How to Not Suck at Networking

Welcome to “How to not suck at

networking”

August 20, 2014 @lindsaymajane

1. Why are you here?2. Types of networking

o Event networkingo One-on-one networking

3. Questions?

Agenda

August 20, 2014 @lindsaymajane

Why are you here?

August 20, 2014 Intro

Purpose● Get a new job● Grow your network● Further your career● Meet new people ● Learn● ...


Preparation

Guess what?These are skills everyone

needs to practice.


Communities

August 20, 2014 Community

Types of networking

● Event networkingo Going to events, lectures, panels,

conferences, etc.

● One-on-one networkingo Sending emails, phone calls, coffee meetings,

etc.

August 20, 2014 Types of networking

Event networking

August 20, 2014 Event networking

Preparation

● Look at the Eventbrite invitation● See if there’s a hashtag or event name and see if

people are already talking about it● Are there sponsors? ● What does the host company do?● Set a goal of making 1-2 really good

connections, not 10 passing ones.


Let’s talk about body language


Use these tools for good, not evil.

I’m not an expert. You must learn to apply

and test these on your own.

All psychology must be understood in context.

RULE NUMBER 1 RULE NUMBER 2

Title 4

• Bullet 1

RULE NUMBER 3

It’s structured hangin’ out. Always remember to have

fun and be yourself.

RULE NUMBER 4


The magic number

93%of what you convey to people comes through in

body language and paralinguistic cues


A different message?






Ready? Go!

10 secondsthat’s it. Impressions are far more difficult to

change after this critical period in time


The conversation

LISTENINGFriendly and Responsive

● Prepare your “hi” ● Smiles can be heard ● Be responsive (“mhm”

and “right”) to keep engaged

SPEAKINGFriendly and Caring

● Smile (with your eyes!) ● Perfect the handshake ● Eye darting vs. blank stare

Tip #1: If you’ve forgotten someone’s

name, introduce them to a friend and listen in. Or politely

ask them again.


Techniques for conversation

Be genuinely interested in people

NUMBER 1

SMILE! Their name is the sweetest sound

Encourage others to talk about themselves

Talk in terms of

others’ interests Sincerely make them

feel important

NUMBER 2 NUMBER 3

NUMBER 4 NUMBER 5 NUMBER 6


Where do I find events?

● My existing communities● Eventbrite● Twitter● VentureFizz● The Boston Calendar (thebostoncalendar.com)● Greenhorn Connect (greenhornconnect.com)

… where do you find events?


Hot tips to remember

● Never underestimate who a person is, or how you can help each other.

● Do your research.● Find common ground. ● Always have something in your hand.● Don’t constantly look over their shoulder.



● Forgot their name? Ask them. I promise, it’s not awkward (or tell ask for a card).

● Want to get away… introduce to another, “It was great chatting”, head to the bathroom/bar.

● Put your phone away (really.. if necessary, buy a watch).

● Making ONE genuine connection is best.● Follow up (LinkedIn, Twitter, email)

One-on-one networking

August 20, 2014 One-on-one networking

Preparation

● What do you want?● Crafting the email● Research (the person & the industry)● Questions● What do you want out of the meeting?● What can you offer to that person?


Preparation


Networking is better when you know what you’re looking for.

Ways to narrow in on your goal


● Find an industry that excites you and get to know everything about it: the top players, current news, etc.

● Identify companies that you are crushing on and research them.● Find a title/role that excites you, and get to know what that role

does. Know the lingo.

Don’t worry! These will change, and they will change the more you learn!

So...


You met someone at an event, or someone introduced you via email.

You’re ready to take it to the next level...

The “warm” emailHi Lindsay,It was great to meet you yesterday and learn more about mobile advertising. I particularly enjoyed your explanation of how real-time bidding works. I like what I’ve heard about your company, CraveLabs, and I'm hoping to learn a little more. I’d love to schedule a time to see your space and get a sense of what it’s like to work there.Are you free on Tuesday or Wednesday before noon?- Johnny Networker


OK CupidHi Lindsay,It was great to meet you yesterday and learn more about mobile advertising. I particularly enjoyed your explanation of how real-time bidding works. I like what I saw on your profile and I'm hoping to learn a little more. I’d love to schedule a time to see your apartment and get a sense of what it’s like to live there.Are you free on Tuesday or Wednesday before noon?- Johnny Networker


Better:Hi Lindsay,It was great to meet you yesterday and learn more about mobile advertising. I particularly enjoyed your explanation of how real-time bidding works. It sounds like CraveLabs is doing some interesting work in the mobile ad space, and I'm hoping to learn a little more about that industry. Would you be open to grabbing a coffee or chatting on the phone sometime next week - either Tuesday (8/19) or Thursday (8/21) before noon?- Johnny Networker


What about the cold email?Lindsay,[Humble and direct intro]I’m a marketing associate at ExampleCo looking to transition to a role at a growing mobile advertising software company like CraveLabs. [How you found this person] I attended the MITX mobile conference last week and [show you were listening] enjoyed hearing you speak about geotargeting as the next big advancement for mobile advertising. [prove you’re knowledgeable and this convo will be interesting] I’m already seeing signs of geotargeting when I see ads that say ‘2.7 miles away’ while using the weather app on my smartphone. It makes a lot of sense.[The ask] I’d love to better understand how CraveLabs differentiates its mobile ad product and learn more about how you approach your job as a marketer. Would you be open to grabbing a coffee or chatting on the phone sometime next week - either Tuesday (8/19) or Thursday (8/21) before noon?Thanks in advance,-Johnny Networker


Now what?


You’ve set up a coffee meeting.

Now what?

Research● What can you learn about a person, a company, and an industry

before a meeting?● Resources:

o LinkedIno Facebooko Twittero Google (news, website, etc.)o Crunchbaseo Rapportiveo Githubo ...the interwebs


Tip #2: Don’t treat the coffee meeting or call like more than it

really is.

If you turn a casual conversation into a job interview in your mind, you’ll get nervous and the person

will be confused.

Questions● Sometimes people get worried that they’ll run

out of questions. Guess what? Not possible.

These are a few of my many go-to questions:- What is the most exciting thing you’ve worked on in the last few weeks? - If you, personally, could hire one person right now, what would that role be?- What do you do to stay current on what’s happening in your industry?- If I look for your company in a year, and you’re not around, what will be the #1 failure point?- What keeps you up at night?- What’s your biggest challenge right now?BUT BEFORE THIS: LISTEN LISTEN LISTEN


What is it you want out of the meeting?larger network

potential job

mentorlearning from those who have been where you are

experience gathering

how can you be helpful to this person?


Application

chew gum 35

be late 31

hearing - not listening 19

use terms incorrectly 15

listen and pay attention 62

be inquisitive 12

Things to doThings not to do

be on time 15

be yourself 11

Family Feud

August 20, 2014 Application


Techniques for conversation (again!)

Be genuinely interested in the

person

NUMBER 1

SMILE! Listen and ask questions.

Encourage the person to talk about

themselves, but don’t be shy to say “here’s why I want to talk to

you.”

Talk in terms of

others’ interests Sincerely make them

feel important

NUMBER 2 NUMBER 3

NUMBER 4 NUMBER 5 NUMBER 6

Debrief with yourselfWhat did you get out of that meeting?What did it teach you?Who are you reaching out to next?Does the person work for a company that you are interested in?What can you offer to that person?Who can you connect them to?How can you take that experience and grow on it?Who else can they connect you to?What job would you fit into at that company?What were the lessons they learned?What’s the next step?

August 20, 2014 Follow-Up

Follow-Up and Thank You● LinkedIn (only after you’ve met them in person...and send a

message!)

● Twitter (only if they’re active on Twitter)

● Email (always...within 12 hours)

● Offering (how can you help them? Article, freelance project, etc.)

● Connection (“Would you be willing to connect me with your friend Ziggy at Nexage so I can learn more about programmatic ad networks?”)

August 20, 2014 Follow-Up

August 20, 2014 Preparation


● People will say yes to coffee invites.● Do your research (Be informed. Don’t be

creepy.)● Listen and ask questions.● How can you help them?● Debrief and follow up.

August 20, 2014 Preparation

Your homework

List 3-5 people to: - reach out to for a coffee meeting.OR - ask for an intro to someone you’d like to have coffee with.

Questions?

[email protected] @lindsaymajane

Career

How to Not Suck at Networking