Post on 18-Oct-2014
description
The Secrets of Successful The Secrets of Successful NetworkingNetworking
Jeff RichardsonChief Transformational Engineer
Empowered AlliancesEmpowered Alliances
www.SecretsOfSuccessfulNetworking.com
Jeff@EmpoweredAlliances.com (650) 269-5395
Secrets of Successful NetworkingSecrets of Successful NetworkingConference NetworkingConference Networking
Workshop Objective: Develop a plan to meet more of the “right” people at the AEE conference by systematically trying new techniques and evaluating results.new techniques and evaluating results.
Networking Objective: develop a mutually beneficial network of influential people in my profession & community
Networking Agreements Networking Agreements
� Be Interested
�Concise Communication
�Commit to Adding ValueCommit to Adding Value
� Initiate Meaningful Conversations
How would the use of these agreements impact networking experience?
The Experiential Learning LinkageThe Experiential Learning Linkage
Copyright Empowered Alliances Pg 4
What’s Your Networking Style?What’s Your Networking Style?The Loner
• Likes to do most things by themselves (because they do it faster or better)
• Doesn’t want to bother or worry other people
• Feels that their knowledge and skills are often superior to most people
• Only asks for help as a last resort (and when it may be too late)
The Socializer
• Tries to make a friend of everyone they meet
• Tends to know people’s names and faces but not what they do
• Is not usually systematic or ordered about follow-up – contact is random
• May not listen too deeply and is quick to
The Loner The Socializer
• May not listen too deeply and is quick to move on
The User
• Is likely to collect business cards without really connecting with people
• Tries to make ‘sales’ or ‘pitches’ on the first encounter
• Talks and focuses on own agenda rather than together information
• Has superficial interactions
• Keeps score when giving favors
The Builder
• Has a ‘giving’ disposition or abundance mentally
• Is generally happy to ask others for help or guidance
• Listens and learns about people carefully
• Is regularly on the look-out for useful information for which others can also benefit
• Has a well-ordered and organized networking system
The User The Builder
You’re Only 1You’re Only 1--2 Connections Away2 Connections Away
YOU
How will this connectionREFLECT ON
ME ?
Sincerity Reliability
Care Competence
TRUST
Care Competence
How are you building trust within your Network?
The Secret of Successful The Secret of Successful Networking…Networking…
…Give something of …Give something of value*value*…Give something of …Give something of value*value*so you’ll beso you’ll be
remembered and referred!remembered and referred!(Repeat)(Repeat)
Three Phases of the Networking ProcessThree Phases of the Networking Process
Before a conferencePlan how to maximize networking results
1. Select the conference
2. Define your networking goals
3. Decide who you want to meet
4. Identify ways to add value
Great Goals to Go For…Great Goals to Go For…� Try something new to challenge yourself◦ Initiate conversations with influencers◦ Break into group / Break away from conversation◦ Be bold by doing something to get noticed*
� Seek simple ways to add value to people� Seek simple ways to add value to people◦ Make people feel more comfortable◦ Connect them with their “right” person◦ Provide critical or novel information
� Work on how you say…◦ Your introduction to create intrigue◦ What types of people you are looking to meet◦ Questions to drive intriguing conversations
Target Audience DefinedTarget Audience Defined
Title
Function
Expertise Expertise
Company
Location
Three Phases of the Networking ProcessThree Phases of the Networking Process
During a networking eventRelax, meet people and build new relationships
ü Keep your goals in mind
ü Connect with key experts
ü Find ways to engage
ü Listen for ways to add value
Conversation StartersConversation Starters
1. Compliment the other person◦ Be subtle◦ Be sincere◦ Be observant◦ Be observant
Conversation StartersConversation Starters
1. Compliment the other person2. Ask a conversation starting question that…
� Is relevant to event/situation � Draws out person’s interests and/or needsDraws out person’s interests and/or needs� That YOU already have an answer to
Conversation Starting Questions Conversation Starting Questions
What are you passionate about?
What interests you about (topic)?
What do you hope to get from the conference?
What workshop(s) are you looking forward to?
What do you like most about ______?
Conversation StartersConversation Starters
1. Compliment the other person2. Ask a conversation starting question3. Short answer to “What do you do?” to
create intrigue framed as “Who Am I?”create intrigue framed as “Who Am I?”� Adjective + professional title (Creative SW Engineer)� Career direction (“I’ve been a __, but I’d rather be __”)� Catchy title (Chief Transformational Engineer)
Three Phases of the Networking ProcessThree Phases of the Networking Process
After a networking eventFollow-up and build longer-term relationships
ü Evaluate progress to goalsü Evaluate progress to goals
ü Plan specific follow-up steps
ü Continue to provide value as a way to build relationships
ü Make it easy for YOU to help others and for others to help you
Let’s Keep Networking…Let’s Keep Networking…
Jeff@EmpoweredAlliances.com650-269-5395 in Silicon Valley
� Facebook - www.Facebook.com/Jefferson2U� Facebook - www.Facebook.com/Jefferson2U◦ Social happenings and AEE’s West region page
� LinkedIn - www.linkedin.com/in/JeffersonOnline◦ Professional networking tool of choice◦ Join the Secrets of Successful Networking LinkedIn group
� Twitter – www.Twitter.com/Jefferson2U◦ Still trying to figure it all out :)