Networking

How to Build Relationships That Count

BMO Bank of MontrealORD Leadership Conference

November 2007

Agenda

Networking goals and barriers Infomercial Visibility networking Networking strategies for day to day 10 keys to networking mastery Networking at business/social

functions Action Plan

“Networking is the art of creatively and resourcefully tapping the market of “people resources” available to you, people who can help you in all or any aspects of your life – career, business, or personal.”

Networking is…

Give and take

Ask and offer

Listen and share

Networking is NOT selling – networking is telling and

asking!

FEAR

F ALSEE VIDENCEA PPEARINGR EAL

Barriers to Networking

I don’t have any contacts. I don’t like having other people

solve my problems. It’ll appear as if I’m begging . I don’t like to use people. I feel uncomfortable networking

and I lack confidence.

I don’t know what to say . I hate cold calls. I will owe too many favors. No one can help me. Why should

they? It doesn’t work .

I don’t know how or where to start.

I don’t have enough time to network.

I’m shy. I fear rejection No one understands

my real needs.

Tell what you do

Tell your talent and successes not your title!

Paint a picture of what you do best. Refrain from insider jargon. Give an example of your best work.

Examples: I tell people whether it’s a boy or girl.

I’m a sonographer.

I give away $32MM a year. I ok loans at the BMO bank on Elm St. I’m their loans officer.

Visibility Networking

“If you aren’t appearing, you

are disappearing.”

Networking Mastery Embrace the “Givers

gain” philosophy.It’s who knows you! Work in a disciplined

structure. Attend networking

events. Plan your

networking. Accept the teachings

of a mentor.

Emulate someone you admire.

Have a database of resources to help other people.

Keep an open mind. Make relationships a

part of your life. Increase your

visibility.

“To be a good networker you have to be a good broadcaster.”

Brad Clarke, Chairman, Joint Venture Management Inc.

Netiquette

Business Card Exchange Ask for the other

person’s card Read it Comment on it Put it away

Shaking Hands Lock in tightly Look in their eyes Pump only 2 -3

times

Name badges Always worn on

the right side of the body or in the middle of the chest

Networking at Business Functions

Engage Opening statement

Making a comment

Opening question Asking an open ended question

Networking at Business Functions

Visit – 5-7 minutes per person Give your 30 second talk then ask for what you

want. Ask about them.

Disengage – do what you say you are going to do

“I have to give something to Scott.” “Great to meet you, must make my rounds.”

“It’s not who you know, it’s who knows you.”