analyze
• Potential benefits
• Probabilities of attaining them
• Know your Goal
• Mentally prepare, Mushin (no-mindedness, focus
  on the here and now)
• Limit your targets to the number you can cover in
  the time available
• Make them feel truly important because they are

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Key Questions for Your Prospects

• Who are your prospects / major accounts?
• Networking Do you have a memorable card with
  your current contact information?
• Closing When the best time to get hold of you?
  I have something I think youll be interested in.

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Communication Skills Essentials

• Smile
• Eye contact
• Listening (very key!)
• Memory (hear, see, say, review)
• Open body language
• Social boundaries (18-36)
• Commonalities
• Compliments

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Getting to Know YouOpening Lines

• What brought you here?
• What other sessions have you attended?
• What have you gotten out of the event so far?
• What exhibits have you found interesting?

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After What do you do?10 Open-Ended Questions
That Always Work

• How did you get your start in ______?
• What do you enjoy most about _____?
• What separates you and your company from the
  competition?
• What advice would you give someone just starting
  out in ______?
• What one thing would you do with your business if
  you knew you couldnt fail?

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10 Open-Ended Questions That Always Work

• 6. What significant changes have you seen take
  place in your profession through the years?
• 7. What do you see as the coming trends in ___?
• 8. What was the funniest (or strangest) incident
  youve experienced in your business?
• 9. What ways have you found to be most effective
  for promoting your business?
• 10. What one sentence would you like people to
  use in describing your business?

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10 Communication Styles to Avoid

• Telling too many details monologues
• Too much bragging (best to get a third party)
• Interrogating or accusing (why questions)
• One-upmanship telling the better story, deal
• Seeking free advice
• Interrupting getting the middle and last words
• Refusing to play the game staying closed
• Trying to make converts forcing opinions
• Giving advice - preaching
• Coming across as manipulative
• Insensitivity to cultural differences
  Anne Baker, Lynne Wayman, Gary Goltz

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How to Interrupt Nicely

• I dont mean to interrupt, but you seem like a
  friendly group.
• (Im new here) Do you mind if I join you?

Bridging to Your Topic

• That reminds me(Lt. Columbo)

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The Networking Event
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Networking Guidelines for Conferences Receptions

• Choose your sessions in advance based on where
  youthink youll meet your targets
• Peruse the room and work it
• Check hallways, phone banks, elevators and rest
  rooms for people you want to meet
• Sit with people you dont know (cold
  networking)
• Afterwards evaluate and follow up!

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More Networking Guides for Conferences
Receptions

• Arrive early with cards (bring spares!)
• Name tag right lapel your cards right pocket
• Make eye contact and shake hands firmly if its
  culturally appropriate
• Try to be hosted by a well known regular and work
  to become a regular
• When you dont know anyone, get in line or
  offer to help
• Turn your cell phone offor dont bring it

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Phone Networking
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Assistants

• Know them as well as the CEO
• Have their email address, too
• Enlist their assistance in helping you help their
  boss
• Use ABL hes a friend I know from ABL, I think
  hed be interested in

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Phone Conversations Messages

• Define your purpose
• Organize your thoughts
• Determine the results you want
• Ask for what you want clearly and concisely
  (rehearse it get it right!)

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Phone Manners When Calling

• Confirm its a good time
• Dont multi-task to do two things at once is to
  do neither
• Only be on a speaker phone with permission
  introduce anyone else on your side with
  explanation

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Voice Mail

• Call after hours to get the personal voice mail
  of your target -- bypass secretarial screen
• Rehearse your message with bullet points
• Leave personal (with insider asides) messages
• If you dont get a returned call after an
  appropriate time (longer the more senior), call
  again, saying not sure you received my earlier
  voice mail, but be patient!
• Learn the different types of voice mail systems
  and how to use their functions

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The Written Word
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Handwritten Notes

• More memorable
• Only 4 of all mail is personal (USPS)
• Consider special greetings (americangreetings.com)

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eNote-able Occasions

• A thoughtful person is a remembered person
• Thank yous
• Congratulations
• Enjoyed meeting you
• Thinking of you
• Thought youd find this of interest
• Holidays and birthdays

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Email Magic

• Send to their personal email address
• Ask for it from their befriended assistant OR
• from their website Investor Relations, Annual
  Report OR
• get someones from their website to use as a
  model (e.g., georgep_at_targetco.com or
  george.prospect_at_targetco.com)
• Subject should be something that catches
  attention, e.g., Follow-up
• Make sure it doesnt look or read like spam
  (watch out for ! or )
• If forwarding an earlier message, highlight key
  parts to be better noticed just be sensitive to
  company policy
• Keep it under one screen close with an
  advancement
• Send a mock send (test)
• Beware of text messages (limited use)

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Closing the Loop

• Respond to all email ASAP even if out of town
  (smart phones, airports, laptops, etc.)
• Keep checking all the time from wherever your
  are getting back to the most important,
  regardless

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The Fine Art of Referrals
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Power of Referrals

• Generate 70 of all jobs
• Ten times more effective than a cold call

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• Referrals
• Warm, trusting personal arrangements between 3
  parties (referrer, subject recipient)
• Personal recommendation and endorsement
• Exclusive
• Subject expects the call
• Leads
• Known opportunities (name specific)
• Tips
• Minimal information (Business Journals)

Referrals
Leads
Tips
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2 Most Important Questions

• How can I know if someone Im talking to is a
  good prospect for you?
• I need your help to . Who do you know
  who? Mark Victor Hansen

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Best Way to Ask for a Favor

• Perhaps you can help me / steer me in the right
  direction
• Who do you know that
• Who would you feel comfortable referring me to
  that might
• Id like to get your advice on
• If you were in my shoes,
• what would you do?
• what would be your next step?

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Laws of Referring

• Get permission from the new prospect to give
  his/her name to your referral alliance
• Demonstrate enthusiasm to the prospect about who
  will be calling them
• Dont sit on hot referrals
• Be careful when giving the same referral to more
  than one person in your network

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What Makes For Success?
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Top Ten Characteristics of a Successful Networker
Follow up on referrals
Positive attitude (good character)
Enthusiastic
Trustworthy
Good listener
Networks always
Thanks People
Enjoys helping
Sincere
Works network
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40
60
80
Based on a survey of 2000 by Elisabeth Ivan
Misner
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Professor Daniels 7 Standard Rules for the
Student

• Never be over-awed by authority.
• Be open to conviction, but refuse to be convinced
  until conviction becomes a necessity.
• Read little, think deeply and much.
• Seek TRUTH and pursue it. Seek not mere
  "knowledge" but UNDERSTANDING perchance WISDOM
  may follow.
• Never lie to yourself.
• Learn to "think beyond the thoughts of men who
  lean on things they see.
• Make it your golden rule, never to consult an
  author on any subject until after you shall first
  have thought deeply about it and reached your own
  conclusion

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Thanks and Dont Forget About It!
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