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Principal 6 Networking Event
Mon 27 March 2017, 09:00 – 11:00 BST
An exciting new patnership event with HCD, Working With Voice and The Startup Kitchen.
WHAT YOU GET
- Free pitch coaching
- Solutions to some of your business problems
- Expand your network of support
Free pitch coaching from our host - Voice & Communication Coach Dolly May (Working With Voice)
Dolly May is a vibrant and skilled facilitator bringing an infections joy to everything she does. Her coaching gives you new skills and insights into the way you speak, leaving you feeling more confident as you walk out the door.
1. Pitch Coaching
2. Sixty Second Pitches (pens ready for marking referrals)
2. A ten minute slot (to catch ya breath)
3. Referrals and testimonials (helping each other solve our business problems)
HOW IT WORKS
Principle Six events were first developed by Sion Whellens of Calverts and Principle Six LLP. It is a methodology and meeting format for face-to-face, high energy, results-oriented business referral networking. They have been run as stand alone events, part of Co-operatives UK conferences and by Regional Co-operative Councils.
The format is adapted from standard referral techniques developed over many years, and it's been shown to work for all kinds, from sole traders to representatives of large multinational companies, by matching 'asks' to 'referrals'. A referral is an introduction (or pledge to make an introduction) by the 'referrer' to a third party who, known to them, is or may be in the market for the products or services provided by the 'asker'.
Principle Six is designed to get the maximum amount and quality of new business for the participants, in the most efficient way, using the 'Givers Gain' principle; if I bring opportunities to you, you will want to bring opportunities to me. It relies on an open, honest and co-operative approach to generating new business, by enabling people to make appropriate and qualified personal introductions to people within their own personal networks.
HOW TO PREPARE
'Sixty Second Pitches' (literally!)
Starting with the facilitator, each person in turn stands up and makes a 'pitch' to the whole room, lasting no more than one minute. The facilitator will prompt people to stop at the end of the 60 seconds, whether you've finished or not (WATCH OUT!)
The pitch should be in the format:
- My name.
- The name of my business.
- What goods or services my business provides.
- Why people should buy those good or services.
- And, most importantly - What referral I am looking for.
This should be as precise as possible, even naming a specific individual or business (You may be surprised who people know). You may also wish to break the 'Ask' into three.
The 'bread-and-butter' referral is the routine, easily delivered sale or contract that keeps you, or your enterprise, going from day to day.
The 'cream' referral is the kind of thing that turns up once every six months to a year - really great sale or business win.
The 'dream' referral is the one which will transform the prospects for your business, taking it to a new level.
Every participant should be making notes of all the referral requests, because they are going to be asked to respond to these pitches with relevant and specific referrals.
OTHER SIMPLE TIPS
- Prepare and practice your 60 second pitch in advance.
- Do not forget to tell people what referral you are looking for – even if you don't tell them your name, or what you do.
- Don't ask people in the room to buy from you. Ask people in the room who they know who might be in the market for your products or services.
- Be as specific as possible in your referral request. 'I want to meet the Children's' Services Director of Islington Council' is more likely to get a referral than 'I want to meet people who are involved in commissioning playgrounds'.
- Do not 'over refer'. Make the introductions you can, at the level you are able to make them.
- Make your referrals within 24 hours of promising them.
- Keep everyone's business cards, in case something springs to mind after the session.