Successful NetworkingSuccessful Networking

Prepared for: Jim Garrity, SecNapPrepared for: Jim Garrity, SecNap

By: Danealle MarshallBy: Danealle Marshall

November 26, 2008November 26, 2008

What is Networking?What is Networking?

• Networking is life skills and social Networking is life skills and social skills combined with sales skills.skills combined with sales skills.– Mandatory function of business for Mandatory function of business for

salespeople and entrepreneurs.salespeople and entrepreneurs.

Why Is Networking Why Is Networking Important?Important?

• Roughly 70% - 80% of jobs are Roughly 70% - 80% of jobs are obtained through personal obtained through personal networking.networking.

• ““Hidden Job Market”Hidden Job Market”

• Employers know the best candidates Employers know the best candidates are likely the ones referred to them are likely the ones referred to them by word of mouthby word of mouth

Things to RememberThings to Remember

• Know your goalsKnow your goals

• Who to network withWho to network with

• Where to networkWhere to network

• Providing “Value”; what can I offer Providing “Value”; what can I offer each person?each person?

• Follow up, follow up, follow up.Follow up, follow up, follow up.

““Networking works Networking works wellwell when you when you employ two words: employ two words: Show upShow up..

Networking works Networking works bestbest when you when you employ three words: employ three words: Show up Show up preparedprepared.”.”

- Todd Duncan- Todd Duncan

Know Your GoalsKnow Your Goals

• What are you seeking to accomplish What are you seeking to accomplish from networking? from networking? Ex. Sales, “get in Ex. Sales, “get in the door”the door”

• Define goals exactly to yourself in Define goals exactly to yourself in order to sound clear to whomever order to sound clear to whomever you’re speaking.you’re speaking.

Advance Research/ Before the Advance Research/ Before the EventEvent

• Focus on what you want to achieve and Focus on what you want to achieve and how people can help you.how people can help you.

• Contact listContact list– NewNew– ExistingExisting

– Think about what you can offer networking Think about what you can offer networking partners in exchange.partners in exchange.• Idea: Think of potential users for your networking Idea: Think of potential users for your networking

contacts/ offer them an opportunity for more contacts/ offer them an opportunity for more business.business.

Types of NetworkingTypes of Networking

• OnlineOnline– www.linkedin.comwww.linkedin.com: Linked In: Linked In– www.bni.comwww.bni.com: Business Network International: Business Network International– www.konnects.comwww.konnects.com: Konnects: KonnectsFace to Face NetworkingFace to Face Networking– Chamber of Commerce FunctionsChamber of Commerce Functions– Industry groupsIndustry groups– ToastMastersToastMasters– SeminarsSeminars– Social and Cultural EventsSocial and Cultural EventsGeneral Networking (Easiest Method):General Networking (Easiest Method):– Friends and familyFriends and family– Professional contactsProfessional contacts– AnyoneAnyone

Who to Network WithWho to Network With

• Make an initial contact list – who do you Make an initial contact list – who do you already know and how can they help you?already know and how can they help you?

• Who would you like to know?Who would you like to know?

• How are you going to connect with them?How are you going to connect with them?

• In searching for contacts, identify groups In searching for contacts, identify groups whose members meet your profile whose members meet your profile characteristics, and get involved.characteristics, and get involved.

Where to Find Networking Where to Find Networking Groups and EventsGroups and Events

• South FL Business Journal – posts South FL Business Journal – posts various group meetingsvarious group meetings

• Local Chamber of CommerceLocal Chamber of Commerce

• Local Newspaper or Trade PublicationLocal Newspaper or Trade Publication

• Online:Online:– Public: Public: www.allnetworkwww.allnetwork events.com events.com– Private: BNI www.bni.comPrivate: BNI www.bni.com

Before You ArriveBefore You Arrive

• Dress professionallyDress professionally

• Be preparedBe prepared

• The “30 second commercial” – prepare The “30 second commercial” – prepare something catchy explaining what you do, something catchy explaining what you do, so you stand apart from others.so you stand apart from others.

• Know how to engage peopleKnow how to engage people

• The more information you have, the easier The more information you have, the easier it is to establish rapport and build it is to establish rapport and build relationships.relationships.

““Everyone goes to a networking event Everyone goes to a networking event to better themselves in one way or to better themselves in one way or another. Make sure you’re prepared another. Make sure you’re prepared to help someone else get better.”to help someone else get better.”

-Jeffrey Gitomer-Jeffrey Gitomer

Providing ValueProviding Value

• How can I make someone else better by How can I make someone else better by connecting with me?connecting with me?

• Give before you take.Give before you take.– New referral or leadNew referral or lead– Invite them to an event that would be beneficial Invite them to an event that would be beneficial

for them.for them.– Introduce them to people they might benefit Introduce them to people they might benefit

fromfrom– (After/ Note): In follow up, send an article or (After/ Note): In follow up, send an article or

website information that might be of interest.website information that might be of interest.

“ “ Making connections is a combination Making connections is a combination of knowing what you want and who of knowing what you want and who you want it with. It’s also a you want it with. It’s also a combination of a focused game plan combination of a focused game plan and serendipity”.and serendipity”.

-Jeffrey Gitomer-Jeffrey Gitomer

What to SayWhat to Say

• Be Yourself, don’t just try to get leads.Be Yourself, don’t just try to get leads.

• Structure the conversation:Structure the conversation:– Introduce yourselfIntroduce yourself– Ask questions about the personAsk questions about the person– “ “30 second commercial”30 second commercial”– Ask for a future meetingAsk for a future meeting– Wrap up conversation and look for a new Wrap up conversation and look for a new

contact.contact.– Plan to spend, on average, 5-7 minutes per Plan to spend, on average, 5-7 minutes per

person in order to properly cover the room.person in order to properly cover the room.

““The first few minutes that you talk to The first few minutes that you talk to someone, they decide if they like you someone, they decide if they like you

or not.or not.

The more you talk about, and ask The more you talk about, and ask about them, the more they will like about them, the more they will like

you.”you.”-Jeffrey Gitomer-Jeffrey Gitomer

Building RapportBuilding Rapport

• Ask questions that will engage your partner Ask questions that will engage your partner and create dialogue. Make them talk about and create dialogue. Make them talk about themselves and look for a mutual interest.themselves and look for a mutual interest.

• Stepping stone to set future appt – “let’s Stepping stone to set future appt – “let’s get together to finish this up..”get together to finish this up..”

• Be careful with time spent, but know the Be careful with time spent, but know the best way to win the connection is to win best way to win the connection is to win the person first. the person first.

• ““People don’t care how much you know People don’t care how much you know until they know how much you care.” until they know how much you care.” – John – John MaxwellMaxwell

Networking TipsNetworking Tips

• Be GenuineBe Genuine• Ask open-ended questions (SPIN)Ask open-ended questions (SPIN)• Ask for referrals (Quality contacts over Ask for referrals (Quality contacts over

quantity)quantity)• Say “Thank You”Say “Thank You”• Project ConfidenceProject Confidence• Strong Eye ContactStrong Eye Contact• Find Something in Common and ConnectFind Something in Common and Connect• Go where your customers and prospects goGo where your customers and prospects go• Always follow upAlways follow up

Networking No-No’sNetworking No-No’s

• Name dropping without knowing how Name dropping without knowing how a contact feels about a persona contact feels about a person

• Talking bad about your former Talking bad about your former employeremployer

• Not appreciating your partner’s timeNot appreciating your partner’s time

• Never ask individuals in your network Never ask individuals in your network for a job.for a job.

ConclusionConclusion

• Do your homework (Advance research on Do your homework (Advance research on prospects)prospects)• Know how to explain what you do.Know how to explain what you do.• Repeated Interraction encourages cooperation Repeated Interraction encourages cooperation

and chances for successand chances for success• Help your prospect or contact however you canHelp your prospect or contact however you can• Leave conversation open to pave way for Leave conversation open to pave way for

future meetingfuture meeting• Always follow up within 24 hours. Always follow up within 24 hours. • Relax and have fun at the events. Relax and have fun at the events.

Recommended ReadingRecommended Reading

1. 1. “Jeffrey Gitomer’s Little Black Book of Connections: 6.5 Assets For Networking Your Way to RICH Relationships” – Jeffrey Gitomer

2.2. ““Jeffrey Gitomer’s Little Red Book of Selling: 12.5 Principles of Jeffrey Gitomer’s Little Red Book of Selling: 12.5 Principles of Sales Greatness”. –Jeffrey GitomerSales Greatness”. –Jeffrey Gitomer

3.3. ““How to Become a Rainmaker; How to Become a Rainmaker; The Rules for Getting and The Rules for Getting and Keeping Customers and Clients” Keeping Customers and Clients” – Jeffrey J. Fox– Jeffrey J. Fox

4.4. ““High Trust Selling”, -Todd DuncanHigh Trust Selling”, -Todd Duncan

5. “Never Eat Alone and Other Secrets to Success, One 5. “Never Eat Alone and Other Secrets to Success, One Relationship At a Time” – Keith FerrazziRelationship At a Time” – Keith Ferrazzi

Thank you!Thank you!