Breaking the Ice: Practical Strategies for Networking Success
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Transcript of Breaking the Ice: Practical Strategies for Networking Success
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Breaking the Ice: Practical Strategies for Networking Success
Session #321
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Speaker
Darin M Reffitt, Director, EIS Group
Darin Reffitt is Director of Demand Generation and Campaign Management with EIS
Group (formerly Exigen Insurance Solutions.) With over 18 years of experience in
marketing and communications, his focus at EIS Group is on lead generation and lead
nurturing in marketing core system software to insurance companies. He is also a
volunteer with the IASA and chairs the Social Media Subcommittee, leading the efforts
of the IASA to better engage with carriers, vendors, and individual members across
social media platforms. He volunteers with other organizations, writes about marketing,
social media and networking as a Market Expert for Business.com, and golfs, poorly.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
The Importance of Networking
• Career Advancement
• Job Hunting
• Sales
• Volunteer Positions
• Opportunities you
never expected
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
3 Networking Fallacies
1. Introverts don’t make
good networkers.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
3 Networking Fallacies
2. Networking is
just about
selling.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
3 Networking Fallacies
3. Online networking
can replace in-person
networking.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
1. Failing to Prepare
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
2. Arriving too late
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
3. Drinking
too much
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
4. Focusing on
the food
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
5. Waiting to be
approached
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
6. Spending the whole time
with existing contacts…
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
…or, 7. Neglecting
existing contacts
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
8. Fixating on
the phone
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
9. Not finding a
reason to follow-up…
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
10 Mistakes People Make
…or, 10. Failing to
follow-up at all
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Determine your
networking target(s)
• Types of jobs
• Industries/Companies
• Seniority Level
• Is there a pre-attendee list?
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Set Goals GOALS
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Prepare to answer
common questions…
• What do you do?
• What does XYZ company do?
…in an uncommon way
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Practice answering
those questions!
• Should have the answers
memorized
• Practice with a friend or
family member
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Catch up on the latest news,
sports, and entertainment
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Bring a wingman
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Dress appropriately
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Eat before you go
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Planning for Success
Don’t forget:
Business Cards Pens Breath
Mints/Spray
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
At the Event
Consider
Arriving Early
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
At the Event
Alternate
water/soda
with drinks
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
At the Event
Smile!
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
At the Event
Watch your body
language…
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
At the Event
…and your posture
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Reading the Room
Look for others
standing alone.
…they’re likely feeling as
insecure and out of place
as you.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Reading the Room
Look for “open” groups
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Reading the Room
Look for an “open 2”…
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Reading the Room
…instead of a “closed 2”
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Reading the Room
Look for an “open 3”…
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Reading the Room
…instead of a “closed 3”
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Reading the Room
Open groups come
in all sizes
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Minding Your Manners
Think about whether
YOUR group is open or
closed…
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
No Open Groups?
Get in line – for a drink
or for food
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
No Open Groups?
Hang out at the bar &
chat with people
waiting for drinks
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
No Open Groups?
Leverage your wingman.
Leverage your
wingman!
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Once You’re Connecting
Give your undivided
attention.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Once You’re Connecting
Practice Active
Listening
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Once You’re Connecting
…and ask follow-up
questions
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Once You’re Connecting
Find a reason to
follow up.
“I should introduce you to ____________”
“I’ll send a great article I read about _________”
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Once You’re Connecting
Offer to help the
other person
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Ways to Escape a Bad Connection
Wrap up.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Ways to Escape a Bad Connection
Show respect for
his/her time.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Ways to Escape a Bad Connection
Leverage your
wingman.
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Ways to Escape a Bad Connection
If all else fails…
… head to the
restroom!
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Don’t be this Person:
The Salesman
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Don’t be this Person:
The Gossip
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Don’t be this Person:
The Wallflower
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Don’t be this Person:
The Drunk
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Don’t be this Person:
The Stand-Up
Comic
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
After the Event
Follow up.
FAST!
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
After the Event
Connect on LinkedIn
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
ProTip:
Message 2 people
each week on
LinkedIn.
104 touchpoints per year!
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
In Closing
Social Networking
is important too.
Join us today for
Social Media 2.0
3:30-5:00PM
Lagoon I
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
In Closing
Look for us at
tonight’s
Networking
event!
7:00-10:00pm
@DMReffitt
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Questions?
Thank you for your time!
Any questions for today’s
speaker?
Darin
Reffitt
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
References
Bounds, Andy; “The Jelly Effect” – Detailed networking
planning and examination of open/closed groups
Brown, Rob; “Networking for Introverts: How to Make
Connections that Count Without Being Sleazy”
Coburn, Derek and Chris Brogan; “Networking Is Not
Working: Stop Collecting Business Cards and Start Making
Meaningful Connections”
Gitomer, Jeffrey; “Jeffrey Gitomer's Little Black Book of
Connections”
Richards, Peter; “Networking Meaningfully: How to get from
a handshake to a business opportunity”
@DMReffitt
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IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW
Please Complete the Session Evaluation Form on the Conference App
@DMReffitt