Networking Skills Presentation Dec09

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Technique based training / mentoring course designed to facilitiate employees to develop exceptional networking skills.

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  • A humorous quote used to introduce my credibility to provide this type of training. Sarah made this statement as part of a final internship presentation in 2008. While it was intended as a sincere compliment to my networking skills (and my training of her), it also had an amusing twist. If I know everyone, then perhaps it is because I actually know nothing myself. Explained in that context, it will make the audience laugh, relax and pay attention to the rest of the presentation. I explain who I am (Sr. Director of Bus. Development & Marketing) and my role in mentoring in presentation and networking skills. Sarah’s statement of “it isn’t what you know, it is who you know” provides a nice connection to slide 4’s key point which is that a strong network leverages your total knowledge base. You don’t have to know everything, you just have to know enough people to gain quick access to what it is you need to know.
  • Networking Skills Presentation Dec09

    1. 1. Networking Skills Develop relationships for your career success
    2. 2. <ul><li>“ Tony taught me it isn’t what you know, it is who you know – and Tony knows everybody” </li></ul><ul><li>Sarah Fenwick (Marketing Intern ’08) </li></ul>Does that mean I know nothing?
    3. 3. <ul><li>Who you know = What you know </li></ul>
    4. 4. Agenda <ul><li>Why Bother? </li></ul><ul><li>Managing Yourself </li></ul><ul><li>Managing Others </li></ul><ul><li>Planning for the networking event </li></ul><ul><li>Follow up after the event </li></ul>
    5. 5. Networking – Why Bother? <ul><li>Career Success </li></ul><ul><li>Personal Confidence </li></ul><ul><li>Gain Knowledge </li></ul>Become the “go to” person in your organization
    6. 6. What you will learn <ul><li>Technique based training </li></ul><ul><li>Identify & capitalize on opportunities </li></ul><ul><li>Follow through to build the relationship </li></ul><ul><li>Staying in touch over time </li></ul>
    7. 7. Step 1: Managing Yourself <ul><li>How you look </li></ul><ul><li>What you say </li></ul><ul><li>How you say it </li></ul>
    8. 8. How you look <ul><li>80% of the impression is formed before you </li></ul><ul><li>open your mouth </li></ul><ul><ul><ul><li>Great posture </li></ul></ul></ul><ul><ul><ul><li>Head up </li></ul></ul></ul><ul><ul><ul><li>Confident smile </li></ul></ul></ul><ul><ul><ul><li>Direct gaze </li></ul></ul></ul><ul><ul><ul><li>Clothing slightly more formal than the event </li></ul></ul></ul>
    9. 9. Being credible <ul><li>No fidgeting </li></ul><ul><li>Sticky eyes technique for strong eye contact </li></ul><ul><ul><li>M to F or F to F </li></ul></ul><ul><ul><li>M to M </li></ul></ul>
    10. 10. What you say <ul><li>Small talks purpose </li></ul><ul><ul><li>Put people at ease </li></ul></ul><ul><ul><li>Match moods </li></ul></ul><ul><ul><li>Identify language style & preferences </li></ul></ul><ul><ul><li>Learn about person’s hot buttons </li></ul></ul><ul><li>Listen more than you talk </li></ul>
    11. 11. What you say <ul><li>Starting a conversation </li></ul><ul><ul><li>Whatzit technique </li></ul></ul><ul><ul><li>Whozat technique </li></ul></ul><ul><ul><li>Eaves drop technique </li></ul></ul><ul><li>Standard opening questions </li></ul>
    12. 12. Standard opening questions <ul><li>Where are you from technique </li></ul><ul><li>Who do you know technique </li></ul><ul><li>Compliment them technique </li></ul>
    13. 13. Your exceptional answers <ul><li>No simple answer </li></ul><ul><li>Be a wealth of information </li></ul><ul><li>Never the naked city / job </li></ul>Always give them hooks to continue the conversation
    14. 14. How you say it <ul><li>Flooding smile technique </li></ul><ul><li>Big baby pivot technique </li></ul><ul><li>Always positive </li></ul><ul><li>Say it as long as it’s not </li></ul><ul><ul><ul><li>Complaining </li></ul></ul></ul><ul><ul><ul><li>Rude </li></ul></ul></ul><ul><ul><ul><li>Unpleasant </li></ul></ul></ul>
    15. 15. Step 2: Managing others <ul><li>Favour bank </li></ul><ul><li>Active listening </li></ul><ul><li>Spot light on them </li></ul><ul><li>Keeping the conversation going </li></ul><ul><li>Exiting the conversation </li></ul>
    16. 16. Favour Bank Technique <ul><li>Every relationship is a bank account </li></ul><ul><li>Make deposits consistently </li></ul><ul><li>Never run a negative balance </li></ul>
    17. 17. Favour Bank <ul><li>Deposits </li></ul><ul><li>Informative article </li></ul><ul><li>Passing along relevant information (work / hobby) </li></ul><ul><li>Connecting them with someone </li></ul><ul><li>Buying them a meal </li></ul><ul><li>Withdrawals </li></ul><ul><li>Intro to someone </li></ul><ul><li>Tour of facility </li></ul><ul><li>Notify of Job </li></ul><ul><li>Obtain information </li></ul>
    18. 18. Active Listening <ul><li>Identify favourite topics </li></ul><ul><li>Word detective technique </li></ul><ul><ul><li>Clarifying </li></ul></ul><ul><ul><li>Paraphrasing </li></ul></ul><ul><ul><li>Emotive listening </li></ul></ul>
    19. 19. Spot light on them <ul><li>People love to talk about themselves </li></ul><ul><li>Learn more by listening </li></ul><ul><ul><li>Parroting technique </li></ul></ul><ul><ul><li>Encore technique </li></ul></ul>
    20. 20. Step 3: Planning for networking <ul><li>Preparation tools of the trade </li></ul><ul><li>Define objectives </li></ul><ul><li>Something to say </li></ul><ul><li>Know your techno-babble </li></ul><ul><li>Munching or meeting </li></ul><ul><li>Initiating the conversation </li></ul>
    21. 21. Preparation <ul><li>Business cards </li></ul><ul><li>Pen </li></ul><ul><li>Something to write on </li></ul><ul><li>Breath mints / hygiene </li></ul><ul><li>You can network anywhere, always be prepared! </li></ul>
    22. 22. Define Objectives <ul><li>Specific person you want to meet? </li></ul><ul><li>Information you are looking for? </li></ul><ul><li>General range of contact types you need? </li></ul>
    23. 23. Something to say <ul><li>National & local news of the day </li></ul><ul><li>Specific news / research relevant to target </li></ul><ul><li>Google the target </li></ul><ul><li>General industry news / gossip </li></ul>
    24. 24. Know your techno-babble <ul><li>Research specific industry terms </li></ul><ul><li>Understand their context </li></ul><ul><li>Identify “hot button” topics in their field </li></ul>
    25. 25. Munch or Mingle <ul><li>Can’t do both </li></ul><ul><li>Eat before event </li></ul><ul><li>Light food or drink in hand as props </li></ul><ul><li>Stay away from alcohol </li></ul>
    26. 26. Initiating the conversation <ul><li>Commanding the room technique </li></ul><ul><li>Starting a conversation </li></ul><ul><ul><li>Instant History technique </li></ul></ul><ul><ul><li>Combining Whozat with Intro Compliment </li></ul></ul><ul><ul><li>Combining Whatzat with Intro Compliment </li></ul></ul><ul><ul><li>I want to meet you technique </li></ul></ul><ul><ul><li>Explore faces & Sticky eyes technique </li></ul></ul>
    27. 27. Step 4: Followup after the event <ul><li>After the conversation </li></ul><ul><li>The morning after </li></ul><ul><li>The following week </li></ul><ul><li>The following month </li></ul>
    28. 28. After the conversation <ul><li>Make notes on: </li></ul><ul><ul><li>Key interests </li></ul></ul><ul><ul><li>Key needs </li></ul></ul><ul><ul><li>Special topics of (future) conversation </li></ul></ul>
    29. 29. The morning after <ul><li>Never the naked thank-you technique </li></ul><ul><li>Invite to connect on LinkedIn </li></ul><ul><ul><ul><li>www.linkedin.com </li></ul></ul></ul>
    30. 30. Proper LinkedIn invitation technique <ul><li>Reconnect with “instant history” </li></ul><ul><li>Personalize each invitation </li></ul><ul><li>Make it easy for the person to accept your connection </li></ul><ul><li>How not to connect (blog example) </li></ul><ul><ul><li>http://bit.ly/donotdothis </li></ul></ul>
    31. 31. Linked In Invitations
    32. 33. The following week <ul><li>Provide information of value (based on identified need) </li></ul><ul><li>Ask for something (if needed) </li></ul>
    33. 34. The following month(s) <ul><li>Never miss an opportunity to pass along information of value </li></ul><ul><li>Reconnect prior to major event </li></ul><ul><ul><li>Will I see you there? </li></ul></ul><ul><ul><li>Did you know about ….? </li></ul></ul><ul><li>Look for reconnection opportunities </li></ul>
    34. 35. Reconnection opportunities <ul><li>Monitor your contacts </li></ul><ul><ul><li>LinkedIn status changes </li></ul></ul><ul><ul><li>LinkedIn profile updates </li></ul></ul><ul><li>Industry news announcements </li></ul><ul><li>Holiday / Birthday greetings </li></ul><ul><li>Update your own status </li></ul>
    35. 36. Give people a reason to contact you
    36. 37. Expanding your reach <ul><li>Expand your network by mining your connection’s contact list </li></ul><ul><li>Get introduced </li></ul><ul><li>Bring VALUE to the new connection </li></ul>
    37. 39. Final technique: Being well read <ul><li>Stay informed on current news </li></ul><ul><li>Stay informed on industry specific events </li></ul><ul><li>Benefits: </li></ul><ul><ul><li>Ready for small talk </li></ul></ul><ul><ul><li>Deliver value to your network </li></ul></ul>
    38. 40. What you have learned <ul><li>Technique based training </li></ul><ul><li>Identify & capitalize on opportunities </li></ul><ul><li>Follow through to build the relationship </li></ul><ul><li>Staying in touch over time </li></ul>
    39. 41. Networking Skills Develop relationships for your career success Thank-you

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