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Networking Intervention …for People who Hate Networking Leigh Doherty Designed Alliance.

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1 Networking Intervention …for People who Hate Networking Leigh Doherty Designed Alliance

2 Leigh Doherty, ACC Boston Native Has also lived in New York, San Francisco, Namibia (southern Africa) and Brussels, Belgium Masters in Leadership in International Education Graduate Credential in Executive Coaching Associate Certified Coach, International Coach Federation Nominated Rookie Coach of the Year by ICFNE, 2013

3 MY COACHING NICHE Leadership Coaching: emerging, new, interim and senior leaders Team Coaching : 360s, Appreciative Inquiry, DISC/MBTI, Immunity to Change Career: clarity, transition, and entrepreneurial endeavors.

4 Envisioning Networking  What does networking look like?  ADJECTIVES: how does it tend to make you feel?  ACTIONS: what do you see yourself (hating) doing?

5 Where do you get your energy? Introvert  Drawn to their inner world  Prefer to communicate in writing  Private and contained  Learn best by reflection, mental “practice”  Work out ideas by reflecting on them  Focus on in depth on their interests  Takes initiative when the situation or issues is very important to them Extravert  Attuned to external environment  Prefer to communicate by talking  Work out ideas by talking them through  Learn best through doing and discussing  Have broad interests  Sociable and expressive  Readily take initiative in work and relationships

6 “The more authentic you are, the more resilient and valuable networks you create.” Devora Zack author of “Networking for People who Hate Networking” “Networking is the art of building and maintaining connections for shared positive outcome.” Real networking is connecting, not card collecting.

7 New Attitude Many people associate networking with working the room, approaching strangers, making chit- chat, and freely divulging personal information… Reframe networking to be viewed as an opportunity to create meaningful connections, requiring skills such as listening, focus, and depth.” Today…we will think about how to plan and prepare for success.

8 YOUR Current NETWORKING M.O. PARTNER SHARE: How do you operate now? Share a bit about you and why you would like to improve your networking skills. How do you currently approach/feel about your networking “game”?


10 NETWORKING: Before  Pre-register for an event; you are less likely to back out and you get an official name tag  Volunteer at related events.  Know why you are attending; who do you want to meet and why? Set measurable outcomes for yourself.  Research who will be there so you can be calculating in your approach.  Do your homework. Don’t ask simple questions that could be easily answered by a little research. The more you know, the more you stand to impress.  Solicit a networking buddy.  OTHER IDEAS? “People who hate networking traditionally do best at networking when they focus on a few individuals.”

11 NETWORKING: During  Spend time at nametag table to preview who is there.  Look for those you know or who seem approachable.  Proximity: put yourself directly next to people you interested in.  Think of waiting in lines as an opportunity to strike up conversation (prepare your opening line!)  Think of how to look approachable: smile, eyes ahead, open face. (continued)

12 NETWORKING: DURING  Remind yourself: Only you know how long you have lingered somewhere; no one is watching you, but, equally, know when to move on.  Visit information tables; prepare a question you might ask before you approach the table.  Don’t act desperate. Find your confidence and patience! Be willing to be vulnerable to allow possible contacts to connect to you.  Find someone else in the room who looks uncomfortable. Be of service! Make them feel more comfortable and then you, too, will feel more comfortable.

13 CONVERSATION ENDERS  It was so great to meet you. Do you have a card?  I need to make a call, please excuse me. Pleasure meeting you.  I won’t hold you up; this is a busy event. Enjoy the day!  It was such a pleasure to meet you. Do you have a card?  I would be interested to follow up, do you have a card?

14 AFTER Follow up on conversations:  Snail mail: send a personal card, include a related resource or make an offer to connect or provide something.  Email with a thank you; pose a follow up meeting or collaboration.  Consider a follow up phone call ; plan your “script”.  Don’t be pushy or aggressive. Be persistent but not annoying. Know to allow time and when to leave it be.  Get LinkedIn  Consider free/low cost services you can offer back. Remember, it is a two-way street; you can’t just expect. What can you offer?

15 Other points to consider…  Don’t go to generic events; go to specific events that are aligned with your purpose.  It is not about how many people you meet; it is about establishing quality connections.  Don’t change who you are. Be you but be willing to try some new tactics to stretch yourself.  Make notes on the business cards for a personalized follow up.  Try to add some personal conversation into the conversation.

16 KNOW who you KNOW Make a list of people who you know who could possibly help you,either directly, through a referral or through a connecting you. No editing! Just write the list despite any discomfort that arises. Keep adding to that list! Quality and quantity do matter. From that list, create a SUPER LIST, subcategory. Which connections are the ones that could bear the most fruit? Put your networking energies into finding, contacting, getting to know, and generating agreement on how terrific you/your skills/your services/your ideas are with as many people as close to the inner circle as you possibly can. The Networking Game: A Game of Numbers

17 Nurture your Network Remember, networking should be an ongoing activity (depending on your purpose). If you are growing a business, or if you are a service provider, or someone who expects to grow and change his/her career, it is important to have an ongoing networking plan. Find ways to stay connected to contacts you deem high value to your career plans.

18 Taking Action! KNOW yourself! KNOW your intentions! Prepare and practice to develop the right way for you to network!


20 For You Leigh Doherty 781-424-6624

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