Networking 101
35
Networking 101 Presented to Clemson College of Business and Behavioral Science January 20, 2015
-
Upload
paul-maynard -
Category
Career
-
view
152 -
download
0
Transcript of Networking 101
Networking 101
Presented to
Clemson College of Business and Behavioral Science
January 20, 2015
Today
The basics of networkingo The tools and techniques
What to look foro Relationships
The impacto Connections!
If nothing else, remember to:
Practice patience
Be persistent
That this is not about YOU!
What needs to be done?
Prepare!
The Tools
The short introductory speecho Sometimes called the elevator speech
Business Cardso Collecting and handling
The conversationo The three questions to ask
Follow upo What to do after collecting all those cards
The Tools: The short intro speech
The basic tool of the networker
Brief and to the point
Describes you and your offering
Can be tailored based upon audience or event
The short intro speech elements
Start and finish with your name
Be brief and to-the-point (30- to 45-seconds)
Distill what it is you do
The middle is key facts about you
The short intro speech
quantifiable examples
“ I’ve produced events in 35 cities in 21 states and 7 countries.”
“ We’ve increased sales for our clients an average of 48%.”
“ Our technique doubled a clients’ qualified lead count in 3 months.”
The short intro speech
qualitative examples
“ We help make families secure.”
“ We help our customers understand their customers.”
“ Everybody has an image—we help improve yours.”
The Tools: Business cards
Always carry business cardso Really, everywhere
Make notes on themo But be considerate
Invite people to contact you
Handing over a card is a good way to end a conversation
The Tools: The Conversation
Begin the conversationo Extend your hand, look people in the eye, smile and listen
Ask “the three questions”
Know how to close and move on
Exercise #1: Practice!
Turn to the person next to you o Introduce yourselfo Practice your introductory speech
Let them practice on you
Be prepared to be called on to speak to the whole group
So, what’s next?
Action!
Keep moving forward
“If you can’t fly, then run.
If you can’t run, then walk.
If you can’t walk, then crawl.
But whatever you do,
You have to keep moving forward.”
--Martin Luther King, Jr.
Keep moving forward
“If you can’t fly, then run.
If you can’t run, then walk.
If you can’t walk, then crawl.
But whatever you do,
You have to keep moving forward.”
--Martin Luther King, Jr.
Why do this?
Interaction face-to-faceo This is about engagement
Long termo This takes time
Relationship buildingo Pay attention
Serviceo Become a part of your community
Finding where to use your new-found skills
Whereo Go where your contacts areo Know your environment
Whyo Have a reason
Whato Know the shelflifeo Consider time
Whoo The hosto The attendeeso Guests
Find
Researcho Internet searcho Business journal or newspaper
Make a list and prioritizeo Rank them
Ask aroundo Do your peers and friends know about it?o Buzz?
Determine if it is appropriateo Who attends?o What is the value to you?
Attend
Try out an evento More than once
Work the roomo Find out who are regulars, who are first timers
Discovero Why do people come to these things?o Who runs the organization?
Serve
Participateo Volunteer
Write Greet
Organizeo Communicate
Serveo Committeeso Boards
Serve
Don’t be a “one and done-er”
Be committed
Give these things time
Types of AssociationsProfessional Associationso IABC (international Association of Business Communicators)o AMA (American Marketing Association)
Service Clubso Rotaryo Lions
Chambers of Commerce
Businesso CEO Networkers, Home Builderso Homeowner’s associationso National groups; locals
Clubso Alumni Associationso Sororities and Fraternities
Types of AssociationsProfessional Associationso IABC (international Association of Business Communicators)o AMA (American Marketing Association)
Service Clubso Rotaryo Lions
Chambers of Commerce
Businesso CEO Networkers, Home Builderso Homeowner’s associationso National groups; locals
Clubso Alumni Associationso Sororities and Fraternities
Exercise #2: Pop Quiz Time!
I’m going to draw names
Ask you to stand and do what you’ve been asked.
What do I do now?
Follow up!
Follow Up versus Follow Through
Follow ThroughMore than one actionPersistence in your
actions
Follow UpDo something
immediately
Follow Up versus Follow Through
Follow ThroughMore than one actionPersistence in your
actions
Follow UpDo something
immediately
“I’ve got all these cards; now what?”Qualifying (“weeding”)
An “A” contacto Requires immediate connectiono Set a meeting at event, phone call
“B” contacto Less immediateo Email, LinkedIn connection
“C” contacto Less pressing
Follow Up
Thank youo Email (immediate)o Paper (most memorable)
Phone calls
Letters
Regular, repeated contacto LinkedIn, other social media
Follow Through
Regular, repeated contacto LinkedIn, other social mediao Meetingso Contact at other eventso Referrals
Summary
Respond to everyone
Be polite
Put things in context
Understand what you can do for them And they for you
Repetition is essential
Exercise #3: Pop Quiz Time!
I’m going to draw names
Ask you to stand and do what you’ve been asked.
Session Summary
Know why you are doing this—be strategic
Use all of your tools
Keep track of where you’ve been and who you’ve met—follow up!
Practice patience and persistence
And remember: IT’S NOT ABOUT YOU!
Paul E. Maynard [email protected]/in/paulmaynardwww.facebook.com/thepaulmaynardwww.twitter.com/paulem53
Contact Info
