TheFamily and Colette Ballou presented this workshop about : How to ask important people for something you need.

1. Networking, influencing and getting the
meetings and other stuff you want
Colette Ballou
September 9th 2015
@balloupr
@coletteballou

3. Culled and consolidated from a series
of articles and conversations with
journalists, investors, founders.
And more than a little personal
experience.

8. The people you want to connect with,
the ones whose advice or input may
really make a difference for you – they
are busy people.
Really busy.
And they have their own jobs.
But most are good people who like
helping others, and who remember
what it was like to need help.

9. This is not an all-you-can-eat buffet.
You don’t just join the ecosystem and
start asking for favours from everyone
you meet.
(Well some people do and it’s not cool)

10. Remember: every time you ask
something of someone, you are taking
their time.
Their private time.
Time they may want to spend with
their family, their company, working
out, or maybe just catching up on sleep

11. So the biggest rule?

12. Respect

13. Myths about networking
• It’s about meeting people so that they can do things
for you
• It’s about power and influence

14. Myths about networking
One of the most important things that 90% of people don’t
understand is that to be effective, networking must be a two-way
street.
Don't do it just to get something out of it. Successful networkers give
back to the ecosystem, and people who do nothing but take are
identified quickly by the herd. And marginalized.

15. Rules for networking
1. Show respect the other person’s time constraints/understand that
you are adding to their plate
2. Have a very specific “ask”
3. Keep it short
4. Be direct and honest
5. Always give an out/no option
6. Make it as little work as possible for the person you are asking for
something
7. Give something back (or at least offer)

16. Keeping these points in mind when
talking with founders, investors,
journalists, and others in the
technology scene is incredibly
important to growing your network
and being respected.

17. More specifics on networking
(including epic fails)

18. Networking online
Pretty simple, really – prepare, do your research. And remember the rules for networking:
1. Have a very specific “ask”
2. Keep it short
3. Be direct and honest
4. Give an out/no option
5. Make it as little work as possible for the person you are asking for something
6. How respect the other person’s time constraints
7. Understand that you are adding to their plate
8. Give something back

19. Networking in person
Further your business goals: meet prospects, partners, influencers, media or recruit
employees.
Have goal clearly in mind, know what you need to get from that conversation, and realize that
you’re likely not going to get it right there, but will make steps towards it.
Types of events and how to handle:
• No idea who is there (look for Twitter hashtags – other ideas?)
• Event list is public
• You attended last minute, without time to prepare

20. Networking in person
Relax. Let it flow. Remember the rules for networking:
1. Show respect the other person’s time constraints/understand that you are adding to their
plate
2. Have a very specific “ask”
3. Keep it short
4. Be direct and honest
5. Always give an out/no option
6. Make it as little work as possible for the person you are asking for something
7. Give something back (or at least offer)

21. Oh but wait, you’re terrified
Just get started – the more familiar you are with your target, the more comfortable you’ll feel.
• Do your research/know your target if you can
• Approach them with something nice to say, and, if you can, something intelligent
• Compliment, but don't suck up
• Be careful about challenging people in your first encounter: usually doesn’t work, especially
with Americans. “I read that article you wrote and I really disagree with our premise”
doesn’t start things out on a good foot.
• At the end, say you enjoyed speaking to them, can you stay in touch, ask for card, give yours

22. Examples of bad networking that have happened to me
1. Let’s say she was at attache to an embassy. Let’s say she was an acquaintance I met once
or twice, not a friend. Once he found out I was in PR, she would make introductions to people
offering my time and advice without asking my permission. On all kinds of things. I was
regularly offered up on a plate, To build HER network. I was saddled with the follow-through.
You can imagine what happened. I shut that down fast and blocked all emails from her.
2. Let’s say he was a VC. Let’s say he was and still is a friend. Let’s say he “suggested” that I
take a day out of my weekend to entertain the daughter of an American partner who was 19
years old and studying abroad in London, cc’ing his partners in the email.
I did it because I was given no way to back out of it without appearing rude and having it
reflect badly on him to the partnership. I called him and told him directly that he had hijacked
my time without my consent. He doesn’t do that to people anymore.
3. Let’s say he is a friend, and the spouse of a current client. Let’s say he keeps asking for
freebies that our other clients pay for.

23. Examples of how not to ask for things
“Can we meet for coffee so I can pick your brain?”
“Can you read our business plan and tell me what VCs we should
approach?” – do your own damn work
Followed by …
“Can you make introductions to the VCs you suggest?”
“Can you introduce me to your media contacts who might be interested
in my company?”
Or worse: The Bad Networker – the person who gets your card and then
endlessly asks for favors or volunteers your time to others to make
themselves look helpful.

24. Great resources

25. Ask for introductions effectively
Most people will introduce you to someone they know if they know
you and/or if it’s going to be of interest to the either party.
Roy Bahat of Bloomberg Beta wrote a great post on this (@roybahat) –
in fact, start networking now, mention that @coletteballou is talking
about him, that he’s trending in Paris.
http://also.roybahat.com/post/92544681186/introductions-and-the-
forward-intro-email

26. Specifically: investor introductions
Do the work upfront. Don't ask me to identify investors for you, or to
write the pitch email.
Hunter Walk of Homebrew wrote a great post on this (@hunterwalk) –
again, start networking now, mention that @coletteballou is talking
about him, that he’s HUGE at The Family in Paris.
http://hunterwalk.com/2014/08/11/why-most-vcs-wont-intro-you-to-
other-vcs-unless-you-follow-these-steps/

27. The forwardable email for an investor introduction (can be
modified for other purposes)
If I’m excited about the product, founder, and industry, I will forward
this email to whomever I’ve been asked to do so and tell them why I’m
excited.

28. The forwardable email for an investor introduction
SUBJECT LINE: Intro to X at [company name]
Hey Y,
I would like to get in touch with [X] from [company name]. They have a very strong portfolio of on-demand mobile services
such as[insert company names here] and would be a great strategic fit with my company, [enter your company name].
Below is a quick blurb you can forward.
*********
Insert short description about you/your company.
Show traction/reason for requesting the meeting, have links – to AngelList profile, etc.
Traction:
- $XM sales run-rate in Y months
- Growing X% month-over-month
- Average transaction size is $X
We are raising our seed round and would love to talk.
Thanks,
[You}

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