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