The document discusses essential networking tactics, emphasizing the importance of relationships built on trust, mutual benefit, and shared investment. It offers practical strategies for effective networking, such as active listening, introductions, and follow-up communication, while highlighting common networking mistakes to avoid. Additionally, it includes interesting facts about people and suggests diverse places for networking opportunities.

1. Technical
Networking
Tactics
The Zen of “Hello”
Brent T. Ward
brenttward@gmail.com
11/13/12
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2. Do You Think People are Interesting?
www.evankai.com MacOSaiX www.tsevis.com
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3. Up Close and Personal
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4. 20 Interesting “Facts” About People
 15 percent of Americans secretly bite their toes.  About 2/3 of American men prefer boxers to briefs.
 2,500 newborn babies will be dropped in the next month.  About 3000 years ago, most Egyptians died by the time they were
 35% of the people using personal ads for dating are already 30!
married!  All babies are color blind when they are born.
 76% of Americans celebrate New Year's Eve in groups of  Americans collectively eat one hundred pounds of chocolate every
less than 20. second.
 85% of movie actors earn less than $5,000 a year from  Americans did not commonly use forks until after the Civil War.
acting!  Americans will spend more on cat food this year than baby food.
 90 percent of women who walk into a department store  Approximately 365 million people in the world have computers
immediately turn to the right. while half of the world's 6.5 billion population has never seen or
 A chance of a woman having twins is increased after the used a telephone.
age of 35. About 1 in 27 women will give birth to twins after  Approximately 70,000 people in the U.S. are both blind and deaf!
this age. After 50 the chances of having twins is 1 in 9.  Approximately one-third of the population can't snap their fingers!
 A hard working adult sweats up to 4 gallons per day.  Babies cry but they don't produce tears until one to three months
 A man named Charles Osborne had the hiccups for after birth.
approximately sixty-nine years.
 A person swallows approximately 295 times while eating
dinner.
http://www.funfactz.com/people-facts/
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5. 250
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6. 150
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7. Where do you start?
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8. Here?
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9. Here?
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10. When?
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11. Ask yourself a couple of questions first…
 What am I most afraid of?
 What am I the BEST at?
 What would my family and friends say is my best quality?
 What is the highest compliment someone could pay me?
 What do I consider a reward for a job well done?
 What are my core values?
 Do I really care about other people and their needs?
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12. Networking is based on Relationships.
 Trust  Mutual Benefit
 Forgiveness  Shared Investment
 Loyalty  Compatibility
 Compassion  Inspiration
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13. Caveat
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14. At the Core
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15. Social Networks
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16. Social Networks
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17. Social Networks
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18. Social Networks
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19. Networking – Rewards
 Meeting a new (best) friend
 Meeting your future spouse
 Meeting a potential business partner and team member
 Meeting a future employee / employer
 Meeting someone who can solve a problem
 Helping someone else solve their problems
 Increasing the resources you can call on in the future
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20. Which is the best place to network?
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21. How about this one?
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22. Or this one?
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23. What Limits Most People?
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24. Places to Network
 Work
 Dinners/Parties/Coffee Shops
 Tradeshows/Conferences/Symposia
 Elevator, Waiting in Line, Waiting Areas
 Classes
 ANYWHERE!
 EVERYWHERE!
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25. High-Speed Networking Exercise
Networking Blitz
1. Smile
2. Introduce yourself
3. Shake hands
4. Move to the right
5. Repeat
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26. Principles of Networking
 Genuine/Sincere Interest
 Listen Intently (balls of the feet)
 Look for Unique Topics
 Find One Thing in Common
 Look for Connections
 Look to Refer
 Focus on Helping Others be Successful
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27. Networking Essentials
 Appearance/Hygiene
 Punctuality
 Be Prepared
– Business Cards – Take Extra’s
– Pens – Take Notes
– Name Badge
– Breathmints
– Kleenex/Tissue/Handkerchief
 Clearand Specific Message/Objective
 Promotional Items - Optional
 Rolodex
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28. What’s going on here?
Body Language by Allan Pease
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29. Handshake
Body Language by Allan Pease
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30. Handshake - Correction
Body Language by Allan Pease
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31. Friendship Evolution
Body Language by Allan Pease
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32. Posture Cues
Body Language by Allan Pease
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33. Body Cues - Groups
Body Language by Allan Pease
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34. Body Cues - Groups
Body Language by Allan Pease
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35. Seating Cues
Body Language by Allan Pease
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36. Review - Step 1: Example Introductions
 Hello  What is your name?
 I don’t think we’ve met before …  What do you do?
 Let me introduce myself …  Where do you work?
 My name is …  Who do we know in common?
 I am a …  When did you come to the area?
 I work at …  How do you know the host?
 I am trying to …  Why did you come to this event?
 I want/need …
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37. Review - Step 2: Active Listening
 Say “Hello”
 Introduce yourself and your affiliation
 Ask their name and who they work for,
 Repeat information for clarity (x2)
 Exchange cards - reciprocity
 Ask how they found out about the event
 Ask what is going on in their company
 Ask them what challenges they are facing
 Ask if they know anyone else you should meet while you are there
 Take notes on the back of their card
 Thank them for sharing and move on (ask for a hand-off)
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38. Review - Step 3: Networking Follow Through
 Thank-You Cards/Emails
 Birthday Cards/Emails
 Forwards/FYI’s
 Event Invitations
 Postcards
 Coffee, Lunch, Dinner, Event, Outing
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39. Note 1: Awkward Situations
 Unfriendly reception
 Loss of things to say
 Political/Religious talk
 Noise level
 Use the alphabet to think of topics
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40. Note 2: Networking “No-no’s”
 Being superficial and/or insincere
 Sitting in the corner
 Standing by yourself
 “Locking in to one person all night”
 People you came with:
– Talking with them in a group
– Sitting with them at tables
– Moving around the room with them
 Forgetting Business Cards and Pen(s)
 Drinking too much
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41. Summary
 Show Up (Practice Makes Perfect)
 Business Cards and Name Tag (Personal Info Cards – Take Your Own)
 Find a Common Personal Topic (Take Notes)
 Keep Moving (Avoid the “Dead” Zone)
 Make Use of "Student" Status (While a Student)
 Origins of Meeting Over Food/Coffee (Letting Down Your Guard)
 Awkward Conversations/Situations (Moving On)
 “Miss Popularity” Phenonema (SeekOut the Keynote Speaker before the Presentation)
 Being Specific (30 Seconds or Less - Making it Easy for Someone to Refer You)
 Follow Ups (Thank You Note, Related Article, Phone Call, Visit/Lunch/Coffee)
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42. Thank you!
Brent T. Ward
brenttward@gmail.com
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43. “Every relationship starts with an introduction.”
“It is as much about who you know as what you know.”
“Sometimes it is better to be lucky than smart.”
Stacking the odds in your favor.
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44. Readings to Consider
 Power Base Selling: Secrets of an Ivy League Street Fighter by Jim
Holden (Paperback - Mar 15, 1999)
 How to Flirt by Marty Westerman (Paperback - Oct 15, 1992)
 Kiss, Bow, or Shake Hands: The Bestselling Guide to Doing Business
in More Than 60 Countries (Kiss, Bow, or Shake Hands: The
Bestselling Guide to Doing Business in More Than 60) by Terri
Morrison and Wayne A. Conaway (Paperback - Jul 31, 2006)
 Body Language by Julius Fast (Paperback - May 25, 2002)
 Instant Rapport by Michael Brooks (Paperback - May 1, 1990)
 Body Language by Allan Pease
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45. Networking Techniques - Approaches
 Smile
 Say “Hello”
 Introduce yourself and your affiliation
 Tactics:
– Take a friend with you
– Honesty
– Fade-In
– Active Listening - Mirroring
– Ask Questions
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