Create your customized strategy to maximize your return on the time you invest networking. Know the secrets of what to do BEFORE, DURING and AFTER a networking event to turn new connections into referrals and value added relationships.

2. Who do I know that attends? How well do I know them? How influential are they?

4. 5 working professionals in high tech

5. 2 people who work at Cisco

7. Commit to emailing info to 5 people

8. Give away 10 topic white paper articles

10. Solve Problems: What problems are you working on now?

11. Future Vision: What would you start if you knew you could not fail?

12. Understand Their Interests: What interests you about (topic)?

13. Focus the Conversation: What do you like most about _____?

16. Gravitate Toward the Group <br />Join the Crowd (to meet more people in less time) <br />Breaking in: “Hi, mind if I join the conversation? What are you talking about?”<br />Inviting others: “Would you like to join us ? “, then open a space in the circle<br />Identify the key individuals you want to meet<br />Mavens, Connectors & Sales(wo)men<br />Direct questions directly to them <br />Review names and repeat for retention<br />Leaving the Conversation <br />“Excuse me”(walk away with purpose)<br />“Do you have a card? I’d like to talk more about ____ when we have more time.”<br />“I’m going to mingle a little more to meet (target audience). Do you know anyone like that here?” <br />Reconnect with specific individuals AFTER the group breaks up to collect contact info for follow up<br />Connect on Common Ground<br />F – Family (you from this area? do you have kids?) <br />O – Occupation (what do you do?) <br />Role (what do you like best about…) <br />Future (where do you see yourself in 2 years?) <br />Experiences (what did you do before?) <br />R – Recreation (what do you do for fun) <br />M – Motivation (what are you most passionate about?) <br />Once you find the common bond, ask for contact info to follow up! <br />Take Notes - Back of Business Card<br />Met at Network Workshop 5/13/0319 years in consultingKnows people in SJ Chamber/high tech mfg.Get info on BRN’sHe needs contacts in bio tech.Call/email on 5/15<br />Information to track<br />Where & when you met<br />Unique characteristics<br />Opportunities to add value<br />Interests / passions<br />Commitment to follow up<br />Connecting “on the fly” is a SNAP<br />Smile – Nod – Ask - Probe<br />The Secrets of Success Networking Process<br />After<br /> Evaluate progress to goals<br /> Plan specific follow up steps<br /> Continue to provide value as a way to build relationships<br /> Make it easy for you to help others and them to help you<br />After Exercise<br /> What Worked? What Didn’t Work?<br /> <br />Prepackaged Emails<br />Subject: (Networking Event) Follow Thru <br /> Hi ________, <br /> It was a pleasure talking with you last night at (fill in the networking event). I look forward to finding creative ways to help each other out. Last night we were discussing (insert topic), so I thought that I would pass along some information that might be of value for you. <br /> <br />VALUE ADDING OPPORTUNITIES <br />Personal contacts Links to critical information <br />Job opportunityEncouragement or Advice <br />I’m currently focused on (insert something that would be of value to you), if you know of any networking contacts or information sources that might be of value for me let me know. <br />Thanks for your help. Who are you looking to connect with? <br />Jeff Richardson <br />www.EmpoweredAlliances.com / 650.269.5395<br />Network Tracking<br />Name Grouping M/C/S Company& PositionPhone Number Email Last connect Areas of interest <br />Tagging for Targeted Follow-Up<br />Event / Association you met at<br />Maven, Connector or Sales(wo)men<br />Areas of common interest<br />Their networking goals (job seek, sales, etc.)<br />Influencer?<br />Area of expertise<br /> <br /> <br />Write a Check-In Email<br />Subject: It's a New Year: Update from Susan Pilgrim<br />It’s a New Year, and I hope yours is off to a good start. Already we have been reminded of how fortunate we are regardless of our current circumstances.<br />What I’mUp ToI continue my search for that RIGHT career opportunity. My search activities include enhancing my relationships, expanding my network, attending business and association events, participating in professional forums, staying current with business and industry trends and research, uncovering hidden opportunities, applying for open positions, engaging in discussion, coaching others who are also in search, sharing my expertise with various organizations, and interviewing. <br />Thanks disguised as “how to help” <br />You have been most gracious in your efforts to assist me with this search. You have kept me in mind, sent job postings, introduced me to your colleagues, provided words of encouragement, made personal recommendations to hiring managers, and suggested companies to check out and activities to engage in. Please continue to provide whatever assistance you can. Your efforts are so appreciated.<br />As a reminder, here’s what I’m looking for: <br />What I’mLooking ForThe Role: The head of Learning & Organizational Development (L&OD) role in a small to mid-sized company or in a division or business unit of a large company. (I am certainly willing to consider other roles that would allow me to make significant contributions to an organization.)<br />The Company: A company that understands and acts in accordance with the intricate connection between developing one’s people and executing the business strategy.<br />The Location: Northern California, with a preference for the East Bay (Livermore, Pleasanton, Dublin, San Ramon), South Bay (Santa Clara, San Jose, Sunnyvale, Mountain View), and the Financial District in San Francisco. <br />For a refresher on my accomplishments and competencies, check out my LinkedIn profile: http://www.linkedin.com/in/susanpilgrim. <br />I continue to be ever grateful and humbled by every effort made on my behalf. And, I hope you’ll remember to call on me when I can be of assistance to you.<br />May 2010 be a year of revitalization, peace, and abundance for all.<br />With deep gratitude,<br />Susan<br />Up to Date Contact Info Susan Pilgrim, Ph.D.<br />Sr Learning & OD Leader<br />Business Strategy=People Strategy<br />925.223.7100<br />pilgrim.s@sbcglobal.net<br />http://www.linkedin.com/in/susanpilgrim<br />Skype: susan_pilgrim<br />Easy Ways to Add Value<br />Automate/outsource data entry<br />Identify reliable individuals & info sources <br />Actively promote your key contacts’ offers, events and specials<br />Let others know where quality networking<br />Schedule time in calendar for follow-ups (FYI – Mondays & Fridays are “time wasting” time)<br /> <br /> <br /> <br /> <br /> <br /> <br />Networking Assurance Policy<br />Network it Works<br />Pick a buddy and hold each other accountable for your personalized plan<br />Put an action plan for things that you will do differently (what & when)<br />Do something different for a minimum of two weeks and evaluate the results and reward yourself – repeat<br />Interact with me and other attendees through LinkedIn group Secrets fo Successful Networking<br />Be honest with yourself. If your plan doesn’t work… re-plan and do it again.<br />Networking<br />Final Exam<br />Practicing Networking is… <br />DOING NETWORKING<br />(Now and Forever) <br />Networking Strategies into Action<br />Creating Your High Impact Networking Game Plan<br />Not satisfied with your networking ROI? Maybe you need a new approach? Research shows that only one in ten people is actually comfortable in striking up a relationship with a complete stranger. The Secrets to Successful Networking workshop will make meeting people easier, building relationships simpler and attending events more fun! Our “hands on” learning approach will allow you to apply key principles and strategies throughout the session to experience the difference for yourself. All the tools, tips and systems mean nothing without a customized strategy to keep activities aligned to maximize your networking ROI. We’ll evaluate your current network “map” and design a 90 day game plan to get you networking with more of the “right” people while spending less time. This fun and engaging workshop approach will rejuvenate your perspective on the value of the networking and allow you to be more comfortable and effective at any networking event. <br />Workshop Objectives:<br />Evaluate the impact of new networking principles on your networking activities<br />Understand key components of an effective networking process<br />Adapt new tools and techniques to create a personalized networking strategy<br />Workshop Content <br />Networking Principles for Real Results<br />Mapping Your Network for Strategic Alignment<br />The SSN Networking Process<br />BEFORE – prepare to make an impact at your next networking event<br />DURING – engage with individuals and add value<br />AFTER – follow-up with value and maintain relationships <br />Leveraging Online Tools for Efficient Follow-Up<br />www.SecretsOfSuccessfulNetworking.com<br />Jeff@EmpoweredAlliances.com / 650.269.5395<br />What others are saying… “I would highly recommend this training to any group that is looking to improve their networking skills in a meaningful way. Your enthusiasm for your profession is apparent & refreshing. It was great to get useful information that I can apply immediately!” Eric @ Elite Construction<br />Jeff Richardson’s Bio<br />317560325Jeff Richardson has an unmatched passion for teamwork as demonstrated by his years of consulting/training experience with entrepreneurial startups, high tech companies. He has been presenting Secrets of Successful Networking seminars for over 8 years for thousands of professionals while adapting the core message to meet the specific needs of the various organizations. As an educator, Jeff designed/taught courses for Stanford’s Advanced Project Management Program, in addition to Boston University and UCSC – Extension as well as corporations like Cisco, Symantec, Intuit, Texas Instruments, Raytheon to name a few. Mr. Richardson has BS ME and MS OD.<br />