Networking Your Executive Presence


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Pepperdine Masters program student orientation workshop.

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  • 1 Think about what it is that you do.Write down what you do in several different ways. Try writing it at least 10 to 20 different ways. Don't edit yourself at all. You will edit later. This first step is for generating ideas. Don't hold back. Ideas can be goofy, serious, wild, funny, or conservative. It doesn't matter. The goal is to get as many ideas as possible down on paper. 2 Tell a story.Write a very short story that illustrates what you do for people. If necessary, the story can be long. You will boil it down later. Paint a picture with words. 3 State your objective.Write down your objective or goal.Do you want to make a sale, gain a prospect, enlist support for an idea, earn a referral, or something else? 4 Write action statements.Write 10-20 action statements. This is a statement or question designed to spur the action associated with your goal. 5 Record yourself.Record yourself and listen to the playback. You can get a cheap digital tape recorder at Staples or Office Depot. If you have a smart phone, get an app that will allow you to use it as a digital recorder. You can also use Jott if you don't have a recording device. Jott is a free phone-based service that translates your messages into text as well as providing an online link to the original audio.
  • 6 Let it sit.Come back to what you've written with fresh eyes and ears the next day or later on in the same day. 7 Fine tune.Highlight what you like. Listen and read through what you've recorded and written. Then either highlight or circle the phrases that hook you with clear, powerful, and visual words. Obviously not all the words will fall into these categories. You still need connector words, but you want them to be as few as possible. Put the best pieces together. Again you'll want to write down several versions of this much tighter pitch. Tell us what you do and why people should want to do business with you. Include elements from your story if you can fit it in. 8 Fine tune again.Record these new ones. Do a final edit cutting as many unnecessary words as possible. Rearrange words and phrases until it sounds just right. Your goal is 15 to 30 seconds maximum. 9 Dress rehearse.Run it by as many people as you can get to listen to you. Get feedback from people you trust. These could be colleagues, clients, friends and family. 10 Run with it.You’re done for now. Take your final elevator pitch and write it down. Memorize and practice it until it rolls off your tongue naturally and effortlessly.& 10 Also Continue improving.Over time, always be on the listen for phrases that you think could make your elevator pitch more clear and impactful. And then test it. Every once in a while you will probably benefit by starting from scratch because things always change, including you, your business, your goals, and your clients’ needs.
  • Networking Your Executive Presence

    1. 1. Pepperdine<br />University<br />Networking Your Executive Presence<br />Career Seminar  Graziadio School of Business and Management <br />Holland<br />Presentation Consulting <br />
    2. 2. Workshop Agenda<br />1<br />
    3. 3. Quick Warm Up <br />
    4. 4. Quick Warm Up<br />Let’s Meet Some New Waves.<br />Everybody Stand Up.<br />3<br />
    5. 5. Quick Warm Up<br />Step 1<br />Find two people you don’t know.<br />Look them in the eye.<br />Shake their hand.<br />Introduce yourself.<br />4<br />
    6. 6. Quick Warm Up<br />Step 2<br />Find two more people you don't know.<br />Look them in the eye.<br />Introduce yourself. <br />Perform high fives.<br />5<br />
    7. 7. Quick Warm Up<br />Step 3<br />Find two more people you don't know.<br />Look them in the eye.<br />Introduce yourself.<br />Perform over-the-back high fives.<br />6<br />
    8. 8. Quick Warm Up<br />Step 4 (Finally)<br />Find two more people in the room you haven’t met.<br />Look them in the eye.<br />Create, between you and your partners, a completely new handshake.<br />Each new handshake must be unique.<br />7<br />?<br />
    9. 9. Quick Warm Up<br />Step 5<br />Anyone particularly pleased with their hand shake?<br />?<br /><br />8<br />
    10. 10. Networking Basics<br />
    11. 11. Networking Basics<br /><ul><li>What’s Networking?
    12. 12. Meeting new people
    13. 13. Trying to build relationships
    14. 14. Something you must do</li></ul>10<br />
    15. 15. Networking Basics<br />Why is networking necessary?<br />Everyone needs someone, or, more typically, a group of people to succeed in business.<br />No one pulls themselves up by their own bootstraps.<br />Everyone has a story of how someone helped them.<br />It’s a common trait of highly successful business people.<br />11<br />
    16. 16. Networking Basics<br />Top 10 Networking Mistakes<br />Not networking until needed<br />Not having a strategy<br />Selling too hard at events<br />Not selling yourself at all at events<br />Rambling when people ask what you do<br />12<br />
    17. 17. Networking Basics<br />Top 10 Networking Mistakes (cont’d)<br />Not branding yourself clearly<br />Not having a follow up system; not using a follow-up system<br />Not setting goals for events attended<br />Hanging out with just your friends and people you’re comfortable<br />Getting so involved that it becomes a volunteer job and you stop<br />13<br />
    18. 18. Top 7 Things That Will Set You Apart as You Network<br />Nurture your network. Only 20% of people have a vibrant network. If you have one, you’ll have the advantage. Only a handful of people know lots of people.<br />Have – and bring – your business cards.<br />Follow up. Do what you’ll say you’ll do. Always thank your contacts via e-mail, notes, cards.<br />Networking Basics<br />14<br />
    19. 19. Top 7 Things That Will Set You Apart as You Network (cont’d)<br />Attend events, learn to work a room, be likeable and interesting.<br />Find a mentor, be a mentor, volunteer.<br />Join a professional organization related to your field – not all of them, be specific and targeted.<br />Be ready and memorable with your elevator pitch.<br />Networking Basics<br />15<br />
    20. 20. Your Elevator Pitch<br /><br />
    21. 21. Your Elevator Pitch<br />What’s an Elevator Pitch?<br />Your opportunity to tell your unique story with passion.<br />This is the 15- to 30-second description (formerly 60 seconds) of what you do and why your listener would want to hire you.<br />Make your elevator pitch a 10-second teaser up front. The other 10-20 seconds can add filler.<br />17<br />
    22. 22. Your Elevator Pitch<br />What’s an Elevator Pitch?<br />It's called an "Elevator Pitch" because it describes the scenario of your need to impress your dream prospect should you find yourself with him or her in an elevator.<br />18<br />
    23. 23. Your Elevator Pitch<br />HOW EXCITING!<br />PLEASE TELL ME MORE!<br />What’s an Elevator Pitch?<br />You have the duration of the elevator ride to pique their interest and entice them to give you another five minutes or half hour to tell your whole story. <br />19<br />
    24. 24. Your Elevator Pitch<br />Why is this important?<br />You have only 15 to 30 seconds to make a powerful and lasting first impression.<br />The 60-second pitch is better trimmed to 30 or even 15 seconds because people have even less time today and attention spans are brief. <br />The goal is to catch them quickly within your short window of opportunity.<br />20<br />
    25. 25. Your Elevator Pitch<br />8 Successful Elevator Pitch Components<br />Concise<br />Clear <br />Powerful<br />Visual<br />Tell a Story<br />Targeted<br />Goal Oriented<br />Has a Hook<br />21<br />Source: Dumb Little Man<br />
    26. 26. Your Elevator Pitch<br />How to Craft it in 10 Steps<br />Think about what it is that you do.<br />Tell a short story illustrating what you do.<br />State your objective or goal.<br />Write 10-20 action statements. <br />Record yourself and listen to the playback. <br />22<br />Source: Dumb Little Man<br />
    27. 27. Your Elevator Pitch<br />How to Craft it in 10 Steps<br />Let it sit and review later.<br />Fine tune, strip phrases down to their cleanest components.<br />Put the best pieces together.<br />Fine tune again, record & dress rehearse.<br />Run with it & continue improving.<br />Source: Dumb Little Man<br />23<br />
    28. 28. Your Elevator Pitch<br />A Successful Elevator Pitch <br />Leaves them with the impression: “Why they would want to hire you.”<br />Should be rehearsed until it rolls effortlessly off your tongue.<br />24<br />
    29. 29. Working a Room<br />
    30. 30. Working a Room<br />What is it?<br />Combining your Networking Basics and Elevator Pitch to leverage business relationships for<br />Trade Shows<br />Social Events <br />Business Meetings<br />26<br />
    31. 31. Working a Room<br />How Do I“Work” a Room?<br />Mingle, in spite of feeling awkward.<br />Realize that everyone is feeling the same way.<br />27<br />
    32. 32. Working a Room<br />Managing Common Fears<br />Believe you have more to offer than you may first think.<br />Redirect<br />Take the focus off you outside giving your elevator pitch.<br />Play interviewer, get people to talk about themselves (something they love).<br />Turn yourself into a host and make other people comfortable.<br />Give yourself a project or volunteer to help.<br />28<br />
    33. 33. Working a Room<br />Best-Practice Tactics<br />Practice your 10-second “hello” (not an elevator pitch). “Hi, my name is Robert Frost. I’m an MBA candidate with an emphasis in Entrepreneurship.”<br />Listen and ask questions.<br />Eat sparingly.<br />Present invitingbody language.<br />Arrive early.<br />Stay late.<br />29<br />
    34. 34. Working a Room<br />Best-Practice Etiquette<br />Avoid<br /><ul><li> Inappropriate use of names (“Cyn”, “PU”)
    35. 35. Controversial topics
    36. 36. Rambling
    37. 37. Not showing interest (plan your gracious exit instead)
    38. 38. Asking for free advice
    39. 39. Giving free advice
    40. 40. Asking for a job</li></ul>30<br />
    41. 41. Working a Room<br />Making Conversation<br />Notice and comment on the obvious.<br />Food & beverages<br />Venue<br />Weather <br />Use open-ended questions to gather information.<br />Research small talk prep required for:<br />Current events<br />Organization culture and leaders<br />Find common interests<br />Education, work, hobbies<br />Be sincerely curious, you’ll never know what you’ll find or learn.<br />31<br />
    42. 42. Working a Room<br />Business Cards<br />Ask for business cards, never offer.<br />Make notes on business cards for follow up.<br />Don’t have any? Pepperdine offers exceptional business cards.<br />32<br />
    43. 43. Networking Lunch<br />
    44. 44. Networking Lunch<br />Let’s do This in 4 Easy Steps:<br />Find a Stranger.<br />Introduce Yourself.<br />Ask Engaging Questions.<br />Exit Graciously.<br />We’re omitting critical step 5 for today’s practice.<br />But please remember it. (What can it be?)<br /><br />34<br />
    45. 45. Networking Lunch<br />Step 1: Find a Stranger<br />Put yourself in uncomfortable places.<br />Meet others you have yet to meet.<br />35<br />
    46. 46. Networking Lunch<br />Step 2: Introduce Yourself<br />Name<br />Program<br />Emphasis<br />36<br />
    47. 47. Networking Lunch<br />Step 3: Make Small Talk & Ask Engaging Questions<br />Notice and comment on the obvious.<br />Food & beverages<br />Venue<br />Weather <br />Use open-ended questions to gather information.<br />Research small talk prep required for:<br />Current events<br />Organization culture and leaders<br />Find common interests<br />Education, work, hobbies<br />Be sincerely curious, you’ll never know what you’ll find or learn.<br />37<br />
    48. 48. Networking Lunch<br />Step 4: Exit Graciously<br />Most critical to maximize your time at the event.<br />Spend 5-7 (12 max) minutes (why?), and excuse yourself:<br />Extend hand and say, “Nice meeting you.”<br />Promise to follow up.<br />Include new people in group.<br />Bring the person along.<br />38<br />
    49. 49. Networking Lunch<br />OK!<br />Find a Stranger.<br />Introduce Yourself.<br />Ask Engaging Questions.<br />Exit Graciously.<br />Go Practice! <br />See you back here at ____ for our “Learning Activity.”<br />39<br />Subliminal Message: Hey, the “Learning Activity” is a GAMESHOW.<br />
    50. 50. Learning Activity<br />
    51. 51. Learning Activity<br />Guidelines<br />It’s like the a popular TV Learning Activity but you don’t have to answer in the form of a question.<br />Team representatives “buzz in” when they think they have the correct answer.<br />Team reps can discuss answers, seek guidance from their team.<br />You have 30 seconds to answer after “buzzing in.”<br />Some questions may have more than one correct answer. Read all answers and pick the bestone.<br />Let's reinforce our learning. If you have questions, we’ll stop to address them.<br />41<br />Subliminal Message: Hey, it’s a GAMESHOW.<br />
    52. 52. Pepperdine<br />University<br />Networking Your Executive Presence<br />Career Seminar  Graziadio School of Business and Management <br />Holland<br />Presentation Consulting <br />