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The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
The Art of Networking & Effective Requests
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The Art of Networking & Effective Requests

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5.16.13 RISE Week Austin, TX 10AM Presentation at TechRanch. Session: …

5.16.13 RISE Week Austin, TX 10AM Presentation at TechRanch. Session:

Austin allows you the opportunity to meet a lot of people. Our community is so supportive that it's common a complete stranger will take you up on a coffee invite to help you in any way they're able. But the process leading up to and following can get pretty cloudy for all involved. And if you aren't smart about how you reach out, you can needlessly waste serious time and your reputation capital in the process. In this session, I'll share the techniques I've developed over my career to get the meeting you want in the most efficient way possible that sets up your interaction to be meaningful, and the relationship footing on a level ground. You'll learn how to better position yourself, your product or service, and remain relevant before during and after meeting someone. How to add value you didn't know possible, and how to become well regarded for doing the simple little things beyond meeting someone that 99% of entrepreneurs don't do.

Published in: Business, Education
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  • 1. The Art of networking & effective requestsMay 16, 2013 – Austin, TXScott Robinson | #riseatx13 | @jsratx
  • 2. What is networking?Any opportunity you find yourself in tomeet people you can build personal orprofessional relationships with toleverage business value.May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 3. Why do we network?To grow our resources of like-mindedpeople that provide us value for ourbusiness, and in turn provide value tothem for their business.May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 4. Why is this important?The more people you know, that knowwhat you do, that you provide value to,will reciprocate that value to you.May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXYou never know who you’re going to meet.
  • 5. Be Intentional• What to attend?• ATHH, TexChange, Door64, Capital Factory, AustinBreakfast Club, RISE, SXSW, BASHH Network after Work,LinkedIn Groups, Industry Associations• Austin Calendars• Eventbrite, Meetup, Austin Digital Jobs, Startup Texas,ACOC• Why are you attending?• What is your purpose?• What is your plan?May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 6. Attending• What first impression will you make?• What are you wearing?• How do you feel?• Business cards – accessible• Name tag• First name – large – legible• Right chest• Skip the food – get a drink• BeginMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 7. Engage - Unknows• Disperse• First name – ask theirs - remember it• Openers• What brings you here tonight?• How did you hear about this?• Have you been before – how was it?• What do you do?• Important – ask questions and let them talk, first• Your elevator – 15 seconds• Determine in 2M if this person is valuable• Yes – engage further, ask to LinkIn• No – nice to meet you – is there anyone here you would like tomeet? Ask to LinkIn.May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 8. Engage - Knowns• Come prepared for discussion• Read their tweets, press, website, earnings• Business owners love compliments• Approach, but don’t stalk• Introduce yourself and your firm clearly• Your elevator – 15 seconds• Relate your preparedness to the discussion• Saw your press, product announcement, etc…• Would love to follow-up soon, ask for a meeting• Don’t get specific on when, just get them to commitMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 9. Post Event• Make or review notes• Who did you meet?• What did you learn?• What commitments did you make?• What did you do well? Or have done differently?• Was this event valuable?• What is your next step?• How do your next steps fit into your existing schedule?• Prioritize themMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXFOLLOW UP
  • 10. What Is A Request?May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX• A request is a commitment to accept a promise torespond to what’s being asked for:• Meeting• Deliverable• Responsibility• Made within a specified time while producingsatisfaction to avoid confusion, fulfill our obligationsand exploit new opportunities so that future offers,requests and commitments are accepted - willingly
  • 11. Components Of A RequestMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX• A commitment and declared intent to take care ofsomething• Whoever the recipient is• Requires a response to: accept, decline, counter,or request clarification• Requires a specified time for when it is needed• Requires a specified condition of satisfaction• May require a consequence to not fulfilling it ontime with satisfaction.• Lack of follow through
  • 12. Checklist For An Effective RequestMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX1. Are you clear about purpose of your request?2. Are you committed to making this request?3. When do you need it by?4. What will you be satisfied with?5. Does the Recipient know how important this is?6. Is the Recipient responsible and capable to handlethis request?7. Are you able to produce a consequence and doesthe Recipient know it?
  • 13. Actual Recent Requests from MayMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXI’m in Panama right now but lets grab lunch or drinks next week.I ran into Jim and he told me I should reach back out to you and see if wecan link up for a call or coffee.I would love a coffee catch up…lots to fill you in on, in fact.Hey Scott, let me know when you can have coffee?At the moment, I could do something on Friday morning, say 9AM atVintage? Otherwise, it might have to be next week. What does yourschedule look like?How do you look for lunch, Scott?
  • 14. Following Up & The Effective Request• Unless a commitment was made – wait a day or 2• You’re busy and your time is valuable• Email – Your 2ndImpression• Recap your meeting and discussion and where you met.May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXIt was great meeting you at Tech Happy Hour Monday, John. Reallyenjoyed talking with you about your company. Would love to regroup withyou in a few weeks to learn more about you, your company and the workyou do.1. Established credibility by following up2. Asserted yourself in the relationship3. Indicated your time is valuable
  • 15. The Effective Request• The next step is the most important initialinteraction you will have – asking for the meeting.May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXI’m currently setting my schedule for the week of June 3. How would yoube for coffee at either 9 or 10AM the 3rd, 4th, or 5thnear your office? Orplease suggest a more conducive time for your schedule. Please let meknow your preferred venue, date and time and I’ll forward a calendarinvitation to confirm. If there’s anything to better prepare myself in theinterim, please forward when able. Looking forward to seeing you again,John.• Specific, gave options, offered convenience, andasked for a response one way or another.
  • 16. Securing The Meeting• Once you have a response, reply in email ANDsend a calendar invitationMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXThanks, John. I have us at 9AM on June 3rdat Houndstooth on Lamar. I’llgo ahead and forward a calendar invite as well. My cell is 512-867-5309 –and as a reminder I’m tall with a beard. Looking forward to picking up ourdiscussion and seeing you again soon.• You have asserted yourself in relationship• You have removed to-do’s for recipient• You have build credibility BEFORE meeting again• You have secured your meeting
  • 17. Meeting Prep• Do your homework on your meeting subject• LinkedIn connections, school, worked, lived, associations• Company press• Twitter (likes, preferences, leanings)• Employees (more connections)• CompetitorsMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXPrepare yourself in a way that will blow your meetingsubject away. This is your one chance.
  • 18. The Meeting• Confirm day before• Dress consistently to when you met• Be early• Offer to buy the coffee• Sit where you can hear one another – don’t strain• Put phone away – give undivided attention• Don’t look at your watch, but be mindful of time• Relax and relate to this personMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 19. Building Relationship Value• How can you help this person outside of your need?• Who & what do you know that can help them?• Shows consideration and sets you apart• Remember what matters to them• Refer them whenever you’re able• Selflessly, without hesitation and without warningMay 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX
  • 20. Leveraging your network• Be smart about your relationship capital• Who do you know who can help you?• Is this the best situation to leverage their value?• Make it easy on them to refer you.• Give them talking points in an email to cut/paste• Email intros: Try to reply first.May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXThanks so much for your thoughtful introduction, John. Moving you to bccNice to meet you, Lisa. John shared a little about your business during arecent meeting and I’d love to meet with you soon to learn more about youand the work you do….Always, always thank the referrer, immediately.
  • 21. The Best News…May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATXYou can do this too.
  • 22. THANK YOU!May 16, 2013 – Austin, TXScott Robinson | #riseatx13 | @jsratx

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