Networking Beats NOTworking Dr. Thomas J. Denham, MCDP Career Counselor Careers In Transition LLC © Careers In Transition LLC

Expectations Networking 101 Key Questions Networking Forums Business Cards & Technology How to Work a Room GroupsTips Final Advice Your Goal: Learn 3 Things © Careers In Transition LLC

Networking 101 A group of supporters who serve as resources for your personal and professional life. Lost art relationship building. Learned & developed with practice. Best way to run many businesses. It must be fun, otherwise stay home! © Careers In Transition LLC

Why Network? Builds a Greater Circle of Influence Increases Visibility and TOMA Creates a Safety Net Lets You Learn by Listening Starts Friendships Reduces Isolationism Deputizes Your Sales Force Business Happens: 1) Know, 2) Like & 3) Trust Enriches Your Life © Careers In Transition LLC

Key Questions What is my goal for each networking event? How many business cards did I give out and collect this week? How many contacts have I added this month? How many one-on-one meetings will I set up this month? Am I maximizing my professionals memberships? Am I maximizing my professionals memberships? © Careers In Transition LLC

More Key Questions Where and how often do I need to network? What is my networking strategy? Is networking an after thought? Am I spending more time talking or listening? Who do I know and who knows me? © Careers In Transition LLC

Still More Key Questions Have I added to my 3 circles of influence? Inner circle - closest contacts Inner circle - closest contacts Middle circle - close associates Outer circle - lesser known contacts? Have I tapped into other peoples’ networks to build relationships? – Rule of 200 What’s working and what’s not? Am I being patient and persistent? Where can I build relationships… © Careers In Transition LLC

Networking Opportunities Networking Bonanzas Networking Bonanzas Smaller Events/Programs One-on-One – “Coffee Talks” One-on-One – “Coffee Talks” © Careers In Transition LLC

Business Cards Most Important Investment Very First Impression Use Front and Back Photo Beats a Brochure Anytime Get a Business Card Holder Business Card Back-ups Never Run Out - “I don’t have one on me.” Never Say, “I already have your card.” © Careers In Transition LLC

Technology LinkedIn.comPlaxo.comFacebook.comMySpace.com Address Book – Set Goals When They Appear in the Media Rolodex © Careers In Transition LLC

Working a Room - Before Be Prepared Be Targeted - How can I best use this time? Know Your Goals Know the Audience Arrive Early - Leave Late © Careers In Transition LLC

Working a Room - Before Go to the Bathroom Grooming Name Tags – Where to Wear? Organize Your Introduction – 10 Seconds Take the Initiative © Careers In Transition LLC

Elevator Speech Prepare 10 and 30 Second Sell Prepare 2 and 10 Minute Talk Say Something Memorable/Humorous Who are you? What do you do? Who do you do it for? What is the result? What is a good referral? Repeat Name and Company © Careers In Transition LLC

Working a Room - During Greet with a Smile Pleasant Voice Firm Handshake One Hand Grip – Two Pumps Body Language/ Eye Contact Good Posture © Careers In Transition LLC

Working a Room - During Positive Energy & Enthusiasm & Enthusiasm Be Yourself Stay Relaxed How to Stand & The 3 Foot Rule The 3 Foot Rule Self-Control – Be Professional Speak Clearly and DON’T RAMBLE © Careers In Transition LLC

Working a Room - During Stay Focused on Them Listen First, Talk Second – W.A.I.T. Don’t Sell Have a Meaningful Conversation Appropriate Humor Avoid Wandering Eyes © Careers In Transition LLC

Working a Room - During Excusing Yourself Request a Business Card Request a Coffee Talk End with a Smile Don’t sit down before the program! Circulate Strategically “Stick & Roll” Don’t talk to everyone or just one! Only sit next to people you don’t know! © Careers In Transition LLC

Working a Room - After Thank new contacts via Request a “Coffee Talk” via Leave cards on your desk for 1 week © Careers In Transition LLC

Questions to Ask How about those Red Sox? – No! So tell me about your business? What do you like most about your work? What challenge are you facing? What are you doing for fun? Who is the ideal referral for you? Other ideas… © Careers In Transition LLC

Networking Groups GCC – Small Business Group AC-Chamber – Solo Entrepreneurs Council GoSmallBiz.com Capital Alliance of Young Professionals Bethlehem Business Builders Consulting Alliance Capital Region Human Resource Association Adirondack Mountain Club HikingMates.net First United Methodist Church of Delmar Bethlehem Soccer Club © Careers In Transition LLC

Networking Tips Never 2 nd Chance to Make 1 st Impression Networking is a Contact Sport Must be Present to Win Listen First, Talk Second Givers Get Be Enormously Patient © Careers In Transition LLC

Networking Tips Newspaper Calendar of Events Section Chamber Newsletters/Magazines Quantify and Qualify Your Network Be Proactive and Absolutely Dedicated Networking is work, but work worth doing. Nurture Your Network Like a Garden: You don’t plant seeds and then quickly harvest. © Careers In Transition LLC

2 Networking Choices 1. Wait 2. Act “If you choose not to decide, you still have made a choice.” © Careers In Transition LLC

NETWORKING OPPORTUNITIES ARE NOWHERE © Careers In Transition LLC

KeepClimbing! Dr. Thomas J. Denham (518) © Careers In Transition LLC