1. Networking With Confidence
Peter Kelly
Professor of Practice, High Growth Entrepreneurship
Aalto Ventures Program, Aalto University
Visiting Professor of Business, Trinity College Dublin
Visiting Professor of Design, MADA, Santiago de Chile

2. The layout of a room

3. The layout of a room

4.
The layout of a room

5. networking ? What is Face to face marketing – not SELLING WORK
Nuturing existing business relationships and creating new ones!

6. Aalto School of Science Invites You To A Premier Networking Lunch Tuas Talo 7 September RSVP – Jouko Lampinen
Is this an event for you ?
Assuming it is how would you prepare ?

7. Your host – be careful about scoping out people (including me)

8. Preparation: Who is attending? What do I know about them?
Where is it? How do I get there?
Business cards & pen
What is the event format?
Dress code?
Timing?
Small talk tidbits

9. So What Do You Do? Inevitable Question
I am a senior teaching scientist … what you are as opposed to what you do
I inspire individuals to discover and nuture their entrepreneurial talent!
I help my clients to … by … when … if …

10. Top 10 Fears Meeting total strangers Creating a good first impression
Being interesting & exciting
Small talk vs talking business
The conversation lull
Approaching groups
Networking is a waste of time
Cold shoulder
Ignorance
Loneliness
99% have these fears – and you can blame your mother

11. Overcoming Fears Arrive early & prepared Find a soft landing zone
Ignore your mother’s advice – other people in the room are experiencing the same feelings you are
Loner, open groups, those you know – male vs female, older vs younger, taller vs shorter

12. Breaking the Ice With A Loner
Putting on the moves! Approach slowly from an angle, stay 1 metre away, smile and ask ”Excuse me, do you mind if I join you?”
Wait for the YES, then step in extend your arm and shake hands maintaining eye contact
”Hello my name is Peter, Peter Kelly”

13. Remembering Names

14. High Growth Entrepreneurship
Participants
PETER
Kelly
Professor of Practice
High Growth Entrepreneurship
My name is PETER, pause, PETER Kelly --- remember the first name
Chinese students please use the name you want to be called! I am sorry but I did not catch that!

15. PETER Participants Kelly
My name is PETER, pause, PETER Kelly --- remember the first name
Chinese students please use the name you want to be called! I am sorry but I did not catch that!

16. The Handshake
Vice Grip, Bone Crusher, Wet and Drippy, Cold and Clammy, Limp
Sneezed in, Nose Picked, Disinfected, Gloved

17. S H I N E
Smile, handshake, eye contact, name, enthusiasm, excitement

18. Moving On: Dumping
I could do with a top up? Or a bite to eat? I have seen someone I know?
Would you like to join me? NO

19. Moving On: Parking
Come and lets meet some others in an open group and park …
Remain for a while as a secondary listener then make your excuses and go … don’t leave people alone

20. Moving On: Cold Shoulder
Rude behaviour – Nice meeting you but I need to … pick a finger, any finger as long it is the middle one

21. Approaching a Group
Eye contact with speaker – excuse me, may I join you …
Speaker will often act as host and introduce you to other members of group
We were just speaking about …. Establish eye contact with everyone else in group

22. Be prepared to play host even if it is not your party
Invite loners that linger around in and introduce people

23. Building rapport is about being interested not interesting
Fully attentive listening mode – looking for ahaa moments!
KNOW, LIKE, TRUST

24. Long periods of silence punctuated occasionally by a few words!

25. No big business is done without small talk
Neighbours house above it is a business card. An airplane is flying over with tennis racquets as propellors.
In the cockpit the pilot is reading a newspaper and in the windows you see your neighbours kids.

26. Asking pertinent questions
If you have done your homework you know all or part of the answer

27. Open Ended Who? What? When? Why? Which? How?
Openers

28. Close Ended Do you? Can you? Are you?
Could elicit one word answers!

29. Clarifying or Probing Questions Tell me about. Explain to me
Clarifying or Probing Questions Tell me about ... Explain to me ... Describe for me..
Let them do the talking about what they are interested in

30. Ask for their card Listen, Listen, Listen
You were mentioning that …. And how would you feel about meeting up to learn more about your business
Challenges and explore how we might address them. OBSERVE BODY LANGUAGE

31. Confident & Effective Networkers
Alert to opportunity
Attuned to creating value not selling
Generous givers
Make the first move meeting new people
Interesting answer to ”what do you do”?
Remember names
Good listeners
Know importance of small talk
Ask for cards
Follow up