the art of networking & effective requests

The Art of networking & effective requests

May 16, 2013 – Austin, TX

Scott Robinson | #riseatx13 | @jsratx

What is networking?

Any opportunity you find yourself in to meet people you can build personal or

professional relationships with to leverage business value.

May 16, 2013 – Austin, TX | #RISEATX13 | @JSRATX

Why do we network?

To grow our resources of like-minded people that provide us value for our

business, and in turn provide value to them for their business.


Why is this important?

The more people you know, that know what you do, that you provide value to,

will reciprocate that value to you.


You never know who you’re going to meet.

Be Intentional

• What to attend?• ATHH, TexChange, Door64, Capital Factory, Austin

Breakfast Club, RISE, SXSW, BASHH Network after Work, LinkedIn Groups, Industry Associations

• Austin Calendars• Eventbrite, Meetup, Austin Digital Jobs, Startup Texas,

ACOC• Why are you attending? • What is your purpose?• What is your plan?


Attending

• What first impression will you make?• What are you wearing?• How do you feel?• Business cards – accessible • Name tag

• First name – large – legible• Right chest

• Skip the food – get a drink• Begin


Engage - Unknows

• Disperse• First name – ask theirs - remember it• Openers

• What brings you here tonight?• How did you hear about this?• Have you been before – how was it?• What do you do?

• Important – ask questions and let them talk, first• Your elevator – 15 seconds• Determine in 2M if this person is valuable

• Yes – engage further, ask to LinkIn• No – nice to meet you – is there anyone here you would like to

meet? Ask to LinkIn.


Engage - Knowns

• Come prepared for discussion• Read their tweets, press, website, earnings• Business owners love compliments

• Approach, but don’t stalk• Introduce yourself and your firm clearly• Your elevator – 15 seconds• Relate your preparedness to the discussion

• Saw your press, product announcement, etc…• Would love to follow-up soon, ask for a meeting

• Don’t get specific on when, just get them to commit


Post Event

• Make or review notes• Who did you meet? • What did you learn? • What commitments did you make?• What did you do well? Or have done differently?• Was this event valuable?• What is your next step?• How do your next steps fit into your existing schedule?

• Prioritize them


FOLLOW UP

What Is A Request?


• A request is a commitment to accept a promise to respond to what’s being asked for:

• Meeting • Deliverable • Responsibility

• Made within a specified time while producing satisfaction to avoid confusion, fulfill our obligations and exploit new opportunities so that future offers, requests and commitments are accepted - willingly

Components Of A Request


• A commitment and declared intent to take care of something• Whoever the recipient is

• Requires a response to: accept, decline, counter, or request clarification

• Requires a specified time for when it is needed• Requires a specified condition of satisfaction• May require a consequence to not fulfilling it on

time with satisfaction.• Lack of follow through

Checklist For An Effective Request


1. Are you clear about purpose of your request?2. Are you committed to making this request?3. When do you need it by?4. What will you be satisfied with?5. Does the Recipient know how important this is?6. Is the Recipient responsible and capable to handle

this request?7. Are you able to produce a consequence and does

the Recipient know it?

Actual Recent Requests from May


I’m in Panama right now but let's grab lunch or drinks next week.

I ran into Jim and he told me I should reach back out to you and see if we can link up for a call or coffee.

I would love a coffee catch up…lots to fill you in on, in fact.

Hey Scott, let me know when you can have coffee?

At the moment, I could do something on Friday morning, say 9AM at Vintage? Otherwise, it might have to be next week. What does your schedule look like?

How do you look for lunch, Scott?

Following Up & The Effective Request

• Unless a commitment was made – wait a day or 2• You’re busy and your time is valuable

• Email – Your 2nd Impression• Recap your meeting and discussion and where you met.


It was great meeting you at Tech Happy Hour Monday, John. Really enjoyed talking with you about your company. Would love to regroup with you in a few weeks to learn more about you, your company and the work you do.

1. Established credibility by following up2. Asserted yourself in the relationship3. Indicated your time is valuable

The Effective Request

• The next step is the most important initial interaction you will have – asking for the meeting.


I’m currently setting my schedule for the week of June 3. How would you be for coffee at either 9 or 10AM the 3rd, 4th, or 5th near your office? Or please suggest a more conducive time for your schedule. Please let me know your preferred venue, date and time and I’ll forward a calendar invitation to confirm. If there’s anything to better prepare myself in the interim, please forward when able. Looking forward to seeing you again, John.

• Specific, gave options, offered convenience, and asked for a response one way or another.

Securing The Meeting

• Once you have a response, reply in email AND send a calendar invitation


Thanks, John. I have us at 9AM on June 3rd at Houndstooth on Lamar. I’ll go ahead and forward a calendar invite as well. My cell is 512-867-5309 – and as a reminder I’m tall with a beard. Looking forward to picking up our discussion and seeing you again soon.

• You have asserted yourself in relationship• You have removed to-do’s for recipient• You have build credibility BEFORE meeting again• You have secured your meeting

Meeting Prep

• Do your homework on your meeting subject• LinkedIn connections, school, worked, lived, associations• Company press• Twitter (likes, preferences, leanings)• Employees (more connections)• Competitors


Prepare yourself in a way that will blow your meeting subject away. This is your one chance.

The Meeting

• Confirm day before• Dress consistently to when you met• Be early• Offer to buy the coffee• Sit where you can hear one another – don’t strain• Put phone away – give undivided attention• Don’t look at your watch, but be mindful of time• Relax and relate to this person


Building Relationship Value

• How can you help this person outside of your need?• Who & what do you know that can help them?

• Shows consideration and sets you apart• Remember what matters to them• Refer them whenever you’re able

• Selflessly, without hesitation and without warning


Leveraging your network

• Be smart about your relationship capital• Who do you know who can help you?• Is this the best situation to leverage their value?

• Make it easy on them to refer you.• Give them talking points in an email to cut/paste

• Email intros: Try to reply first.


Thanks so much for your thoughtful introduction, John. Moving you to bcc

Nice to meet you, Lisa. John shared a little about your business during a recent meeting and I’d love to meet with you soon to learn more about you and the work you do….

Always, always thank the referrer, immediately.

The Best News…


You can do this too.

THANK YOU!

May 16, 2013 – Austin, TX

Scott Robinson | #riseatx13 | @jsratx

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