Networking: 10 Rules to Jumpstart Your Career and Get Your Team on First Base Ron Worth, SMPS

Andrea Fitch, RedCarpet Creations

Build Boston November 17, 2005

What’s in it for you?1. Establish yourself as a team

player.2. Impact the professional

community you work in.3. Expand your circle of friends

and business contacts.4. Enhance the quality of your

professional and personal life.

What is Networking?

Networking is an active, dynamic process that links people into mutually beneficial relationships..

RULE 1: Establish Networking Goals

1. Networking is collecting ideas, referrals and support

2. Start by making a list of 12-15 key customers who could make an impact on your business.(Most Wanted List)

RULE 1: Establish Networking Goals

3. Remember – Color, Style and Fit

4. Body LanguageVerbal Vocal Visual

Impact 7% 38% 55%

Control 55% 38% 7%

Relationship Building Plan Chart (by Duoforce Enterprises)

PONTENTIAL CLIENTS OR EMPLOYERS

WHERE TO MEET THEM

WEHRE TO MEET PEOPLE WHO KNOW PEOPLE I WANT TO MEET

WHOM I ALREADY KNOW WHO KNOWS THEM

STATUS:H=HOT

L=LUKEWARM

C=COLD

D=DEAD

RULE 2: Prospect Proactively

1. Research the clients on your list.

2. Use the internet, interviews, industry lead services, D&B, etc.

3. Work the industry events you attend.

RULE 3: Prospect and Qualify Leads

1. It takes many prospective clients before you get the right one.

2. Collect business cards, make notes on the back, record all info.

3. Evaluate each contact.

36 Leads36 Leads

8 Prospects

8 Prospects

3 Orders

3 Orders

Networking Rules

RULE 4: Work the Market

1. Get involved with associations and industry groups.

2. Be active on a committee.3. Write/ Speak / Teach / or Mentor4. Use this forum to build your

reputation and relationships.

Elevator Speeches and Your personal Informercial

• Must have a good introduction• Make sure you have a good

business card

RULE 5: Be Known as Someone Who Gives More Than You Take

1.Always do more than your asked for.

2.Be the ideal team player, make those around you look good.

RULE 6: Make Two Calls a Day

1. Two calls a day to people not in your database will add 500 a year.

2. Stay in touch with all the others who are already there.

3. Scan the news for reasons to call.

RULE 7: Add Value to Bring in Value

1. Focus on adding long-term value to your relationships

2. Make customers and clients your friends.

3. Concentrate on successful results.

RULE 8: Maintain a Positive Attitude

1. Focus on what you want the final outcome to be.

2. Thomas Edison had 1000 unsuccessful attempts.

3. Celebrate each successful result.

RULE 9: Follow Up! Follow Up! Follow Up!

1. Always follow up within 10 days of meeting someone.

2. Send personal notes or make a brief call.3. Do something quarterly for all of the

clients in your database.

RULE 10: Let Others Know What You’re Doing!

1. Monthly Report – APOO2. Toot your own horn and anyone who is

assisting you with this effort.3. Get personal recommendations or

testimonials about your company or you.

Networking is an ongoing life-style endeavor. It will:1. enhance your career

2. contribute to your firm’s success

3. Build new relationships

Six Degrees of Separation

Andrea Fitch

Exercise:

Objective: to help prove the principle that everyone is just six people away from anyone in the world they want to meet or do business with.

Divide each of you into groups of six to eight.

Use a criteria, I.e whoever’s birthday is nearnest the event, whoever traveled the farthest to get to the event, to select the first person to be “it.”

“It” share with the group either:

a person he/she wants to meet,

a person eh/she wants to do business with

a company he/she wants access to, or

a type of business (accounting, real estate) he/she wants access to.

Options:

1. If group members do not know each other, suggest they also exchange business cards with each member, passing cards to the right.

2. Tell the group they may elect to have two people be “it” with each taking a turn. If so, the other person might be the one who came in second in the criteria (birthday, travel) you chose.

The rest of the people offer suggestions, general or specific to help the person get nearer her/his goal.

Networking: 10 Rules to Jumpstart Your Career and Get Your Team on First Base Karen Courtney, AIA, FSMPS

Andrea Fitch

Build Boston November 17, 2005