Breaking the Ice: Practical Strategies for Networking Success

IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Breaking the Ice: Practical Strategies
for Networking Success
Session #321

Speaker
Darin M Reffitt, Director, EIS Group
Darin Reffitt is Director of Demand Generation and Campaign Management with EIS
Group (formerly Exigen Insurance Solutions.) With over 18 years of experience in
marketing and communications, his focus at EIS Group is on lead generation and lead
nurturing in marketing core system software to insurance companies. He is also a
volunteer with the IASA and chairs the Social Media Subcommittee, leading the efforts
of the IASA to better engage with carriers, vendors, and individual members across
social media platforms. He volunteers with other organizations, writes about marketing,
social media and networking as a Market Expert for Business.com, and golfs, poorly.
@DMReffitt

The Importance of Networking
• Career Advancement
• Job Hunting
• Sales
• Volunteer Positions
• Opportunities you
never expected
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3 Networking Fallacies
1. Introverts don’t make
good networkers.
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2. Networking is
just about
selling.
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3. Online networking
can replace in-person
networking.
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10 Mistakes People Make
1. Failing to Prepare
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2. Arriving too late
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3. Drinking
too much
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4. Focusing on
the food
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5. Waiting to be
approached
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6. Spending the whole time
with existing contacts…
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…or, 7. Neglecting
existing contacts
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8. Fixating on
the phone
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9. Not finding a
reason to follow-up…
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…or, 10. Failing to
follow-up at all
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Planning for Success
Determine your
networking target(s)
• Types of jobs
• Industries/Companies
• Seniority Level
• Is there a pre-attendee list?
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Set Goals
GOALS
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Prepare to answer
common questions…
• What do you do?
• What does XYZ company do?
…in an uncommon way
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Practice answering
those questions!
• Should have the answers
memorized
• Practice with a friend or
family member
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Catch up on the latest news,
sports, and entertainment
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Bring a wingman
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Dress appropriately
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Eat before you go
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Don’t forget:
Business Cards Pens Breath
Mints/Spray
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At the Event
Consider
Arriving Early
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At the Event
Alternate
water/soda
with drinks
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At the Event
Smile!
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At the Event
Watch your body
language…
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At the Event
…and your posture
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Reading the Room
Look for others
standing alone.
…they’re likely feeling as
insecure and out of place
as you.
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Reading the Room
Look for “open” groups
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Reading the Room
Look for an “open 2”…
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Reading the Room
…instead of a “closed 2”
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Reading the Room
Look for an “open 3”…
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Reading the Room
…instead of a “closed 3”
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Reading the Room
Open groups come
in all sizes
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Minding Your Manners
Think about whether
YOUR group is open or
closed…
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No Open Groups?
Get in line – for a drink
or for food
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No Open Groups?
Hang out at the bar &
chat with people
waiting for drinks
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No Open Groups?
Leverage your wingman.
Leverage your
wingman!
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Once You’re Connecting
Give your undivided
attention.
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Practice Active
Listening
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…and ask follow-up
questions
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Find a reason to
follow up.
“I should introduce you to
____________”
“I’ll send a great article I
read about _________”
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Offer to help the
other person
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Ways to Escape a Bad Connection
Wrap up.
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Show respect for
his/her time.
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Leverage your
wingman.
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If all else fails…
… head to the
restroom!
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Don’t be this Person:
The Salesman
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The Gossip
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The Wallflower
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The Drunk
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The Stand-Up
Comic
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After the Event
Follow up.
FAST!
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After the Event
Connect on LinkedIn
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ProTip:
Message 2 people
each week on
LinkedIn.
104 touchpoints per year!
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In Closing
Social Networking
is important too.
Join us today for
Social Media 2.0
3:30-5:00PM
Lagoon I
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In Closing
Look for us at
tonight’s
Networking
event!
7:00-10:00pm
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Questions?
Thank you for your time!
Any questions for today’s
speaker?
Darin
Reffitt
@DMReffitt

References
 Bounds, Andy; “The Jelly Effect” – Detailed networking
planning and examination of open/closed groups
 Brown, Rob; “Networking for Introverts: How to Make
Connections that Count Without Being Sleazy”
 Coburn, Derek and Chris Brogan; “Networking Is Not
Working: Stop Collecting Business Cards and Start Making
Meaningful Connections”
 Gitomer, Jeffrey; “Jeffrey Gitomer's Little Black Book of
Connections”
 Richards, Peter; “Networking Meaningfully: How to get from
a handshake to a business opportunity”
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Breaking the Ice: Practical Strategies for Networking Success

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