The Net -Worth Of Networking

Copyright 2011 Tony GatesCopyright 2011 Tony Gates

What’s “Networking?”What’s “Networking?”


“…“…a socioeconomic activity by which a socioeconomic activity by which groups of like-minded groups of like-minded

businesspeople recognize, create, or businesspeople recognize, create, or act upon business opportunities.”act upon business opportunities.”

~ Wikipedia~ Wikipedia


Did You Know?Did You Know?

70% on average of all new business is 70% on average of all new business is gained through word-of-mouth and positive gained through word-of-mouth and positive recommendationsrecommendations

Just by expanding your contacts you are Just by expanding your contacts you are raising your profileraising your profile

Generally people like to help people and Generally people like to help people and are willing to impart their expertise and are willing to impart their expertise and advice to people they know, like, and trustadvice to people they know, like, and trust

The benefits of networking aren’t just about The benefits of networking aren’t just about generating leads and referrals. You now generating leads and referrals. You now have contacts to whom you can turn for have contacts to whom you can turn for help to recommend others (friends of help to recommend others (friends of friends)friends)



As you develop your contacts, As you develop your contacts, find people who have been find people who have been through problems you are through problems you are experiencingexperiencing

That you never know….That you never know…. That you gain contact and That you gain contact and

connect with like-minded people connect with like-minded people – human need to feel connected– human need to feel connected

That you develop friendships That you develop friendships



The more you network, the more The more you network, the more you get used to explaining what you get used to explaining what you do – leading to increased you do – leading to increased confidence = increased likihood confidence = increased likihood to winning business to winning business

That you have a better That you have a better opportunity – increased capacity opportunity – increased capacity to help othersto help others


Networking is…..Networking is…..


……..increasing your capacity ..increasing your capacity to help others!!!!to help others!!!!


The Net-Worth of Networking The Net-Worth of Networking


AgendaAgenda

Pre- GamePre- Game Game-TimeGame-Time Post-GamePost-Game In General In General QuestionsQuestions


Pre-Game Pre-Game

RSVP and calendar quicklyRSVP and calendar quickly Make arrangementsMake arrangements Spread the wordSpread the word Monitor RSVP’sMonitor RSVP’s Connect on Facebook, Twitter, and Connect on Facebook, Twitter, and

LinkedInLinkedIn Catch up on current eventsCatch up on current events Prep name-tag, cardsPrep name-tag, cards Prep self-introduction (a 7-9 secondPrep self-introduction (a 7-9 secondPleasantry, NOT an elevator speech)Pleasantry, NOT an elevator speech)


Game Time!Game Time!

Arrive in the opening periodArrive in the opening period Dress for your brandDress for your brand Nametag – I HATE sticky’s – R sideNametag – I HATE sticky’s – R side Go with a “buddy”Go with a “buddy” Limit alcohol (2 drink max)Limit alcohol (2 drink max) Firm handshake – eye contactFirm handshake – eye contact Use first and last name (on nametag Use first and last name (on nametag

as well) as well) Be approachableBe approachable Hosting behaviorHosting behavior



Look for the “singles”Look for the “singles” Reintroduce yourself to peopleReintroduce yourself to people Look at nametags Look at nametags Don’t get “bogged down”Don’t get “bogged down” Collect 5 cards of people who truly Collect 5 cards of people who truly

interest you. Calendar a coffee (right interest you. Calendar a coffee (right then, if possible)then, if possible)

Use their card for notesUse their card for notes Only give your card if askedOnly give your card if asked Don’t be the last to leave Don’t be the last to leave



Check in – Foursquare, Facebook Check in – Foursquare, Facebook Places, TwitterPlaces, Twitter

Tag peopleTag people Be measured about smartphone useBe measured about smartphone use Allow for “you never know”Allow for “you never know” NO CYBORGS!!NO CYBORGS!! Phones on vibratePhones on vibrate Buddy checks regularlyBuddy checks regularly Breath mints (no gum)Breath mints (no gum)


Have fun!!!Have fun!!!


Post-GamePost-Game

Follow upFollow up Connect on Facebook, LinkedIn, Connect on Facebook, LinkedIn,

and Twitterand Twitter Post/tweet about eventPost/tweet about event Make coffee appointmentsMake coffee appointments Get to know person…Not Get to know person…Not

businessbusiness Establish a relationshipEstablish a relationship


In GeneralIn General

Object is to get to know, like and Object is to get to know, like and trust, not push business trust, not push business

Little details countLittle details count Be your brandBe your brand Be prepared Be prepared Carry 3X5 cards or small Carry 3X5 cards or small

notebook on you alwaysnotebook on you always Bring valueBring value


Now What?Now What?

Questions?Questions?


See yourself as a See yourself as a commodity….commodity….


……. It’s your interpersonal . It’s your interpersonal skills that set your apart. skills that set your apart.


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The Net -Worth Of Networking