If there’s a single, essential, indispensable core skill in the meetings and events industry then surely it’s knowing how to network effectively.

1. NETWORKING: THE POWER OF HUMAN CONNECTIONS
PATRICK M DELANEY
ICCA FUTURE YOUNG PROFESSIONALS
NOVEMBER 2018

2. ‘WHO AM I?’

3. 3

4. DELANEY FAMILY

6. 10.11.1954

9. WORK ENVIRONMENT
• Hotel
• D.M.O
• Agency
• PCO DMC
• Tour Operator
• Concert Promotor
• Tour Guide
• Trip Director
• Sausage Maker
• Messenger Boy

10. 10
10

11. S T R AT E G Y | M A R K E T I N G | T R A I N I N G

12. STAGE

14. DREAM WORLD

15. REAL WORLD

16. “ L I F E I S
M E S S Y ’
Patrick M. Delaney

17. T H E R E I S N O
M O R E B 2 B O R
B 2 C
IT’S H2H:
HUMAN TO HUMAN

18. B.Y.T.D

19. AGENDA
✓ Business Networking - What?
✓ Business Networking - Why?
✓ Business Networking - Who?
✓ Business Networking - Where?
21

20. FUN

22. W H A T ?
24

23. BUSINESS NETWORKING

24. IT’S NOT ABOUT…
THE MAGIC FRIDGE
SYNDROME

25. IT’S NOT ABOUT…
THE MAGIC FRIDGE
SYNDROME

26. BUSINESS NETWORKING
Reciprocal process of exchanging leads, recommendations and other information
through networks of established relations, in efforts to make business processes easier
and more profitable

27. NETWORKING - VERB
To interact or engage in informal communication with others for
MUTUAL assistance

28. RELATIONSHIPS
30
Networking
Mutually
Beneficial
InformationTrust

29. W H Y ?

30. The ‘Surplus Society’ has a surplus of similar
COMPANIES employing similar PEOPLE with similar
EDUCATIONAL BACKGROUNDS, working in similar
JOBS, coming up with similar IDEAS, producing similar
THINGS, with similar PRICES and similar QUALITY
“Funky Business”
Kjell Nordstrom & Jonas Ridderstrale

31. T H E R E I S N O
M O R E B 2 B O R
B 2 C
IT’S H2H:
HUMAN TO HUMAN

32. W H O ?

33. THE PERFECT NETWORKER?

34. REALITY CHECK – WE ARE THE REAL NETWORKERS

35. BUTTERFLIES – MAIN CATEGORIES

36. SOCIAL BUTTERFLIES – MORE FOCUSED

37. REGULAR BUTTERFLIES – LESS PANICKED

38. W H E R E ?
40

39. BUTCH CASSIDY

40. GO WHERE THE DECISION MAKERS GO
42

41. H O W ?
43

42. EVENT NETWORKING REQUIRES THE SAME LEVEL OF PREPARATION
AS A DIRECT SALES CALL

43. P R E - E V E N T
45

44. PRE-EVENT RESEARCH
✓ Research list of registered
attendees
✓ Compile hit list
✓ How to engage hit list -
CONNECTORS

45. o 60 seconds - Your
business life
o Go last and
personalise
o Describe how you
bring benefit, not a job
description
o Be brief – learn how to
say as much as you
can about the
UNIQUENESS of your
offer in the shortest
possible time
ELEVATOR PITCH

46. Write your elevator
speech and try to pitch
benefits rather than
features

47. NETWORKING TOOLS
o Pen and paper
o Electronic diary
o Business cards – can be most powerful
tool
o Be first to arrive and last to leave
o Wear your name tag
o Prop - camera, bright tie?

48. T H E E V E N T

49. GOAL: People to remember 3 things
✓ Who you are
✓ What service / benefit you can provide for
them
✓ How to make contact with you
WORKING THE ROOM

50. Customers &
Info/knowledge
New
Maintain
and/or expand

51. 1. BE INTERESTED NOT
INTERESTING!!!
2. Ask questions; don’t interrogate
3. Don’t pre-judge
4. Think of yourself as the HOST

52. EVENT ELEMENTS

53. IGNORE YOUR
MOTHER’S ADVICE

54. GROUPS
o Closed Group, “the clique”
o Semi-open Group
o Deep in Conversation

55. TYPE OF GREETING
o Type of dress –
comfortable for you and
your contact
o Kiss or handshake
o Cultural/religious norms
o No prejudgments

56. TYPE OF QUESTIONS
o Ask open ended
questions – not yes/no
questions
o Who, what, where,
when, how?
o Do not interrogate

57. BUSINESS CARDS
COLLECT AND GIVE BUSINESS CARDS WITH A PURPOSE

58. DON’T PRE-JUDGE
o Age
o Gender
o Dress/appearance
o Title
o Speech

60. SAYING
GOODBYE
IS SO
DIFFICULT
SAYING GOODBYE

61. SAYING GOODBYE
o With dignity and honesty
o Signal in advance you are about to leave
o 30 secs and allow person to wrap up
o I need to see ________ before they leave
o See you later - where, when???
o Have an ‘emergency exit plan’

62. DELANEY’S
Conclusion

63. BE INTERESTED NOT INTERESTING!!!

64. T H E R E I S N O
M O R E B 2 B O R
B 2 C
IT’S H2H:
HUMAN TO HUMAN

65. T h a n k
Y o u
Patrick Delaney
67

66. patrick@soolnua.com
+353 86 242 3091
twitter.com/supergreybeard
linkedin.com/in/patrickdelaney1820
www.soolnua.com
instagram.com/supergreybeard
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