Becoming a Trusted Advisor

How to meet more people, expand your referral network, and attract more leads | taught by Andrew Winig
Becoming a Trusted Advisor is for busy people like you who want to meet more people, expand their referral network, and (most importantly) increase their client base and revenue.

It’s all about making more effective use of the time you already spend networking.

Because let’s face it.

There’s nothing quick about getting results from business networking.

At least not the way most people go about it.

I know.

Because I’ve made all the mistakes.

  • I’ve avoided after hours events because I couldn’t yet see how all those financial planners could actually help me grow my business.
  • I’ve complained about poor attendance at my leads group meetings because I hadn’t yet learned what to do between meetings to generate more and better leads.
  • I’ve acted like an outsider at networking events, because I didn’t yet fully understand the process (and the benefits) of becoming a networking insider.
  • I’ve squandered big opportunities because I wasn’t yet aware of the crucial difference between business networking and sales.
  • I’ve said whatever came to mind as an Elevator Pitch because I thought that keeping it fresh was more important than getting better leads.
  • I’ve procrastinated following up because I didn’t know a better way than cold calling off the business cards I’d collected.
  • I’ve created awkward situations because I was still trying to use my Elevator Pitch as an answer to “What do you do?”
  • I’ve wasted hundreds of hours (and dollars) at leads groups meetings because I didn’t yet know how (and why) to set up effective 1-on-1’s.
  • I’ve talked generally about what I do because I didn’t realize that specifics sell.
  • I’ve stopped attending events too soon because I didn’t know that you have to attend the same event at least three times in a row before you expect any kind of results
My name is Andrew Winig.

Over the past 6 years, I’ve helped hundreds of people drastically improve their Elevator Pitch and their business networking results.There’s no doubt about it, business networking is a remarkably effective way to expand your referral network and grow your business.

The problem is that it only works if you do it (and do it well). And that, I’m willing to bet, is what’s been in your way all this time.

So Close…


I work with so many people who believe that they are wasting their time at “disappointing” networking events.


Yet when we take a closer look at the event, any event they attended, we quickly spot several good opportunities that they overlooked.

It turns out that business networking success doesn’t look like what people expect it to look like.

And once you know what to expect, it’s much easier (and faster) to generate qualified leads.

Two Types of People

The people I’ve worked with since 2007 fall into one of two categories:

  1. Some know they should network more, but can’t seem to find the time or motivation to locate and attend the right types of events
  2. Some are very active networkers, who participate in multiple chambers and leads groups, yet their results don’t justify their time and energy

A New Insight

Recently, I’ve realized that both groups of people face exactly the same challenge in terms of becoming more effective at business networking.

These are the people who, while they believe that there should be huge benefits from networking on a regular basis, have never seen those kinds of results from a single event, so they erroneously conclude that business networking is a waste of time.

I used to think that way too.

See, the thing that no one had ever taken the time to fully teach me is that business networking is a process
, and the first step in that process is attending an event. Becoming a Trusted Advisor is the series of strategies to apply next, to move the process forward, developing trust and communication to expand your referral network and generate more and better leads.

People who take this course will learn strategies to

  • Get better results from fewer events
  • Figure out who the right people are (and which events they attend)
  • Start conversations with anyone, anywhere
  • Run productive leads group meetings even when key people are absent
  • Follow up so that the right people respond to your calls and emails every time
In an where they…
  • Move through the Business Networking process in a structured, “class” format
  • Receive supporting materials and examples to help them along the way
  • Have an opportunity to learn from and interact with other people
  • Have some access to me, but without having to commit either the time or money involved in a more traditional consulting arrangement
  • Benefit from the group energy, focus and set timeline that working in a group provides
If this sounds like you, keep reading. (If it sounds like someone else, send them the link already!)
“I also felt relief – relief to know that it’s ok to network by talking to people the way I do when I want to get to know them versus having to adopt a more impersonal ‘business’ persona.”
Jan Whitted
owner
ArtBeat Creativity Stores

Finding Clients is the Hard Part

You’re good at what you do — in fact you LOVE what you do — but you don’t know a lot about marketing, and you hate cold calling.
Whether you’re a financial planner, attorney, consultant, coach, recruiter, writer or other professional, you want to spend your time doing the work you love and know how to do.

But in order to do that you need an ongoing stream of prospects and clients — and you haven’t yet figured out how to make that happen consistently.

Business Networking can solve this problem for you.


Since I launched my own business in 2007, I’ve never made a cold call, never sent a piece of direct mail and never spent a cent on advertising.
And it’s all because I have an effective approach to Business Networking (something which you can have too).
Becoming a Trusted Advisor is priced at a deliberately accessible $497.00 (you’re welcome) and includes the following staggeringly useful items:

  • Unlimited access to 5, one-hour, webinar recordings.
  • One, 30-minute, one-on-one phone session with me ($175.00 value). You can use this at your convenience at any time within 90 days from the start of the program. Save up your questions and, when you’re ready, we’ll schedule time together to talk specifically about you and your business networking strategy.
  • A copy of all the slides, all the recorded sessions and all the session transcripts. This way, if you have questions or simply want to review after the fact, you’ll be all set.

A Tested Approach

This 5-week program is based on the same approach I use one-on-one with clients and that I’ve fine-tuned for hundreds of clients.

It works, simple as that. It’s filled with tested exercises and assignments, real world examples, and plenty of do’s and don’ts, all intended to help you create an effective business networking strategy for your business.

Here’s what you’ll receive when you register for the program:

Module 1 – Answering “What do you do?”
Most business networking fails because people don’t understand the big picture – they attend a random event, and describe their work in whatever way comes to mind, and then are so frustrated that no one signed up for their services that they don’t take the next steps to develop the really big opportunities that do exist at any of these kinds of events. In this session we’ll take the first step by understanding the real goal of the Elevator Pitch, which will make it easier to answer the only three networking questions in a way that starts productive business conversations. We’ll cover:
  • How to personalize your answers to the only three business networking questions
  • Seven conversation starters
  • What to do if you hate promoting yourself
  • A simple fix to the biggest mistake people make with their Elevator Pitch
  • Why 30 seconds is waaaay too long 95% of business networking situations
  • What is Business Networking good for / not good for?
  • Understanding the Business Networking process
  • The importance of authenticity in your Business Networking
  • And more…
Module 2 – Effective Follow Up
For many people, their lack of results isn’t from lack of effort, or intelligence, or competence. It’s from a lack of following up consistently and effectively. In this session, I’ll show you how to follow up in a way that will make people eager to take your call. We’ll cover:
  • How much follow up is too much?
  • The productive way to collect (or hand out) business cards
  • How to avoid annoying your prospects
  • Seven compelling calls to action
  • What to do when people don’t respond to your phone calls or emails
  • How to get more leads out of fewer events
  • The reason most people have such a hard time following up consistently
  • How to send emails (and leave voice messages) that guarantee a response
  • And more…
Module 3 – What’s a one-on-one?
The single best thing you can do to improve your business networking results? Schedule a one-on-one. We’ll show you who to schedule it with, when and where to hold it, and how to make sure it’s productive. We’ll cover:
  • How to approach the right people in the right way to schedule a one-on-one
  • Three common pitfalls
  • Questions to ask (and questions to avoid)
  • Why you’re better off meeting with people who will never be your prospect
  • The five differences between a one-on-one and a sales call
  • The main reason people avoid one-on-ones
  • Why the one-on-one is so effective (and so infrequently scheduled)
  • And more…
Module 4 – Introduce Yourself Memorably
This session covers the 30-Second Elevator Pitch itself. Step by step we’ll develop your power question, client success story, and compelling call to action. Then we’ll show you how to put it all together to bring in better leads whenever you introduce yourself to a crowd. We’ll cover:
  • The three elements of an effective Elevator Pitch
  • The difference between your formal and conversational Elevator Pitch
  • Why you should never tailor your Elevator Pitch for your audience
  • What to offer people to get them to willingly hand you their contact information
  • When to use your 30-Second Elevator Pitch (and when not to)
  • How to measure the effectiveness of your Elevator Pitch
  • How many leads you can reasonably expect when using your Elevator Pitch
  • Three ways to grab your audience’s attention
  • Why it’s so hard for most people to describe what they do
  • And more…
Module 5 – Becoming a Trusted Advisor
You’re almost there! Becoming a trusted advisor means knowing other trusted advisors. In this session we’ll focus on techniques for expanding your referral network. We’ll cover:
  • The Five Skills of a Trusted Advisor
  • Expanding Your Referral Network
  • Leveraging social media
  • What to look for in a networking group
  • When and how often to attend networking events
  • How to get more referrals
  • Tracking success
  • How to leverage your Elevator Pitch content in other ways and in other media
  • And more…
“I really enjoyed the Effective Follow Up program. It is amazing how simple your process is.”
Dave Gardner
Owner
Boyds Direct

Sign up for the course today!
Andrew Winig
Andrew Winig
Elevator Pitch Coach

Course Curriculum

Answering "What do you do"
75:21
Foundation of Trust
Worksheet Foundation for Trust
Transcript Foundation For Trust
Slides Foundation of Trust
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Effective Follow Up
60:32
Effective Follow Up
Worksheet Effective Follow Up
Transcript Effective Follow Up
Slides Effective Follow Up
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The Best Kept Secret of Networking Success
125:51
What's a 1-on-1?
Worksheet Whats a one on one
Transcript Whats a 1-on-1
Slides What's a 1-on-1
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Stand Out in a Crowd
72:43
Introduce Yourself Memorably
Worksheet Introduce Yourself Memorably
Transcript Introduce Yourself Memorably
Slides Introduce Yourself Memorably
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Becoming a Trusted Advisor
52:37
Becoming a Trusted Advisor
Worksheet Becoming a Trusted Advisor
Slides Becoming a Trusted Advisor
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