The Net -Worth Of Networking

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Presentation for a talk I gave to Folsom’s Leading Young Professionals at their Professional Skills Luncheon on 3/23/11

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The Net -Worth Of Networking

  1. 1. What’s “Networking?”
  2. 2. “… a socioeconomic activity by which groups of like-minded businesspeople recognize, create, or act upon business opportunities.” ~ Wikipedia
  3. 3. Did You Know? <ul><li>70% on average of all new business is gained through word-of-mouth and positive recommendations </li></ul><ul><li>Just by expanding your contacts you are raising your profile </li></ul><ul><li>Generally people like to help people and are willing to impart their expertise and advice to people they know, like, and trust </li></ul><ul><li>The benefits of networking aren’t just about generating leads and referrals. You now have contacts to whom you can turn for help to recommend others (friends of friends) </li></ul>
  4. 4. Did You Know? <ul><li>As you develop your contacts, find people who have been through problems you are experiencing </li></ul><ul><li>That you never know…. </li></ul><ul><li>That you gain contact and connect with like-minded people – human need to feel connected </li></ul><ul><li>That you develop friendships </li></ul>
  5. 5. Did You Know? <ul><li>The more you network, the more you get used to explaining what you do – leading to increased confidence = increased likihood to winning business </li></ul><ul><li>That you have a better opportunity – increased capacity to help others </li></ul>
  6. 6. <ul><li>Networking is….. </li></ul>
  7. 7. <ul><li>… ..increasing your capacity to help others!!!! </li></ul>
  8. 8. The Net-Worth of Networking
  9. 9. Agenda <ul><li>Pre- Game </li></ul><ul><li>Game-Time </li></ul><ul><li>Post-Game </li></ul><ul><li>In General </li></ul><ul><li>Questions </li></ul>
  10. 10. Pre-Game <ul><li>RSVP and calendar quickly </li></ul><ul><li>Make arrangements </li></ul><ul><li>Spread the word </li></ul><ul><li>Monitor RSVP’s </li></ul><ul><li>Connect on Facebook, Twitter, and LinkedIn </li></ul><ul><li>Catch up on current events </li></ul><ul><li>Prep name-tag, cards </li></ul><ul><li>Prep self-introduction (a 7-9 second </li></ul><ul><li>Pleasantry, NOT an elevator speech) </li></ul>
  11. 11. Game Time! <ul><li>Arrive in the opening period </li></ul><ul><li>Dress for your brand </li></ul><ul><li>Nametag – I HATE sticky’s – R side </li></ul><ul><li>Go with a “buddy” </li></ul><ul><li>Limit alcohol (2 drink max) </li></ul><ul><li>Firm handshake – eye contact </li></ul><ul><li>Use first and last name (on nametag as well) </li></ul><ul><li>Be approachable </li></ul><ul><li>Hosting behavior </li></ul>
  12. 12. Game Time! <ul><li>Look for the “singles” </li></ul><ul><li>Reintroduce yourself to people </li></ul><ul><li>Look at nametags </li></ul><ul><li>Don’t get “bogged down” </li></ul><ul><li>Collect 5 cards of people who truly interest you. Calendar a coffee (right then, if possible) </li></ul><ul><li>Use their card for notes </li></ul><ul><li>Only give your card if asked </li></ul><ul><li>Don’t be the last to leave </li></ul>
  13. 13. Game Time! <ul><li>Check in – Foursquare, Facebook Places, Twitter </li></ul><ul><li>Tag people </li></ul><ul><li>Be measured about smartphone use </li></ul><ul><li>Allow for “you never know” </li></ul><ul><li>NO CYBORGS!! </li></ul><ul><li>Phones on vibrate </li></ul><ul><li>Buddy checks regularly </li></ul><ul><li>Breath mints (no gum) </li></ul>
  14. 14. <ul><li>Have fun!!! </li></ul>
  15. 15. Post-Game <ul><li>Follow up </li></ul><ul><li>Connect on Facebook, LinkedIn, and Twitter </li></ul><ul><li>Post/tweet about event </li></ul><ul><li>Make coffee appointments </li></ul><ul><li>Get to know person…Not business </li></ul><ul><li>Establish a relationship </li></ul>
  16. 16. In General <ul><li>Object is to get to know, like and trust, not push business </li></ul><ul><li>Little details count </li></ul><ul><li>Be your brand </li></ul><ul><li>Be prepared </li></ul><ul><li>Carry 3X5 cards or small notebook on you always </li></ul><ul><li>Bring value </li></ul>
  17. 17. Now What? Questions?
  18. 18. <ul><li>See yourself as a commodity…. </li></ul>
  19. 19. <ul><li>… . It’s your interpersonal skills that set your apart. </li></ul>
  20. 20. Find and Follow Me <ul><li>Facebook: http://www.facebook.com/tonygates44 </li></ul><ul><li>Twitter: </li></ul><ul><li>http://www.twitter.com/tonygates44 </li></ul><ul><li>LinkedIn: </li></ul><ul><li>http://www.linkedin.com/in/tonygates44 </li></ul><ul><li>Blog: http://www.thatsthepoint44.blogspot.com </li></ul>

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