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The Secrets of Successful
Networking
Jeff Richardson
Chief Transformational Engineer
Empowered Alliances




www.SecretsOfSuccessfulNetworking.com
Jeff@EmpoweredAlliances.com (650) 269-5395
Secrets of Successful Networking
           Conference Networking

Workshop Objective: Develop a plan to
 meet more of the “right” people at the
 AEE conference by systematically trying
 new techniques and evaluating results.

Networking Objective: develop a
 mutually beneficial network of influential
 people in my profession & community
Networking Agreements
Be Interested
Concise Communication
Commit to Adding Value
Initiate Meaningful Conversations


How would the use of these agreements
   impact networking experience?
The Experiential Learning Linkage




             Copyright Empowered Alliances   Pg 4
What’s Your Networking Style?
                  The Loner
                   The Loner                                      The Socializer
                                                                   The Socializer
• Likes to do most things by themselves              • Tries to make a friend of everyone they
  (because they do it faster or better)                meet
• Doesn’t want to bother or worry other people       • Tends to know people’s names and faces
• Feels that their knowledge and skills are often      but not what they do
  superior to most people                            • Is not usually systematic or ordered
• Only asks for help as a last resort (and when it     about follow-up – contact is random
  may be too late)                                   • May not listen too deeply and is quick to
                                                       move on

                The User
                  The User                                             The Builder
                                                                       The Builder
• Is likely to collect business cards without        • Has a ‘giving’ disposition or abundance
  really connecting with people                        mentally
• Tries to make ‘sales’ or ‘pitches’ on the first    • Is generally happy to ask others for help or
  encounter                                            guidance
• Talks and focuses on own agenda rather             • Listens and learns about people carefully
  than together information                          • Is regularly on the look-out for useful
• Has superficial interactions                         information for which others can also benefit
• Keeps score when giving favors                     • Has a well-ordered and organized
                                                       networking system
You’re Only 1-2 Connections Away
            1-




                   YOU

   How will this
    connection
   REFLECT ON
       ME ?
TRUST
Sincerity             Reliability
Care                       Competence




How are you building trust within your Network?
The Secret of Successful
    Networking…

…Give something of value*
       so you’ll be
remembered and referred!
         (Repeat)
Three Phases of the Networking Process


Before a conference
Plan how to maximize networking results

1. Select the conference
2. Define your networking goals
3. Decide who you want to meet
4. Identify ways to add value
Great Goals to Go For…
 Try something new to challenge yourself
 ◦ Initiate conversations with influencers
 ◦ Break into group / Break away from conversation
 ◦ Be bold by doing something to get noticed*
 Seek simple ways to add value to people
 ◦ Make people feel more comfortable
 ◦ Connect them with their “right” person
 ◦ Provide critical or novel information
 Work on how you say…
 ◦ Your introduction to create intrigue
 ◦ What types of people you are looking to meet
 ◦ Questions to drive intriguing conversations
Target Audience Defined
                Title
                Function
                Expertise
                Company
                Location
Three Phases of the Networking Process


During a networking event
Relax, meet people and build new relationships

  Keep your goals in mind
  Connect with key experts
  Find ways to engage
  Listen for ways to add value
Conversation Starters
1.       Compliment the other person
     ◦    Be subtle
     ◦    Be sincere
     ◦    Be observant
Conversation Starters
1.   Compliment the other person
2.   Ask a conversation starting question that…
      Is relevant to event/situation
      Draws out person’s interests and/or needs
      That YOU already have an answer to
Conversation Starting Questions

       What interests you
        about (topic)?           What are you
                               passionate about?


 What workshop(s) are           What do you hope to get
you looking forward to?          from the conference?

                What do you like most
                  about ______?
Conversation Starters
1.   Compliment the other person
2.   Ask a conversation starting question
3.   Short answer to “What do you do?” to
     create intrigue framed as “Who Am I?”
      Adjective + professional title (Creative SW Engineer)
      Career direction (“I’ve been a __, but I’d rather be __”)
      Catchy title (Chief Transformational Engineer)
Three Phases of the Networking Process


After a networking event
Follow-up and build longer-term relationships

  Evaluate progress to goals
  Plan specific follow-up steps
  Continue to provide value as a way
  to build relationships
  Make it easy for YOU to help others
  and for others to help you
Let’s Keep Networking…
Jeff@EmpoweredAlliances.com
650-269-5395 in Silicon Valley

 Facebook - www.Facebook.com/Jefferson2U
 ◦ Social happenings and AEE’s West region page
 LinkedIn - www.linkedin.com/in/JeffersonOnline
 ◦ Professional networking tool of choice
 ◦ Join the Secrets of Successful Networking LinkedIn group
 Twitter – www.Twitter.com/Jefferson2U
 ◦ Still trying to figure it all out :)

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Secrets of Conference Networking

  • 1. The Secrets of Successful Networking Jeff Richardson Chief Transformational Engineer Empowered Alliances www.SecretsOfSuccessfulNetworking.com Jeff@EmpoweredAlliances.com (650) 269-5395
  • 2. Secrets of Successful Networking Conference Networking Workshop Objective: Develop a plan to meet more of the “right” people at the AEE conference by systematically trying new techniques and evaluating results. Networking Objective: develop a mutually beneficial network of influential people in my profession & community
  • 3. Networking Agreements Be Interested Concise Communication Commit to Adding Value Initiate Meaningful Conversations How would the use of these agreements impact networking experience?
  • 4. The Experiential Learning Linkage Copyright Empowered Alliances Pg 4
  • 5. What’s Your Networking Style? The Loner The Loner The Socializer The Socializer • Likes to do most things by themselves • Tries to make a friend of everyone they (because they do it faster or better) meet • Doesn’t want to bother or worry other people • Tends to know people’s names and faces • Feels that their knowledge and skills are often but not what they do superior to most people • Is not usually systematic or ordered • Only asks for help as a last resort (and when it about follow-up – contact is random may be too late) • May not listen too deeply and is quick to move on The User The User The Builder The Builder • Is likely to collect business cards without • Has a ‘giving’ disposition or abundance really connecting with people mentally • Tries to make ‘sales’ or ‘pitches’ on the first • Is generally happy to ask others for help or encounter guidance • Talks and focuses on own agenda rather • Listens and learns about people carefully than together information • Is regularly on the look-out for useful • Has superficial interactions information for which others can also benefit • Keeps score when giving favors • Has a well-ordered and organized networking system
  • 6. You’re Only 1-2 Connections Away 1- YOU How will this connection REFLECT ON ME ?
  • 7. TRUST Sincerity Reliability Care Competence How are you building trust within your Network?
  • 8. The Secret of Successful Networking… …Give something of value* so you’ll be remembered and referred! (Repeat)
  • 9. Three Phases of the Networking Process Before a conference Plan how to maximize networking results 1. Select the conference 2. Define your networking goals 3. Decide who you want to meet 4. Identify ways to add value
  • 10. Great Goals to Go For… Try something new to challenge yourself ◦ Initiate conversations with influencers ◦ Break into group / Break away from conversation ◦ Be bold by doing something to get noticed* Seek simple ways to add value to people ◦ Make people feel more comfortable ◦ Connect them with their “right” person ◦ Provide critical or novel information Work on how you say… ◦ Your introduction to create intrigue ◦ What types of people you are looking to meet ◦ Questions to drive intriguing conversations
  • 11. Target Audience Defined Title Function Expertise Company Location
  • 12. Three Phases of the Networking Process During a networking event Relax, meet people and build new relationships Keep your goals in mind Connect with key experts Find ways to engage Listen for ways to add value
  • 13. Conversation Starters 1. Compliment the other person ◦ Be subtle ◦ Be sincere ◦ Be observant
  • 14. Conversation Starters 1. Compliment the other person 2. Ask a conversation starting question that… Is relevant to event/situation Draws out person’s interests and/or needs That YOU already have an answer to
  • 15. Conversation Starting Questions What interests you about (topic)? What are you passionate about? What workshop(s) are What do you hope to get you looking forward to? from the conference? What do you like most about ______?
  • 16. Conversation Starters 1. Compliment the other person 2. Ask a conversation starting question 3. Short answer to “What do you do?” to create intrigue framed as “Who Am I?” Adjective + professional title (Creative SW Engineer) Career direction (“I’ve been a __, but I’d rather be __”) Catchy title (Chief Transformational Engineer)
  • 17. Three Phases of the Networking Process After a networking event Follow-up and build longer-term relationships Evaluate progress to goals Plan specific follow-up steps Continue to provide value as a way to build relationships Make it easy for YOU to help others and for others to help you
  • 18. Let’s Keep Networking… Jeff@EmpoweredAlliances.com 650-269-5395 in Silicon Valley Facebook - www.Facebook.com/Jefferson2U ◦ Social happenings and AEE’s West region page LinkedIn - www.linkedin.com/in/JeffersonOnline ◦ Professional networking tool of choice ◦ Join the Secrets of Successful Networking LinkedIn group Twitter – www.Twitter.com/Jefferson2U ◦ Still trying to figure it all out :)