80% of jobs are found through networking and for the jobs that do make there way to the internet, the average number of people that apply is 118. This means that while your browsing job boards and sending out resumés, you're actually missing out on hundreds of potential opportunities. It's time to beef up your networking chops and get out there. This presentation will give you some valuable tips and tricks to use as you begin networking your way to a job you love.

1. Welcome to
“How to not suck at
networking”
August 20, 2014 @lindsaymajane

2. 1. Why are you here?
2. Types of networking
o Event networking
o One-on-one networking
3. Questions?
Agenda
August 20, 2014 @lindsaymajane

3. Why are you here?
August 20, 2014 Intro

4. Purpose
● Get a new job
● Grow your network
● Further your career
● Meet new people
● Learn
● ...
August 20, 2014 Intro

5. Preparation
Guess what?
These are skills everyone
needs to practice.
August 20, 2014 Intro

6. Communities
August 20, 2014 Community

7. Types of networking
● Event networking
o Going to events, lectures, panels, conferences, etc.
● One-on-one networking
o Sending emails, phone calls, coffee meetings, etc.
August 20, 2014 Types of networking

8. Event networking
August 20, 2014 Event networking

9. Preparation
● Look at the Eventbrite invitation
● See if there’s a hashtag or event name and see if people
are already talking about it
● Are there sponsors?
● What does the host company do?
● Set a goal of making 1-2 really good connections, not 10
passing ones.
August 20, 2014 Event networking

10. Let’s talk about body language
August 20, 2014 Event networking
Use these tools for good,
not evil.
I’m not an expert. You
must learn to apply and
test these on your own.
All psychology must be
understood in context.
RULE NUMBER 1 RULE NUMBER 2
Title 4
• Bullet 1
RULE NUMBER
3 It’s structured hangin’ out.
Always remember to have fun
and be yourself.
RULE NUMBER 4

11. August 20, 2014 Event networking
The magic number
93%
of what you convey to people comes through in body
language and paralinguistic cues

12. August 20, 2014 Event networking
A different message?

13. August 20, 2014 Event networking
A different message?

14. August 20, 2014 Event networking
A different message?

15. August 20, 2014 Event networking
Ready? Go!
10 seconds
that’s it. Impressions are far more difficult to
change after this critical period in time

16. August 20, 2014 Event networking
The conversation
LISTENING
Friendly and Responsive
● Prepare your “hi”
● Smiles can be heard
● Be responsive (“mhm” and
“right”) to keep engaged
SPEAKING
Friendly and Caring
● Smile (with your eyes!)
● Perfect the handshake
● Eye darting vs. blank stare
Tip #1: If you’ve
forgotten someone’s
name, introduce them to
a friend and listen in. Or
politely ask them again.

17. August 20, 2014 Event networking
Techniques for conversation
Be genuinely interested
in people
NUMBER 1
SMILE!
Their name is the
sweetest sound
Encourage others to talk
about themselves
Talk in terms of others’
interests
Sincerely make them
feel important
NUMBER 2
NUMBER 3
NUMBER 4
NUMBER 5 NUMBER 6

18. August 20, 2014 Event networking
Where do I find events?
● My existing communities
● Eventbrite
● Twitter
● VentureFizz
● The Boston Calendar (thebostoncalendar.com)
● Greenhorn Connect (greenhornconnect.com)
… where do you find events?

19. August 20, 2014 Event networking
Hot tips to remember
● Never underestimate who a person is, or how you
can help each other.
● Do your research.
● Find common ground.
● Always have something in your hand.
● Don’t constantly look over their shoulder.

20. August 20, 2014 Event networking
Hot tips to remember
● Forgot their name? Ask them. I promise, it’s not
awkward (or tell ask for a card).
● Want to get away… introduce to another, “It was
great chatting”, head to the bathroom/bar.
● Put your phone away (really.. if necessary, buy a
watch).
● Making ONE genuine connection is best.
● Follow up (LinkedIn, Twitter, email)

21. One-on-one
networking
August 20, 2014 One-on-one networking

22. Preparation
● What do you want?
● Crafting the email
● Research (the person & the industry)
● Questions
● What do you want out of the meeting?
● What can you offer to that person?
August 20, 2014 One-on-one networking

23. Preparation
August 20, 2014 One-on-one networking
Networking is better when you know
what you’re looking for.

24. Ways to narrow in on your goal
August 20, 2014 One-on-one networking
● Find an industry that excites you and get to know everything
about it: the top players, current news, etc.
● Identify companies that you are crushing on and research them.
● Find a title/role that excites you, and get to know what that role
does. Know the lingo.
Don’t worry! These will change, and they will change the more you learn!

25. So...
August 20, 2014 One-on-one networking
You met someone at an event, or someone introduced
you via email.
You’re ready to take it to the next level...

26. The “warm” email
Hi Lindsay,
It was great to meet you yesterday and learn more about mobile advertising. I
particularly enjoyed your explanation of how real-time bidding works.
I like what I’ve heard about your company, CraveLabs, and I'm hoping to learn
a little more. I’d love to schedule a time to see your space and get a sense of
what it’s like to work there.
Are you free on Tuesday or Wednesday before noon?
- Johnny Networker
August 20, 2014 One-on-one networking

27. OK Cupid
Hi Lindsay,
It was great to meet you yesterday and learn more about mobile advertising. I
particularly enjoyed your explanation of how real-time bidding works.
I like what I saw on your profile and I'm hoping to learn a little more. I’d
love to schedule a time to see your apartment and get a sense of what it’s like
to live there.
Are you free on Tuesday or Wednesday before noon?
- Johnny Networker
August 20, 2014 One-on-one networking

28. Better:
Hi Lindsay,
It was great to meet you yesterday and learn more about mobile advertising. I
particularly enjoyed your explanation of how real-time bidding works.
It sounds like CraveLabs is doing some interesting work in the mobile ad space,
and I'm hoping to learn a little more about that industry. Would you be open to
grabbing a coffee or chatting on the phone sometime next week - either
Tuesday (8/19) or Thursday (8/21) before noon?
- Johnny Networker
August 20, 2014 One-on-one networking

29. What about the cold email?
Lindsay,
[Humble and direct intro]I’m a marketing associate at ExampleCo looking to transition to a role at a
growing mobile advertising software company like CraveLabs.
[How you found this person] I attended the MITX mobile conference last week and [show you were
listening] enjoyed hearing you speak about geotargeting as the next big advancement for mobile
advertising. [prove you’re knowledgeable and this convo will be interesting] I’m already seeing signs of
geotargeting when I see ads that say ‘2.7 miles away’ while using the weather app on my smartphone.
It makes a lot of sense.
[The ask] I’d love to better understand how CraveLabs differentiates its mobile ad product and learn
more about how you approach your job as a marketer. Would you be open to grabbing a coffee or
chatting on the phone sometime next week - either Tuesday (8/19) or Thursday (8/21) before noon?
Thanks in advance,
-Johnny Networker
August 20, 2014 One-on-one networking

30. Now what?
August 20, 2014 One-on-one networking
You’ve set up a coffee meeting.
Now what?

31. Research
● What can you learn about a person, a company, and an industry before a
meeting?
● Resources:
o LinkedIn
o Facebook
o Twitter
o Google (news, website, etc.)
o Crunchbase
o Rapportive
o Github
o ...the interwebs
August 20, 2014 One-on-one networking
Tip #2: Don’t treat the coffee meeting or
call like more than it really is.
If you turn a casual conversation into a
job interview in your mind, you’ll get
nervous and the person will be confused.

32. Questions
● Sometimes people get worried that they’ll run out of
questions. Guess what? Not possible.
These are a few of my many go-to questions:
- What is the most exciting thing you’ve worked on in the last few weeks?
- If you, personally, could hire one person right now, what would that role be?
- What do you do to stay current on what’s happening in your industry?
- If I look for your company in a year, and you’re not around, what will be the #1 failure point?
- What keeps you up at night?
- What’s your biggest challenge right now?
BUT BEFORE THIS: LISTEN LISTEN LISTEN
August 20, 2014 One-on-one networking

33. What is it you want out of the meeting?
larger network
potential job
mentor
learning from those who
have been where you are
experience
gathering
how can you be
helpful to this person?
August 20, 2014 One-on-one networking

34. Application
chew gum
35
be late
31
hearing - not listening 19
use terms incorrectly 15
listen and pay attention 62
be inquisitive
12
Things to doThings not to do
be on time
15
be yourself
11
Family Feud
August 20, 2014 Application

35. August 20, 2014 One-on-one networking
Techniques for conversation (again!)
Be genuinely interested
in the person
NUMBER 1
SMILE!
Listen and ask
questions.
Encourage the person to talk
about themselves, but don’t
be shy to say “here’s why I
want to talk to you.”
Talk in terms of others’
interests
Sincerely make them
feel important
NUMBER 2 NUMBER 3
NUMBER 4 NUMBER 5 NUMBER 6

36. Debrief with yourself
What did you get out of that meeting?
What did it teach you?
Who are you reaching out to next?
Does the person work for a company that you are interested in?
What can you offer to that person?
Who can you connect them to?
How can you take that experience and grow on it?
Who else can they connect you to?
What job would you fit into at that company?
What were the lessons they learned?
What’s the next step?
August 20, 2014 Follow-Up

37. Follow-Up and Thank You
● LinkedIn (only after you’ve met them in person...and send a message!)
● Twitter (only if they’re active on Twitter)
● Email (always...within 12 hours)
● Offering (how can you help them? Article, freelance project, etc.)
● Connection (“Would you be willing to connect me with your friend
Ziggy at Nexage so I can learn more about programmatic ad networks?”)
August 20, 2014 Follow-Up

38. August 20, 2014 Preparation
Hot tips to remember
● People will say yes to coffee invites.
● Do your research (Be informed. Don’t be creepy.)
● Listen and ask questions.
● How can you help them?
● Debrief and follow up.

39. August 20, 2014 Preparation
Your homework
List 3-5 people to:
- reach out to for a coffee meeting.
OR
- ask for an intro to someone you’d like to
have coffee with.

40. Questions?
lindsay@cravelabs.com @lindsaymajane