Networking to Success
IMA
January 19, 2102
Marty Latman BaconML@nac.net
Overview
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My Opinions
What is Networking?
Places to Network
How big should a network be?
My Tool Bag
Elevator Pitches
Personal Cards
Approaching People
Communications
Summary
Marty Latman BaconML@nac.net
My Opinions
• Being in transition is permanent, “landing”
is only temporary
• Keys to Successful networking:
– “ABC” – Always be connected
– “ABP” – Always be positive
Marty Latman BaconML@nac.net
What is Networking?
• Relationship Building
• We network all the time
– Personal Network
– In-transition Network
– Business Network
– Combined Network
• It is NOT - “Hi, how are you; give me some names and
leads”
• You seek “AIR” – Advice, Information, Referrals
• Be a “giver” – Open a “bank account”
• Need a “Support System”
• “Practice makes perfect”
Marty Latman BaconML@nac.net
Where can we Network?
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Volunteer Groups
Networking Groups - www.LandingExpert.com – Google searches
Family functions
Seminars
Charitable Events / Galas
Family sports – soccer, baseball, basketball
Chambers of Commerce
Alumni Groups
Industry Associations
Professional Associations
Social Networking Sites
Everyday opportunities – cleaners, hair salon, mailman, grocery,
church
Marty Latman BaconML@nac.net
How big should a Network be?
• Quality vs. Quantity - >500??
• “Although it is good to know a lot of people, it is much
better to know a lot of people who know you”
• Think big – not small
• Coworkers, family, friends, others
• Linkedin system is a good source
• Networking Groups
• Follow-up with members – cards, articles of interest
• Networking is continual – not just when you are intransition
• Out of sight – out of mind
Marty Latman BaconML@nac.net
What’s in my tool bag?
• Positive attitude – Who wants to be with depressed
people?
• Dress for success
• Elevator Speech
• Name Tag – LARGE PRINT
• Personal business cards
• One page profile
• Resumes – 1, 2, multi- pages
• Linked-in Profile
• References
• Cover Letters
• Thank you letters
Marty Latman BaconML@nac.net
Elevator Pitches
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Let’s go “Fishing”
Short, clear, concise and consistent
Not resume regurgitation
Be a Teaser!
Targeted to the audience you are with
Tag line – intrigue – future talks
• WWW.15SECONDPITCH.com
Marty Latman BaconML@nac.net
Personal Cards
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Professional Quality
Use both sides
Executive Summary
Always keep them available
Give them out
Not Vista Print commercial
Marty Latman BaconML@nac.net
Approaching People
• Make others “Winners”
• Elevator pitches – should be targeted to
different audiences
• How can you help them?
• Clear, concise and consistent messages
• “Telephone Game”
Marty Latman BaconML@nac.net
Communications with others
• Ask a person for their preference
• Always Professional
• E-mails
– Signature
– Email address
– Phone numbers
– Address
– Spelling / grammar
Marty Latman BaconML@nac.net
Summary
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Relationship building = Successful networking
Networking requires organization and follow –up
Networking requires having the proper tools
Jobs are temporary – networking is permanent
Networking is as easy as “ABC”
– “ABC” - Always be connected
– “ABP” – Always be positive
Marty Latman BaconML@nac.net
Tips on Working the Room
IMA
January 19, 2012
Marty Latman BaconML@nac.net
Summary
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Let’s Prepare
What do I wear ? What do I bring?
Positioning
Introductions
Conversations
Body language
Moving on
Follow-up
Conclusion
Marty Latman BaconML@nac.net
Let’s Prepare
• What is my objective?
– Who is in-charge?
– Can I get a list of attendees?
– Who will be attending?
– Who do I want to meet?
– How many people do I want to meet?
– Who can I introduce to whom?
– Who can introduce me to others?
Marty Latman BaconML@nac.net
What do I Wear? What Do I Bring?
• Dress for Success
– Be unique – colorful – tasteful - noticeable
• Bring your “tool box” with the following:
– Personal cards
– Pens and paper
– Name Badge
– Elevator pitch
– Questions you want to get answered
– Topics to discuss
Marty Latman BaconML@nac.net
Positioning
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Arrive early
Wear name tag
Be near door, bar, food area
Don’t sit down alone
Keep one hand free – avoid drink / food
Try to face the entrance way to see new
arrivals
• Break away from the people you know
Marty Latman BaconML@nac.net
Introductions
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Meet more people than fewer
Initiate handshakes
Repeat your name
Repeat the name of the person you meet
Be a good listener – do not “SELL”
Look for the “wallflowers”
Focus on relationships – What do we have
in “common”
Marty Latman BaconML@nac.net
Conversations
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Resist interrupting
Use active listening skills
Look at the leader of the “group”
Do not talk about “I” or “me”
Refer back – “as you were saying…”
Focus on being interested vs. being interesting –
ask questions
• Try to find things in common
• Repeat people names
• Always be “positive”
Marty Latman BaconML@nac.net
Body Language
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Be Relaxed
Keep head level – Don’t fidget – Stand Straight
Maintain an approachable expression
Nod your head – make eye contact
Pause and listen
Be sensitive to the space of others
Smile
Look interested
Marty Latman BaconML@nac.net
Moving On
• Apportion your time based upon attendees
• Excuse yourself
– I need to say hello to someone I see
– I have to refresh my drink
– I have to make a phone call
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Exchange business cards
Keep one hand free to shake hands
Nice to meet you – I will call you
Follow-up 1 – 3 days
Marty Latman BaconML@nac.net
Follow-up
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Send thank you cards or thank you emails
Follow up with anything you promised
Call to continue the conversation
How can you help?
Marty Latman BaconML@nac.net
Conclusion
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Plan ahead strategically
Set your goals for the event
Be relaxed
Bring your “tool box”
Listener vs. talker
Be a giver
“ABP” – Always be positive
“ABC” – Always be connected
Marty Latman BaconML@nac.net
Contact Information
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Marty Latman
201-919-2607 – Cell
201-337-7554 – Home
Email: BaconML@nac.net
http://www.linkedin.com/in/martylatman
Marty Latman BaconML@nac.net