The Total Networking Workshop

The Total Workshop:The Total Workshop:An Hour of Multiple An Hour of Multiple

TechniquesTechniques

Presented toPresented to

NDCC Networking Skills NDCC Networking Skills WorkshopWorkshop

June 12, 2012June 12, 2012

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Today’s Workshop is in Four Parts

1. Engagement

2. Appearance

3. The Unique Introduction

4. Follow up

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Conversation and Engagement

• Handshakes

• Business cards and nametags

• Icebreakers

• Energy and enthusiasm

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

The Handshake

• The limp handshake

• The knucklebreaker

• The politician

• The collegiate

• Other parts of the world

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Business Cards & Nametags

• Cardso Thicker, special inks

o Uncoated, blank

o The exchange

• Nametagso Where to put them

o What to write on them (if that’s an option)

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Icebreakers

• Opening lineso “What brings you here today.”

o “How do you know the host?”

• Attention getterso Unusual title or name on nametag

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Energy & Enthusiasm

• Energyo Where to find it

o Show it

• Enthusiasmo Be positive

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Appearance

• Posture

• Body Language

• Dress and grooming

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Posture

• Be confident

• Be genuine

• Smile

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Body Language

• Crossed arms

• Where to put your hands

• Smile

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Dress & Grooming

• Know the dress code

• Overdress rather than underdress

• Cleanliness is next to….

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

The Unique Introduction

• The formula

• Ideal length

• Delivery

• Fine-tuning and multiple versions

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

The Unique Introduction

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

The Formula

• The opening (who you are)o Start with your name or a question

• The offering (what you do & how you help)o “I help clients prosper.”

• The closing (saying goodbye & request)o A request or closing line

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

The Delivery

• Postureo Stand straight and speak clearly

• Make eye contacto Looking people in the eye engages them

• Breatheo It helps you relax and pace yourself

Exercise Exercise

Take 5 minutes to have a Take 5 minutes to have a conversationconversation

Practice your unique introduction on Practice your unique introduction on one anotherone another

Alice from Dallas and The Relentless Networker

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Follow Up

• Tracking the ideal prospect

• Databases

• Calls, emails and cards

• Giving

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Tracking and Making Contact

• Call as soon as possibleo The same day if you can

• Make an appointment or ask when you can callo While you are networking or soon after

• Send an email or call quicklyo You might be forgotten

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Databases and Tracking People

• ACT!, Salesforce, Outlook, Address Book, Excelo Formal CRM systems

• What to tracko When you met them, interactions

• An Excel spreadsheeto Can be taken from or merged with other

systems

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

Giving

• Ask and offer referralso This helps build trust

• Consider a gift as a thank youo For their time and attention

o To help build the relationship

• Remember your mannerso Always say thank you and please

Alice from Dallas and The Alice from Dallas and The Relentless NetworkerRelentless Networker

In Summary: Remember the Four

Parts1. Engagement

2. Appearance

3. The Unique Introduction

4. Follow up

Alice from Dallas and The Relentless Networker

Alice Dykeman

info@dykemanassociates.com

214-528-2991

http://www.dykemanassociates.com

Contact InfoContact Info

Alice from Dallas and The Relentless Networker

Paul E Maynard

paul@paulemaynard.com

817-891-1167

www.paulemaynard.com

Contact InfoContact Info