Marty Latman - [email protected] Networking to Success IMA January 19, 2102

Marty Latman - [email protected]

Networking to Success

IMAJanuary 19, 2102


Overview

• My Opinions• What is Networking? • Places to Network • How big should a network be?• My Tool Bag• Elevator Pitches• Personal Cards• Approaching People• Communications• Summary


My Opinions

• Being in transition is permanent, “landing” is only temporary

• Keys to Successful networking:– “ABC” – Always be connected– “ABP” – Always be positive


What is Networking?

• Relationship Building• We network all the time

– Personal Network– In-transition Network– Business Network– Combined Network

• It is NOT - “Hi, how are you; give me some names and leads”

• You seek “AIR” – Advice, Information, Referrals• Be a “giver” – Open a “bank account”• Need a “Support System”• “Practice makes perfect”


Where can we Network?• Volunteer Groups• Networking Groups - www.LandingExpert.com – Google searches• Family functions• Seminars• Charitable Events / Galas• Family sports – soccer, baseball, basketball• Chambers of Commerce• Alumni Groups• Industry Associations• Professional Associations• Social Networking Sites• Everyday opportunities – cleaners, hair salon, mailman, grocery,

church

http://www.landingexpert.com/


How big should a Network be?

• Quality vs. Quantity - >500??• “Although it is good to know a lot of people, it is much

better to know a lot of people who know you”• Think big – not small• Coworkers, family, friends, others• Linkedin system is a good source• Networking Groups• Follow-up with members – cards, articles of interest• Networking is continual – not just when you are in-

transition• Out of sight – out of mind


What’s in my tool bag?

• Positive attitude – Who wants to be with depressed people?

• Dress for success• Elevator Speech• Name Tag – LARGE PRINT• Personal business cards• One page profile• Resumes – 1, 2, multi- pages• Linked-in Profile• References• Cover Letters• Thank you letters


Elevator Pitches

• Let’s go “Fishing”

• Short, clear, concise and consistent

• Not resume regurgitation

• Be a Teaser!

• Targeted to the audience you are with

• Tag line – intrigue – future talks

• WWW.15SECONDPITCH.com


Personal Cards

• Professional Quality

• Use both sides

• Executive Summary

• Always keep them available

• Give them out

• Not Vista Print commercial


Approaching People

• Make others “Winners”

• Elevator pitches – should be targeted to different audiences

• How can you help them?

• Clear, concise and consistent messages

• “Telephone Game”


Communications with others

• Ask a person for their preference

• Always Professional

• E-mails – Signature– Email address– Phone numbers– Address– Spelling / grammar


Summary

• Relationship building = Successful networking• Networking requires organization and follow –up• Networking requires having the proper tools• Jobs are temporary – networking is permanent• Networking is as easy as “ABC”

– “ABC” - Always be connected– “ABP” – Always be positive



Tips on Working the Room

IMA

January 19, 2012



Summary

• Let’s Prepare• What do I wear ? What do I bring?• Positioning• Introductions• Conversations• Body language• Moving on• Follow-up• Conclusion



Let’s Prepare

• What is my objective?– Who is in-charge? – Can I get a list of attendees?– Who will be attending?– Who do I want to meet?– How many people do I want to meet?– Who can I introduce to whom?– Who can introduce me to others?



What do I Wear? What Do I Bring?

• Dress for Success– Be unique – colorful – tasteful - noticeable

• Bring your “tool box” with the following:– Personal cards– Pens and paper– Name Badge– Elevator pitch– Questions you want to get answered– Topics to discuss



Positioning

• Arrive early• Wear name tag• Be near door, bar, food area• Don’t sit down alone• Keep one hand free – avoid drink / food• Try to face the entrance way to see new

arrivals• Break away from the people you know



Introductions

• Meet more people than fewer• Initiate handshakes• Repeat your name• Repeat the name of the person you meet• Be a good listener – do not “SELL”• Look for the “wallflowers”• Focus on relationships – What do we have

in “common”



Conversations

• Resist interrupting• Use active listening skills• Look at the leader of the “group”• Do not talk about “I” or “me”• Refer back – “as you were saying…”• Focus on being interested vs. being interesting –

ask questions• Try to find things in common• Repeat people names• Always be “positive”



Body Language

• Be Relaxed• Keep head level – Don’t fidget – Stand Straight• Maintain an approachable expression• Nod your head – make eye contact• Pause and listen• Be sensitive to the space of others• Smile• Look interested



Moving On

• Apportion your time based upon attendees• Excuse yourself

– I need to say hello to someone I see– I have to refresh my drink– I have to make a phone call

• Exchange business cards• Keep one hand free to shake hands• Nice to meet you – I will call you• Follow-up 1 – 3 days



Follow-up

• Send thank you cards or thank you emails

• Follow up with anything you promised

• Call to continue the conversation

• How can you help?



Conclusion

• Plan ahead strategically• Set your goals for the event• Be relaxed• Bring your “tool box”• Listener vs. talker• Be a giver• “ABP” – Always be positive• “ABC” – Always be connected



Contact Information

• Marty Latman

• 201-919-2607 – Cell

• 201-337-7554 – Home

• Email: [email protected]

• http://www.linkedin.com/in/martylatman

mailto:[email protected]

Documents

Marty Latman - [email protected] Networking to Success IMA January 19, 2102