This webinar discusses relationship networking and building connections. The presenter, Michelle Tillis Lederman, emphasizes using a relationship approach to networking rather than just collecting contacts. She outlines several "laws" to follow, including listening well, finding similarities, putting others in a positive mood, staying in touch over time, and giving without expectation of something in return. The goal is to build familiarity, trust and genuine relationships that can help both parties professionally down the road.

1. RELATIONSHIP
NETWORKING
Building Impressions & Connections

2. Your host…
Greg Plum
Director, Partner Marketing
• This webinar is being recorded
• You are all in listen-only mode
• Ask questions via the Questions function in your
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• Let’s get started!

3. About Michelle
3
Press BooksClients
CEO

4. You Tell Me…
What words /
feelings do you
associate with
Networking and
Networkers?
What does are
the qualities and
actions of a Good
Networker?
Good
Networker?
Word
Associations

5. Why Network?
People would rather do business
with a person they like and trust
rather than someone they don’t.
(Nobel Prize psychologist, Daniel Kahneman)
90% of executive level
jobs come from
networking
Source: Right Management
69% of companies rejected a
candidate based on what they
found online
Source: Right Management
92% of companies use
social media for recruiting
Source: staff.com

6. A Relationship Networking Approach
What it is not: What it is:
So how do you get started?

7. Have the Conversation:
4. Law of Curiosity
5. Law of Listening
6. Law of Similarity
7. Law of Mood Memory

8. Start and Keep It Going
8
• Listen and probe
• Listen and share
Extend
• Establish similarity
• Seek next step…
Connect
• Create positive mood
memory
Close
• Use open phrasing
• Leverage your curiosity
Ask

9. Why don’t you follow up?
9

10. After the Conversation:
Build Relationships
9. Law of Familiarity
10. Law of Giving
11. Law of Patience

11. The Law of Familiarity
People feel comfortable with
who and what they know

12. Familiarity
Light Touches Leverage Technology Use Social Media

13. What Apps / Tools Do You Use?

14. The Law of Giving
Give First: Give because you
can, giving creates value

15. Giving
15
Introduce Invite Inform

16. Giving and Asking
The Opt Out Ask
The Alternative Ask
The Shrinking Ask
The Non Ask
What do you need right now?
How can we help? Ask…
16

17. The Law of Patience
Give it time, things happen

18. Be Patient- It may help to remember:
It comes back to you
(or someone else)
You’ll get a chance
to help
Friendships grow in
time

19. My Gifts To You
www.MichelleTillisLederman.com/GiftPack
– FREE Interview Preparation Checklist.
– My Top 5 Success Accelerators
– FREE assessment to learn your Networking Type
– FREE Chapter: The Law of Giving

20. Thank You!
facebook.com/michelletillislederman
linkedin.com/in//communicationexpertspeaker
twitter.com/mtlederman
youtube.com/user/michellelederman
executiveessentials.org
michelletillislederman.com