Leadership AcademyWelcome!

April 2016

Gabrielle K. Gabrielli, Ph.D.

Ground Rules

1. Turn any cell phones or anything else thatmakes sound to the off or silent position.

2. Be on time including from breaks.3. Listen actively.4. Keep an open mind.5. Be respectful to everyone; don’t interrupt.6. If you break any rules, you sing.

Updates

• Anything new to share?• Any positive changes as a result of last

month’s session?• How are your mentor pairings going?• Has anyone not reached out to his or

her mentor or mentee yet?

Agenda

Tuesday 19 April 20161230 Working Lunch, Ground Rules, Objectives, Updates

1300 Networking TipsNetworking Tips for Everyone (including introverts and those who dislike

networking)Networking In PersonNetworking Online

1400 Elevator SpeechesActivityApplication

1545 Leadership Academy Mentoring and CoachingDiscussionDemonstration

1630 Adjourn

Learning Objectives

• Discuss effective networking techniques inperson.

• Discuss effective networking techniquesonline.

• Describe strategies to improve networkingcapabilities.

• Apply strategies to write and state morepowerful elevator speeches.

Networking Basics - A Review

• Put name tag on right side of chest.• Purchase a nice magnetic name badge.• Greet the other person with a smile.• Ask questions of the other person first.• Never sell your services...be natural and

you will sell yourself.

Networking Tips for Everyone(Including Introverts and Those Who Dislike Networking)

1. Connect with somebody new every day.2. Reconnect with existing contacts.3. Avoid “picnicking” (eating lunch at your

desk).4. Take breaks at work to interact with others.5. Occasionally introduce two people you think

should meet each other.6. Attend industry events.

Networking Tips

7. Choose quality over quantity (forexample, spend more time with the rightpeople rather than spending a shortamount of time with a lot of people).

8. Display a positive attitude.9. Ask people questions.

Great Questions to Ask• What do you do?• What made you decide to get into your business?• What do you love most about what you do?• What do you see as coming trends in your business?• What made you come to this networking event (city, etc.)?• If someone who knows you well were to describe you in

one sentence, what would he or she say?• What do you enjoy doing with your free time?• Where was your last vacation (or next vacation)?• What ideas do you have for me?• Who do you know that I should talk to?• How can I help you?

Networking Tips10. Participate in the discussion by sharing

relevant personal stories (asking too many questionswithout sharing can feel more like an interrogation).

11. Get out of your comfort zone (connect with peoplewho are seemingly different than you).

12. Use preferred names and titles, and err onthe side of formality (let others make the decision if theywant to be called by a first name).

13. Communicate with people in their worldincluding via social networking.

14. Don’t just communicate with people;connect with them.

Networking Tips

15. Find a new hobby (or rediscover an old one).

16. Ask someone you know for an introduction.17. Set time limits on networking.18. Remember that practicing networking

makes it more natural over time.19. Be an empathetic, active listener.20. Don’t be afraid to ask for a favor (give and

receive favors at a 2:1 ratio).

21. Evaluate networking groups and purgeones that don’t add value to you.

Networking in Person

22. Smile and make eye contact.23. Wear your name badge on the right side

of your chest.24. Buy a magnetic nametag.25. Always be ready with a friendly greeting

and handshake.26. Remember people’s names.27. Be prepared to answer the question,

“What do you do?” Have a great elevatorspeech.

Networking in Person

28. If you are between jobs, don’t say you areunemployed, between jobs, just lost yourjob, etc. Instead, describe your passionand say that you are seeking anopportunity where you can contribute yourskills in a team-focused (or other environment).

29. Listen more than you talk.30. When making introductions, begin with the

person you wish to honor first (for example, “Dr.Smith, I’d like to introduce you to Mr. Jacob Wilson.”).

Order of Introductionsa. In business, introduce a client before anyone in

your company.b. In a large company, introduce the person of

higher rank first.c. First introduce a guest of honor, then others in

attendance.d. When rank doesn’t apply in social situations,

introduce:- First a woman, then a man.- First an adult, then a child.- First a friend, then another family member.- First an elder, then the other person.

Networking in Person

31. For introductions, look at the person youare speaking to first, then turn to the otherperson to complete the introduction.

32. When introducing someone to a smallgroup, name the group members first,mostly to gain their attention (for example,“Ashley, Frank, Victor, I’d like you to meet Alyssa.”).

33. When introducing people, find a topic theyhave in common (for example, “Jonah, I think you andNicole share a passion for helping others. Nicole might enjoyhearing about your recent mission trip to Africa.”).

Networking in Person

34. After a networking event, take notesabout individuals (for example, ifsomeone says his or her next vacation isto Alaska in July, follow up by Augustand be sure to ask about how thevacation was).

35. Follow up with people soon after anevent.

Networking Online

36. Remember that everything you postonline is permanent.

37. Keep in mind that every message orcomment your post, every picture youshare, and every activity you do is arepresentation to others of yourcharacter, values, and worth.

38. Use LinkedIn to its full potential since itis the best ROI for business.

LinkedIn Tips

a. Create a custom URL and consistently brandyourself.

b. Include a professional headshot photo.c. Get your LinkedIn profile to 100% complete.d. Use power words that are action verbs.e. Focus on tangible, measurable accomplishments.f. Ask for recommendations from trusted peers.g. Give recommendations and endorsements to others.h. Add buzzwords that are important in your field.i. Add volunteer experience.j. Include photos in your experiences.

Elevator Speeches or Pitches

Effective Elevator Speeches

• 10-20 seconds• Should be memorable and succinct• Should be descriptive enough that the

other person understands what you do• Should pique interest enough that the

other person asks a question• Should not come off as a hard sell

An Approach to Elevator Speeches

• Case - build solid persuasive case withlogical arguments and evidence to supportyour message

• Creativity - blend thoughtful analysis anda story to craft an intriguing message

• Delivery - present message in authenticvoice without sounding canned

Terri L. Sjodin, Small Message, Big Impact: The Elevator Speech Effect

Elevator Speeches

• Different approaches exist.• Next three examples are from Bruce

Gabrielle (no relation ).• As we go through each, consider tweaking

your own elevator speech.

Velvet Rope Elevator Speech

1. Start with a story, news, or humor.2. Add an emotional benefit statement

where you focus on results.3. Quantify your success with numbers if

possible.4. Use the “velvet rope close” which

suggests your offer is only accessible tocertain types (i.e. “I’m not sure if I canhelp you, but....”).

Chris Westfall, The New Elevator Pitch

Westfall ExampleDo you remember about 10 years ago when the space shuttleColumbia was destroyed on re-entry? It turns out the engineerstried to warn NASA about the danger. But the PowerPoint slidesthey used were a complete mess and no-one understood thedanger.That’s what I do. I train people how to make sure their PowerPointslides aren’t a complete disaster.For instance, students who attend my workshop can create slidesthat are 50% more clear and 50% more convincing by the end ofthe training, based on scores students give each other before andafter the workshop.I’m not sure if my training could work at your company. It reallydepends how much you use PowerPoint and what’s at stake ifyour PowerPoint is unclear. But I’d be happy to talk to you aboutit.

S.I.R. Elevator Speech Concept

1. Situation (conflict). Illustrate the paincurrent customers face.

2. Impact (escalate conflict) – Explain theimpact of that situation. How is thisaffecting profits, market share, customerloyalty, or anything else the prospect isconcerned about losing?

3. Resolution – Explain how you solve theproblem. Focus on benefits, not productsand services. Richard Fouts

Fouts Method

You know how most business people usePowerPoint but most use it pretty poorly? Well,bad PowerPoint has all kinds of consequences– sales that don’t close, good ideas that getignored, time wasted building slides that couldhave been used developing or executingstrategies. My company shows businesseshow to use PowerPoint to capture those sales,bring attention to those great ideas and usethose wasted hours on more importantprojects.

Wow-How-Now Elevator Speech

1. WOW. Say something intriguing (even puzzling)that will make the other person want to hear more-a creative summary of what you do that requiressome clarification. Ideally, the prospect’s reactionwill be to cock their head and ask, “What does thatmean?”

2. HOW. Answer the stated (or unspoken) questionand explain exactly what you do.

3. NOW. Shift into storytelling mode, giving a concreteexample of a current customer. The key phrase is“Now, for example…”

Brian Walter

Walter Example

• Prospect: So, what do you do?• Me: I help build PowerPoint muscles.• Prospect: Huh?• Me: I teach people how to use PowerPoint

more effectively in business. Now, forinstance, I’m working with a global consultingfirm to train all their senior consultants to givebetter sales presentations so they can closemore business.

Mentoring Discussion

• Who has met with mentor or mentee?• How are things going?• Reminders about mentoring

– Be kind and supportive.– Ask good questions.– Don’t jump to conclusions.– Don’t make assumptions.– Don’t try to fix the person.– Help your mentee determine his or her own

solutions when possible (remember juggling!).

Questions?

Your website portal:http://gabrielleconsulting.com/leadershipacad

emy2016