Marty Latman - Networking to Success IMA January 19, 2102

Marty Latman - Overview My Opinions What is Networking? Places to Network How big should a network be? My Tool Bag Elevator Pitches Personal Cards Approaching People Communications Summary

Marty Latman - My Opinions Being in transition is permanent, “landing” is only temporary Keys to Successful networking: –“ABC” – Always be connected –“ABP” – Always be positive

Marty Latman - What is Networking? Relationship Building We network all the time –Personal Network –In-transition Network –Business Network –Combined Network It is NOT - “Hi, how are you; give me some names and leads” You seek “AIR” – Advice, Information, Referrals Be a “giver” – Open a “bank account” Need a “Support System” “Practice makes perfect”

Marty Latman - Where can we Network? Volunteer Groups Networking Groups - – Google searcheswww.LandingExpert.com Family functions Seminars Charitable Events / Galas Family sports – soccer, baseball, basketball Chambers of Commerce Alumni Groups Industry Associations Professional Associations Social Networking Sites Everyday opportunities – cleaners, hair salon, mailman, grocery, church

Marty Latman - How big should a Network be? Quality vs. Quantity - >500?? “Although it is good to know a lot of people, it is much better to know a lot of people who know you” Think big – not small Coworkers, family, friends, others Linkedin system is a good source Networking Groups Follow-up with members – cards, articles of interest Networking is continual – not just when you are in- transition Out of sight – out of mind

Marty Latman - What’s in my tool bag? Positive attitude – Who wants to be with depressed people? Dress for success Elevator Speech Name Tag – LARGE PRINT Personal business cards One page profile Resumes – 1, 2, multi- pages Linked-in Profile References Cover Letters Thank you letters

Marty Latman - Elevator Pitches Let’s go “Fishing” Short, clear, concise and consistent Not resume regurgitation Be a Teaser! Targeted to the audience you are with Tag line – intrigue – future talks

Marty Latman - Personal Cards Professional Quality Use both sides Executive Summary Always keep them available Give them out Not Vista Print commercial

Marty Latman - Approaching People Make others “Winners” Elevator pitches – should be targeted to different audiences How can you help them? Clear, concise and consistent messages “Telephone Game”

Marty Latman - Communications with others Ask a person for their preference Always Professional s –Signature – address –Phone numbers –Address –Spelling / grammar

Marty Latman - Summary Relationship building = Successful networking Networking requires organization and follow –up Networking requires having the proper tools Jobs are temporary – networking is permanent Networking is as easy as “ABC” –“ABC” - Always be connected –“ABP” – Always be positive

Marty Latman - Tips on Working the Room IMA January 19, 2012

Marty Latman - Summary Let’s Prepare What do I wear ? What do I bring? Positioning Introductions Conversations Body language Moving on Follow-up Conclusion

Marty Latman - Let’s Prepare What is my objective? –Who is in-charge? –Can I get a list of attendees? –Who will be attending? –Who do I want to meet? –How many people do I want to meet? –Who can I introduce to whom? –Who can introduce me to others?

Marty Latman - What do I Wear? What Do I Bring? Dress for Success –Be unique – colorful – tasteful - noticeable Bring your “tool box” with the following: –Personal cards –Pens and paper –Name Badge –Elevator pitch –Questions you want to get answered –Topics to discuss

Marty Latman - Positioning Arrive early Wear name tag Be near door, bar, food area Don’t sit down alone Keep one hand free – avoid drink / food Try to face the entrance way to see new arrivals Break away from the people you know

Marty Latman - Introductions Meet more people than fewer Initiate handshakes Repeat your name Repeat the name of the person you meet Be a good listener – do not “SELL” Look for the “wallflowers” Focus on relationships – What do we have in “common”

Marty Latman - Conversations Resist interrupting Use active listening skills Look at the leader of the “group” Do not talk about “I” or “me” Refer back – “as you were saying…” Focus on being interested vs. being interesting – ask questions Try to find things in common Repeat people names Always be “positive”

Marty Latman - Body Language Be Relaxed Keep head level – Don’t fidget – Stand Straight Maintain an approachable expression Nod your head – make eye contact Pause and listen Be sensitive to the space of others Smile Look interested

Marty Latman - Moving On Apportion your time based upon attendees Excuse yourself –I need to say hello to someone I see –I have to refresh my drink –I have to make a phone call Exchange business cards Keep one hand free to shake hands Nice to meet you – I will call you Follow-up 1 – 3 days

Marty Latman - Follow-up Send thank you cards or thank you s Follow up with anything you promised Call to continue the conversation How can you help?

Marty Latman - Conclusion Plan ahead strategically Set your goals for the event Be relaxed Bring your “tool box” Listener vs. talker Be a giver “ABP” – Always be positive “ABC” – Always be connected

Marty Latman - Contact Information Marty Latman – Cell – Home