savvy networking: making connections merrilyn lewis smith college university of massachusetts...
TRANSCRIPT
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Savvy Networking: Making
ConnectionsMerrilyn Lewis
Smith College
University of Massachusetts Entrepreneurship Initiative
April 10, 2007
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• What’s socialzing? • What’s savvy socializing?
NETWORKING
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Importance of savvy networking
• Begins all relationships– “The beginnings of all things are
small.” -- Cicero• Frames business conversations• Getting to know people, their
businesses, and their needs• Making connections for others
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Introductions
• Handshakes and self introductions• Introducing others; play host• Be memorable
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Be Memorable
• Be distinctive• Be fully present and engaged• Ask thoughtful questions• Contribute, don’t dominate, the
conversation • Re-enforce key information
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Conversations…
• What to talk about– 30 – day rule
• When to talk and when to listen– 80 – 20 rule– Play catch
• Keeping current on your institution, your field, and the world
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Conversations, cont.
• Learn their interests or passion hobbies• Find out what motivates them• Ask open-ended questions• (If you’re going to tell a story,) be a
good story teller• Observe visual and verbal cues• Seek advice
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Take the ooze out of schmooze
• Make the other person comfortable– Where’s the focus?
• Genuine interest• Active Listening• Eye contact• Follow up
– Make (subtle) notes– Do what you say you will
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Joining a conversation
• Look for three or more• Hover• Observe body language• Look interested• Comment as appropriate• Be aware of including others
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Leaving Conversations
• When to do it:– 8-10 minutes (at a mixer)– When they begin looking around the
room or past you– When the conversation lags– Body language indicates they want to
leave
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• How to do it:– Be upbeat; be cordial– Introduce another person, if possible– Ask for a card if there’s a real
connection– Leave after you have made a closing,
“wrap up” comment
• How to leave a group conversation
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Conferences and Receptions
• How to work a conference– Volunteer– Make appointments in advance– Seek out those you want to meet– Follow up when you say you will– Do what you promised
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Conferences and Receptions, cont.
• How to work a room– Social vs business– Name tag table– Where to stand– Food & drink– Exchanging business cards– Be interested, be interesting
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The Art of Following-up
• What’s your goal?– Further conversation – coffee/drink– You have a reference for them– Promised information– Seek an appointment
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• Get organized– Sort business cards by
priority reviewing your notes•Next 48 hours•Within the week•Within three weeks
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• Be sincere• Reference something personal from
your contact (Be creative)• Which method – handwritten note,
phone call, e-mail– Depends upon your objective
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• Be prepared– Practice what you’ll write or
say– Strike outs
•Fine line between persistence and stalking
– Know what you’re asking for?
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Informational Interviews
• What is an informational interview?• How does if differ from a job interview?• What kind of preparation should you do
for an informational interview?
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• How long do you continue to network?
FOREVER