The document outlines essential networking techniques for professionals, emphasizing the importance of relationships and persistence. Key tools include a short introductory speech, business cards, effective conversation strategies, and following up with contacts. It encourages attendees to engage in face-to-face interactions, actively participate in networking events, and maintain ongoing communication with their contacts.

1. Networking 101
Presented to
Clemson College of Business and Behavioral Science
January 20, 2015

2. Today
The basics of networking
o The tools and techniques
What to look for
o Relationships
The impact
o Connections!

3. If nothing else, remember to:
Practice patience
Be persistent
That this is not about YOU!

4. What needs to be done?
Prepare!

5. The Tools
The short introductory speech
o Sometimes called the elevator speech
Business Cards
o Collecting and handling
The conversation
o The three questions to ask
Follow up
o What to do after collecting all those cards

6. The Tools:
The short intro speech
The basic tool of the networker
Brief and to the point
Describes you and your offering
Can be tailored based upon audience or event

7. The short intro speech
elements
Start and finish with your name
Be brief and to-the-point (30- to 45-seconds)
Distill what it is you do
The middle is key facts about you

8. The short intro speech
quantifiable examples
“ I’ve produced events in 35 cities in 21 states and 7
countries.”
“ We’ve increased sales for our clients an average of
48%.”
“ Our technique doubled a clients’ qualified lead count
in 3 months.”

9. The short intro speech
qualitative examples
“ We help make families secure.”
“ We help our customers understand their customers.”
“ Everybody has an image—we help improve yours.”

10. The Tools:
Business cards
Always carry business cards
o Really, everywhere
Make notes on them
o But be considerate
Invite people to contact you
Handing over a card is a good way to end a conversation

11. The Tools:
The Conversation
Begin the conversation
o Extend your hand, look people in the eye, smile and listen
Ask “the three questions”
Know how to close and move on

12. Exercise #1: Practice!
Turn to the person next to you
o Introduce yourself
o Practice your introductory speech
Let them practice on you
Be prepared to be called on to speak to the whole group

13. So, what’s next?
Action!

14. Keep moving forward
“If you can’t fly, then run.
If you can’t run, then walk.
If you can’t walk, then crawl.
But whatever you do,
You have to keep moving forward.”
--Martin Luther King, Jr.

15. Keep moving forward
“If you can’t fly, then run.
If you can’t run, then walk.
If you can’t walk, then crawl.
But whatever you do,
You have to keep moving forward.”
--Martin Luther King, Jr.

16. Why do this?
Interaction face-to-face
o This is about engagement
Long term
o This takes time
Relationship building
o Pay attention
Service
o Become a part of your community

17. Finding where to use your new-
found skills
Where
o Go where your contacts are
o Know your environment
Why
o Have a reason
What
o Know the shelflife
o Consider time
Who
o The host
o The attendees
o Guests

18. Find
Research
o Internet search
o Business journal or newspaper
Make a list and prioritize
o Rank them
Ask around
o Do your peers and friends know about it?
o Buzz?
Determine if it is appropriate
o Who attends?
o What is the value to you?

19. Attend
Try out an event
o More than once
Work the room
o Find out who are regulars, who are first timers
Discover
o Why do people come to these things?
o Who runs the organization?

20. Serve
Participate
o Volunteer
 Write
 Greet
Organize
o Communicate
Serve
o Committees
o Boards

21. Serve
Don’t be a “one and done-er”
Be committed
Give these things time

22. Types of Associations
Professional Associations
o IABC (international Association of Business Communicators)
o AMA (American Marketing Association)
Service Clubs
o Rotary
o Lions
Chambers of Commerce
Business
o CEO Networkers, Home Builders
o Homeowner’s associations
o National groups; locals
Clubs
o Alumni Associations
o Sororities and Fraternities

23. Types of Associations
Professional Associations
o IABC (international Association of Business Communicators)
o AMA (American Marketing Association)
Service Clubs
o Rotary
o Lions
Chambers of Commerce
Business
o CEO Networkers, Home Builders
o Homeowner’s associations
o National groups; locals
Clubs
o Alumni Associations
o Sororities and Fraternities

24. Exercise #2: Pop Quiz Time!
I’m going to draw names
Ask you to stand and do what you’ve been asked.

25. What do I do now?
Follow up!

26. Follow Up versus Follow Through
Follow Through
 More than one action
 Persistence in your
actions
Follow Up
 Do something
immediately

27. Follow Up versus Follow Through
Follow Through
 More than one action
 Persistence in your
actions
Follow Up
 Do something
immediately

28. “I’ve got all these cards; now what?”
Qualifying (“weeding”)
An “A” contact
o Requires immediate connection
o Set a meeting at event, phone call
 “B” contact
o Less immediate
o Email, LinkedIn connection
 “C” contact
o Less pressing

29. Follow Up
 Thank you
o Email (immediate)
o Paper (most memorable)
 Phone calls
 Letters
 Regular, repeated contact
o LinkedIn, other social media

30. Follow Through
Regular, repeated contact
o LinkedIn, other social media
o Meetings
o Contact at other events
o Referrals

31. Summary
 Respond to everyone
 Be polite
 Put things in context
 Understand what you can do for them
 And they for you
 Repetition is essential

32. Exercise #3: Pop Quiz Time!
I’m going to draw names
Ask you to stand and do what you’ve been asked.

33. Session Summary
Know why you are doing this—be strategic
Use all of your tools
Keep track of where you’ve been and who you’ve met—follow
up!
Practice patience and persistence
And remember: IT’S NOT ABOUT YOU!

35. Paul E. Maynard
 214-770-1191
 paul@paulemaynard.com
 www.linkedin.com/in/paulmaynard
 www.facebook.com/thepaulmaynard
 www.twitter.com/paulem53
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