1. The Total Workshop:
An Hour of Multiple
Techniques
Presented to
NDCC Networking Skills Workshop
June 12, 2012
2. Today’s Workshop is in
Four Parts
1. Engagement
2. Appearance
3. The Unique Introduction
4. Follow up
Alice from Dallas and The
Relentless Networker
3. Conversation and
Engagement
• Handshakes
• Business cards and nametags
• Icebreakers
• Energy and enthusiasm
Alice from Dallas and The
Relentless Networker
4. The Handshake
• The limp handshake
• The knucklebreaker
• The politician
• The collegiate
• Other parts of the world
Alice from Dallas and The
Relentless Networker
5. Business Cards &
Nametags
• Cards
o Thicker, special inks
o Uncoated, blank
o The exchange
• Nametags
o Where to put them
o What to write on them (if that’s an option)
Alice from Dallas and The
Relentless Networker
6. Icebreakers
• Opening lines
o “What brings you here today.”
o “How do you know the host?”
• Attention getters
o Unusual title or name on nametag
Alice from Dallas and The
Relentless Networker
7. Energy & Enthusiasm
• Energy
o Where to find it
o Show it
• Enthusiasm
o Be positive
Alice from Dallas and The
Relentless Networker
8. Appearance
• Posture
• Body Language
• Dress and grooming
Alice from Dallas and The
Relentless Networker
9. Posture
• Be confident
• Be genuine
• Smile
Alice from Dallas and The
Relentless Networker
10. Body Language
• Crossed arms
• Where to put your hands
• Smile
Alice from Dallas and The
Relentless Networker
11. Dress & Grooming
• Know the dress code
• Overdress rather than underdress
• Cleanliness is next to….
Alice from Dallas and The
Relentless Networker
15. The Formula
• The opening (who you are)
o Start with your name or a question
• The offering (what you do & how you help)
o “I help clients prosper.”
• The closing (saying goodbye & request)
o A request or closing line
Alice from Dallas and The
Relentless Networker
16. The Delivery
• Posture
o Stand straight and speak clearly
• Make eye contact
o Looking people in the eye engages them
• Breathe
o It helps you relax and pace yourself
Alice from Dallas and The
Relentless Networker
17. Exercise
Take 5 minutes to have a conversation
Practice your unique introduction on one
another
Alice from Dallas and The
Relentless Networker
18. Follow Up
• Tracking the ideal prospect
• Databases
• Calls, emails and cards
• Giving
Alice from Dallas and The
Relentless Networker
19. Tracking and Making
Contact
• Call as soon as possible
o The same day if you can
• Make an appointment or ask when you can
call
o While you are networking or soon after
• Send an email or call quickly
o You might be forgotten
Alice from Dallas and The
Relentless Networker
20. Databases and Tracking
People
• ACT!, Salesforce, Outlook, Address Book, Excel
o Formal CRM systems
• What to track
o When you met them, interactions
• An Excel spreadsheet
o Can be taken from or merged with other systems
Alice from Dallas and The
Relentless Networker
21. Giving
• Ask and offer referrals
o This helps build trust
• Consider a gift as a thank you
o For their time and attention
o To help build the relationship
• Remember your manners
o Always say thank you and please
Alice from Dallas and The
Relentless Networker
22. In Summary: Remember
the Four Parts
1. Engagement
2. Appearance
3. The Unique Introduction
4. Follow up
Alice from Dallas and The
Relentless Networker
