This document outlines an agenda and materials for a workshop on networking and developing executive presence. The workshop includes warm-up activities to meet new people, discussions of networking basics like what networking is and common mistakes, how to craft an effective elevator pitch, and tips for working a room at events. It provides guidance on introducing yourself, asking questions, and exiting conversations. The workshop culminates in a learning activity described as like a game show to test and reinforce the lessons.

1. Pepperdine University Networking Your Executive Presence Career Seminar  Graziadio School of Business and Management  Holland Presentation Consulting

2. Workshop Agenda 1

3. Quick Warm Up

4. Quick Warm Up Let’s Meet Some New Waves. Everybody Stand Up. 3

5. Quick Warm Up Step 1 Find two people you don’t know. Look them in the eye. Shake their hand. Introduce yourself. 4

6. Quick Warm Up Step 2 Find two more people you don't know. Look them in the eye. Introduce yourself. Perform high fives. 5

7. Quick Warm Up Step 3 Find two more people you don't know. Look them in the eye. Introduce yourself. Perform over-the-back high fives. 6

8. Quick Warm Up Step 4 (Finally) Find two more people in the room you haven’t met. Look them in the eye. Create, between you and your partners, a completely new handshake. Each new handshake must be unique. 7 ?

9. Quick Warm Up Step 5 Anyone particularly pleased with their hand shake? ?  8

10. Networking Basics

12. Meeting new people

13. Trying to build relationships

14. Something you must do10

15. Networking Basics Why is networking necessary? Everyone needs someone, or, more typically, a group of people to succeed in business. No one pulls themselves up by their own bootstraps. Everyone has a story of how someone helped them. It’s a common trait of highly successful business people. 11

16. Networking Basics Top 10 Networking Mistakes Not networking until needed Not having a strategy Selling too hard at events Not selling yourself at all at events Rambling when people ask what you do 12

17. Networking Basics Top 10 Networking Mistakes (cont’d) Not branding yourself clearly Not having a follow up system; not using a follow-up system Not setting goals for events attended Hanging out with just your friends and people you’re comfortable Getting so involved that it becomes a volunteer job and you stop 13

18. Top 7 Things That Will Set You Apart as You Network Nurture your network. Only 20% of people have a vibrant network. If you have one, you’ll have the advantage. Only a handful of people know lots of people. Have – and bring – your business cards. Follow up. Do what you’ll say you’ll do. Always thank your contacts via e-mail, notes, cards. Networking Basics 14

19. Top 7 Things That Will Set You Apart as You Network (cont’d) Attend events, learn to work a room, be likeable and interesting. Find a mentor, be a mentor, volunteer. Join a professional organization related to your field – not all of them, be specific and targeted. Be ready and memorable with your elevator pitch. Networking Basics 15

20. Your Elevator Pitch 

21. Your Elevator Pitch What’s an Elevator Pitch? Your opportunity to tell your unique story with passion. This is the 15- to 30-second description (formerly 60 seconds) of what you do and why your listener would want to hire you. Make your elevator pitch a 10-second teaser up front. The other 10-20 seconds can add filler. 17

22. Your Elevator Pitch What’s an Elevator Pitch? It's called an "Elevator Pitch" because it describes the scenario of your need to impress your dream prospect should you find yourself with him or her in an elevator. 18

23. Your Elevator Pitch HOW EXCITING! PLEASE TELL ME MORE! What’s an Elevator Pitch? You have the duration of the elevator ride to pique their interest and entice them to give you another five minutes or half hour to tell your whole story. 19

24. Your Elevator Pitch Why is this important? You have only 15 to 30 seconds to make a powerful and lasting first impression. The 60-second pitch is better trimmed to 30 or even 15 seconds because people have even less time today and attention spans are brief. The goal is to catch them quickly within your short window of opportunity. 20

25. Your Elevator Pitch 8 Successful Elevator Pitch Components Concise Clear Powerful Visual Tell a Story Targeted Goal Oriented Has a Hook 21 Source: Dumb Little Man

26. Your Elevator Pitch How to Craft it in 10 Steps Think about what it is that you do. Tell a short story illustrating what you do. State your objective or goal. Write 10-20 action statements. Record yourself and listen to the playback. 22 Source: Dumb Little Man

27. Your Elevator Pitch How to Craft it in 10 Steps Let it sit and review later. Fine tune, strip phrases down to their cleanest components. Put the best pieces together. Fine tune again, record & dress rehearse. Run with it & continue improving. Source: Dumb Little Man 23

28. Your Elevator Pitch A Successful Elevator Pitch Leaves them with the impression: “Why they would want to hire you.” Should be rehearsed until it rolls effortlessly off your tongue. 24

29. Working a Room

30. Working a Room What is it? Combining your Networking Basics and Elevator Pitch to leverage business relationships for Trade Shows Social Events Business Meetings 26

31. Working a Room How Do I“Work” a Room? Mingle, in spite of feeling awkward. Realize that everyone is feeling the same way. 27

32. Working a Room Managing Common Fears Believe you have more to offer than you may first think. Redirect Take the focus off you outside giving your elevator pitch. Play interviewer, get people to talk about themselves (something they love). Turn yourself into a host and make other people comfortable. Give yourself a project or volunteer to help. 28

33. Working a Room Best-Practice Tactics Practice your 10-second “hello” (not an elevator pitch). “Hi, my name is Robert Frost. I’m an MBA candidate with an emphasis in Entrepreneurship.” Listen and ask questions. Eat sparingly. Present invitingbody language. Arrive early. Stay late. 29

35. Controversial topics

36. Rambling

37. Not showing interest (plan your gracious exit instead)

38. Asking for free advice

39. Giving free advice

40. Asking for a job30

41. Working a Room Making Conversation Notice and comment on the obvious. Food & beverages Venue Weather Use open-ended questions to gather information. Research small talk prep required for: Current events Organization culture and leaders Find common interests Education, work, hobbies Be sincerely curious, you’ll never know what you’ll find or learn. 31

42. Working a Room Business Cards Ask for business cards, never offer. Make notes on business cards for follow up. Don’t have any? Pepperdine offers exceptional business cards. 32

43. Networking Lunch

44. Networking Lunch Let’s do This in 4 Easy Steps: Find a Stranger. Introduce Yourself. Ask Engaging Questions. Exit Graciously. We’re omitting critical step 5 for today’s practice. But please remember it. (What can it be?)  34

45. Networking Lunch Step 1: Find a Stranger Put yourself in uncomfortable places. Meet others you have yet to meet. 35

46. Networking Lunch Step 2: Introduce Yourself Name Program Emphasis 36

47. Networking Lunch Step 3: Make Small Talk & Ask Engaging Questions Notice and comment on the obvious. Food & beverages Venue Weather Use open-ended questions to gather information. Research small talk prep required for: Current events Organization culture and leaders Find common interests Education, work, hobbies Be sincerely curious, you’ll never know what you’ll find or learn. 37

48. Networking Lunch Step 4: Exit Graciously Most critical to maximize your time at the event. Spend 5-7 (12 max) minutes (why?), and excuse yourself: Extend hand and say, “Nice meeting you.” Promise to follow up. Include new people in group. Bring the person along. 38

49. Networking Lunch OK! Find a Stranger. Introduce Yourself. Ask Engaging Questions. Exit Graciously. Go Practice! See you back here at ____ for our “Learning Activity.” 39 Subliminal Message: Hey, the “Learning Activity” is a GAMESHOW.

50. Learning Activity

51. Learning Activity Guidelines It’s like the a popular TV Learning Activity but you don’t have to answer in the form of a question. Team representatives “buzz in” when they think they have the correct answer. Team reps can discuss answers, seek guidance from their team. You have 30 seconds to answer after “buzzing in.” Some questions may have more than one correct answer. Read all answers and pick the bestone. Let's reinforce our learning. If you have questions, we’ll stop to address them. 41 Subliminal Message: Hey, it’s a GAMESHOW.

52. Pepperdine University Networking Your Executive Presence Career Seminar  Graziadio School of Business and Management  Holland Presentation Consulting