NETWORKING: Tips & Tricks of the Trade

NetworkingTips & Tricks of the Trade

Stacey Piper, Pathological Marketer

Networking Defined

“The use of formal and informal linkages of people and resources for the purpose of facilitating access to services, skills, contacts, and knowledge.”www.childrenwithchallenges.net/definitions/N.html

Copyright 2014 © Pathological Marketer

http://www.childrenwithchallenges.net/definitions/N.html

Barriers to Networking

Intimidation Factor

Awkward Social Moments

Relevance

Unclear ROI


What’s in it for me?

Increases your “social currency” (value)

Increases your industry relevance

Builds and enhances relationships

Raises awareness LOB (internally) Company (externally)

Generates new business opportunities Teaming/ collaboration (internally) New projects (externally)

Builds good karma and serendipity


Traits of a good networker

Genuine, transparent

Be a good listener

Helpful

Thankful

Sincere

Patient

Commit to helping others be successful

Be a connector

Be open

Be deliberate


Events toTarget

Professional Industry Specific Conferences Relevant Associations Chamber/ Civic Events Trainings and Info Sessions

Personal Community Events Civic Participation/ Volunteering Club/ Intramural Sports Bars/ Coffee Shops


How to Approach People

Approach groups that are having fun

Look for someone to make eye contact

Be open to letting others into your conversations

Comment or question something that they said or wrote

Prepare and ask good questions in public fora – people will come to you afterwards

Ask someone else to introduce you

Comment on a unique piece of clothing or jewelry they are wearing (Use caution: don’t open up for misinterpretation!

If you’re at an event with an explicit goal to network, just say that you are there to network.


Opening the Conversation

Smile!

You had me at Hello...

Find common ground

Perfect your elevator pitch

Comment on something provocative the speaker said

Ask open ended questions

Ask people for non-obvious facts about themselves for memory aid

Be aware of body language

Focus on the person you are talking to


6 tips for success

If you’re just starting out, be realistic - Collect 10 new business cards, meet 4 new people, learn 3 new things from the people in the room. Just to see if you can do it .

It’s easier to talk to networkers than non-networkers. Warm up with them. They tend to be the business development types, but that’s okay. It helps you hone your skills. Listen and learn from them.

Go with a wing(wo)man. Split up but share your goals and hold each other accountable. Compare notes afterwards. Consider making it a friendly competition.

Avoid clumping with people you know. Invite stragglers into your group to former a bigger group. Introduce colleagues/friends to others then break off.

When you meet someone for the first time in person, who you are connected to on social media, realize that they might make the connection right away. Remind them that you’ve interacted with them on social networks already.

Don’t be afraid to talk about work in social settings. After establishing a potential professional connection, quickly divert the professional conversation to some sort of follow-up (i.e. invite to coffee) and return to fun.

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Courtesy of Eric Boyle, Vice President at ICF International Copyright 2014 © Pathological Marketer

Leaving the Conversation

10 Minute Max Rule

Ask to follow up

Suggest you meet up at the next meeting or event

Exit and move to other side of room

Introduce person to someone else


You’re NOT done yet

FOLLOW UP

NURTURE

NETWORK

Virtual

Traditional


Follow up Connect virtually

Reference something you spoke about

Send an artifact that you think would be interesting to them based on your discussion

“Call to action”, what you want them to do


“Nurture”your Network

Sending relevant articles

Go for coffee

Catch up at events

Invite them to events

Be a connector – Pay it forward!

Follow through


Leverage LinkedIn

Complete your profile

Paid membership

Invitations Open vs. Closed approach Customized

Research people you are meeting with

Search people you are looking to connect with

Company profiles

Groups/ Discussions

Status Updates/ Newsfeed

Influencers


Figure Out Facebook

Search people you are meeting with

Search people you are looking to connect with

Find events that people are attending

Share content if appropriate

Connect if appropriate

Like/ follow pages

Be active in groups


Navigating Other Networks

Emerging Social Platforms Twitter Google+ Slideshare Pinterest Instagram


Create a game plan


Where to begin

1. Set goals + define success

2. Establish accountability + commit

3. Research + Plan

4. REMEMBER TO COMPLETE THE CYCLE: Do Follow up Nurture


1. Set goals

Who who do you want to meet or

build a relationship with? Be specific!

What what type of connection

would you like to make and for what purpose?

Why what can you offer them and

what do they offer you?

When is there a deadline in mind? is

there a specific opportunity to see this person coming that you know of?


Dedicate appropriate time 10 minutes daily < 1 hour weekly

2. Be accountable

Find a networking buddy share goals and schedule check-ins


3. Research and plan

Research what

opportunities are coming up for you to meet this (type of) person learn more about

the events

Plan how to approach

the individual plan a

conversation starter or two (i.e. commenting on recent article) a few open ended

questions your “give” in the

conversation Elevator pitch


Do

Accept meeting invite or register for event

Block your calendar and send yourself address/directions

Reach out to the person and tell them you’ll see them there (or ask if they are planning to attend)


Ten Ways to Use LinkedIn http://blog.guykawasaki.com/2007/01/ten_ways_to_use.html

LinkedIn and The Future of Business Networkinghttp://www.readwriteweb.com/archives/linkedin_and_the_future_of_business_social_networks.php

Online Business and Social Networks: What Do They Mean to Your Career? http://singlemindedwomen.com/womenscareer/639/online-business-and-social-networks-what-do-they-mean-to-your-career.html

Maximzing Serendipity http://blog.aweissman.com/2010/09/maximizing-serendipity.html

Book: Never Eat Alone, by Keith Ferrazzi http://nevereatalone.typepad.com/

Book: Make Your Contacts Count, by Baber & Waymonhttp://www.contactscount.com/founders.html

Confessions of a Conversationalist: Fundamentals of Networkinghttp://pathologicalmarketer.com/2015/02/01/confessions-of-a-conversationalist-fundamentals-of-networking/

HelpfulResources


http://blog.guykawasaki.com/2007/01/ten_ways_to_use.html

http://www.readwriteweb.com/archives/linkedin_and_the_future_of_business_social_networks.php

http://singlemindedwomen.com/womenscareer/639/online-business-and-social-networks-what-do-they-mean-to-your-career.html

http://blog.aweissman.com/2010/09/maximizing-serendipity.html

http://nevereatalone.typepad.com/

http://www.contactscount.com/founders.html

Questions
