The document discusses the importance of networking for business purposes. It defines networking as creating relationships and sharing information about others through word of mouth promotion. The document provides tips for networking effectively, including always having business cards available and using a notebook to collect contact information from others. It emphasizes relationship building and providing value to others, such as helping with ideas, rather than always focusing on making sales. The document encourages setting goals for weekly meetings and new LinkedIn connections to optimize networking efforts.

1. Networking
EPR Breakfast 26 May 2009
Robert Gibson

2. What is networking?
 Creating and developing relationships
 Sharing and discovering things about
others
 People buy you before your products or
services
 Word of mouth is the best form of
advertising

3. Networking exercise
 You are at a networking function
 You have 2 minutes to ensure that
everyone in the room has enough
information to contact you
 You are not allowed to talk or write

4. Learning points
 Business cards
 Small notebook and pen
 To collect info from people without cards

5. Sales exercise
 Who is in sales?
 Who is not in sales?

6. Why are you Networking
 Access to hidden market
 Relationship building
 Must be a good listener
 Who, what, where, why
 Not always selling
 Bouncing ideas
 Helping others
 Know who you need to see

7. Meeting preparation
 What do you want to get out of a meeting?
 Work out your outcomes before the meeting
 Important point
 No one has said to me I don’t want to meet

8. Motivation
 You now know you are in sales
 Targets
 Not in work
 Aim for 7/10 meetings per week
 In work
 Aim for 3/5 meetings per week
 LinkedIn
 Aim for 3/4 new contacts per week

9. LinkedIn
 Robert Gibson
 http://www.linkedin.com/profile?viewProfile=&key=19203977&trk=tab_pro
 Barbara Mallick – 1st Level contact
 http://www.linkedin.com/profile?viewProfile=&key=1300247&authToken=LTsW&authType=name
 Mariam Pei – 2nd Level contact
 http://www.linkedin.com/profile?viewProfile=&key=36705835&authToken=s6LT&authType=NAME_SEARCH
&locale=en_US&srchindex=1&pvs=ps&goback=%2Epsr_*1_mariam+pei_*1_*1_*1_*1_*1_*1_*1_*1_Y_au_2
093_*1_*1_*2_*2_*2_Y_Y_*1_Relevance
 Peter Glendinning – 3rd Level contact
 http://www.linkedin.com/profile?viewProfile=&key=1234244&authToken=gl7U&authType=NA
ME_SEARCH&locale=en_US&srchindex=3&pvs=ps&goback=%2Epsr_*1_*1_Peter_Glendin
ning_*1_*1_*1_*1_*1_*1_Y_au_2093_*1_*1_*2_*2_*2_Y_Y_*1_Relevance
 Bill Gates

10. LinkedIn
 Jobs
 Chief Financial Officer
 http://www.linkedin.com/jobs?shDisplay=&sik=1243048782314
 Who do I know at?
 Answers
 Companies
 CapitalC
 Accounts & settings from Home page

11. LinkedIn Sidebar
 Groups
 Profile
 Recommendations
 Contacts
 Open or shut
 Inbox

12. Final exercise
 All attendees to LinkedIn with at minimum:
 Robert Gibson
 Barbara Mallick
 Mariam Pei
 Preferably everyone attending