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Networking
Preparation
o
# of
conversations: How many people will you speak to?
o
# of
leads for appointments: How many “actionable” business cards
will you take?
o
Pocket
for your cards (same one all the time)
o
Pocket
for their cards (same one all the time)
o
Place
on right breast (to be seen when you are shaking hands)
o
Use
font that is readable from 3 feet away in dim light
At a
networking event, DO:
-
Expect to
learn about contacts; get leads; maybe get an appointment
-
Meet new
people; establish contacts;
learn about people; exchange info/leads
-
Discover
opportunities you can address;
tease / build around how you can impact
-
Make
arrangements for a future phone call to set up appointment.
Ask for the administrative assistant’s (gatekeeper's) name.
(Ask your new contact to have them tell assistant he/she is
"expecting my call," and offer a second card for the
assistant.)
Working
the event
·
Meeting &
Greeting:
o
Use
firm handshake (not limp; don’t crush).
o
Note
eye color of person to whom you're talking.
o
Politely use prepared disengagement line.
o
Move
on quickly.
o
Relaxed (comfortable).
o
Open
stance (engaging).
o
Approachable smile (inviting).
o
Don't
interrupt.
o
Don't
monopolize other people's time.
o
Do
invite 3rd and 4th parties into conversation as soon as
possible.
o
Other
people's time.
o
Other
people's space.
After the
event
-
Make
desired or committed follow-up contacts within 48 hours
-
Keep
score – measure your performance / measure fruitfulness
of event or event type:
# talks # cards taken # dials afterwards #
appointments # closed sales
to
validate that your return on investment of time, effort and
money is worth it.
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