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TRANSCRIPT
POWER NETWORKING
By Donna M Gray, CRM
•Are you sitting next to
someone you came
with?????
Power Networking
Begins right now
• Build Relationships
• Exchange Ideas and
Information
• Find and Engage New
Supporters
Make many contacts…
cost effectively .
A powerful and
effective promotion,
and marketing tool!
Helps you to find
and engage
dedicated supporters.
Networking is not a
one time event!
POWER NETWORKING IS…
Consciously building
relationships with
people who know
people.
\
Bringing people
together that would
otherwise not have
crossed paths.
POWER NETWORKING IS…
• Being friendly.
• The ability to engage others.
• It’s giving value without asking for something in return.
It’s having fun(d) raisers
IT’S WHO YOU KNOW…
WHO YOU WANT TO KNOW…
AND GETTING TO KNOW
THEM…
Power Networking
starts right here, right now.
The Fine Art of
Shaking Hands
A good handshake helps to
attract supporters, and
can be the beginning of a
lasting relationship.
• The more people are attracted
to you, and your organization,
the more solid supporter
connections you can make!
Power Networking helps
your organization cultivate
those supporters
THE RULE OF 6 DEGREES OF
SEPARATION…
“Everyone, can literally reach
everyone else in the world,
through 5 other people.”
And now…with the Internet…
IF EACH OF US KNOWS…
• 100 people who know…
• 100 people who know….
• It leads to 10,000 and then to…
• 62,500 then to…100,000,
• AND ON AND ON AND ON ….
HOW WELL
CONNECTED
ARE YOU?
Who are the five most
well connected people
you know?
How can you be a
valuable resource for
these people?
How can these people be
valuable resources for
you?
How will you make these
connections?
What will you do to
strengthen relationships
with these connections?
THE ART OF
POWER NETWORKING
• Networking is powerful
• Networking is a show and tell
opportunity.
• Networking is fun!
POWER
NETWORKING
MEANS GETTING
INVOLVED!
NETWORK EVERYWHERE
YOU GO!
• Network with everyone you can.
Lily’s Fund
For
Epilepsy Research
“Lily’s Luau”
• W
This year’s Luau will be
January 24, 2015
Union South
Get your hula ready now.
KEEP IN MIND…
• The way you connect…whether on
the golf course…or at a winter
gala,or at a fund raising dinner…or
at Church…
– Manners count.
– Ethics count.
– Being social counts!
TO SUCCEED….
If you want to succeed, or even keep
up, in today’s competitive
nonprofit climate – you have to be
ABOVE AVERAGE in every
contact with clients.
HAVE YOUR “TOOLS” READY
• Name badge – preferably with logo.
• Business cards.
• Brochures about your organization.
• A Smile and a firm handshake.
ARE YOU PREPARED?
• Do you have CLEAN business cards
with you?
• Are they wrinkled?
• Can you reach them easily?
• ARE YOU PROUD OF THEM?
SECRETS FOR GREAT
POWER NETWORKING
• Show up early.
• Be observant – Pay attention.
• Show genuine interest.
• LISTEN – LISTEN - LISTEN
MORE FUNDAMENTALS
Have your 30 second “commercial” ready.
Spend 2/3 of time with people you don’t
know…yet.
Find out about other person before talking
about yourself.
Write notes on back of cards – Follow up
BUILD A “TOP TEN” LIST
• Meet 10 people. Get 10 cards.
• Invest the time to build relationship.
• Follow up in a timely manner!
• Follow up!
• Add another 10.
• Follow up!
Who’s on your
top ten list?
GETTING READY …
• Prepare your introduction – plan
your first impression.
• Do your homework – catch up on
current events, community events,
area business announcements, whos
who in the community.
DON’T LOSE YOUR CHANCE
• TOO OFTEN WE LOSE AN
OPPORUNITY TO MEET
SOMEONE BECAUSE WE SPEND
TOO MUCH TIME TRYING TO
THINK OF WHAT TO SAY!
LOOKING FOR EXCUSES?
• Don’t feel like the “Lone Ranger”!
• Most people are cool and want to
meet you.
• Do it with enthusiasm!
• Get out of your “comfort zone”!
• “Just do it!”
THE GREATEST FEAR
• Almost everyone’s greatest
networking fear is that they won’t
remember names and faces.
• Learn to “dance”!
• If all else fails…just admit you
haven’t a clue…
SMALL GROUP
NETWORKING
• Do your “homework” on the group.
• Show up on time.
• Don’t focus on who you’ll meet.
FOCUS ON ENJOYING
YOURSELF.
• Be friendly and everything else will
fall into place.
• Keep a great self image.
• Be excited about the group you
represent.
• Look people in the eye.
• Have a consistent positive attitude.
• Take the risk. Introduce yourself
• Show a genuine interest in other
people.
• Look for something in common with
the contact.
• Use good communication.
• Be ready for anything.
Your organization’s reputation goes
before you.
• Be yourself, talk real.
• HAVE FUN!
IT’S UP TO YOU TO
MAKE THE
CONNECTION!
TIPS FOR THE FIRST
CONVERSATION
Begin building rapport.
Avoid controversial subjects.
Don’t interrupt.
Act like it’s an interview.
Follow up!!!!
WINNING IS IN THE CARDS!
“The most important word in the
English language…if you want to be
a success…can’t be found in the
dictionary. It’s ROLADEX”
Harvey B. Mackay
• Now days…it’s having a
program that helps with…
–CONTACT MANAGEMENT
Beginning on the road to
POWER NETWORKING
can seem daunting…but
everyone can do it!
FOR BEGINNERS…
• Admit your fear…and get on with it.
• Stand or sit where people can approach you.
• Give presentations and they will come to you.
• Take on roles in professional organizations.
• Talk to other people about what they’re doing.
• Attend formal networking events.
• Stay in touch with past supporters to gain future supporters.
• Create a list of resources to find clients.
• Create a list of questions to ask.
• Reciprocate.
• Think of yourself as a Power
Networker!
• Live Power Networking!
BIG GATHERINGS
THINK AND ACT
LIKE A WINNER!
• Athletes use the power of the human
mind to envision their success.
• See yourself as a Power Networker.
• Think it! Act it! Do it!
• You are a WINNER!!!!
BUILD YOUR “A” TEAM
• It’s who you know.
• It’s how much they know about you.
• It’s about what you do for them.
• It’s about what they can do for you.
• Cultivate your “Team of
Champions”.
Michael Johnson +
Tim Metcalfe = Success
Does your organization
have an
“A” Team?
KEYS TO NETWORKING
• Wear your name badge on the right
• Wear something bright and
interesting.
• Have business cards handy.
• Smile.
• Be confident.
WHAT KIND OF NAME BADGE
ARE YOU WEARING?
WHO’S WEARING???
• The perfect power color?
• A signature piece of jewelry?
• Something that makes you stand out
in a crowd?
MAKE A “WOW” IMPRESSION
YOUR “SIGNATURE IMAGE”
Does your organization have a
signature color that you wear all the
time.
Do you have a signature piece of
jewelry.
CREATE A
“WOW STATEMENT”
• Describe what your organization
does…in 15 seconds.
• What is your organization known
for?
NETWORKING RULES
• Arrive early.
• Networking and selling don’t mix.
• Prepare questions ahead.
• Get list of attendees, when
possible.
NETWORKING RULES
• Listen – Listen – Listen.
• Sit with strangers.
• Meet new professionals.
• Don’t monopolize conversation.
• Ask questions.
Don’t go “Surf Schmoozing”
Pay close attention to the person
you’re talking to.
Remember what your mother
taught you.
SO…HOW DID YOU…
• So, how did you get started in this…
–Business?
–Hobby?
–Volunteer Program?
–Area of Interest?
Are you originally from….?
What brought you here?
How did you get involved with…?
WHAT DO YOU ENJOY
MOST ABOUT…
• What you do?
• Your business?
Etc. Etc. Etc. Etc…….
ASK AND YE SHALL
RECEIVE
How to get your supporters
To network for you.
ASK!
MEET & GREET
GET VISIBLE!
PRESENT A PROGRAM!
NEWSLETTERS
ATTENTION GRABBERS
POWER UP YOUR PRINT
• Make it short and vivid.
• Appeal to the senses.
• Make it funny or touching.
• Make it rhyme (or make it a song).
• Parody something familiar.
NETWORKING AT
TRADE SHOWS
• Set networking objectives.
• Use pre-show promotion with letters
and information.
GET THE MOST BANG
FOR YOUR BUCK!
Greater Madison Chamber
Mardi Gras
GET ATTENTION!
NETWORKING
OPPORTUNITIES
• GMCC and GMCVB
• Rotary – and other organizations
• Downtown Madison, Inc.
• Middleton Chamber GMM
• In Business’s Executive Register event
• Etc. Etc. Etc.
IN BUSINESS
EXTREME NETWORKING
THROW YOUR OWN PARTY!
• One of the most effective ways to
keep in touch with the new people
you’re networking with…is to invite
them to parties.
• If they are productive, interesting
people, they’ll want to expand their
own networking circle.
HOST A SUCCESSFUL EVENT!
FAMILY BUSINESS OF THE YEAR
AWARDS DINNER
POWER NETWORKING IS
FOR EVERYONE!
AND, EVERYONE DOES IT!
“EIGHTY PERCENT OF
LIFE IS JUST SHOWING UP!”
Woody Allen
• Take a risk – go!
• Go with the agenda of having a good
time!
• People are attracted to people who
are having fun!
HIGH TECH HAPPY HOUR
Get Involved…
Go with supporters to their events.
Visibility is exponentially
increased by the presence of you
and your team at networking
opportunities.
CREATE A COMMUNITY
PRESENCE
• Invite community interest with
issues that are near and dear to
your organization.
• Serve your communityof
supporters.
IF ALL ELSE FAILS…
• The telephone is a good way to
talk to people without having to
offer them a drink!
• Humorist, Fran Liebowitz
YOU ARE IN CHARGE!
• You are the only one in charge of the
way you network.
• You select your networking choices.
• You nurture the network in your
own way.
• You add value to each connection.
GREAT POWER
NETWORKERS
• Exude confidence!
• Are enthusiastic!
• Enjoy people!
• Plan, practice, and polish their act!
• Have a good sense of humor!
JUST REMEMBER…
• If you don’t touch base, you can get
thrown out of the game!
• It’s infinitely more difficult to get
back in the game than to stay in!
• Touch base when you need nothing!
DALE CARNEGIE SAID …
• "You can make more friends in two months by becoming really interested in other people than you can in two years by trying to get other people interested in you.
• Which is just another way of saying that the way to make a friend is to be one.“
NETWORK SMART
• Commit by marking your calendar
with all networking events.
• Go to every event possible.
• Don’t spend to much time with one
person.
• Network with prime prospect
supporters.
WORK THE NETWORK
• Manage contacts with a software
program.
• Don’t waste any opportunity.
• WORK YOUR NETWORK!
STARTING NOW…
• Develop a top ten list
• Connect with each person on your
list at least once a month.
• Keep prospecting for additions to
list.
• ROMANCE THE LIST.
UNIVERSAL TRUTH
OF POWER
NETWORKING… According to Jeffrey Gitomer’s
“Little Black Book of Connections”
Make friends!
Play nice!
Take a bath!
Do your homework!
Get out and
build your
Network!