networking presentation by gregdurocher cambridge chamber of commerce

1. Are You
NETworking?
OR
NOTworking?

2. Networking is like
broccoli…you may not like
broccoli…but deep down
you’ve always known it
was good for you.
So is Networking!

3. The great news is;
those who already network good, can do it even
better, those who don’t, can learn the skills of
positive networking and become good at it too!

4. You’re not just making
contacts, you are building a
reputation

5. People do business with
people they know, LIKE and
TRUST!

6. In Networking you want to meet enough Frogs,
to be known as “The Frog About The Pond”.
And turn some of those Frogs into business
contacts of princely proportions.

7. A TRUE
Networking Story
The Frog, The Prince
and The Toad

8. “And So Our Story Begins”
Once upon a time there was a Princess, and she was a
wonderfully beautiful Princess and all she wanted was a
Prince to love her. Well many came and went and she
never found one that truly loved her. One day her fairy
Godmother came to her and said “Lily, there is a frog in
the pond who is actually a Prince when you kiss him, he
will turn into the Prince who will love you beyond your
wildest dreams, the one who will make and keep you
happy forever”. Lily looked at her and said, ”ok, but how
will I know which frog is the one magic frog that will
change my life forever?”, Lizzy said “Lily, you will have
to kiss all the Frogs and find him yourself.”

9. The Frog
“The Royals” (Princes and princesses of
Chain…
networking)
“The Tree Frogs” ( Usually Good Networkers)
“The Chorus Frogs” ( Practicing the art of
ribbiting)
“Just Frogs” (Decide not to come out of the weeds
and Participate)
“The Toads” (A frog who moved DOWN the Frog
Chain)

10. “Great rewards can flow from
positive networking and only
some of them are about money
and success”
Thomas J, Donohue
President and CEO
United States Chamber of Commerce.

11. The Power
Defined..
“Once upon a time there was a confident northern
cricket frog named Ned. He thought he was the life of the
lily pond. Actually he though he was a real prince. He
would leap from lily pad to lily pad, collecting business
cards from everyone and emailing them the very next
day. Ned prided himself on the fact that he could break
into any conversation. In his little green brain he was
always thinking “What can you do for me?” Ned got it
wrong. He was not a positive Networker. Instead, Ned
was “Alota Networker” Alota Networker does not a good
networker make.

12. The most powerful secret of positive
networking is:
“Discovering what you can do for
someone else”

13. “Doing something for someone else is the
affirmation of what YOU naturally know to be right”

14. Welcome to the
World of
“Positive
Networking”

15. All you have to do is follow the
“Network Dance”
N.E.T.W.O.R.K.
So.. Let’s Dance
The Seven Secrets To Positive Networking

16. N
Never Leave Home Without Them

17. “Jeremiah Was A Networking Bullfrog”
Once Upon a time, Jeremiah, a middle management
bullfrog, received an email from his Boss, Freddie
Flycatcher, who requested his attendance at a
business reception with him at the Insect Inn.
Jeremiah was thrilled; this was his chance to impress
his boss with his networking skills. At the event,
Jeremiah steered clear of the swamp water and Garlic
Flies just to be sure, and spent his time meeting as
many other Frogs as he could. And he was doing just
great, Freddie his boss, spotted him and said come
over here to meet a very important contact, Marsha, I’d
like you to meet Jeremiah, he is our top web ware
salesman, Jeremiah, give Marsha your card, Jeremiah
reached into his pocket and CAME UP? EMPTY

18. “Never Leave Home
Without Them”
1 – I am sorry, I forgot my cards
2 – I could kick myself, they are on my desk
3 – Gee, I thought I brought some, they must
be in here somewhere.

19. Any card is better than no card….
Networking events are
NOT
“Card Free Zones”
“I don’t know why, I just don’t think
about bringing them”
“It feels pushy, like a sell job”
“Its kind of tacky”

20. ”Low Network Shepa”
Giving out your business card serves one purpose
letting people know who you are, it is that simple
keep it simple….make sure they fit into the pack
your business card should pass the
“Cross-Cultural Test”.

21. SUMMARY – “Never Leave Home Without Them”
Have a minimum of 10 cards at all times…and I MEAN ALL
TIMES….. You can never carry too many cards, only too few
Introduce yourself by name, and give them your card
If you don’t have a card…boy do you really need one
Go ahead, make your card memorable, but easy to read…we are all
getting older to the Business Card Eye Test
Add a QR code
If your doing business in another country…do the “Cross-Cultural
Test”
Who’s it all about?

22. E
Establish, Extend, Exchange, Engage

23. “Leap Frog”
“Once upon a time Emeril and Olive Hopper were invited to an
important business dinner, Olive was top Frog CEO of one of
the leading environmental engineering companies in the
western wetlands. Emeril, an affable Pobblebonk Frog, was
her husband. He knew the host, Mr Newt, was having some
serious “Green” issues with his drilling company. Emeril
thought a new safety product, developed by Olive’s company
would end the Greenpeace Boycott of Mr. Newt’s company.
Emeril took Olive over to greet Mr. Newt and before Emeril
could introduce Olive properly, Mr Newt absentmindedly
shook her hand, while beginning to speak to the person
beside her. Olive knew exactly where Mr. Newt fit in the Frog
Chain, and it wasn’t “Prince”. Although it may have been a
coincidence, Olive entered into an exclusive licensing
agreement with Mr. Newt’s competition.”

24. ESTABLISH EYE CONTACT….
EXTEND YOUR HAND….
EXCHANGE BUSINESS CARDS….
THEN ENGAGE IN CONVERSATION
The
Handshake

25. Acknowledge a card when you get it
Make sure the card you hand out is
yours???
Ever had total eclipse of the brain????
Fess up!
Total eclipse’s of the brain happen to all
of us, your in good company.
Try, when meeting them to use their name
three times in conversation with them

26. SUMMARY – “Establish, Extend, Exchange, Engage”
Establish eye contact and smile – be focused
Be the first to extend your hand – develop firm
handshake
Be the first to give out a card – give cards to everyone
in the group – if people don’t give you one, ask for one
– be respectful and read the card – keep cards you get
separate from you own
Use a persons name throughout the conversation –
wear nametags as high as possible and on the right
hand side – it is ok to ribbit out a weather or sports
report to get a conversation going.

27. T
Travel In Pairs

28. “A Very Green Tag Team”
“Once upon a time, there was an up and coming
accountant frog named Polly, who worked for McFly &
Young. She was on the fast track to partner. She and her
Fiancée’, Bob Wogg, went to her firms annual Christmas
Party. Polly had butterflies in her stomach just looking
out on that croaking sea of green. Polly took Bob’s hand
and moved into the chorus of Frogs. One of the Partners
at her firm came up to greet them enthusiastically. Polly
panicked because she was drawing a total blank on his
name. Bob stood patiently waiting for Polly to introduce
him. Then Bob went and made things worse by saying,
Honey, why don’t you introduce me to your colleague?
Polly was mortified. Actually she almost croaked.

29. Travel in pairs, just like the FBI, they know the value
of good back up.
Tag-teammates introduce you to people you don’t
know but they do, they get their network working
for you too.
Tag-teammates can help you when you forget
someone’s name.
Tag-teammates help one another and keep an eye
out . If one is trapped in a conversation or
left
high and dry, the other can come to their aid.
Tag-teammates can sing your praises much better
than you can. Its’ hard for you to launch into a story
about yourself.

30. SUMMARY – “Travel In Pairs”
When the invitation says “Guest” take your tag-teammate. OH
REMEMBER to RSVP for them too.
Fill them in on the rules of tag-teaming
If your teammate doesn’t introduce someone to you immediately,
use the “Step-forward Rescue” , stick out your hand and introduce
yourself
Don’t be afraid to sing your teammates praises, even if its volunteer
work, or awards, make sure you gloat for them
Use your teammates name in conversation, this ensures everyone
remembers their name.
Keep an eye on each other, incase of entrapment.
Don’t forget your there to meet people and expand the pond in which
you serve.

31. W
Working The Pond – Positively

32. Speaking of Pond’s
“Once upon a time there was a shy but very bright Western
Tree Frog named Franklin A. Borealis. He was definitely
“Prince” material, but first he had to overcome some serious
roadblocks. Just thinking about networking got Franklin
jumpy. So, he decided to join a fraternal association, the
LOFLFM – Leaping Order For Frogs-Legs-Free-Menus, in hope
of meeting some like-minded Amphibians. He thought this
would make for a softer landing in the networking pond. It
didn’t take long for Franklin to start feeling more comfortable.
He joined a committee lobbying fancy French restaurants to
start serving chicken wings, and he even started introducing
guest speakers. Soon Franklin was ready to branch out to
bigger, scarier ponds. He encouraged other fraternity brothers
to test the waters with him. Soon he had his own chorus of
frogs who he saw at events. Franklin no longer felt like a
Flyweight.

33. To build a network, you have to meet a
lot of new frogs.
“Working the Pond” doesn’t necessarily mean
strong-arming people into talking to you,
Learning how to circulate amongst your fellow Frogs
is a subtle skill; its not a canon ball splash into the
middle of the POND!
Chatting with a few fellow amphibians, enjoying the
free drinks and snacks, just doesn’t cut it. THIS IS
SOCIALIZING, NOT NETWORKING.

34. There are three circles in the POND
Acquaintances
Extended Circle
Close Circle

35. The BIG SWEAT?
•YOU NEED TO BELIEVE KNOWING YOU
and conversing with you is valuable
•Folks, it is important to meet, greet, and
work the pond continuously
•Accept the INEVITABLE.
Darcy Rezacs Networking Rule No. 7
“Get over it and move on”…..

36. • “Greeting Position”
• Give them the attention they deserve
• Is the effort worthwhile?
You bet it is

37. SUMMARY – “Working The Pond”
When you enter a room of strangers, stop and take your
time, look around for the best opportunities; friendly
groups, wallflowers and or acquaintances.
You will probably experience rejection, when in Toad
Country, remember Rule #7 “Get over it and move on”.
The front of the room is the place to meet people or start
a group. Avoid Siberia
Approach working the pond by thinking about what you
can do for someone else.

38. O
Opportunity is Everywhere

39. Opportunity is Everywhere
“Once upon a time, there was a young doctor frog named
Ralph Rani. He was a dermatologist and was attending
his first large medical conference. He wanted to make a
big splash amongst his peers and the more experienced
frogologists. At the end of the session entitled “Results
of Clinical Trials on Wart Removers”, Dr. Ralph stood up
and asked a question. He thought that his was his
opportunity to let everyone in the room know that he was
an expert on the subject. Puffing himself up, he prefaced
his question with much croaking and ribbiting. When he
finally got to his question, he made it a three part
question, the rest of the frog docs just rolled their big
bug eyes. They were no longer interested in the wart
removal trials; they just wanted something that would
remove Dr. Ralph”

40. HUNDREDS OF OPPORTUNITIES EACH YEAR
VOLUNTEER” yourself, and watch the
dividends come in SPEAK UP.
You can’t judge a book by its cover
You never know who you’ll meet
“REMEMBER THE LEVEL”
EVEN THE PRINCE’S AND PRINCESSES
WERE FROGS AT ONE TIME

41. SUMMARY – “Opportunity Is Everywhere”
Join organizations and participate in them
Become an associate member of organizations in your industry
(associates are usually more cost effective, or as my wife would say,
cheaper)
Give something back to your community by getting involved. Trust
me you will get more back than you give every time.
Give your expertise away FREE. Anytime you can be a guest
speaker, TAKE IT
Use your judgment on plane’s trains and automobiles, introduce
yourself, but respect others privacy.
Keep an open mind, and network up, down and at the same level,
REMEMBER YOUR LEVEL.

42. R
Repeat, Repeat, Repeat

43. “Being There”
“Once upon a time, a keen green chorus Frog named Tad
Pole attended his monthly Chamber of Commerce
Amphibian’s Night. Tad was a regular at this networking
pond and others. At the event, an ornate horned Frog
named Emerald drew him to one side and said, "Tad”,
don‘t you know if you kiss too many Frogs you will get
warts?" So concerned was Tad, he went to see his doctor
the next day. "Doc, is it true if I kiss too many Frogs I will
get warts?” He asked. “No Tad, it is not true, “ replied the
Doctor. “What will I get then?” Asked Tad, still
concerned. “Nothing just tired, and a lot of good
contacts” Replied the wise old Doctor.

44. “BEING THERE”
By being there, great networkers develop
good reputations and are well respected.
set a goal of going to 3 networking type events
each month
Make seven contacts per event
End of the year you will have 252 contacts
In 3 years you will have 756 new contacts
“The incredible shrinking world”

45. Good networkers are seekers and purveyors
of knowledge
Learning is NOT compulsory……but
neither is survival

46. SUMMARY – “Repeat, Repeat, Repeat”
Repeat, Repeat, Repeat, the more networking you do, the
better you get at it, the better you get at it, the more positive
the results.
Great networkers work on building relationships and are
known for being there. They make it part of their everyday life,
and develop a reputation for reliability.
Keep track of the events, and number of contacts you make,
lets make sure we build on that network at every opportunity.
SET GOALS of events and contacts.
Just being there isn’t enough, remember, you need to
exchange information, read the newspaper, surf the net, be
entertaining and informative.

47. K
Keep It Going

48. “Frog-Ot”
Once upon a time, in the town of Greensboro, lived an
eastern Banjo Frog named Joey. He was getting ready for
his first Rotary Meeting after a summer at the family pond
in the smoky mountains. He felt the chill of winter
coming on so he put on his nice “weed” jacket. Joey put
his hand in his pocket and found a big wad of business
cards that he had collected at the networking event last
winter, at the Lily Pad Inn. Overcome with reptilian regret,
he realized that he had just “Frog-ot” to call some of
these Frogs, he’d even promised to send an article to one
of them. He wondered if he’d bump into any of them at
the event tonight. Would they remember that he wasn’t a
Frog of his word?

49. Networking is a contact sport
Email connects us to the World
When communicating by email consider:
Be succinct and targeted; stay to a single
subject with each email.
Many people will not open attachments from
strangers. Never send photos or other large
attachments unless you know the recipient will
accept them and BETTER want them.

50. Tips Cont’d
Photo’s should be reduced in size to 640X480
Pixels and compressed to 150kb
“SEND” is forever, try and correct spelling, and
grammar.
Don’t forward unless you know they are wanted. What
may be funny to you, may not be to the recipient.
Don’t send anything you would want to see on the
front page of the Record with your name attached
to it.
AND sometimes you will need to break the cycle of
send / reply and pick up the phone.

51. SUMMARY – “Keep It Going”
To be a good networker, you need to be good at followup
Follow-up is all about discovering what you can do for
someone else and doing it, that’s how you develop long
and valuable relationships
You need to learn something about people before you
can discover what you can do for them. Ask questions,
check the web, and talk with others.
Networking is a contact sport. You need face to face
contact on a regular basis to build connections

52. What’s Your Excuse?

53. The Bumblebee is aerodynamically
incapable of flight, their ratio of body weight
to wingspan is disproportionate. Therefore
the bumblebee can’t fly
YET….
The Bumblebee
FLY’S?

54. Bumblebee’s
CAN Fly…..Why?
It is the most
efficient way to
gather nectar

55. Gathering Nectar...
What does our Nectar do
for us? Makes Us Money,
Not Honey

56. “The End of The Beginning”
“Prepare yourself everyday, read, ask questions, listen,
the voyage of discovery never ends. Always be aware
of the Network and it’s reach; it is always on,
understand that Positive Networking flows from the
secrets and steps of the Network Dance, therefore,
practice, practice, practice. Finally, participate and be
a contributor. In time, you, and those you touch will
experience the magic of the random and unexpected
good things that will come from Positive Networking
done well.”

57. THE NETWORK DANCE
N – Never Leave Home Without Them
E – Establish, Extend, Exchange, Engage
T – Travel In Pairs
W
– Working The Pond - Positively
O – Opportunity is Everywhere
R
– Repeat, Repeat, Repeat
K – KEEP IT GOING!