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“ “ The founders and the business-makers The founders and the business-makers over the last five years have tended to over the last five years have tended to be on the young end of the curve. That be on the young end of the curve. That brings energy to the business, but the brings energy to the business, but the steady hand on the tiller comes from steady hand on the tiller comes from some some gray hair gray hair .” .” — — Big Time Big Time Executive Recruiter Executive Recruiter

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Page 1: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

“ “The founders and the business-makers over the The founders and the business-makers over the last five years have tended to be on the young last five years have tended to be on the young end of the curve. That brings energy to the end of the curve. That brings energy to the business, but the steady hand on the tiller business, but the steady hand on the tiller comes from some comes from some gray hairgray hair.” .” ——Big Big Time Executive RecruiterTime Executive Recruiter

Page 2: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS THE GRAY HAIR LAWS OF OF

NETWORKINGNETWORKING

Scott KaneScott KaneGray Hair Management, LLCGray Hair Management, LLC

www.grayhairmanagement.comwww.grayhairmanagement.com

Page 3: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2003, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

It is the most productive networking tool.It is the most productive networking tool.

Never Go Anywhere Never Go Anywhere

Without A Business Card!Without A Business Card!

NameNameYour AddressYour Address

What you do (Core Competency) – Branding!What you do (Core Competency) – Branding!

Page 4: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

BrandingBranding

TechnoPeople MavenImproving the way people and technology work together.

Brigadier Successfully leading organizations in strategy &

execution.SafecrackerUnlocking the wealth between customers and products through marketing.

Project Concert MasterOrchestrating manufacturing tasks into product symphonies.

Change ArtistImproving the bottom line by creating change.

Page 5: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Business Cards Business Cards (Cont’d)(Cont’d)How to reach youHow to reach you

PhonePhoneFaxFaxPagerPagerCell PhoneCell PhoneEmail AddressEmail AddressMother-in-LawMother-in-Law

Personal WebsitePersonal WebsiteUse both sides – Mini Resume or Skill SetUse both sides – Mini Resume or Skill Set

Page 6: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Never Go Alone To An EventNever Go Alone To An Event

Always buddy upAlways buddy up

Don’t stick togetherDon’t stick together

On the ride home…On the ride home… Discuss successes Discuss successes

and failuresand failures Pass along contactsPass along contacts

Page 7: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Always NetworkAlways Network

At all eventsAt all events FamilyFamily SocialSocial BusinessBusiness

Get past the small talkGet past the small talk

Take the conversation Take the conversation in your directionin your direction

Page 8: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

The Elevator SpeechThe Elevator Speech

Make it unique so that the other Make it unique so that the other party party wants to hear morewants to hear more

Must be focusedMust be focusedThey must know what you They must know what you want for them to help you want for them to help you

Practice…practice…Practice…practice…practicepractice

First 15 seconds are the most First 15 seconds are the most importantimportant

Page 9: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Give Your Undivided AttentionGive Your Undivided Attention

Make eye contact and keep it.Make eye contact and keep it.

Quickly determine if this is a Quickly determine if this is a contact contact you need to make you need to make

No “Sneak-a-peeks”No “Sneak-a-peeks”

Exchange business Exchange business cardscards

Page 10: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Don’t Let the Conversation End Don’t Let the Conversation End Without Exchanging Business CardsWithout Exchanging Business Cards

Build your Professional RolodexBuild your Professional Rolodex

Make a note on the back about Make a note on the back about conversation conversation

Every contact is part of your personal Every contact is part of your personal network network

Page 11: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Network In the Right CirclesNetwork In the Right Circles

Business EventsBusiness EventsTrade AssociationsTrade Associations

Chamber of Chamber of CommerceCommerce

Transition EventsTransition EventsPure networkingPure networking

Mixed companyMixed company

Page 12: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Network In the Right Circles (cont’d)Network In the Right Circles (cont’d)

Community EventsCommunity EventsChurch or Church or SynagogueSynagogue

Non-Profit GroupsNon-Profit Groups High-Tech, Low-TechHigh-Tech, Low-Tech

Go early, Go oftenGo early, Go oftenCPC CalculationCPC Calculation

Meet the OwnerMeet the Owner

Page 13: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

If You’re Not Having Fun, You’re DoingIf You’re Not Having Fun, You’re Doing

Something WrongSomething Wrong

Don’t take yourself too Don’t take yourself too seriouslyseriously Set reasonable expectationsSet reasonable expectations

Enjoy the surroundingsEnjoy the surroundings

Measure the eventMeasure the eventWould you go again?Would you go again?

Would you never miss it?Would you never miss it?

Page 14: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Ask for IntroductionsAsk for Introductions

Work to gain the trust of Work to gain the trust of fellow networkers fellow networkers

Get a third party Get a third party endorsementendorsement

““Tell him I told you to call”Tell him I told you to call” Work towards personal Work towards personal

introductionsintroductionsThey precede your call with their They precede your call with their own.own.

Page 15: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Follow UpFollow Up

Send an emailSend an email Most effective and fastest way Most effective and fastest way

to reinforce your meetingto reinforce your meeting

Fulfill any promisesFulfill any promises If you said you would call, then callIf you said you would call, then call

Your reputation depends Your reputation depends upon follow upupon follow up

Communicate regularlyCommunicate regularly

Page 16: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

Always Give More Than You TakeAlways Give More Than You Take

““How Can I Help You”How Can I Help You” Most important 5 words in networking Most important 5 words in networking

You will become a known quantityYou will become a known quantity RespectedRespected ProfessionalProfessional

It will come back in spadesIt will come back in spades

Page 17: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

START YOUR NETWORKING HERE!START YOUR NETWORKING HERE!

Gray Hair ManagementGray Hair Management®®

Jack Heyden – Scott KaneJack Heyden – Scott Kane(847) 940-2800(847) 940-2800

Chad Coe Financial – ReferGroupChad Coe Financial – ReferGroupChad CoeChad Coe(847) 444-9444(847) 444-9444

Page 18: “The founders and the business-makers over the last five years have tended to be on the young end of the curve. That brings energy to the business, but

Copyright 2001-2002, Gray Hair Management, LLC

THE GRAY HAIR LAWS OF NETWORKINGTHE GRAY HAIR LAWS OF NETWORKING

www.grayhairmanagement.comwww.grayhairmanagement.comwww.coefinancial.comwww.coefinancial.comwww.engchgo.orgwww.engchgo.org www.executiveresources.orgwww.executiveresources.orgwww.techvenue.comwww.techvenue.comwww.schmoozemonger.comwww.schmoozemonger.comwww.tannedfeet.comwww.tannedfeet.comwww.themayreport.comwww.themayreport.comwww.eprairie.comwww.eprairie.comwww.i-street.comwww.i-street.com


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