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Networking 101

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Marketing Works presents a quick, how-to guide for optimizing your networking. No matter what industry, these tips and tricks will help you get through your next event with skill and finesse.

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Networking 101

  1. 1. Networking February 13, 2012
  2. 2. Types of Events <ul><li>Known/Planned Audience </li></ul><ul><ul><li>Attendee list </li></ul></ul><ul><ul><li>Assigned Seating </li></ul></ul><ul><ul><li>Friends </li></ul></ul><ul><li>Unknown But Friendly </li></ul><ul><ul><li>No specific table assignment </li></ul></ul><ul><ul><li>You’ll know folks, but not sure who </li></ul></ul><ul><ul><li>Likely good prospects </li></ul></ul><ul><li>‘ See and Be Seen’ Events </li></ul><ul><ul><li>Not sure who will be there </li></ul></ul><ul><ul><li>Get your brand out </li></ul></ul><ul><ul><li>New introductions </li></ul></ul>
  3. 3. Planning <ul><li>Set A Goal </li></ul><ul><ul><li>Review attendee list. Identify attendees you want to meet, introduce to someone else, re-connect with, etc. </li></ul></ul><ul><ul><li>Do your homework. Look them up on LinkedIn, send a pre-event email, know what you may have in common to discuss. </li></ul></ul><ul><ul><li>If a ‘see and be seen’ event, goals may be in terms of making 3 new contacts, etc. </li></ul></ul>
  4. 4. Planning <ul><li>Know the venue. </li></ul><ul><ul><li>If hosting, be prepared to direct folks to coat check, restrooms, bar, etc. </li></ul></ul><ul><ul><li>Know if accommodations are open seating, assigned, etc. so that you may be strategic in your position. </li></ul></ul><ul><li>Come prepared. </li></ul><ul><ul><li>Put business cards in your pocket (not purse or folder). Have them readily available to hand out. </li></ul></ul><ul><ul><li>Put a pen in your pocket (not purse or folder) so that you can easily write notes on the back of cards. </li></ul></ul>
  5. 5. At-event <ul><li>Do not sit at a table and visit with co-workers, eat your dinner, etc. Rather, remain standing, mingle, move about the room. </li></ul><ul><li>Name tags on your right shoulder. </li></ul><ul><li>Hold drinks in your left hand. (Avoid ‘cold, clammy hand syndrome.) </li></ul><ul><li>Approach and introduce yourself to individuals who are alone. </li></ul><ul><li>Don’t: Talk politics, religion, scandals, negatively of groups, etc. </li></ul><ul><li>What do you want them to remember about you? </li></ul>
  6. 6. At-event <ul><li>How to exit from a conversation: </li></ul><ul><ul><li>Do not spend more than 5 minutes in a non-productive conversation. </li></ul></ul><ul><ul><li>Do not just leave them standing alone or move on. </li></ul></ul><ul><ul><li>Escort them to another group of folks an introduce them to that group. Once they are engaged, you can move on. </li></ul></ul><ul><ul><li>Make every contact feel important. </li></ul></ul><ul><ul><li>Eye contact, physical contact </li></ul></ul><ul><ul><li>Genuine question/answer </li></ul></ul><ul><li>Sales Tax </li></ul><ul><li>Client pass throughs, such as Vocus </li></ul><ul><li>How to exit from a conversation: </li></ul><ul><ul><li>Do not spend more than 5 minutes in a non-productive conversation. </li></ul></ul><ul><ul><li>Do not just leave them standing alone or move on. </li></ul></ul><ul><ul><li>Escort them to another group of folks an introduce them to that group. Once they are engaged, you can move on. </li></ul></ul><ul><li>Make every contact feel important. </li></ul><ul><ul><li>Eye contact, physical contact </li></ul></ul><ul><ul><li>Genuine question/answer </li></ul></ul>
  7. 7. Post-event <ul><li>Review your goals </li></ul><ul><li>Follow up with any action items </li></ul><ul><li>Send thank you’s </li></ul><ul><li>Add contact to HighRise </li></ul><ul><ul><li>Client </li></ul></ul><ul><ul><li>Prospect </li></ul></ul><ul><ul><li>Strategic Partner </li></ul></ul><ul><ul><li>Vendor </li></ul></ul><ul><ul><li>Other </li></ul></ul>
  8. 8. Conversation Starters: <ul><li>How are you connected to this organization? </li></ul><ul><li>Have you been to these events before? </li></ul><ul><li>We really appreciate your being here with us. Do you know many folks here? </li></ul><ul><li>Ask about their lapel pin, company name, etc. </li></ul>
  9. 9. Best Practices: <ul><li>Recognize that everyone you meet is a potential, useful network contact. </li></ul><ul><li>Create “win, win” opportunities to give and receive favors. </li></ul><ul><li>Practicing the “give without expectation” philosophy of great networkers. </li></ul><ul><li>Operate with complete integrity. </li></ul>

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