1. Relationship Networking
Converting Conversations
into Connections
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2. About Michelle
 Author: The 11 Laws of Likability
 CEO: Executive Essentials providing
communications, hiring, & management training
 Professor:NYU Stern Business School
 Clients: JPMorganChase, Morgan Stanley, Citi,
GE, Deutsche Bank, Columbia Business School,
MetLife, Sony Music, Jazz at Lincoln Center, J&J,
Hachette, Rutgers CMD, MoMA, and more.
 Press: CBS Money Watch, Gayle King, Martha Stewart
Living, NPR, New York Times, Working Mother, Real Simple,
US News & World Report, MSNBC.com, USA Today, AOL,
Hoovers, Forbes, & About.com.
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3. What are your networking tendencies?
 Who?
 What?
 Why?
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4. Why Network?
 90% of all executive level jobs come from
networking (Executive Registry)
 51% of all jobs from networking (Career Xroads Hire Report)
 89% of companies will use social networks
for recruiting and 65% have successfully
hired from social media (Career Enlightenment)
 People are more productive and happier in
their jobs when working with people they like
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5. A New Approach:
Relationship Networking
What it is not:
 Manipulative
 Tactical
 Work only
 Strategic
 Short term
 About you
What it is:
 Authentic
 Natural
 Anything
 Personal
 Long term
 About the relationship
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6. What happens when it doesn't work?
Where does it fall apart?
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7. Common Responses…
 Nothing to say
 No reason to reach out
 Don’t think they are interested
 Nothing to offer
 Don’t want to bother them
 No time
 Doesn’t matter
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8. Three Laws for Conversation
1. Curiosity
2. Listening
3. Similarity
When you don’t know where to start…
Start by being curious.
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9. Start and Keep it Going
Ask
• Use open phrasing
• Leverage your curiosity
Extend
• Listen and probe
• Listen and share
Connect
• Establish similarity
• Seek next step …
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10. Three Laws for Conversion
1. Familiarity
2. Giving
3. Patience
Consider how applying these laws impacts
what you talk about during the conversation.
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11. Increase Familiarity
The Law of Familiarity: People like who
and what they know.
How to Do it:
Light touches
Leverage Technology
Use Social Media
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12. Technology Tools
 Xobni.com
 Google Alerts
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13. Use Social Media
 Chat, status
 Updates, answer questions,
start group, join interest group
 Share resources, retweet,
comment
Don’t overuse social media.
Stay in their mind – not in their face.
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14. Give First – and always ask
The Law of Giving: Do because you can –
giving creates value.
How to Do it:
Introduce
Invite
Inform
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15. Be Patient
The Law of Patience: Give it time – things
happen.
It may help to remember:
 It comes back to you (or someone else)
 You’ll get a chance to help
 Friendships grow in time
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16. Questions & Answers
Question 1:
If you cannot connect to an influential
person, how do you manage this kind of
relationship?
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17. Questions & Answers
Question 2:
What are the benefits and pitfalls in using
social media?
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18. Questions & Answers
Question 3:
Where do you strike that balance between
promoting your personal brand and bragging
about yourself?
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19. Questions & Answers
Question 4:
To what extent should I try to be funny while
maintaining my authentic self?
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20. Questions & Answers
Question 5:
How do you build the relationship to the next
level?
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21. Questions & Answers
Question 6:
How can you network efficiently?
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22. Connect With Me!
http://executiveessentials.org
http://www.facebook.com/MichelleTillisLederman
http://twitter.com/mtlederman
http://www.linkedin.com/in/mlederman
www.michelletillislederman.com
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