Networking to Success

1. Networking to Success IMA January 19, 2102 Marty Latman - BaconML@nac.net

2. Overview • 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

3. 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

4. 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

5. Where can we Network? • 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

6. 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 in-transition • Out of sight – out of mind Marty Latman - BaconML@nac.net

7. 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

8. Elevator Pitches • 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

9. Personal Cards • Professional Quality • Use both sides • Executive Summary • Always keep them available • Give them out • Not Vista Print commercial Marty Latman - BaconML@nac.net

10. 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

11. 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

12. Summary • 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

13. Tips on Working the Room IMA January 19, 2012 Marty Latman - BaconML@nac.net Marty Latman - BaconML@nac.net

14. Summary • 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 Marty Latman - BaconML@nac.net

15. 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 Marty Latman - BaconML@nac.net

16. 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 Marty Latman - BaconML@nac.net

17. Positioning • 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 Marty Latman - BaconML@nac.net

18. Introductions • 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 Marty Latman - BaconML@nac.net

19. Conversations • 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 Marty Latman - BaconML@nac.net

20. Body Language • 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 Marty Latman - BaconML@nac.net

21. 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 • 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 Marty Latman - BaconML@nac.net

22. Follow-up • 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 Marty Latman - BaconML@nac.net

23. Conclusion • 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 Marty Latman - BaconML@nac.net

24. Contact Information • 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 Marty Latman - BaconML@nac.net