Staff development training

Networking Skills

Develop relationships for your career success

“Tony taught me it isn’t what you know, it is who you know

– and Tony knows everybody”

Sarah Fenwick (Marketing Intern ’08)

Does that mean I know nothing?

Who you know = What you know

Agenda

Why Bother?

• Managing Yourself

• Managing Others

• Planning for the networking event

• Follow up after the event

Networking – Why Bother?

• Career Success

• Personal Confidence

• Gain Knowledge

Become the “go to” person in your organization

What you will learn

• Technique based training

• Identify & capitalize on opportunities

• Follow through to build the relationship

• Staying in touch over time

Step 1: Managing Yourself

1) How you look

2) What you say

3) How you say it

How you look

80% of the impression is formed before youopen your mouth

• Great posture• Head up• Confident smile• Direct gaze• Clothing slightly more formal than the event

Being credible

• No fidgeting

• Sticky eyes technique for strong eye contact– M to F or F to F– M to M

What you say

• Small talks purpose– Put people at ease– Match moods– Identify language style & preferences– Learn about person’s hot buttons

• Listen more than you talk

What you say

• Starting a conversation– Whatzit technique– Whozat technique– Eaves drop technique

• Standard opening questions

Standard opening questions

• Where are you from technique

• Who do you know technique

• Compliment them technique

Your exceptional answers

• No simple answer

• Be a wealth of information

• Never the naked city / job

Always give them hooks to continue the conversation

How you say it

• Flooding smile technique

• Big baby pivot technique

• Always positive

• Say it as long as it’s not• Complaining• Rude• Unpleasant

Step 2: Managing others

• Favour bank

• Active listening

• Spot light on them

• Keeping the conversation going

• Exiting the conversation

Favour Bank Technique

• Every relationship is a bank account

• Make deposits consistently

• Never run a negative balance

Favour Bank

Deposits• Informative article• Passing along relevant

information (work / hobby)

• Connecting them with someone

• Buying them a meal

Withdrawals• Intro to someone• Tour of facility• Notify of Job• Obtain information

Active Listening

• Identify favourite topics

• Word detective technique– Clarifying– Paraphrasing– Emotive listening

Spot light on them

• People love to talk about themselves

• Learn more by listening– Parroting technique– Encore technique

Step 3: Planning for networking

• Preparation tools of the trade

• Define objectives

• Something to say

• Know your techno-babble

• Munching or meeting

• Initiating the conversation

Preparation

• Business cards

• Pen

• Something to write on

• Breath mints / hygiene

You can network anywhere, always be prepared!

Define Objectives

• Specific person you want to meet?

• Information you are looking for?

• General range of contact types you need?

Something to say

• National & local news of the day

• Specific news / research relevant to target

• Google the target

• General industry news / gossip

Know your techno-babble

• Research specific industry terms

• Understand their context

• Identify “hot button” topics in their field

Munch or Mingle

• Can’t do both

• Eat before event

• Light food or drink in hand as props

• Stay away from alcohol

Initiating the conversation

• Commanding the room technique

• Starting a conversation– Instant History technique– Combining Whozat with Intro Compliment– Combining Whatzat with Intro Compliment– I want to meet you technique– Explore faces & Sticky eyes technique

Step 4: Followup after the event

• After the conversation

• The morning after

• The following week

• The following month

After the conversation

• Make notes on:– Key interests– Key needs– Special topics of (future) conversation

The morning after

• Never the naked thank-you technique

• Invite to connect on LinkedInwww.linkedin.com

Proper LinkedIn invitation technique

• Reconnect with “instant history”

• Personalize each invitation

• Make it easy for the person to accept your connection

• How not to connect (blog example)http://bit.ly/donotdothis

Linked In Invitations

The following week

• Provide information of value (based on identified need)

• Ask for something (if needed)

The following month(s)

• Never miss an opportunity to pass along information of value

• Reconnect prior to major event– Will I see you there?– Did you know about ….?

• Look for reconnection opportunities

Reconnection opportunities

• Monitor your contacts– LinkedIn status changes– LinkedIn profile updates

• Industry news announcements

• Holiday / Birthday greetings

• Update your own status

Give people a reason to contact you

Expanding your reach

• Expand your network by mining your connection’s contact list

• Get introduced

• Bring VALUE to the new connection

Final technique: Being well read

• Stay informed on current news

• Stay informed on industry specific events

Benefits:– Ready for small talk– Deliver value to your network

What you have learned

• Technique based training

• Identify & capitalize on opportunities

• Follow through to build the relationship

• Staying in touch over time

Staff development training

Networking Skills

Develop relationships for your career success

Thank-you