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


Conversation and Engagement

• Handshakes

• Business cards and nametags

• Icebreakers

• Energy and enthusiasm


The Handshake

• The limp handshake

• The knucklebreaker

• The politician

• The collegiate

• Other parts of the world


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)


Icebreakers

• Opening lineso “What brings you here today.”

o “How do you know the host?”

• Attention getterso Unusual title or name on nametag


Energy & Enthusiasm

• Energyo Where to find it

o Show it

• Enthusiasmo Be positive


Appearance

• Posture

• Body Language

• Dress and grooming


Posture

• Be confident

• Be genuine

• Smile


Body Language

• Crossed arms

• Where to put your hands

• Smile


Dress & Grooming

• Know the dress code

• Overdress rather than underdress

• Cleanliness is next to….



The Unique Introduction

• The formula

• Ideal length

• Delivery

• Fine-tuning and multiple versions


The Unique Introduction


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


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


Follow Up

• Tracking the ideal prospect

• Databases

• Calls, emails and cards

• Giving


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


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


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


In Summary: Remember the Four

Parts1. Engagement

2. Appearance

3. The Unique Introduction

4. Follow up


Alice Dykeman

[email protected]

214-528-2991

http://www.dykemanassociates.com

Contact InfoContact Info


Paul E Maynard

[email protected]

817-891-1167

www.paulemaynard.com

Contact InfoContact Info

Lifestyle

The Total Networking Workshop