Certified Networker by Informa Middle East

Certified Networker Dramatically improve sales prospecting efficiency with proven referral marketing approaches 5 Reasons To Attend: • Acquire networking skills that will help to increase results by 300%

Be awarded the coveted “Certified Networker” qualification on completion of this course

• Develop your own referral marketing plan that will help you and your team get more sales in less time • Utilise social media, public relations and the media to your advantage for FREE • Reduce your marketing spend and increase your revenue • Identify your top relationships that will send you regular, quality business

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Who Should Attend? The Certified Networker is ideal for sales professionals, business development managers, business owners, and CEOs who have grown weary of time and cost-intensive lead acquisition and cold calling, expensive marketing and advertising and are looking for a powerful competitive edge.

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7 – 10 April 2013 Dusit Thani Hotel, Dubai, UAE Follow us on: www.twitter.com/iirmiddleeast www.facebook.com/iirmiddleeast www.youtube.com/iirmiddleeast

www.iirme.com/networker

Certified Networker

7 – 10 April 2013 Dusit Thani Hotel, Dubai, UAE

Course Timings Registration and coffee will be at 07:30 on Day One. The course will commence at 08:00 and conclude at 14:30 with lunch. There will be refreshment breaks at approximately 10:30 and 12:30.

Course Overview

Course Methodology

Many businesses record between 40 and 100% of new business acquisition through referral and word of mouth. But only 3% of these businesses have any proven system to increase this incredible and under utilised resource. Worryingly, this means that between 40 to100% of your business is coming by chance. This course will enable you to replace “chance” with a tried and tested system for developing new business.

All modules are taught with a mixture of speaker led seminars, group discussions and feedback. Examples from the delegates and real life scenarios are fundamental to reinforce the methods and systems learned. Throughout the course you will be introduced to accountability and measurement systems which will enable you to track your activity and maximise your productive time in developing your network. You will be building you Referral Marketing Plan throughout the four days of the course.

Once in place this system has very little associated cost to it except for your time and hence will have a massive impact not only on sales but also the bottom line. You will learn how to dramatically improve sales prospecting efficiency with proven referral marketing approaches. The course’s customised curriculum is designed to provide you with tips, tools and techniques to help you become a more effective and productive business networker. In addition, you will leave the course with your own customised referral-based marketing business plan. The Certified Networker is taught in a series of 12 interactive modules designed to give delegates a complete overview of the referral marketing process along with requisite skills and a plan that ensures success. By attending this course you will: • Reduce your marketing spend and increase your revenue • Identify your top relationships that will send you regular, quality business • Work with clients who are the most profitable for the least work • Choose the ideal networking groups so you don’t waste time and money on the wrong ones • Learn networking skills that can increase results by 300% • Become a master networker in and out of work • Develop your own Referral Marketing Plan that will help you and your team get more sales in less time • Learn to utilise social media, PR and the media to your advantage for FREE

Additional Benefits: 1. Receive a FREE six month subscription to networkingnow.com giving you access to networking ebooks, MP3 podcasts, tips and more

Each module is concluded with ‘AHAs’ and action points to reinforce the take-aways and ensure results. You will also be required to back up and embed your learning by listening to relevant MP3 downloads and reading.

Course Outline

Day One Finding Your Starting Point The purpose of this module is to help you develop a clear understanding of what you do, how you do it, why you do it and for whom you do it. Key strategic elements covered are; what you really sell, competitive position, which clients bring the most profit for the least effort, and what makes your company unique enough that it will drive business and enhance credibility in the market. This is the foundation to ascertain the ideal “Target Market” for your business and the start of a plan to achieve a consistent flow for the business of ideal clients. Identifying Your Networks And Using The VCP Process® We all “know” between 250 and 2,000 people, though often we don’t really know who we know or what part they can play in helping us. This module will help you filter this potential down to a list of 72 names that can be developed to provide a strong network for information, support and referrals that are the key to success for any professional. Also, you will discover the eight sources of referral (only one being clients) as well as the secrets of the VCP process. The 10 Commandments Of Networking A Mixer Most people do not network at all, they “cold call” face to face. Many business people are actually damaging their brand and business through poor networking skills rather than building it. You will discover how to increase your success rate by over 300% and then develop the key tools to make you a professional networker.

Day Two

2. Access to monthly conference calls with Dr. Ivan Misner who has been called “The Father Of Modern Networking “ by CNN 3. 50% off subscription to www.relate2Profit.com referral tracking software 4. Be awarded the coveted “Certified Networker” qualification on completion of this course

+971 4 335 2437

+971 4 335 2438

Making Introductions That Last Every day we meet new people. In lifts, at meetings and at networking events. How can we not only be remembered above all the other people we meet, but also be remembered favourably so that it becomes a business generation tool? You will be introduced to the “Lowest Common Denominator” and develop a minimum of eight powerful “sticky” self-introductions for a variety of events and products.

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Creating And Delivering An Effective Presentation Discover some of the secrets of professional speakers and a variety of presentation layouts that will inform and engage your audience, whether for a client presentation or a keynote. Learn to deal with stress, maximise your voice, leverage NLP and other key factors that will build your brand in front of your audience. Tools And Techniques For Enhancing Your Business Image In this module you will learn the secrets to leveraging PR, radio, press, social media and other sources to create word of mouth on a mass scale for your company. These days the use of social media, blogging and other information medium are fundamental to stay in touch with your network to increase existing sales as well as develop referral opportunities.

Day Three Contact Spheres, Hub Firms, Mining A Vein And Seven Different Types Of Business Organisations You will understand the concept of a “Hub Firm” and why you should make your business one, as well how to seek out and recognise Contact Sphere relationships – key to developing a steady flow of high level referrals. You will discover what it means to “Mine a vein of referrals” just like the gold mines in the old west, and then how to filter, locate, evaluate and select the key networking groups that will maximise results in the least time. The GAINS Profile And 15 Ways To Promote This module will help you develop relationships with individuals you have identified as potential referral sources by introducing the GAINS profile. Next time someone asks, “How can I help you?” discover 15 ways you can maximise your answer to promote your business, rather than leave money on the table. 18 Tactics To Motivate Your Referral Partners There are many strategies to motivate your referral sources to establish a relationship and develop business with them. None of these tactics are “paying for referrals” which is so often seen as the only strategy for many people. Armed with these strategies the right network members will be compelled to want to help you.

Day Four Training Your Referral Partners This module will further highlight relationships you have identified as strong referral sources through introducing a five step system to build and activate a referral network. Highly trained referral sources can bring us “ready closed business”. Meaning we can work smarter not harder closing more sales in less time. In this module you will learn how to train your own FREE sales force. Evaluating Your Effectiveness, “It’s All My Fault” In this module you will understand that there are many types of referral and many ways to build relationships that will improve the quality of referrals you give and receive. Delegates will be introduced to the power of tracking referrals and also tools to enhance this. Accountability has been shown to vastly increase results. We will be introducing a number of ways to build in accountability to your tool kit. Generating Referrals For Life® In this module you will learn how to effectively ask for referrals and how to create incentive for showing their appreciation. This is very much a summary module where everything is brought together in a box and wrapped up in neat red bow so that you will leave with a clear picture of the road ahead and the next steps you need to take to create Referrals For Life. At the end of the course any delegates wishing to receive on-going support and accountability can elect for further assistance and support.

+971 4 335 2437

+971 4 335 2438

The Referral Institute teaches business professionals throughout the world how to harness the power of word-of-mouth marketing to drive sales for fast, sustainable business growth. The Referral Institute is a training company specialising in building franchise businesses that deliver increased profitability to businesses through Referrals For Life™. This is done through Key note speaking, Training, Coaching and Consulting expertise in Referral Marketing. We help our clients to live more and earn more – now, by creating referrals for life. At present, the organisation has over 100 certified trainers operating in twelve countries, and the numbers are rapidly growing. Referral based, word-of-mouth “recommendation to do business” is the ultimate sales programme. We provide this expertise to all our clients, enabling them to improve on results obtained from such marketing tools as traditional advertising, public relations and web sites.

Meet Your Expert Course Director Phil Bedford is the Middle East franchise owner of The Referral Institute, an international referral training and consulting company with branches across the world. He holds a master’s degree and brings over a decade of experience in sales training, business development and consulting to his role as Master Trainer at the Institute. Phil helps professionals live more and earn more through relationship-based referral marketing. With his business acumen and extensive experience in the market since 1998, Phil is currently expanding the franchise across the Middle East region. In recognition of his phenomenal business success and remarkable skills as a trainer, Phil was awarded the coveted President’s Award in 2009 by the Referral Institute. In 2012, he also had his first book published as co-author of the World’s Best Known Marketing Secret. An engaging and inspiring speaker, he regularly delivers key-note addresses both in the UAE and internationally. Phil travels extensively, and uses his hugely successful blog at www.therebel networker.com to educate people on building their business by word of mouth marketing and ‘Creating Referrals for Life’. With his magnetic stage presence and unique delivery style, Phil instantly connects with individuals and captivates audiences around the globe. Phil has also spearheaded the launch of the most successful Business Network International (BNI) chapters. BNI is the world’s largest referral organisation and Phil held the post of Regional Director for the Middle East between 2007 and 2010. As a Certified Professional Behavioral Analyst (DISC) and a NLP Master Practioner, Phil used his expertise to train existing chapters and core groups at BNI in the art of building business networks and lifelong relationships.

Would you like to run this course in-house?

The in-house training division of IIR Middle East Tel: +971 4 407 2624 • Email: CTS@iirme.com www.iirme.com/cts

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Certified Networker

7 – 10 April 2013 • Dusit Thani Hotel, Dubai, UAE FIVE WAYS TO REGISTER IIR Holdings Ltd. P.O Box 21743 Dubai, UAE

+971 4 335 2437 +971 4 335 2438 register@iirme.com

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DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL – +971 4 335 2483 E-MAIL – a.watts@iirme.com WEB BC4978 Event

Course Fee Before 20 January 2013

Course Fee Before 10 February 2013

Final Fee

US$ 3,895

US$ 4,395

US$ 4,695

Certified Networker 7 – 10 April 2013

WOULD YOU LIKE TO RUN THIS COURSE INͳHOUSE?

Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance.

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