POWER NETWORKING - Madison Nonprofit Day · •Do your homework – catch up on current events,...
Transcript of POWER NETWORKING - Madison Nonprofit Day · •Do your homework – catch up on current events,...
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POWER NETWORKING
By Donna M Gray, CRM
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•Are you sitting next to
someone you came
with?????
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Power Networking
Begins right now
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• Build Relationships
• Exchange Ideas and
Information
• Find and Engage New
Supporters
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Make many contacts…
cost effectively .
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A powerful and
effective promotion,
and marketing tool!
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Helps you to find
and engage
dedicated supporters.
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Networking is not a
one time event!
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POWER NETWORKING IS…
Consciously building
relationships with
people who know
people.
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\
Bringing people
together that would
otherwise not have
crossed paths.
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POWER NETWORKING IS…
• Being friendly.
• The ability to engage others.
• It’s giving value without asking for something in return.
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It’s having fun(d) raisers
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IT’S WHO YOU KNOW…
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WHO YOU WANT TO KNOW…
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AND GETTING TO KNOW
THEM…
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Power Networking
starts right here, right now.
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The Fine Art of
Shaking Hands
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A good handshake helps to
attract supporters, and
can be the beginning of a
lasting relationship.
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• The more people are attracted
to you, and your organization,
the more solid supporter
connections you can make!
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Power Networking helps
your organization cultivate
those supporters
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THE RULE OF 6 DEGREES OF
SEPARATION…
“Everyone, can literally reach
everyone else in the world,
through 5 other people.”
And now…with the Internet…
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IF EACH OF US KNOWS…
• 100 people who know…
• 100 people who know….
• It leads to 10,000 and then to…
• 62,500 then to…100,000,
• AND ON AND ON AND ON ….
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HOW WELL
CONNECTED
ARE YOU?
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Who are the five most
well connected people
you know?
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How can you be a
valuable resource for
these people?
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How can these people be
valuable resources for
you?
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How will you make these
connections?
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What will you do to
strengthen relationships
with these connections?
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THE ART OF
POWER NETWORKING
• Networking is powerful
• Networking is a show and tell
opportunity.
• Networking is fun!
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POWER
NETWORKING
MEANS GETTING
INVOLVED!
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NETWORK EVERYWHERE
YOU GO!
• Network with everyone you can.
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Lily’s Fund
For
Epilepsy Research
“Lily’s Luau”
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• W
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This year’s Luau will be
January 24, 2015
Union South
Get your hula ready now.
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KEEP IN MIND…
• The way you connect…whether on
the golf course…or at a winter
gala,or at a fund raising dinner…or
at Church…
– Manners count.
– Ethics count.
– Being social counts!
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TO SUCCEED….
If you want to succeed, or even keep
up, in today’s competitive
nonprofit climate – you have to be
ABOVE AVERAGE in every
contact with clients.
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HAVE YOUR “TOOLS” READY
• Name badge – preferably with logo.
• Business cards.
• Brochures about your organization.
• A Smile and a firm handshake.
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ARE YOU PREPARED?
• Do you have CLEAN business cards
with you?
• Are they wrinkled?
• Can you reach them easily?
• ARE YOU PROUD OF THEM?
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SECRETS FOR GREAT
POWER NETWORKING
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• Show up early.
• Be observant – Pay attention.
• Show genuine interest.
• LISTEN – LISTEN - LISTEN
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MORE FUNDAMENTALS
Have your 30 second “commercial” ready.
Spend 2/3 of time with people you don’t
know…yet.
Find out about other person before talking
about yourself.
Write notes on back of cards – Follow up
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BUILD A “TOP TEN” LIST
• Meet 10 people. Get 10 cards.
• Invest the time to build relationship.
• Follow up in a timely manner!
• Follow up!
• Add another 10.
• Follow up!
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Who’s on your
top ten list?
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GETTING READY …
• Prepare your introduction – plan
your first impression.
• Do your homework – catch up on
current events, community events,
area business announcements, whos
who in the community.
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DON’T LOSE YOUR CHANCE
• TOO OFTEN WE LOSE AN
OPPORUNITY TO MEET
SOMEONE BECAUSE WE SPEND
TOO MUCH TIME TRYING TO
THINK OF WHAT TO SAY!
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LOOKING FOR EXCUSES?
• Don’t feel like the “Lone Ranger”!
• Most people are cool and want to
meet you.
• Do it with enthusiasm!
• Get out of your “comfort zone”!
• “Just do it!”
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THE GREATEST FEAR
• Almost everyone’s greatest
networking fear is that they won’t
remember names and faces.
• Learn to “dance”!
• If all else fails…just admit you
haven’t a clue…
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SMALL GROUP
NETWORKING
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• Do your “homework” on the group.
• Show up on time.
• Don’t focus on who you’ll meet.
FOCUS ON ENJOYING
YOURSELF.
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• Be friendly and everything else will
fall into place.
• Keep a great self image.
• Be excited about the group you
represent.
• Look people in the eye.
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• Have a consistent positive attitude.
• Take the risk. Introduce yourself
• Show a genuine interest in other
people.
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• Look for something in common with
the contact.
• Use good communication.
• Be ready for anything.
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Your organization’s reputation goes
before you.
• Be yourself, talk real.
• HAVE FUN!
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IT’S UP TO YOU TO
MAKE THE
CONNECTION!
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TIPS FOR THE FIRST
CONVERSATION
Begin building rapport.
Avoid controversial subjects.
Don’t interrupt.
Act like it’s an interview.
Follow up!!!!
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WINNING IS IN THE CARDS!
“The most important word in the
English language…if you want to be
a success…can’t be found in the
dictionary. It’s ROLADEX”
Harvey B. Mackay
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• Now days…it’s having a
program that helps with…
–CONTACT MANAGEMENT
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Beginning on the road to
POWER NETWORKING
can seem daunting…but
everyone can do it!
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FOR BEGINNERS…
• Admit your fear…and get on with it.
• Stand or sit where people can approach you.
• Give presentations and they will come to you.
• Take on roles in professional organizations.
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• Talk to other people about what they’re doing.
• Attend formal networking events.
• Stay in touch with past supporters to gain future supporters.
• Create a list of resources to find clients.
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• Create a list of questions to ask.
• Reciprocate.
• Think of yourself as a Power
Networker!
• Live Power Networking!
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BIG GATHERINGS
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THINK AND ACT
LIKE A WINNER!
• Athletes use the power of the human
mind to envision their success.
• See yourself as a Power Networker.
• Think it! Act it! Do it!
• You are a WINNER!!!!
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BUILD YOUR “A” TEAM
• It’s who you know.
• It’s how much they know about you.
• It’s about what you do for them.
• It’s about what they can do for you.
• Cultivate your “Team of
Champions”.
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Michael Johnson +
Tim Metcalfe = Success
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Does your organization
have an
“A” Team?
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KEYS TO NETWORKING
• Wear your name badge on the right
• Wear something bright and
interesting.
• Have business cards handy.
• Smile.
• Be confident.
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WHAT KIND OF NAME BADGE
ARE YOU WEARING?
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WHO’S WEARING???
• The perfect power color?
• A signature piece of jewelry?
• Something that makes you stand out
in a crowd?
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MAKE A “WOW” IMPRESSION
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YOUR “SIGNATURE IMAGE”
Does your organization have a
signature color that you wear all the
time.
Do you have a signature piece of
jewelry.
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CREATE A
“WOW STATEMENT”
• Describe what your organization
does…in 15 seconds.
• What is your organization known
for?
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NETWORKING RULES
• Arrive early.
• Networking and selling don’t mix.
• Prepare questions ahead.
• Get list of attendees, when
possible.
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NETWORKING RULES
• Listen – Listen – Listen.
• Sit with strangers.
• Meet new professionals.
• Don’t monopolize conversation.
• Ask questions.
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Don’t go “Surf Schmoozing”
Pay close attention to the person
you’re talking to.
Remember what your mother
taught you.
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SO…HOW DID YOU…
• So, how did you get started in this…
–Business?
–Hobby?
–Volunteer Program?
–Area of Interest?
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Are you originally from….?
What brought you here?
How did you get involved with…?
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WHAT DO YOU ENJOY
MOST ABOUT…
• What you do?
• Your business?
Etc. Etc. Etc. Etc…….
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ASK AND YE SHALL
RECEIVE
How to get your supporters
To network for you.
ASK!
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MEET & GREET
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GET VISIBLE!
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PRESENT A PROGRAM!
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NEWSLETTERS
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ATTENTION GRABBERS
POWER UP YOUR PRINT
• Make it short and vivid.
• Appeal to the senses.
• Make it funny or touching.
• Make it rhyme (or make it a song).
• Parody something familiar.
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NETWORKING AT
TRADE SHOWS
• Set networking objectives.
• Use pre-show promotion with letters
and information.
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GET THE MOST BANG
FOR YOUR BUCK!
Greater Madison Chamber
Mardi Gras
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GET ATTENTION!
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NETWORKING
OPPORTUNITIES
• GMCC and GMCVB
• Rotary – and other organizations
• Downtown Madison, Inc.
• Middleton Chamber GMM
• In Business’s Executive Register event
• Etc. Etc. Etc.
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IN BUSINESS
EXTREME NETWORKING
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THROW YOUR OWN PARTY!
• One of the most effective ways to
keep in touch with the new people
you’re networking with…is to invite
them to parties.
• If they are productive, interesting
people, they’ll want to expand their
own networking circle.
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HOST A SUCCESSFUL EVENT!
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FAMILY BUSINESS OF THE YEAR
AWARDS DINNER
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POWER NETWORKING IS
FOR EVERYONE!
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AND, EVERYONE DOES IT!
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“EIGHTY PERCENT OF
LIFE IS JUST SHOWING UP!”
Woody Allen
• Take a risk – go!
• Go with the agenda of having a good
time!
• People are attracted to people who
are having fun!
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HIGH TECH HAPPY HOUR
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Get Involved…
Go with supporters to their events.
Visibility is exponentially
increased by the presence of you
and your team at networking
opportunities.
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CREATE A COMMUNITY
PRESENCE
• Invite community interest with
issues that are near and dear to
your organization.
• Serve your communityof
supporters.
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IF ALL ELSE FAILS…
• The telephone is a good way to
talk to people without having to
offer them a drink!
• Humorist, Fran Liebowitz
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YOU ARE IN CHARGE!
• You are the only one in charge of the
way you network.
• You select your networking choices.
• You nurture the network in your
own way.
• You add value to each connection.
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GREAT POWER
NETWORKERS
• Exude confidence!
• Are enthusiastic!
• Enjoy people!
• Plan, practice, and polish their act!
• Have a good sense of humor!
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JUST REMEMBER…
• If you don’t touch base, you can get
thrown out of the game!
• It’s infinitely more difficult to get
back in the game than to stay in!
• Touch base when you need nothing!
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DALE CARNEGIE SAID …
• "You can make more friends in two months by becoming really interested in other people than you can in two years by trying to get other people interested in you.
• Which is just another way of saying that the way to make a friend is to be one.“
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NETWORK SMART
• Commit by marking your calendar
with all networking events.
• Go to every event possible.
• Don’t spend to much time with one
person.
• Network with prime prospect
supporters.
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WORK THE NETWORK
• Manage contacts with a software
program.
• Don’t waste any opportunity.
• WORK YOUR NETWORK!
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STARTING NOW…
• Develop a top ten list
• Connect with each person on your
list at least once a month.
• Keep prospecting for additions to
list.
• ROMANCE THE LIST.
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UNIVERSAL TRUTH
OF POWER
NETWORKING… According to Jeffrey Gitomer’s
“Little Black Book of Connections”
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Make friends!
Play nice!
Take a bath!
Do your homework!
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Get out and
build your
Network!