Business and Social Networking for Entrepreneurs and Leaders

Tatiana A. Indina, PhD www.wilsoncenter.org

Business and Social Networking for Entrepreneurs and Leaders

• PROGRAM • Business networking: how to make successful business contacts • Emotional intelligence in communication • Networking Philosophy • Key secrets of positive networking • Networking skills • How to initiate talk • How to make a first impression • How to meet people you need • Discovering what you can do for others • Visiting and organizing social events • Ways to raise your network awareness • How to build effective long term relationship with colleagues and partners • On-line Networking • Using networking principles to build a successful career

KEY NETWORKING SKILLS

• What Networking is …

• - giving, sharing, supporting other people.

• - "utilizing" resources, ideas, contacts and information.

• Everyone has a network. You were born into one, and you have them from schools, neighborhoods, jobs, hobbies; every phase of life.

• Take the time to identify people past and present.

Key networking principles

• Initiate contacts

• Think how you can be helpful to others

• Build your network by connecting other people

• Participate in social meetings and events

• Join professional communities

NETWORKING RULES

The goal of networking should be to help other people. It’s far more important to understand their needs before you tell them about your needs. You don’t need to know the most people, just the right people. Don’t leave networking to chance. Go beyond your industry. Don’t dismiss anyone as irrelevant.

NETWORKING RULES Quantify how much time you’re going to take Start by offering praise Keep your emails short Try to provide as much value as you possibly can. Contact new people every day

NETWORKING RULES

• Start by focusing on being friendly and helpful •

Develop the habit of introducing people. •

Ask if people want to be connected. •

Nurture your current network. •

Networking is more about listening to what people say than saying the right things. Network with the intention of helping other people, not yourself.

NETWORKING RULES

• Don’t take “No,” personally

Make it a point to follow up •

Did you fail? Try reaching out in a different way. •

Email is easy to send … and ignore.

• Participate: attend events, join organizations, be active.

• Give praise and compliments; express appreciation.

• Work rooms: mingle with good manners, charm and interest in others.

TASK 1. SPEED NETWORKING SESSION:

1 MINUTE SELF PRESENTATION + ELEVATOR PITCH

.

FACE TO FACE NETWORKING:

INITIATING CONTACT

• Establish eye contact • Smile • Make a compliment • Ask a question • Ask for a help • Offer your help • Give a comment on situation • Make a joke • Find an interesting topic for discussion • Present your self (who you are and what you do,

how you can be helpful, give your business card)

CREATING A FIRST IMPRESSION

• Smile, be positive, be nice

• Focus on your partner

• Be helpful

• Ask questions and listen

• Ask for an advise

• Support your partner

• Make a compliment

• Share with interesting/useful information

Small talk is the most important talk we can do.

• Be prepared to talk on any subject, be aware of latest news • Say something that relates to the common moment, the

venue or event • Ask questions, but be aware that they are appropriate • Have your short self-presentation prepared (and also some

jokes and interesting facts) • Share stories that relate to the interests of others • Listen to what people say instead of planning your next

line. • Meaningful conversation is a duo-logue

"Introducing people is one of the most important

acts in business life…"

• Introduce a younger person to an older person.

• Introduce a peer in your company to a peer in another company.

• Introduce a nonofficial person to an official person.

• Introduce a junior executive to a senior executive.

• Introduce a fellow executive to a customer or client.

PARTICIPATING IN SOCIAL EVENT

• Always have your business cards with you • Look around and find people you need to talk to • Initiate contact. Present yourself and tell how you can be

helpful • Present other people to each other in a nice way. Give them

good recommendations • Ask questions, ask for an advise, give an advise, share useful

information • Discuss common topics- news, sport, business matters, social life (not politics, religion and personal life)

PARTICIPATING IN A SOCIAL EVENT WITH YOUR PARTNER .

TEAM WORK

• Work as a team- build your network 2 times faster

• Present each other, make a good recommendation to each other,

• Help each other to manage difficult situations,

• Do not talk only to each other, meet other people and present them to your partner

Good Manners = Good Business Know The Rules of Etiquette

• R.S.V.P. ... don't show up, forget to attend or wait for better offers.

• Don't presume informality: wait until it is offered.

• Never shorten someone's name, unless told to do so.

• Send a thank-you for the tangibles: gifts, checks, meals and the Intangibles: ideas, leads, referrals, advice and listening.

BUILDING LONGTERM RELATIONSHIP

• Celebrating important events together • Organizing business breakfast or business dinner

for your partners • Partner mailing list (Share your news and useful

information) • Greetings on professional holidays, important

dates and birthdays • Joining professional communities • Writhing recommendation letters • Warm personal style of your e-mails

Managing difficult situations..

• How do to get involved with networking groups if you are shy? •

How to get more comfortable in groups?

• How to handle difficult conversations?

• How to answer tricky questions?

• How to get your card into the hands of a decision–maker?

• How to get people to return my e-mails (or calls)?

• How to exit conversations gracefully?

How can I get people to return my e-mails (or calls)?

• Leave an interesting, upbeat, engaging voicemail message.

• Write a fun or witty subject line in the e-mail that gets attention.

• Never send spam.

• Think about your message before you place the call.

• Be sure you are smiling as you speak.

Business Networking Resources Facebook LinkedIn Ryze business networking Ecademy - social network for business people Business Network International (BNI) MySpace.com OpenBC - a multilingual social business network allowing professionals to establish networks internationally. PalPad - Quickly build your real-world network of contacts using this cutting-edge web tool. The Relationship Currency: The Art and Science of Relationships TheVirtualHandshake.com TheNationalNetWorker.com TradePals - Sales leads - A B2B Directory of Business Professionals.

Business Networking Resources JibberJobber Career Toolset - Free Personal Relationship Manager for the Job Seeker and the Professional Networker. A tool designed specifically for the job seeker! Women's Calendar - features listings of women’s events on the Web. Conferences, conventions, expos and other special events are listed. Search For Networking Events Near You - Business networking event resource for locating networking groups near you. Search our business event calendar for networking meetings near you. Beltway Networking - Connecting you to networking events in DC, MD & VA. SpeedNetworking.com - The Business Matchmakers TheNetworkingMasters.com - Connecting Entrepreneurs and Experts

QUESTIONS TO BE ANSWERED:

Do I belong to a right network, community? Will I spend my time effectively if I attend this event? What can be interesting for this person, how I can be helpful? Do I use all the opportunities of my network? How my personal network can be broaden?

Becoming an effective networker

•Participate in your partners’ events

•& organize events by your own

•Never go to a party alone if you have ticket for 2 •Make public speech, if you are not a speaker - ask questions •Join professional communities and organizations •Give and ask for advises and recommendations •Connect people you know with each other •Broad your personal and business network •Develop an intuitive feeling of the right moment& •right place to be •Respect yourself and other people •Think how you can be helpful •Always talk to strangers

Thanks for you attention!

Dr. Tatiana A. Indina Kennan Institute, Woodrow Wilson Center, E-mail: tatiana.indina@wilsoncenter.org