HOW TO NETWORK LIKE A PRO

GEORGIA ANGELL Foremost Forwarders

NETWORKING Talk to people you do not know Be brave – introduce yourself. First, Last Name, Company (No title) ‘30 second commercial’ Introduce others that join you Use person’s name

COMMON POINT OF INTEREST Discover the CPIFind the connection Ask open ended questions BENEFITS: Connects people to you. Allows them to feel more comfortable talking to you. Increases your approachability.

COMMON POINT OF INTEREST Tell me the best…..When was the last time…. What’s your favorite…..What do you think about…. What other IAM sessions are you attending? How did you choose this industry? How long have you worked for the company? What professional organizations do you belong to?

NETWORKING Give yourself completely to the conversation LISTEN (80/20 rule) FOCUS Be genuine - Show sincere interest Do teach/Don’t sell Firm and friendly handshake

LARGE MEETING ROOMS Arrive early Engage one-on-one Find someone you do NOT know Keep arms uncrossed

TABLEMATES Walk around the table Introduce yourself to tablemates Choose a seat on the opposite side Leave seats on either side of you vacant

GROUP CONVERSATION Enter the group conversations sensitively Approach and stand quietly for a second or two Wait for a break in the conversation or for someone in the group to look your way If no one looks in your direction and everyone continues the conversation without any break or glance in your direction, exit immediately with “excuse me.”

STARTING A CONVERSATION Hi. I don’t think we’ve met before. My name is Sally. Good morning. My name is Tim and this is my first meeting here. I was hoping to find someonewho could tell me more about….. Could I ask you a few questions? Hey Mike, You look like you might know a few things about this…. What advice do you have for a new member?

GROUP CONVERSATIONS Exit conversations politely Even if you are face-to-face with someone you’ve wanted to meet at this event, avoid monopolizing their time. After a reasonable time, initiate the ending. Smile and move on

ENDING A CONVERSATION I appreciate your time. I’d love to meet a few more people tonight. Is there anything I can do for you before we move on? Thanks for the time. Seems like we have a lot in common. Can I send you a LinkedIn invitation? Please excuse me, I’ve enjoyed speaking with you. Let’s connect via once we return to the office.

SOCIAL ETIQUETTE Make good eye contact (60% rule) Make a good first impression Leave your troubles behind – Smile Respect personal space Have a mint and share Hold your drink in your left hand Enjoy the Exhibitor’s goodies, but stay for a chat

GENERAL IDEAS Always wear your identification tag Place your name badge on your right side Bring a jacket or sweater to the meeting rooms Wear comfortable shoes Keep your cell phone charger with you

BUSINESS CARDS Properly hand your card Look at the card you just received Comment on the card Have a conversation when handing out your card Write notes on the back of a card (Where you met, physical attributes, conversation points) Do not run out of cards

HEALTH Get enough sleep Exercise Eat Reasonably Wash your hands frequently Use hand sanitizer Drink – but have some water too

AFTERWARDS Review the business cards you collected Connect via Social Media (LinkedIn, Facebook, Twitter, Skype) or Call the person Reference where you met (Opening Reception, Exhibit hall, Knowledge Lab, etc) Mention something personal about the person (from your notes on the business cards)

WHERE IS EVERYONE? Spend time in Network Central Visit ExhibitsIAM Connect Lounge Attend IAM Meetings and Events Utilize Meeting App Hotel LobbyRefreshment Areas

SUNDAY OCTOBER 18, 2014  Network Central and Exhibits Are Open IAM Connect Lounge & Relaxation Center  IAM-YP Welcome Reception  New Member, First Time Attendees Reception

SUNDAY OCTOBER 18, 2014  Opening Reception  “FUNd Night Alan F. Wohlstetter Scholarship Fund

MONDAY OCTOBER 19, 2014  IAM Membership Breakfast - Hall of Honor, Scholarship Recognition, State of IAM Address  Exhibits are open  Cocktail Reception in the Exhibit Hall

MONDAY OCTOBER 19, 2014  Core Membership Meeting  Knowledge Lab 2:00pm – 3:00pm The New Dynamics of Business Promotion  IAM-YP Membership Meeting

MONDAY OCTOBER 19, 2014  Knowledge Lab 3:30pm – 4:30pm Lead Generation: Is it Worth the Money?  LIMA – Ladies in Moving Business Meeting and Reception

TUESDAY OCTOBER 20, 2014  Buffet Breakfast PLUS Exhibits are open  Claims Panel  Knowledge Lab 10:30am – Noon Boost Your Career, Learn from the Best

TUESDAY OCTOBER 20, 2014  ISA Membership Meeting Nonprofit cooperative buying group  Buffet Lunch in Exhibit Hall  Knowledge Lab 1:30pm – 2:30pm Convert Your Warehouse to Cash

TUESDAY OCTOBER 20, 2014  Military and Government Affairs Panel  Knowledge Lab 4:00pm – 5:00pm Navigating the Maze of Buying and Selling DOD- approved SCACs

TUESDAY OCTOBER 20, 2014  IAM Logistics Network Meeting and Reception Develop and market non-traditional logistics-type services  IAM-YP Social Mixer

WEDNESDAY OCTOBER 21, 2014  Breakfast with Exhibitors  Exhibits open until 11:00 am  Governing Membership Meeting  Special Session

SPECIAL SESSION TOWN HALL MEETING: Panel includes personnel from SDDC and DPS Program Office Attendees can ask questions regarding DP3 and DPS

SPECIAL SESSION FAMILY FEUD: Who is the “SMARTEST” family in the Government/DOD moving arena? “Government” family will battle the “Industry” family

WEDNESDAY OCTOBER 21, 2014  Closing Reception  Closing Dinner and Entertainment  Post Dinner Entertainment and Dancing