ru 2011 networking & building relationships presentation
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NETWORKING & BUILDING RELATIONSHIPS
NETWORKING & BUILDING RELATIONSHIPS
presented by Shaunice Hawkins
Evolutions Consulting, LLC
DISCUSSION POINTSDISCUSSION POINTS
• Networking: What It Is, Isn’t and Why You Should Care
• Creating and Using Networks Effectively
• Establishing and Building Trust
• Networking Best Practices
• Getting to know others
• Cultivating authentic relationships
• Building a database of trusted contacts
• Exchanging information
• Learning about opportunities to connect with and/or refer others
• Listening more than talking
• Giving rather than getting
• Providing value
• Soliciting, prospecting or direct selling/marketing products or services
• An opportunity to talk about your life story
• Showboating or stroking egos
• Always choreographed or formal
NETWORKING DEFINEDNETWORKING DEFINED
Networking is… Networking is not…
Source: The Riley Guide: Network, Interview & Negotiate
THE VALUE OF NETWORKINGTHE VALUE OF NETWORKING
Source: Linkedin.com
FORMS OF NETWORKINGFORMS OF NETWORKING
• Building strong working relationships
• Getting work done efficiently
• Internal contacts; current demands
OPERATIONAL
• Enhancing personal/professional development
• Reaching out to contacts who can make referrals
• External contacts; future potential interests
PERSONAL
• Creating inside/outside links
• Figuring out future priorities and challenges
• Gaining stakeholder support
• Internal and external contacts; oriented toward the future
STRATEGIC
Source: “How Leaders Create and Use Networks” by Herminia Ibarra and Mark Hunter, Harvard Business Review
CREATING AND USING NETWORKS EFFECTIVELYCREATING AND USING NETWORKS EFFECTIVELY
FINDING NETWORK MEMBERS • Identify lateral and vertical
relationships to help define and shape your role, contribution and fit into the overall picture
• Participate in professional associations, alumni groups, clubs, communities, etc.
• Identify individuals who can make things happen
LEVERAGING NETWORKS• Accept networking as a key
component of success
• Work at networking continually
• Allocate adequate time to cultivating and establishing connections
• Give and take continually; take every opportunity to give to (and receive from)
• Be open communicating often
Source: “How Leaders Create and Use Networks” by Herminia Ibarra and Mark Hunter, Harvard Business Review
ESTABLISHING AND BUILDING TRUST ESTABLISHING AND BUILDING TRUST
Be transparentBe truthful, honest and
sincere
Be reliable and trustworthy
Treat others with respect
Keep confidences
Have the best interest of
others at heart
Focus on listening to
others
Communicate fully
Always follow through
Spend quality time with others
Apologize and forgive mistakes
Show no favoritism
Source: Adapted from “How to Build Strong Trust” eHow.co m and “10 Steps to Building Trust in Your Business Relationships by Martin Haworth
NETWORKING BEST PRACTICESNETWORKING BEST PRACTICES
Tools Tips Tricks Traps
KEY USAGE ELEMENT
BASIC FUNCTION SOCIAL NETWORKING TOOLS
Presence• Determine availability• Locate a colleague or competitor• Schedule a face-to-face• Meet up with likeminded
Collaboration• Conduct online meetings• Deliver presentations• Share documents
Information Access • Access information • Gather intelligence• Perform due diligence
TOOL: SOCIAL NETWORKINGTOOL: SOCIAL NETWORKING
KEY USAGE ELEMENT BASIC FUNCTION SOCIAL NETWORKING TOOLS
Communications• Offer expertise• Deliver news• Share information
Access to Expertise• Post information about self,
experience and skills• Push/pull specific content • Research interests
Reputation Monitoring • Following “the buzz” or pulse of a brand or enterprise
TOOL: SOCIAL NETWORKING (CONT’D)TOOL: SOCIAL NETWORKING (CONT’D)
TIP: BRAND MESSAGING [FIRST IMPRESSIONS] TIP: BRAND MESSAGING [FIRST IMPRESSIONS]
• In ¼ of 1 sec, a person makes up his/her mind about you.
• In the 5 secs, a person’s first impression of you will flip back and forth 11x.
• A person’s 1st impression is more important than his/her next 5 impressions combined.
• It takes 3x as long to change a person’s mind about you.
• Average length of business pitch (2000): 10 mins
• Average length of business pitch (2011): 30 secs – 2 mins or 140 characters (whichever is shorter)
TIP: BRAND MESSAGING [“WHAT DO YOU DO?”]TIP: BRAND MESSAGING [“WHAT DO YOU DO?”]
What do want others to know /say about
your brand?
What value does your brand offer?
Character
Leadership
Credibility
Influence
Trustworthy
Reliable
Dedicated
TIP: BRAND MESSAGING [STORYTELLING]TIP: BRAND MESSAGING [STORYTELLING]
STORYTELLING
STORY STORYTELLER
LISTENER
• Content “what happened”
• Context how it relates to thestory receiver
• Connection stirs an emotional response
• Well-delivered
• Relevant
• Substantive
• Purposeful
• Vivid Imagery
• Interactive
• Conflicting yet Resolvable
• Authentic
• Personable
• Passionate
• Compelling
• Engaged• Touched• Connected
CASE STUDY
RONALD MCDONALD HOUSE CHARITIES (RMHC)
HIGHLIGHTS• Day of Change 2010 drew 180,000 interactions on the
global and chapter Facebook pages in 28 days.
• 261 Twitter supporters shared 1465 RMHC Day of Change hashtags.
• The campaign brought in 130% more donations online than during the same time last year.
• E-newsletter subscriptions grew 748% during the campaign.
• Overall donations increased from $19MM to $25MM in 2010 – a gain of 31%.
TIP: BRAND MESSAGING [STORYTELLING] (CONT’D)TIP: BRAND MESSAGING [STORYTELLING] (CONT’D)
TIP: BRAND MESSAGING [KNOW YOUR AUDIENCE] TIP: BRAND MESSAGING [KNOW YOUR AUDIENCE]
Source: “Unspoken Communication “ by Zits Cartoonists Jerry Scott and Jim Borgman
TIP: BRAND MESSAGING [STORY LISTENING]TIP: BRAND MESSAGING [STORY LISTENING]
Keys to Effective Story Listening• Listen to understand, not respond• Listen silently but attentively• Visualize what is being said• Maintain eye contact• Watch body language• Pause before replying• Question for clarification• Paraphrase in story your own words
85%
of what we
know we have
learned through
listening
25%
Listening
comprehension
rate of humans
7 out of every 10
minutes we are in
communication
w/another
human
Source: “Listening Statistics“ by Howick Associates.com
TIP: BRAND MESSAGING [LASTING IMPRESSIONS]TIP: BRAND MESSAGING [LASTING IMPRESSIONS]
SHAUNICE HAWKINSStrategist. Consultant. Playmaker. Author. Experience | www.shaunicehawkins.comFollow | www.twitter.com/evolve_uConnect | www.linkedin.com/in/shaunicehawkins Engage | [email protected] Firm | Evolutions Consulting, LLC Visit | www.evolutionsconsulting.net Contract | [email protected] Book | Passion...Who Needs It?Purchase | www.amazon.com
Double-sided Business Card w/Photo & Logo
“Socialized” Email Signature
“Socialize” Business Card
• Quick Response (QR) Codes• Modern Colors/Artistic Design
• Virtual Voicemail• Virtual Office
TRICK: FOLLOWING UPTRICK: FOLLOWING UP
Dr. Jeffrey RobinsonState of Young Black New York
NYULYP Event Sat, Feb 26, 2011
“Black Faces in White Places” Panel
Keywords: Game Changer, Intrapreneur
Connect via social networking on
Smartphone
Write down first encounter on back of business card
Follow-up Tweet
TRICK: CONTACT MANAGEMENTTRICK: CONTACT MANAGEMENTNEEDS • Document needs to remember who needed what• Follow-up to check if need was solved; offer services
NAMES & DATES• Note names of family members, significant others, pets,
and important dates such as birthdays, trips, etc.
BLOG• Check out a contact’s personal and/or business blog to
keep abreast of personal/professional developments
JOB TITLES/ROLES• Keep job titles/roles updated to refer opportunities to
appropriate contacts
LIKES/DISLIKES• Notate likes/dislikes; useful when making lunch
reservations, sending thank you gifts, etc.
GROUP• Assign categories to easily locate the names of people
you need to contact for a specific reason.
ORGANIZE• Use a contact management system manage contacts
TRAP: OPPORTUNISTSTRAP: OPPORTUNISTS
Deflect
Limit/DenyAccess
Just say “NO”
Money
Thoughts & Ideas
Raised Visibility
Endorse-ment
The “Hook-
Up”
OPPORTUNISTS
TRAP: SCHMOOZINGTRAP: SCHMOOZING
Remember quality, not quantityFocus on quality conversations with a few people
Be authentic; make real connections
Engage in active listeningSpend at least 50% of your time listening
Be present at all timesAlcohol in moderation
Avoid gossipMaintain credibility; engage in positive dialogue
Be respectful and mannerableTreat everyone fairly, equally and kindly
TRAP: YOUR EGOTRAP: YOUR EGO
Control your ego to avoid:
❶Monologues/conversations solely about
you, your brand and/or your interests
❷Interrupting others; allow
others to finish their thoughts
❸Rivalry,
competition and one-
upmanship
❹Giving
unsolicited advice
❺Inflation of
job title/role, sphere of influence, number of
connections, etc.
❻Being too “chummy”
with contacts; they
are not friends
❼
Alienating others in your
company from sharing great news about your
brand
NETWORKING & BUILDING RELATIONSHIPS
NETWORKING & BUILDING RELATIONSHIPS
presented by Shaunice Hawkins
Evolutions Consulting, LLC