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					NetWORKing …

The Uncommon Application of Common Knowledge

Michelle R. Donovan / 724-816-1760

Today’s Focus:
 Positioning your business as a HUB Firm to

enhance your referability
 Leveraging feedback to improve your word of

mouth marketing results
 Utilizing mentorship to impact the future

Michelle R. Donovan / 724-816-1760

Positioning
Positioning is about making your product or service different from and more valuable than your competitors.
This drives all your communication … even word of mouth!

Michelle R. Donovan / 724-816-1760

Unique Selling Proposition
How is your business perceived as different from your competition in the minds of your target market? What is your USP? customer service, best price, best quality

Michelle R. Donovan / 724-816-1760

HUB Firm Positioning
HUB Firm
The key business in a constellation of independent businesses tethered to one another to make the most effective use of the organizational strengths of each.

Michelle R. Donovan / 724-816-1760

Cooperative Relationships = Competitive Strength

The HUB Firm becomes the organizer of the relationships

Michelle R. Donovan / 724-816-1760

Sample HUB Firm
Painter Photographer

Gen. Contractor
Mortgage

II I HUB FIRM Real Estate

Int. Designer Landscaper

Michelle R. Donovan / 724-816-1760

Sample HUB Firm
Anti-Negativity Expert Executive Coach Financial Advisor Bus. Banker

II
IT Consultant

I
CPA

HUB FIRM Bus. Attorney

Merger

New Business Owner

Michelle R. Donovan / 724-816-1760

Become the Vendor of Choice!
 Who would you trust to be a part of your HUB

Firm wheel?
 What projects would be better served by the

HUB Firm concept?

Michelle R. Donovan / 724-816-1760

Networking 360™

Michelle R. Donovan / 724-816-1760

360 Degree Feedback
Allows an individual to understand how his/her effectiveness as an employee is viewed by others. Evaluators typically include: supervisor, colleagues, subordinates, customers, and a self-assessment.

Michelle R. Donovan / 724-816-1760

Networking 360™
A method to understand your effectiveness as a word of mouth marketer for your business Involve the following people: Yourself 2 members of your “contact sphere” 2 members of your referral networking group 2 members of your family 2 satisfied clients

Michelle R. Donovan / 724-816-1760

Ask them all the following questions:
 How would you describe what I do?
 How would you describe my target market?  How would you recognize a good referral for

me?  How would you describe the value I bring to my clients?

Michelle R. Donovan / 724-816-1760

The GREATEST Networking Gift

Become a Networking Mentor!!

Why?

Michelle R. Donovan / 724-816-1760

Two BIG Reasons!

If you want to improve YOUR skill, teach someone else!

They’re not getting it in college!

Michelle R. Donovan / 724-816-1760

Characteristics of a Good Mentor
 A desire to help others

 Positive learning attitude
 Good reputation for success  Time and energy

 Up-to-date knowledge
 Non-judgmental  Add perspective and influence

Michelle R. Donovan / 724-816-1760

Benefits of BEING a Mentor
 Enhances your professional life

 Sharpens your skills
 Motivates you to work harder  Gives you a fresh perspective

 Builds solid relationships
 Helps develop the talent of the future  Creates a legacy

Michelle R. Donovan / 724-816-1760

Benefits of HAVING a Mentor
 Develop transferable life skills

 Get free advice from experience
 Gain a new perspective on networking  Increased motivation, inspiration, & courage

 Overall enhanced performance in business
 Increase in referrals  Increased likelihood of becoming a mentor

Michelle R. Donovan / 724-816-1760

Top Five Networking Mentor Strategies
 Attend networking events together  Teach them to become GIVERS  Teach them how to use the Business Times as a

relationship development tool  Share current articles on the subject of networking  Help them develop a system for follow-up

BONUS: Utilize “The 29% Solution” as a resource and accountability tool
Michelle R. Donovan / 724-816-1760

Who can you identify as a prospective mentee?

A co-worker, an associate, a sister, a niece, a daughter, a friend, etc.

Michelle R. Donovan / 724-816-1760

What ONE thing will you begin to apply immediately?

Michelle R. Donovan / 724-816-1760

Thank you!
What questions do you have?

Michelle R. Donovan / 724-816-1760

Michelle R. Donovan
Owner of Referral Institute of Western PA Best Selling Author of The 29% Solution Why not have her speak to your team? 724-816-1760 michelle@referralinstitutepittsburgh.com www.referralinstitutepittsburgh.com
Michelle R. Donovan / 724-816-1760


				
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