Networking outside power point 1

Networking (Outside the Company)

Module One: Getting
Started
Everyone knows that networking is
important to long-term business
success. Learning effective
networking techniques will help you
develop relationships that will
benefit you both personally and
professionally.
Diligence is the
mother to good
luck.
Benjamin
Franklin

Workshop Objectives
Implement
networking
principles
Use online
tools
Manage
networks
effectively

Module Two: The Benefits of
Networking Outside of Work
The term “networking” is frequently
tossed around the business world. It
is easy to talk about networking, but
implementing it is another matter,
particularly when you have to go
beyond the confines of the
workplace. Networking outside of
your company takes time and energy,
but the reward is certainly worth the
effort.
Networking is
an essential
part of building
wealth.
Armstrong
Williams

Create a Solid Network
Referrals Join groups
Attend events

Meet Strategic Alliance Partners
Know your partners ahead of time
Use strategic alliance partner
networking groups
Consider the characteristic that you
need in a partnership

Generate Leads
Offer value and sell yourself
Meet with different
prospects
Follow-up and connect
with them

Position Yourself
Your network may share an
expert article that you write
As the article is shared, you
will gain exposure
Your reputation will grow

Case Study
Helen is attempting to build a solid network
After three months, her network has not grown as it
should
Jenny, on the other hand, feels that her network is strong.
She only makes connections when she feels that a
relationship will be beneficial to both parties
Jenny has noticed that it has become easier to generate
leads

Module Two: Review Questions
1. Which of the following would NOT provide a referral?
a) Peer
b) Social media
c) Family
d) Friend
2. Where are you least likely to find potential connections?
a) Referrals
b) Groups
c) Events
d) Home

3. Where are you likely to meet strategic alliance partners?
a) Networking group
b) Peers
c) At work
d) All of the above
4. What should be done before discussing a strategic alliance
partnership?
a) Nothing
b) Meet with a lawyer
c) Determine characteristics that are necessary for a partner
d) Create a contract that you find to be beneficial

5. What will develop with leads?
a) Interest
b) Relationships
c) Networks
d) Creativity
6. What makes people more likely to do business with
people?
a) Money
b) Creativity
c) It does not matter
d) Trust

7. What will result in more contacts?
a)Developing a reputation
b)Creating an event
c) Partnerships
d)All of the above
8. What will network shares improve?
a)Sales
b)Creative ideas
c) Position as an expert
d)All of the above

9. What does Jenny rely on to generate connections?
a) Referrals
b) Meetings
c) Nothing
d) None of the above
10. How long did Helen attempt to network?
a) 6 months
b) 1 year
c) 1 month
d) 3 months

1. Which of the following would NOT provide a referral?
a) Peer
b) Social media
c) Family
d) Friend
Social media is a tool. The other answer choices are people who provide referrals.
2. Where are you least likely to find potential connections?
a) Referrals
b) Groups
c) Events
d) Home
Staying at home is not likely to produce connections. The other answers will.

3. Where are you likely to meet strategic alliance partners?
a) Networking group
b) Peers
c) At work
d) All of the above
There are strategic alliance partners networking groups. Peers may become
partners, but they are already known.
4. What should be done before discussing a strategic alliance partnership?
a) Nothing
b) Meet with a lawyer
c) Determine characteristics that are necessary for a partner
d) Create a contract that you find to be beneficial
Strategic alliance partnerships require working closely together. A list of
characteristics should be made before meeting with potential partners.

5. What will develop with leads?
a) Interest
b) Relationships
c) Networks
d) Creativity
As leads develop, so do relationships. The two are intertwined.
6. What makes people more likely to do business with people?
a) Money
b) Creativity
c) It does not matter
d) Trust
People are more likely to do business with people they trust. This is
how networking becomes influential.

7. What will result in more contacts?
a) Developing a reputation
b) Creating an event
c) Partnerships
d) All of the above
Developing a reputation will draw people to you. It will result in more
contacts.
8. What will network shares improve?
a) Sales
b) Creative ideas
c) Position as an expert
d) All of the above
Networks will share information. These shares increase exposure and
improve a position as an expert.

9. What does Jenny rely on to generate connections?
a) Referrals
b) Meetings
c) Nothing
Jenny relies on referrals to generate connections. This helps her find useful
connections.
10. How long did Helen attempt to network?
a) 6 months
b) 1 year
c) 1 month
d) 3 months
Helen and Jenny both tried to improve their networks. They did this for
three months.

Module Three:
Networking Obstacles
Like any other endeavor, you will run
into obstacles when you network.
When you are aware of the common
obstacles ahead of time, you are
more likely to avoid them or address
them correctly. Common obstacles to
avoid include time constraints, fear
of rejection, networking in the wrong
places, and saying the wrong thing.
If you find a
path with no
obstacles, it
probably
doesn’t lead
anywhere.
Frank A.
Clark

Time Constraints
Make networking a priority and schedule for it
Schedule 30 minutes each morning to send emails
and make phone calls
Failure to invest the necessary time will damage your
relationships as well as your networks

Saying the Wrong Thing
Avoid alcohol
Do not criticize
Be courteous

Where to Go to Network
Limiting network locations
Only meeting people in
person
Networking in the wrong
location

Fear of Rejection
Fear is a
stifling
emotion
It is possible
to be
controlled by
fear and not
even know it
Consider the
motivation
behind the
excuses

Case Study
Tim is Mary’s supervisor. He encourages Mary to expand
her social network.
He gives Mary a list of organizations to join and
recommends a few social network groups
Mary kept giving Jim excuses why she can’t
network
Jim orders Mary to come with him and she tells
him not to expect too much

Module Three: Review Questions
1. What should time for networking be?
a) A priority
b) Productive
c) Interesting
d) All of the above
2. Schedules need to be ______.
a) Creative
b) Bold
c) Strict
d) Realistic

3. What will encourage poor behavior?
a) Alcohol
b) Preparation
c) Courtesy
d) All of the above
4. What should be done before meeting someone for
networking?
a) Nothing
b) Brainstorm ideas
c) Make a list

5. What should not be limited?
a)Time
b)Networks
c) Creativity
d)All of the above
6. Networks need to relate to _____.
a)Creativity
b)Goals
c) Finances
d)None of the above

7. What does fear lead to?
a) Failure to try
b) Excitement
c) Knowledge
d) All of the above
8. What is a sign of fear?
a) Creativity
b) Action
c) Silence
d) Avoidance

9. How long did Tim wait to follow-up with Mary?
a) 1 month
b) 2 months
c) 3 months
d) Not sure
10. What reason did Mary give Tim for not networking?
a) None
b) Fear
c) Illness
d) Time

1. What should time for networking be?
a) A priority
b) Productive
c) Interesting
d) All of the above
Time is essential for networking. It needs to be a priority.
2. Schedules need to be ______.
a) Creative
b) Bold
c) Strict
d) Realistic
It is important to schedule time for networking. Schedules need to be
realistic.

3. What will encourage poor behavior?
a) Alcohol
b) Preparation
c) Courtesy
d) All of the above
Alcohol should be avoided when networking. Drinking too much will
lead to poor behavior.
4. What should be done before meeting someone for networking?
a) Nothing
b) Brainstorm ideas
c) Make a list
Networking requires preparation. It is helpful to make a list of topics
before a networking meeting.

5. What should not be limited?
a) Time
b) Networks
c) Creativity
d) All of the above
It is important to keep from limiting networks. Different places and
formats should be used.
6. Networks need to relate to _____.
a) Creativity
b) Goals
c) Finances
It is important to make sure that chosen networks work with goals.

7. What does fear lead to?
a) Failure to try
b) Excitement
c) Knowledge
d) All of the above
Fear can be paralyzing. It will result in a failure to try.
8. What is a sign of fear?
a) Creativity
b) Action
c) Silence
d) Avoidance
A sign of fear is avoidance. This can lead to excuses.

9. How long did Tim wait to follow-up with Mary?
a) 1 month
b) 2 months
c) 3 months
d) Not sure
Tim waited one month to follow-up with Mary. He learned that she
had not attempted to network.
10. What reason did Mary give Tim for not networking?
a) None
b) Fear
c) Illness
d) Time
Mary explained that time constraints kept her from networking. She
used time as an excuse to avoid networking.

Module Four: Networking
Principles
There are four basic networking
principles that can help guide you as
you expand your personal and
professional network. Developing
new contacts, organizing contacts,
following-up, and building
relationships will lead to a stable
network of connections on whom
you can rely.
Pulling a good
network
together takes
effort, sincerity,
and time.
Alan Collins

Develop Contacts
Listen Be polite
Find common
interests

Organize Your Contacts
Central location
Categorize
Make notes

Follow-Up
Follow-up with new contacts within
24 hours of the first meeting
It is useful to follow-up with
contacts at least once a month
If a contact does not respond to you after
three attempts to follow-up, move on

Maintain Relationships
Communicate regularly
Individual attention
Limit your network

Case Study
Jeff decides to follow-up with George after meeting at a
Young Professionals function
Jeff goes two months without contacting
George
When George finally does respond, it is distant
George agrees that they should meet, but he
will not commit to a specific date or time

Module Four: Review Questions
1. What is NOT a tip for making a contact?
a)Listen
b)Sales pitch
c) Be polite
d)All of the above
2. How do you sell yourself to make new contacts?
a)Listening
b)Discussion
c) Meet needs
d)All of the above

3. What will NOT help build the network?
a) Collecting contact information
b) Organizing information
c) Making notes
d) Keeping a centralized location
4. What should be done once the contacts are
categorized?
a) Nothing
b) Contact them
c) Notes should be taken
d) Rank them

5. When should you first follow-up with a new contact?
a) 24 hours
b) 7 days
c) 30 days
d) 10 days
6. How long should you wait to follow up with the contact
the second time?
a) 24 hours
b) 7 days
c) 30 days
d) 10 days

7. Why limit the network?
a) Meet new people
b) Develop referrals
c) Maintain relationships
8. Which is equally important before and after a contact
has become part of a network?
a) Limiting networks
b) Individual attention
c) Creativity
d) All of the above

9. How long did Jeff go without speaking to George?
a)2 months
b)6 months
c) 3 months
d)24 hours
10. When did Jeff first follow-up with George?
a)6 months
b)3 months
c) Next week
d)Next morning

1. What is NOT a tip for making a contact?
a) Listen
b) Sales pitch
c) Be polite
d) All of the above
The sales pitch can cost you contacts. The other answer choices are
useful in making new contacts.
2. How do you sell yourself to make new contacts?
a) Listening
b) Discussion
c) Meet needs
d) All of the above
It is important to meet the needs of new contacts. This helps you sell
yourself to them.

3. What will NOT help build the network?
a) Collecting contact information
b) Organizing information
c) Making notes
d) Keeping a centralized location
Collecting contact information will not help build the network.
Contacts need to be managed, and organization will help with this.
4. What should be done once the contacts are categorized?
a) Nothing
b) Contact them
c) Notes should be taken
d) Rank them
Notes need to be taken on contacts. This needs to occur after the
contacts are categorized.

5. When should you first follow-up with a new contact?
a) 24 hours
b) 7 days
c) 30 days
d) 10 days
It is important to follow-up with contacts as soon as possible. The first
follow-up should occur within 24 hours.
6. How long should you wait to follow up with the contact the second time?
a) 24 hours
b) 7 days
c) 30 days
d) 10 days
The first follow-up should be immediate. After the initial follow-up, the next
one should occur within 30 days.

7. Why limit the network?
a) Meet new people
b) Develop referrals
c) Maintain relationships
The network needs to be limited. Limit it to a size that allows you to give
personal attention to each person.
8. Which is equally important before and after a contact has become part of a
network?
a) Limiting networks
b) Individual attention
c) Creativity
d) All of the above
It is equally important that contacts have individual attention. This is
important through all phases of the relationship.

9. How long did Jeff go without speaking to George?
a) 2 months
b) 6 months
c) 3 months
d) 24 hours
Jeff focused on expanding his network. He went two months without
speaking to George.
10. When did Jeff first follow-up with George?
a) 6 months
b) 3 months
c) Next week
d) Next morning
Jeff first followed up with George the next morning. They remained in
contact with each other for six months.

Module Five: Why
Network
There are various reasons to
network. Engaging in networking can
result in jobs, partnerships, and
support. The benefits include an
increase in trust and visibility.
Networking can also provide an
inside advantage when it comes to
your professional and personal life.
It’s all about
people. It’s
about
networking and
being nice to
people and not
burning any
bridges.
Mike Davidson

Gain Trust
Be honest
Act with
consistency
Be helpful

Be Visible
Volunteer
Share expertise
Share news

Be an Insider
The right connections can provide
you with insider opportunities
You may be offered it before it is
ever posted
You should do the same for others
should the opportunity present
itself.

Gain Advantage
Dress
appropriately
Watch your tone
and body language
Be engaged (at work
and in the community)

Case Study
Alex was very pleased with his networking
He wants to become head of the department
and needs Jeremy’s endorsement
Jeremy was not sure that Alex made the
impression that would be necessary for a
successful department head
Jeremy chose to keep him in the same position
for a little while longer

Module Five: Review Questions
1. When should people act with integrity?
a)At all times
b)When observed
c) Dealing with finances
d)When alone
2. What is a goal when meeting contacts?
a)Manipulate people
b)Sell
c) Ask for thing
d)Meet needs

3. What is necessary to be competitive?
a)Success
b)Creativity
c) Stand out
d)All of the above
4. What will determine how you stand out?
a)Social media experience
b)Personal circumstance
c) Nothing
d)The company

5. What is true of jobs?
a) Not all are advertised
b) All are advertised
c) They are easy to find
d) All of the above
6. What will occur if a contact believes that you are ideal
for a position?
a) Conceal the position
b) Tell you to apply
c) Apply themselves
d) Recommend you

7. What will not benefit your relationship with decision
makers?
a) Dress
b) Disengagement
c) Being helpful
d) Monitor tone
8. Gaining advantage with decision makers will improve as
_________
a) Time passes
b) Interest increases
c) Creativity does
d) Visibility increases

9. What did Alex want?
a) Become the CEO
b) Become the department head
c) Improve networking
d) Nothing
10. What did Jeremy think about Alex’s appearance?
a) Neat
b) Managerial
c) Creative
d) Sloppy

1. When should people act with integrity?
a) At all times
b) When observed
c) Dealing with finances
d) When alone
People should act with integrity at all times. This creates a reputation
for consistency.
2. What is a goal when meeting contacts?
a) Manipulate people
b) Sell
c) Ask for thing
d) Meet needs
When meeting contacts, meeting their needs becomes a goal. This
will ensure that you are seen as helpful.

3. What is necessary to be competitive?
a) Success
b) Creativity
c) Stand out
d) All of the above
The marketplace is competitive. It is important to stand out to be
competitive.
4. What will determine how you stand out?
a) Social media experience
b) Personal circumstance
c) Nothing
d) The company
There are many ways to stand out. Personal circumstances determine
the best method of visibility.

5. What is true of jobs?
a) Not all are advertised
b) All are advertised
c) They are easy to find
d) All of the above
Not every job is advertised. Network connections will provide opportunities
to jobs.
6. What will occur if a contact believes that you are ideal for a position?
a) Conceal the position
b) Tell you to apply
c) Apply themselves
d) Recommend you
Network contacts will recommend people they believe will be ideal for a
position. This may lead to an offer.

7. What will not benefit your relationship with decision makers?
a) Dress
b) Disengagement
c) Being helpful
d) Monitor tone
Being engaged will benefit relationships with decision maker. The
other answers are also beneficial.
8. Gaining advantage with decision makers will improve as _________
a) Time passes
b) Interest increases
c) Creativity does
d) Visibility increases
Gaining advantage with decision makers will improve as visibility
increases

9. What did Alex want?
a) Become the CEO
b) Become the department head
c) Improve networking
d) Nothing
Alex desired to become the department head. He hoped his network
would improve his chances.
10. What did Jeremy think about Alex’s appearance?
a) Neat
b) Managerial
c) Creative
d) Sloppy
Jeremy respects Alex’s work. He thinks his appearance is sloppy.

Module Six: How to Build
Networks
It is important to consider the
different ways to build networks and
engage in the different methods of
networking. There is physical
networking, which includes
networking events. Social networking
sites and network referral lists are
also beneficial in building strong
networks.
Network
marketing is
based purely on
relationship
selling, which is
the state of art
in selling today.
Brian Tracy

Physical Networking Groups
Professional
associations
Business
organizations
Social
organizations

Attend Networking Events
Carefully choose the events you
attend
You need to work the room
Be prepared to talk about relevant
topics in an educated way

Social Networking Sites
YouTube
Tumblr
Google+

Create Networking Referral Lists
This list should be made up of
trustworthy people you can benefit
from and who can benefit you
People on the list are typically linked to
your area of expertise either directly or
indirectly
It is a good idea to consider the type of
positions you want to include in your
referral network

Case Study
Hannah accompanies James to a networking event
James made several contacts at the last event, and
Hannah was hoping to do the same
James left to meet new people, but Hannah did not
follow him
By the end of the night, James made two new
contacts, Hannah, however, made none

Module Six: Review Questions
1. Who are we more likely to remember?
a)People we meet in person
b)People we meet online
c) People from the media
d)All of the above
2. What is NOT a physical network group?
a)Community service clubs
b)Twitter
c) Business organizations
d)Social organizations

3. What happens when people attend too many networking
events?
a) Increased visibility
b) Increased focus
c) Loss of focus
4. What should be done when a conversation is clearly not
going anywhere?
a) Try harder
b) Keep talking
c) Blame the other person
d) Leave it

5. What is an essential method of communication?
a) Reviews
b) Social networks
c) Surveys
d) All of the above
6. Choose the social networking tool.
a) Twitter
b) YouTube
c) Google+
d) All of the above

7. What occurs when you recommend someone as a referral?
a) Affects your reputation
b) Nothing
c) Professionalism is observed
d) You are helping yourself
8. It is important that the people on your referral list be
______.
a) Experienced
b) Creative
c) Innovative
d) Trustworthy

9. How many contacts did James make at the end of the night?
a) 2
b) 0
c) 1
d) Unknown
10. How many contacts did Hannah make by the end of the night?
a) 2
b) 0
c) 1
d) Unknown

1. Who are we more likely to remember?
a) People we meet in person
b) People we meet online
c) People from the media
d) All of the above
We are more likely to remember people we meet in person. This is
why physical networks are important.
2. What is NOT a physical network group?
a) Community service clubs
b) Twitter
c) Business organizations
d) Social organizations
Twitter is a method of social media. The other answers are physical
network groups.

3. What happens when people attend too many networking events?
a) Increased visibility
b) Increased focus
c) Loss of focus
It is necessary to limit networking events. Attending too many networking
events can lead to a loss of focus.
4. What should be done when a conversation is clearly not going anywhere?
a) Try harder
b) Keep talking
c) Blame the other person
d) Leave it
It is important to make the most of your time. If a conversation is not going
well, leave it.

5. What is an essential method of communication?
a) Reviews
b) Social networks
c) Surveys
d) All of the above
Social networks are essential to communication. The exact networks used
are open to individual preference.
6. Choose the social networking tool.
a) Twitter
b) YouTube
c) Google+
d) All of the above
All of the answer choices are examples of social media.

7. What occurs when you recommend someone as a referral?
a) Affects your reputation
b) Nothing
c) Professionalism is observed
d) You are helping yourself
Recommending someone as a referral will affect your reputation. You
are vouching for the ability of the person you recommend.
8. It is important that the people on your referral list be ______.
a) Experienced
b) Creative
c) Innovative
d) Trustworthy
The actions of our referrals reflect back on you. It is important to
choose trustworthy individuals for the list.

9. How many contacts did James make at the end of the night?
a) 2
b) 0
c) 1
d) Unknown
James made contacts by the end of the night. He made two contacts.
10. How many contacts did Hannah make by the end of the night?
a) 2
b) 0
c) 1
d) Unknown
Hannah was not successful in the networking. She made no contacts that night.

Module Seven: Online
Networking Tools
Given the number of networking
tools available, you are sure to find
something that will help you build
and maintain your network. Internet
tools that are commonly used
include: social networks, blogs, chat
rooms, and email. Each one of these
tools will make your connections in
cyberspace easier to monitor.
Wikis and social
networking are
just tools.
Jimmy Wales

Social Networks
Facebook Twitter
LinkedIn

Blogs
Link blog posts to social
media and other sites
Need to establish your
niche
Interview contacts as
experts for your blog

Chat Rooms
Are helpful for
making contacts
Choose one
that has a topic
you are
interested in
If you find a
chat room
where people
do not
communicate
respectfully,
leave it

Email
Have a clear topic, and
include it in the subject line
Send individualized emails,
when possible
Be helpful (don’t simply ask
for things)

Case Study
Kathy is connected to Fran on a social network
Some of Fran’s posts made Kathy uncomfortable
Kathy was torn because she enjoyed Fran’s company in
person
Kathy considered unfriending Fran, but she is
concerned how it would affect their relationship

Module Seven: Review Questions
1. Which network is focused on business connections?
a) LinkedIn
b) Twitter
c) Facebook
d) None
2. What is the character limit in a tweet?
a) 160
b) 240
c) 210
d) 140

3. Blogs allow you to showcase ______.
a) Privacy
b) Expertise
c) Creativity
d) All of the above
4. A blog topic should be something the writer ________.
a) Knows is popular
b) Advertises
c) Is comfortable with
d) All of the above

5. What is the benefit of chat rooms?
a) Close monitoring
b) Professional setting
c) Similar interest
d) All of the above
6. Who should be consulted when finding a chat room?
a) No one
b) Family
c) Search engine
d) Contacts

7. What is the ideal email length?
a) 150 words
b) 300 words
c) 50 words
d) 100 words
8. Where should the topic be made clear?
a) Body
b) Subject line
c) Sign off
d) Nowhere

9. What did Fran do to make Kathy uncomfortable?
a)Overshare
b)Nothing
c) Not share anything
d)None of the above
10. What did Kathy consider?
a)Talking with Fran
b)Giving up social networking
c) Nothing
d)Unfriending Fran

1. Which network is focused on business connections?
a) LinkedIn
b) Twitter
c) Facebook
d) None
All of the answer choices may be used for business connections.
LinkedIn was created as a professional network.
2. What is the character limit in a tweet?
a) 160
b) 240
c) 210
d) 140
There is a character limit in Twitter. The limit is 140 characters per
tweet.

3. Blogs allow you to showcase ______.
a) Privacy
b) Expertise
c) Creativity
d) All of the above
Blogs are social media platforms. They allow you to showcase
expertise.
4. A blog topic should be something the writer ________.
a) Knows is popular
b) Advertises
c) Is comfortable with
d) All of the above
Blog topics need to be topics that the writer is comfortable
communicating.

5. What is the benefit of chat rooms?
a) Close monitoring
b) Professional setting
c) Similar interest
d) All of the above
Chat rooms are useful for meeting people. People in chat rooms have
similar interests.
6. Who should be consulted when finding a chat room?
a) No one
b) Family
c) Search engine
d) Contacts
It is helpful to ask contacts and peers about chat rooms. They may
know of useful ones.

7. What is the ideal email length?
a) 150 words
b) 300 words
c) 50 words
d) 100 words
Emails need to be carefully crafted. The ideal length is around 150
words.
8. Where should the topic be made clear?
a) Body
b) Subject line
c) Sign off
d) Nowhere
An email requires a clear topic. This needs to be included in the
subject line.

9. What did Fran do to make Kathy uncomfortable?
a) Overshare
b) Nothing
c) Not share anything
Fran tended to share too much information on social networks.
10. What did Kathy consider?
a) Talking with Fran
b) Giving up social networking
c) Nothing
d) Unfriending Fran
Kathy considered unfriending Fran on social media. She was not sure
how it would affect their working relationship.

Module Eight: Develop
Interpersonal Relationships
Building new relationships requires a
great deal of effort, but the payoff is
worth the energy. Developing
interpersonal relationships requires
deliberate action, integrity, and
boundaries, all which take time to
implement
Everyone has an
invisible sign
hanging from
their neck
saying, ‘Make
me feel
important’.
Mary Kay Ash

Be Specific
Build relationships with specific contacts and be
genuine
Build relationships on common interests and passions
Building friendships with specific people you enjoy
interacting with, the relationship will develop naturally

Keep Your Word
Do not over commit
Manage your time carefully
Make reasonable promises

Maintain Boundaries
Put time in your
schedule for
yourself and
protect it
Communicate your
boundaries to
others
Learn to say no,
when necessary
Prepare a response
for anyone who
violates your
boundaries

Invest Time
Schedule time to reach out to the
individuals you want to build relationships
Meet with your contacts
Simply make the effort

Case Study
Candace is a new contact of Ben’s
She has provided guidance and resources to him on
multiple occasions
Ben promises to help her, but he never seems to come
through
Candace is beginning to feel like the relationship is
very one-sided

Module Eight: Review Questions
1. What prejudice do many people have against
networking?
a) A waste of time
b) None
c) Lack of interest
d) Lack of sincerity
2. Relationships should be based on ________
a) Work skills
b) Common interests
c) Benefits

3. What occurs when people overcommit?
a)They are unhappy
b)They rise to the occasion
c) Nothing
d)Something is left undone
4. What does being consistently late indicate?
a)A busy schedule
b)Nothing
c) Kind personality
d)Failure to keep promises

5. What happens when people fail to maintain their
boundaries?
a) Others become intrusive
b) Nothing
c) You become closer
6. Boundaries should be based on _____.
a) Societal needs
b) Networking needs
c) Individual needs
d) All of the above

7. Time should be set aside to invest in contacts, _______.
a) As a group
b) Individually
c) Creatively
d) All of the above
8. What will help you invest the appropriate time in contacts?
a) Nothing
b) Determination
c) Priorities
d) Schedule

9. How does Candace view her relationship with Ben?
a) Mutual
b) Beneficial
c) One-sided
d) All of the above
10. How long has Candace known Ben?
a) 6 months
b) 3 months
c) 2 months
d) Unknown

1. What prejudice do many people have against networking?
a) A waste of time
b) None
c) Lack of interest
d) Lack of sincerity
Many people have a prejudice against networking. They feel that it
encourages a lack of sincerity.
2. Relationships should be based on ________
a) Work skills
b) Common interests
c) Benefits
Relationships need to be based on common interest and passions.
This helps them develop naturally.

3. What occurs when people overcommit?
a) They are unhappy
b) They rise to the occasion
c) Nothing
d) Something is left undone
When people overcommit they cannot finish everything. Something is
left undone
4. What does being consistently late indicate?
a) A busy schedule
b) Nothing
c) Kind personality
d) Failure to keep promises
Being late indicates that there is a failure to keep promises. It is
important to keep promises when building relationships.

5. What happens when people fail to maintain their boundaries?
a) Others become intrusive
b) Nothing
c) You become closer
Maintaining boundaries is necessary in any relationship. Failure to do
so will result in others becoming intrusive.
6. Boundaries should be based on _____.
a) Societal needs
b) Networking needs
c) Individual needs
d) All of the above
Personal boundaries are personal. They should be based on individual
needs.

7. Time should be set aside to invest in contacts, _______.
a) As a group
b) Individually
c) Creatively
d) All of the above
It is important to invest time in contacts on an individual level.
8. What will help you invest the appropriate time in contacts?
a) Nothing
b) Determination
c) Priorities
d) Schedule
Investing time requires creating a schedule.

9. How does Candace view her relationship with Ben?
a) Mutual
b) Beneficial
c) One-sided
d) All of the above
Candace views her relationship with Ben as one-sided. She is considering ending it.
10. How long has Candace known Ben?
a) 6 months
b) 3 months
c) 2 months
d) Unknown
Candace had known Ben for three months when she began to rethink the relationship.

Module Nine: Common
Networking Mistakes
If you are aware of the common
networking mistakes, you will have a
better chance of avoiding them.
Common mistakes include taking
before giving, making assumptions,
reaching too high, and assuming that
tools alone will build connections.
Always monitor your interactions
with others to prevent making these
all too common errors.
Do not fear
mistakes. You
will know
failure.
Continue to
reach out.
Benjamin
Franklin

Taking before Giving
You should try giving before taking
When you take before giving, you appear
selfish
Giving does not have to be a grand gesture. You
can offer something simple

Assumptions
Common assumption is that people
should automatically care about your
needs and make an effort to help you
You may ask your contacts for help, and
they may or may not choose to help you
Do no place expectation on people

Reaching Too High
Goals need to be realistic
Do not try to expand the network too
quickly
You are unlikely to connect with the CEO
of a Fortune 500 when you first begin

Assume Tools Create
Connections
Too much faith is placed in the tools
Tools are no substitute for connecting
with individuals in person
Tools are useful, but they are only as
effective as the individual using them

Case Study
Leonard was certain that building a network would benefit him
greatly
Margery was the HR manager for another company, and
Leonard hoped that she would recommend him for a job.
She soon noticed that Leonard seemed annoyed with her
because he felt she didn’t come through for him.
She didn’t know him well enough, so she didn’t feel
comfortable recommending him.

Module Nine: Review Questions
1. What appearance does taking first give?
a) Selfishness
b) Integrity
c) Generous
d) Caring
2. What is true about giving?
a) It must be grand
b) It follows taking
c) It may be simple

3. What is likely to occur when making assumptions?
a) Correct predictions
b) Improved time management
c) Nothing
d) Disappointment
4. What happens when you put expectations on people?
a) Encourage them
b) Alienate them
c) Include them
d) All of the above

5. What is true of goals?
a)They need to be realistic
b)They are unimportant
c) They need to be broad
d)They need to be expansive
6. Networks need to be expanded _______.
a)Quickly
b)Steadily
c) Slowly
d)None of the above

7. What is a common mistake made, related to tools?
a) Placing too much faith in them
b) Not placing faith in them
c) Decreases the chance of making the sale
d) All of the above
8. What determines the effectiveness of tools?
a) Quality of the tool
b) Nothing
c) Timing
d) Skill of the user

9. What is Margery’s position?
a) CEO
b) HR Manager
c) Personal assistant
d) Unknown
10. What occurred after Margery learned about Leonard’s
expectations?
a) Dialogue
b) Increased contact
c) Limited contact
d) Nothing

1. What appearance does taking first give?
a) Selfishness
b) Integrity
c) Generous
d) Caring
It is best to give before taking. Taking first gives the impression of
selfishness.
2. What is true about giving?
a) It must be grand
b) It follows taking
c) It may be simple
Giving does not have to be done on a grand scale to be effective.
Small acts are sufficient.

3. What is likely to occur when making assumptions?
a) Correct predictions
b) Improved time management
c) Nothing
d) Disappointment
It is never a good idea to make assumptions. Assumptions often lead
to disappointment.
4. What happens when you put expectations on people?
a) Encourage them
b) Alienate them
c) Include them
d) All of the above
Placing expectations on people only serves to alienate them.

5. What is true of goals?
a) They need to be realistic
b) They are unimportant
c) They need to be broad
d) They need to be expansive
Goals need to be realistic. If they are not realistic, people are unlikely
to continue to try to reach them.
6. Networks need to be expanded _______.
a) Quickly
b) Steadily
c) Slowly
Attempting to expand networks too quickly is a mistake. They need to
be expanded slowly.

7. What is a common mistake made, related to tools?
a) Placing too much faith in them
b) Not placing faith in them
c) Decreases the chance of making the sale
d) All of the above
People often place too much faith in tools. This is a common mistake.
8. What determines the effectiveness of tools?
a) Quality of the tool
b) Nothing
c) Timing
d) Skill of the user
Tools are useful, but the effectiveness of the tools used is tied directly
to the skill of the user. This is why it is not safe to rely too much on
tools.

9. What is Margery’s position?
a) CEO
b) HR Manager
c) Personal assistant
d) Unknown
Margery is an HR manager. Leonard expects Margery to use her influence on
his behalf, but he does not ask her.
10. What occurred after Margery learned about Leonard’s expectations?
a) Dialogue
b) Increased contact
c) Limited contact
d) Nothing
Margery becomes very uncomfortable with Leonard when she discovers that
he expects her to help him with a job. After this development, she chooses to
limit her contact with Leonard.

Module Ten: Time
Management
Time management for networking
can be improved by prioritizing
contacts and scheduling activities.
Connecting with people online and
organizing activities for groups will
also help you manage your time as
you develop relationships within your
network.
A man who
dares waste one
hour of his time
has not
discovered the
value of life.
Charles
Darwin

Prioritize Contacts
Note people
interested in
connecting with
you
Note people who
have useful
connections
Note people who
have useful
knowledge

Create Group Activities
Movies
Dining
Sports games

Connect Online
Use online tools regularly
Update regularly to maintain
the interest of your connections
You should schedule time to
connect online each day

Schedule Your Network Activities
Make out a schedule at least a week in
advance
Include time for online networks, group
activities, and private meetings
Weekly schedule is not set in stone. It
may be altered

Case Study
Grant joined several networks online, but this action did
nothing to help him grow his network
Grant reached out to Linda since she had more
experience using social media
Linda explained that Grant was not engaging his
followers with such infrequent interaction
After two months, Grant noticed an increased dialogue
in social media

Module Ten: Review Questions
1. What is the first thing you should do when prioritizing
your contacts?
a) List them
b) Make notes
c) Arrange the list
2. The contact list should begin with ________.
a) Low priority contacts
b) Mid priority contacts
c) High priority contacts
d) It doesn’t matter

3. Group activities need to be ______.
a) Formal
b) Casual
c) Professional
d) All of the above
4. Group activities need to do which of the following?
a) Reflect the organizer
b) Improve creativity
c) Nothing
d) Reflect the members

5. How often should online tools be used?
a)Weekly
b)Daily
c) Monthly
d)When convenient
6. What is true about using online tools?
a)They all have to be used on the same day.
b)It does not matter how often you use them.
c) They are optional
d)They do not all have to be used on the same day.

7. How far in advance should you schedule networking
activities?
a) One week
b) One day
c) One month
d) Three days
8. When would you adjust a schedule?
a) Beginning of each week
b) End of each week
c) Beginning of each day
d) End of each day

9. When did Grant engage on social media?
a) Weekly
b) Daily
c) Biweekly
d) Unknown
10. How many sites did Linda advise him to use daily?
a) 1
b) 4
c) 3
d) 2

1. What is the first thing you should do when prioritizing your contacts?
a) List them
b) Make notes
c) Arrange the list
All of the answers are used to prioritize contacts. The first step is making a
list of all contacts.
2. The contact list should begin with ________.
a) Low priority contacts
b) Mid priority contacts
c) High priority contacts
d) It doesn’t matter
Contacts need to be prioritized. The contact list should begin with the high
priority contacts.

3. Group activities need to be ______.
a) Formal
b) Casual
c) Professional
d) All of the above
Group activities are opportunities to bond. They should be casual.
4. Group activities need to do which of the following?
a) Reflect the organizer
b) Improve creativity
c) Nothing
d) Reflect the members
Group activities need to reflect the members. It should be something
that the majority will enjoy.

5. How often should online tools be used?
a) Weekly
b) Daily
c) Monthly
d) When convenient
Online communication is essential to networking. Online tools should
be used daily.
6. What is true about using online tools?
a) They all have to be used on the same day.
b) It does not matter how often you use them.
c) They are optional
d) They do not all have to be used on the same day.
Online tools do not all have to be used on the same day. They may be
used on different days.

7. How far in advance should you schedule networking activities?
a) One week
b) One day
c) One month
d) Three days
Networking activities should be scheduled a week in advance. The
schedule may change daily.
8. When would you adjust a schedule?
a) Beginning of each week
b) End of each week
c) Beginning of each day
d) End of each day
Schedules should be made weekly. They should be adjusted at the
end of the day.

9. When did Grant engage on social media?
a) Weekly
b) Daily
c) Biweekly
d) Unknown
Grant only engaged in social media on Fridays. He logged on weekly.
10. How many sites did Linda advise him to use daily?
a) 1
b) 4
c) 3
d) 2
Linda advised Grant to use two sites daily. The others could be used
less frequently, according to her advice.

Module Eleven: Manage Personal
and Professional Networks
Your networks will thrive as long as
you remember to be responsive and
give back while you stay in-touch
with your contacts. It is also
beneficial to separate your personal
activities from your business ones.
When you stop
expecting
people to be
perfect, you can
like them for
who they are.
Donald Miller

Be Responsive
Do not ignore
people
If you are not able to fully address an issue,
schedule a meeting for a better time
Always respond in
a timely manner

Give Back
Provide advice
Share expertise
Provide a recommendation

Separate Personal and Business
Activities
Establish boundaries
between personal
and business life
Use separate social
networking site for
personal use and
another for business
Use privacy settings
that limit what
people see on your
sites

Stay Physically In-touch
Stay physically
in-touch
whenever
possible with
people that are
local to you
Important also
to make
connections
with people
who are not
local
When you
travel, make
time to reach
out to people
you know

Case Study
Robert emailed Diane to ask for a recommendation before
his job interview the next week
Diane did not reply before the interview
Robert was certain that he made a good impression
during the interview but was concerned Diane didn’t
respond
Diane informed him she already gave the
recommendation, Robert was relieved, but he was still
annoyed with Diane for not responding to him

Module Eleven: Review Questions
1. Responses should be made ______,
a)In a timely manner
b)Within an hour
c) Within a week
d)When there is time
2. What does a failure to respond imply?
a)Nothing
b)Lack of interest
c) Inability to help
d)A busy schedule

3. What should be done when people ask for help?
a)Nothing
b)Discuss it
c) Find a way to give it
d)None of the above
4. What is a way of giving back?
a)Share expertise
b)Reference people in a blog post
c) Provide a recommendation
d)All of the above

5. What do social media sites have that can create
boundaries?
a) Privacy settings
b) Familiar
c) Inviting
d) All of the above
6. What does separating activities do?
a) Nothing
b) Saves time
c) Reduces stress
d) Reinforces boundaries

7. What is true of local connections?
a)Easier to contact
b)Do not need to be contacted
c) They are more useful
d)All of the above
8. What should be done when traveling?
a)Bring contacts along
b)Reach out to contacts
c) Spend time alone
d)Nothing

9. How long did Robert wait to call Diane after his
interview?
a) 5 days
b) A week
c) 2 days
d) 3 days
10. What did Diane tell Robert?
a) Nothing
b) She gave a recommendation
c) She did not give a recommendation
d) She did not get his email

1. Responses should be made ______,
a) In a timely manner
b) Within an hour
c) Within a week
d) When there is time
Responses need to be made in a timely manner. The initial response
does not have to be in- depth.
2. What does a failure to respond imply?
a) Nothing
b) Lack of interest
c) Inability to help
d) A busy schedule
A failure to respond implies that there is little interest in the person
who made the request.

3. What should be done when people ask for help?
a) Nothing
b) Discuss it
c) Find a way to give it
Giving back is part of networking. When people ask for help, you
should find a way to give it.
4. What is a way of giving back?
a) Share expertise
b) Reference people in a blog post
c) Provide a recommendation
d) All of the above
There are many ways to give back. All of the answer choices are ways
to give back.

5. What do social media sites have that can create boundaries?
a) Privacy settings
b) Familiar
c) Inviting
d) All of the above
Social media sites have privacy settings that limit what people see. This can
help maintain boundaries between personal and professional life.
6. What does separating activities do?
a) Nothing
b) Saves time
c) Reduces stress
d) Reinforces boundaries
Separating activities helps to keep the boundaries between professional and
personal clear.

7. What is true of local connections?
a) Easier to contact
b) Do not need to be contacted
c) They are more useful
d) All of the above
Staying in-touch is important. This is easier with local connections.
8. What should be done when traveling?
a) Bring contacts along
b) Reach out to contacts
c) Spend time alone
d) Nothing
It is important to stay in-touch with contacts. Reach out to contacts
when traveling.

9. How long did Robert wait to call Diane after his interview?
a) 5 days
b) A week
c) 2 days
d) 3 days
Robert made a request a week before his job interview. He waited
three days after the interview to call Diane.
10. What did Diane tell Robert?
a) Nothing
b) She gave a recommendation
c) She did not give a recommendation
d) She did not get his email
Diane told Robert that she already gave her recommendation.

Module Twelve:
Wrapping Up
Although this workshop is coming to a
close, we hope that your journey to
networking outside your company is just
beginning.
Please take a moment to review and
update your action plan. This will be a key
tool to guide your progress in the days,
weeks, months, and years to come.
Will the social
networking
phenomenon
lessen? I don’t
think so.
Marissa
Mayer

Words from the Wise
Dale
Carnegie
• You can make more friends in two
months by becoming interested in
other people than you can in two
years by trying to get other
people interested in you.
Matt
Gentil
• Understand your audience and
you will understand the impact of
your message on each follower in
your social media networks.

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