Download - NETWORKING: Tips & Tricks of the Trade
Networking Defined
“The use of formal and informal linkages of people and resources for the purpose of facilitating access to services, skills, contacts, and knowledge.”www.childrenwithchallenges.net/definitions/N.html
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Barriers to Networking
Intimidation Factor
Awkward Social Moments
Relevance
Unclear ROI
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What’s in it for me?
Increases your “social currency” (value)
Increases your industry relevance
Builds and enhances relationships
Raises awareness LOB (internally) Company (externally)
Generates new business opportunities Teaming/ collaboration (internally) New projects (externally)
Builds good karma and serendipity
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Traits of a good networker
Genuine, transparent
Be a good listener
Helpful
Thankful
Sincere
Patient
Commit to helping others be successful
Be a connector
Be open
Be deliberate
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Events toTarget
Professional Industry Specific Conferences Relevant Associations Chamber/ Civic Events Trainings and Info Sessions
Personal Community Events Civic Participation/ Volunteering Club/ Intramural Sports Bars/ Coffee Shops
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How to Approach People
Approach groups that are having fun
Look for someone to make eye contact
Be open to letting others into your conversations
Comment or question something that they said or wrote
Prepare and ask good questions in public fora – people will come to you afterwards
Ask someone else to introduce you
Comment on a unique piece of clothing or jewelry they are wearing (Use caution: don’t open up for misinterpretation!
If you’re at an event with an explicit goal to network, just say that you are there to network.
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Opening the Conversation
Smile!
You had me at Hello...
Find common ground
Perfect your elevator pitch
Comment on something provocative the speaker said
Ask open ended questions
Ask people for non-obvious facts about themselves for memory aid
Be aware of body language
Focus on the person you are talking to
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6 tips for success
If you’re just starting out, be realistic - Collect 10 new business cards, meet 4 new people, learn 3 new things from the people in the room. Just to see if you can do it .
It’s easier to talk to networkers than non-networkers. Warm up with them. They tend to be the business development types, but that’s okay. It helps you hone your skills. Listen and learn from them.
Go with a wing(wo)man. Split up but share your goals and hold each other accountable. Compare notes afterwards. Consider making it a friendly competition.
Avoid clumping with people you know. Invite stragglers into your group to former a bigger group. Introduce colleagues/friends to others then break off.
When you meet someone for the first time in person, who you are connected to on social media, realize that they might make the connection right away. Remind them that you’ve interacted with them on social networks already.
Don’t be afraid to talk about work in social settings. After establishing a potential professional connection, quickly divert the professional conversation to some sort of follow-up (i.e. invite to coffee) and return to fun.
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Courtesy of Eric Boyle, Vice President at ICF International Copyright 2014 © Pathological Marketer
Leaving the Conversation
10 Minute Max Rule
Ask to follow up
Suggest you meet up at the next meeting or event
Exit and move to other side of room
Introduce person to someone else
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You’re NOT done yet
FOLLOW UP
NURTURE
NETWORK
Virtual
Traditional
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Follow up Connect virtually
Reference something you spoke about
Send an artifact that you think would be interesting to them based on your discussion
“Call to action”, what you want them to do
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“Nurture”your Network
Sending relevant articles
Go for coffee
Catch up at events
Invite them to events
Be a connector – Pay it forward!
Follow through
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Leverage LinkedIn
Complete your profile
Paid membership
Invitations Open vs. Closed approach Customized
Research people you are meeting with
Search people you are looking to connect with
Company profiles
Groups/ Discussions
Status Updates/ Newsfeed
Influencers
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Figure Out Facebook
Search people you are meeting with
Search people you are looking to connect with
Find events that people are attending
Share content if appropriate
Connect if appropriate
Like/ follow pages
Be active in groups
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Navigating Other Networks
Emerging Social Platforms Twitter Google+ Slideshare Pinterest Instagram
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Where to begin
1. Set goals + define success
2. Establish accountability + commit
3. Research + Plan
4. REMEMBER TO COMPLETE THE CYCLE: Do Follow up Nurture
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1. Set goals
Who who do you want to meet or
build a relationship with? Be specific!
What what type of connection
would you like to make and for what purpose?
Why what can you offer them and
what do they offer you?
When is there a deadline in mind? is
there a specific opportunity to see this person coming that you know of?
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Dedicate appropriate time 10 minutes daily < 1 hour weekly
2. Be accountable
Find a networking buddy share goals and schedule check-ins
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3. Research and plan
Research what
opportunities are coming up for you to meet this (type of) person learn more about
the events
Plan how to approach
the individual plan a
conversation starter or two (i.e. commenting on recent article) a few open ended
questions your “give” in the
conversation Elevator pitch
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Do
Accept meeting invite or register for event
Block your calendar and send yourself address/directions
Reach out to the person and tell them you’ll see them there (or ask if they are planning to attend)
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Ten Ways to Use LinkedIn http://blog.guykawasaki.com/2007/01/ten_ways_to_use.html
LinkedIn and The Future of Business Networkinghttp://www.readwriteweb.com/archives/linkedin_and_the_future_of_business_social_networks.php
Online Business and Social Networks: What Do They Mean to Your Career? http://singlemindedwomen.com/womenscareer/639/online-business-and-social-networks-what-do-they-mean-to-your-career.html
Maximzing Serendipity http://blog.aweissman.com/2010/09/maximizing-serendipity.html
Book: Never Eat Alone, by Keith Ferrazzi http://nevereatalone.typepad.com/
Book: Make Your Contacts Count, by Baber & Waymonhttp://www.contactscount.com/founders.html
Confessions of a Conversationalist: Fundamentals of Networkinghttp://pathologicalmarketer.com/2015/02/01/confessions-of-a-conversationalist-fundamentals-of-networking/
HelpfulResources
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