10 rules of networking for iaap
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10 Rules of Networking
Presented to
IAAP, Dallas Chapter
10 Rules of Networking
Presented to
IAAP, Dallas Chapter
April 20, 2011April 20, 2011
Tonight’s Agenda Tonight’s Agenda
• Ten rules (guidelines)
• The short introductory speech
• How to greet people and what to do with their business cards
• Conversation starters and how to engage people
• Ten rules (guidelines)
• The short introductory speech
• How to greet people and what to do with their business cards
• Conversation starters and how to engage people
Ten Rules Ten Rules
• This is not about a job
• These are general rules (guidelines)
• There are more guidelines
• Mostly “common sense”
• Your network is incredibly valuable
• This is not about a job
• These are general rules (guidelines)
• There are more guidelines
• Mostly “common sense”
• Your network is incredibly valuable
Number 10 Number 10
• Have a strategy and a plan Who do you want to meet? How long will you stay? What message or image do you want to convey? How will you follow up?
• Have a strategy and a plan Who do you want to meet? How long will you stay? What message or image do you want to convey? How will you follow up?
Number 9 Number 9
• Ask, don’t talk Learn from conversation It’s a dialogue, not a monologue Forget “I” Think “them”
• Ask, don’t talk Learn from conversation It’s a dialogue, not a monologue Forget “I” Think “them”
Number 8 Number 8
• Have energy Start conversations Look people in the eye Be awake
• Have energy Start conversations Look people in the eye Be awake
Number 7 Number 7
• Have stories Be able to relate to people Share ideas through experiences Springboard from others’ stories
• Have stories Be able to relate to people Share ideas through experiences Springboard from others’ stories
Number 6 Number 6
• Bring people into the conversation Try to involve several people Ask questions of silent people Make the effort to meet everybody in the group
• Bring people into the conversation Try to involve several people Ask questions of silent people Make the effort to meet everybody in the group
Number 5 Number 5
• Always be “on” Relax, but be prepared Know your “elevator speech” Remember key facts and names
• Always be “on” Relax, but be prepared Know your “elevator speech” Remember key facts and names
Number 4 Number 4
• Know the dress code Suit and tie Business casual Casual Practice good grooming
• Know the dress code Suit and tie Business casual Casual Practice good grooming
Number 3 Number 3
• Be known Who knows you What you know Who you know Being the “go-to” gal (or guy)
• Be known Who knows you What you know Who you know Being the “go-to” gal (or guy)
Number 2 Number 2
• Always carry business cards Really, everywhere Make notes Invite people to contact you
• Always carry business cards Really, everywhere Make notes Invite people to contact you
Number 1 Number 1
• Be polite Manners mean everything Please and thank you No interruptions At meals, the right fork
• Be polite Manners mean everything Please and thank you No interruptions At meals, the right fork
Ten Rules Ten Rules
• Have a strategy, be strategic, have a plan• Ask, don’t talk• Have energy• Have stories• Bring people into the conversation• Always be on• Know the dress code• Be known• Always carry business cards• Be polite
• Have a strategy, be strategic, have a plan• Ask, don’t talk• Have energy• Have stories• Bring people into the conversation• Always be on• Know the dress code• Be known• Always carry business cards• Be polite
The Short Introductory Speech
The Short Introductory Speech
• Start and finish with your name
• Be brief
• Be memorable
• Customize or relate to your audience
• Be flexible
• Start and finish with your name
• Be brief
• Be memorable
• Customize or relate to your audience
• Be flexible
A Template A Template
We work with companies . . . who are losing sales
That are ready to . . . increase visibility and build a brand
So that . . . they can increase cash flowBecause . . . they want to make enough
to retire in 5 years
We work with companies . . . who are losing sales
That are ready to . . . increase visibility and build a brand
So that . . . they can increase cash flowBecause . . . they want to make enough
to retire in 5 years
Greeting people Greeting people
• Act like the host
• introduce yourself and offer your hand to shake
• Don’t be afraid to look at their name tag
• Make eye contact
• Actively listen
• Act like the host
• introduce yourself and offer your hand to shake
• Don’t be afraid to look at their name tag
• Make eye contact
• Actively listen
Business CardsBusiness Cards
• Offer to trade
• Don’t put it away immediately
• Make notes on it (ask first)
• Keep them readily handy (don’t fumble or search for them)
• Inventory at the end of the night and follow up
• Offer to trade
• Don’t put it away immediately
• Make notes on it (ask first)
• Keep them readily handy (don’t fumble or search for them)
• Inventory at the end of the night and follow up
Business Cards--ExamplesBusiness Cards--Examples• Avoid coated stock
• Keep the back blank
• Use at least one color
• Keep it clear and simple
• Avoid coated stock
• Keep the back blank
• Use at least one color
• Keep it clear and simple
Conversation StartersConversation Starters• “What brings you here this evening?”
• “Are you a regular at these meetings?”
• “I just met (…..). Do you know them?”
• “Tell me about your business.”
• “Are you on LinkedIn?”
• “What brings you here this evening?”
• “Are you a regular at these meetings?”
• “I just met (…..). Do you know them?”
• “Tell me about your business.”
• “Are you on LinkedIn?”
EngagementEngagement• “Have you tried this dish?”
o (in the buffet line)
• “Have you heard this speaker before?”o (at your table or in your group)
• “I was invited by….do you know them?”o (at your table or in your group)
• “I like the design.”o (about their business card)
• “Have you tried this dish?”o (in the buffet line)
• “Have you heard this speaker before?”o (at your table or in your group)
• “I was invited by….do you know them?”o (at your table or in your group)
• “I like the design.”o (about their business card)
In Summary In Summary
• Practice the ten rules (guidelines)
• Craft a short introductory speech
• Learn to greet people and know what to do with their business cards
• Engage people using simple conversation starters
• Practice the ten rules (guidelines)
• Craft a short introductory speech
• Learn to greet people and know what to do with their business cards
• Engage people using simple conversation starters
Contact Contact
• paul@paulemaynard.com
• 817-891-1167 • http://www.paulemaynard.com/
• paul@paulemaynard.com
• 817-891-1167 • http://www.paulemaynard.com/
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