Getting more seller out of seller-doers....3 Getting more seller out of seller-doers. © 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved. How To Select The Right

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Getting more seller out of seller-doers.

© 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved.

How to Make the Most of a Networking Event

“The Seller Doer Academy for Civil Engineers has met the standards and

requirements of the Registered Continuing Education Program. Credit earned

on completion of this program will be reported to RCEP at RCEP.net. A

certificate of completion will be issued to each participant. As such, it does not

include content that may be deemed or construed to be an approval or

endorsement by the RCEP.”

COPYRIGHT MATERIALS

This educational activity is protected by U.S. and international copyright laws. Reproduction, distribution, display, and use of the educational activity without

written permission of the presenter is prohibited.

© The Seller Doer Academy 2016

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Purpose and Learning Objectives

Purpose: To learn how to network efficiently and effectively. This module focuses on the strategies for getting the most out of a networking event.

Know how to select the right events to attend.

Be prepared and know what to bring to every networking event.

Learn how to work the room effectively with the conversational strategies provided by the presenter.

Know how to follow up after the event in a timely manner.

Overview

§ Think Before You Go§ Prepare Before You Go§ Getting There§ Make the Connection§ After the Event § Action Tips

Think Before You Go

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How To Select The Right Events To Attend

§ Industry

§ Prospective Clients

§ Cost

§ Time/Location

§ Content

§ Quality of Contacts not Quantity

Have a Goal

Prepare Before You Go

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What to Bring to Every Networking Event

Eat Before You Go (unless it’s a luncheon or dinner)

Eat light before you go

Research Key Attendees Before The Event

Speakers

Panelists

Special Guests

Attendees

TIP: It starts with just one conversation to lead to a valued business relationship.

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Practice Your “30-second Introduction”

Dress to Impress

Getting There

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Arrive Early

Make the Connection

What and How

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Introducing Others

“Introducing people is one of the most important acts in business life.” – Letitia Baldridge

Why Listening May Be The Most Important Thing You Can Do At An Event

Do the “Tango”

Keep an Open Posture

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Sit Between People You Do NOT Know Well

Don’t Steal Your Neighbor’s Bread!

“BMW” Rule

Conversation Starters

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Sample Conversations

§ Oh, you’re from [X Company]? How did you end up there?

§ You know, I recently read that [insert relevant industry news

here]. Have you heard about that?

§ Hey, I’d love your opinion on [your latest project]. Do you have

a minute?

§ How did you initially get your start in the industry?

§ What do you enjoy the most about what you do?

Questions About Their Career Path/TrainingAre you a member of any professional associations? Which ones do you feel are the most important to belong to?

Questions About Working Conditions

How many hours do you work in a typical week?

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Additional QuestionsIs this your first time attending this conference? What session have you most enjoyed so far?

Small TalkWhat do you think about… the speaker, the topic, the weather, etc.?

How to Handle Uncomfortable Situations

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Case I – It’s About Them

Case II – You Forgot A Name

Case III – Someone Is Clinging To You

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Case IV – The High Pressure Sales Pitch

Business Cards

Treat business cards like credit cards

Take Notes

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Say Goodbye

Don't just disappear.

After the Event

Follow Up

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Action Tips

Never get drunk.

Always stay focused.

Be genuine and sincere.

Build relationships.

ResourcesHow to Work a Room – Susan RoAneDorie ClarkBerkeley UniversityPepperdine University Columbia UniversityYale UniversityIllinois University

PassionforBusiness.comTheMuse.comStrategicBusinessNetwork.comForbes.comEntrepreneur.comBusinessInsider.comBusiness.comFastCompany.comBlog.Hubspot.comFindSpark.com

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How to Make the Most of a Networking Event

Documents

Getting more seller out of seller-doers....3 Getting more seller out of seller-doers. © 2017 The Seller-Doer Academy for Civil Engineers. All rights reserved. How To Select The Right