Networking Your Way to Great Relationships," Generation Putnam, Hurricane, WV

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"Networking Your Way to Great Relationships," Generation Putnam, Hurricane, WV

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Networking Your Way to Great Relationships," Generation Putnam, Hurricane, WV

  1. 1. Networking Your Way to Great RelationshipsGeneration PutnamAugust 17, 2012 © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  2. 2. Presenter Brian J. Moore Bi J M (304) 357-9905 brian.moore@dinsmore.com www.wvlaborandemploymentlaw.com www wvlaborandemploymentlaw com www.kylaborandemploymentlaw.com www.linkedin.com/in/brianmoorelawyer www.facebook.com/bmoorewvu www facebook com/bmoorewvu @bmoorewvu © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  3. 3. We will be covering: I. N t I Networking B i ki Basics II. Building Your Business: Networking with a P ith Purpose III. Keeping Your Business: The Once and Future Networker F t N t k IV. Networking With Social Media V. Helpful Networking Tips © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  4. 4. I. Networking BasicsWhat is Networking? g- In today’s business world, relationships are everything.- Establishing those relationships takes time, effort and above all else, commitment.- Networking, for our purposes, can be defined as: the establishment and/or fostering of personal connections in the context of a business relationship. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  5. 5. I. Networking BasicsWhere Does Networking Happen?“External” Networking:- Everywhere!- Examples: Dinners, Fundraisers, Board Meetings, Meetings Civic Events, Cocktail Parties etc Events Parties, etc.“Internal” Networking:- Marketing yourself to co-workers co-workers.- Being the go-to person. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  6. 6. I. Networking BasicsHow Can Networking Help Me?- Growing your business.- Retaining your business. business- Climbing the ladder.- Creating friendships. friendships © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  7. 7. II. Building Your Business: Networking With aP Purpose - When starting out, networking can be a daunting task. - Most people feel overwhelmed by the p p proposition of meeting new p p , spending g people, p g time in strange environments and speaking with people who might not otherwise be in their “peer” group. “ ” © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  8. 8. II. Building Your Business: Networking With aP Purpose Planning: Before heading off to your first social event, consider the following:1. Defining Your Market: - What is my product or service? yp - Who buys my product or service? - Why do they buy it? © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  9. 9. II. Building Your Business: Networking With aP Purpose2. Using Existing Connections: - Who do I know and how can that help me? - Family - Friends - Other Networks (High School, Undergrad etc ) School Undergrad, etc.) © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  10. 10. II. Building Your Business: Networking With aP Purpose3. Establishing Your “Brand”: Brand : - What are my skills? - How do my skills relate to my profession? - Can I be the go-to person? Example: Social Networking © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  11. 11. II. Building Your Business: Networking With aP Purpose Implementation: Once you have established your market, connections and brand, how do you use these skills to grow your network and get business? © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  12. 12. II. Building Your Business: Networking With aP Purpose1. Become an Expert: - The first step to being able to carry on a conversation and sell your services or products is to know what you are selling. - Always be able to answer questions about your field, products, field products interactions and business business. -Being knowledgeable, without being pretentious, will impress potential business associates. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  13. 13. II. Building Your Business: Networking With aP Purpose2. Embrace the Experience: - Most people feel awkward walking into new situations. - Find some common ground with your audience - “Mix” at the Mixer. - Use your knowledge to impress pote t a you o edge p ess potential clients and connections. - Be interesting!!! Don’t be Plain Vanilla g © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  14. 14. II. Building Your Business: Networking With aP Purpose3. Give a Little to Get a Lot: - Meals provide excellent networking opportunities pp - People Rarely Turn Down a Free Meal - 21 opportunities in a week week. - Everyone has to eat! © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  15. 15. II. Building Your Business: Networking With aP Purpose4. Service with a Smile: - Service for non-profit organizations. - Board Memberships. Memberships - Volunteer Activities (Get your hands dirty!). - Service as an aspect of your “brand ” brand. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  16. 16. II. Building Your Business: Networking With aP Purpose5. Authenticity Matters: - Do what you enjoy. - Enthusiasm is vital to success in networking networking. - A genuine interest will pay dividends. - Handshakes Names and Eye Contact: Show Handshakes, people that you care! © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  17. 17. II. Building Your Business: Networking With aP Purpose6. Follow Up and Follow Through: - After establishing new connections, solidify them by following up. y g p - Email, Phone Calls, or other types of communication can help to establish a lasting p g connection. - Primacy: Following up quickly can help others remember you. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  18. 18. III. Keeping Your Business: The Once and Future Networker F t N t k- Once your network is established, maintainingit and the relationships associated with it can bejust important as forming new relationships.-Complacency can be the death-nail to a p ysuccessful network of relationships. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  19. 19. III. Keeping Your Business: The Once and Future Networker F t N t k The following steps can help you maintain your relationships:1. Keep Your Sources in the Loop: - Newsletters blogs and email lists updating Newsletters, blogs, your network of your activities. - “Thank you lunches for referral sou ces a you” u c es o e e a sources. - Cross-referrals © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  20. 20. III. Keeping Your Business: The Once and Future Networker F t N t k2. Keep Your Knowledge Up-to-date: Up to date: - Attend conferences in your discipline ( (additional networking opportunity). g pp y) - Keep apprised of developments in your client’s business matters. - Learn what your contacts are up to. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  21. 21. III. Keeping Your Business: The Once and Future Networker F t N t k3. Maintain Your Team: - Maintaining a helpful team around you can be one of the most important aspects to keeping business. - Treat those in your network (and others) well, they are vital to your success in business. - Competency is a must must. - Example: “Full Service” law firms. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  22. 22. IV. Networking with Social Media- In the current business climate, social mediahas vaulted to the forefront of networking.-Instead of asking for a card, people commonlyask, “are you on Facebook/Twitter/etc.?” , y-Social media can provide a ot e helpful too to Soc a ed a ca p o de another e p u toolany successful networker. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  23. 23. IV. Networking with Social MediaFacebook:- Creating a “page.”- Establishing a professional Facebook Facebook.- Grooming your digital footprint.- Determining the effect of Facebook networking networking. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  24. 24. IV. Networking with Social MediaTwitter:- 140 Characters- Great tool for updating clients and contacts on recent activities- “Lists” Lists- A Twitter account can act as an excellent marketing tool tool. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  25. 25. IV. Networking with Social MediaLinkedin:- The “professional” social media platform.- Helps potential clients determine experience experience.- Provides a place where contacts can refer potential clients clients.- Independent networking opportunity: the “Linkedin Network.” ed et o © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  26. 26. V. Helpful Networking Tips: 5 Tips to Build and S t i Y d Sustain Your B i Business C Connections ti1. Define Your Market and Your Brand.2. Use Established Connections.3.3 Follow Up!4. Be an Effective “Brander.”5.5 Learn to Play the Game Game. © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com
  27. 27. Questions? Brian J. Moore Bi J M (304) 357-9905 brian.moore@dinsmore.com © 2012 DINSMORE & SHOHL | LEGAL COUNSEL | www.dinsmore.com

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