Ru 2011 Networking & Building Relationships Presentation
Networking & Building Relationships<br />presented by <br />Shaunice Hawkins<br />Evolutions Consulting, LLC<br />
Discussion Points<br />Networking: What It Is, Isn’t and Why You Should Care<br />Creating and Using Networks Effectively<br />Establishing and Building Trust<br />Networking Best Practices<br />
Networking Defined<br />Networking is…<br />Networking is not…<br />Getting to know others<br />Cultivating authentic relationships<br />Building a database of trusted contacts<br />Exchanging information<br />Learning about opportunities to connect with and/or refer others<br />Listening more than talking<br />Giving rather than getting<br />Providing value<br />Soliciting, prospecting or direct selling/marketing products or services<br />An opportunity to talk about your life story<br />Showboating or stroking egos<br />Always choreographed or formal<br />Source: The Riley Guide: Network, Interview & Negotiate<br />
The Value of Networking<br />Source: Linkedin.com<br />
Forms of Networking<br />Source: “How Leaders Create and Use Networks” by Herminia Ibarra and Mark Hunter, Harvard Business Review<br />
Creating and Using Networks Effectively<br />Source: “How Leaders Create and Use Networks” by Herminia Ibarra and Mark Hunter, Harvard Business Review<br />
Establishing and Building Trust <br />Source: Adapted from “How to Build Strong Trust” eHow.co m and “10 Steps to Building Trust in Your Business Relationships by Martin Haworth<br />
Tip: Brand Messaging [Storytelling] (cont’d)<br />Case Study<br />Ronald McDonald House Charities (RMHC)<br />Highlights<br /><ul><li>Day of Change 2010 drew 180,000 interactionson the global and chapter Facebook pages in 28 days.
261 Twitter supporters shared 1465 RMHC Day of Change hashtags.
The campaign brought in 130% more donations online than during the same time last year.
E-newsletter subscriptions grew 748% during the campaign.
Overall donations increased from $19MM to $25MM in 2010 – a gain of 31%.</li></li></ul><li>Tip: Brand Messaging [Know Your Audience] <br />Source: “Unspoken Communication “ by Zits Cartoonists Jerry Scott and Jim Borgman<br />
Tip: Brand Messaging [Story Listening]<br />7out of every 10 minutes we are in communication w/another human<br />Keys to Effective Story Listening<br />Listen to understand, not respond<br />Listen silently but attentively<br />Visualize what is being said<br />Maintain eye contact<br />Watch body language<br />Pause before replying<br />Question for clarification<br />Paraphrase in story your own words<br />85%of what we know we have learned through listening<br />25%Listening comprehension rate of humans<br />Source: “Listening Statistics“ by HowickAssociates.com<br />
Modern Colors/Artistic Design</li></li></ul><li>Trick: Following Up<br />Write down first encounter on back of business card<br />Connect via social networking on Smartphone<br />Dr. Jeffrey Robinson<br />State of Young Black New York<br />NYULYP Event <br />Sat, Feb 26, 2011<br />“Black Faces in White Places” Panel<br />Keywords: Game Changer, Intrapreneur<br /> Follow-up <br />Tweet <br />
Trick: Contact Management<br />Needs <br /><ul><li>Document needs to remember who needed what
Follow-up to check if need was solved; offer services</li></ul>Names & Dates<br /><ul><li>Note names of family members, significant others, pets, and important dates such as birthdays, trips, etc. </li></ul>Blog<br /><ul><li>Check out a contact’s personal and/or business blog to keep abreast of personal/professional developments</li></ul>Job Titles/Roles<br /><ul><li>Keep job titles/roles updated to refer opportunities to appropriate contacts</li></ul>Likes/Dislikes<br /><ul><li>Notate likes/dislikes; useful when making lunch reservations, sending thank you gifts, etc. </li></ul>Group<br /><ul><li>Assign categories to easily locate the names of people you need to contact for a specific reason.</li></ul>Organize<br /><ul><li>Use a contact management system manage contacts</li></li></ul><li>Trap: Opportunists<br />Limit/Deny<br />Access<br />Just say “NO”<br />The “Hook-Up”<br />Raised Visibility<br />Money<br />OPPORTUNISTS<br />Endorse-ment<br />Thoughts & Ideas<br />Deflect<br />
Trap: Schmoozing<br />Remember quality, not quantity<br />Focus on quality conversations with a few people<br />Be authentic; make real connections <br />Engage in active listening<br />Spend at least 50% of your time listening<br />Be present at all times<br />Alcohol in moderation<br />Avoid gossip<br />Maintain credibility; engage in positive dialogue<br />Be respectful and mannerable<br />Treat everyone fairly, equally and kindly<br />