2. Dan Whitenack & Tony Dye February 4, 2016
Tonight is intended as a workshop. Doing the work together, as we go. You can download additional copies of the worksheet from my site.
Networking Workshop
Dan Whitenack & Tony Dye
February 4, 2016

3. Are you serious?
A challenge. Even an insult! I don’t think you’re serious! (about networking) Now, prove me wrong!
What do you believe? Are you acting on what you believe? If so, please, fight with me a little. (or even a lot!)

4. Do you believe in networking?
Do you really believe in networking? Are you doing it? (YES would be a great answer) If you believe, and you’re not doing it, what’s the problem?
Anybody want to speak up?

5. Why are you NOT networking more?
You don’t know what to say in networking
You don’t know who to network with
You don’t know how to make the connections
It’s hard stuff! “I don’t WANT to do it!”
You don’t believe it matters as much as people say
What’s the problem? Is it one of these? If not, what?

6. Workshop
Let’s jump into our workshop. Grab you handout. You can download another from my site if you need it. If you need it as something other than a MS-Word doc, let me know

7. What are times like these. What are you opportunities to “network
What are times like these? What are you opportunities to “network?” Networking is just talking with people

9. What’s wrong with this approach?

10. ABC – 123
Hal Hassall. Nashville. Social Media. Interesting companies. Interesting network. Masterful networker. He was referred to me through another connection – so networking worked! He introduced me to this idea a few years back. It is so simple. And so rare! The preparation may give you a lot of what you need. If you’ve been through the crash course, this probably won’t surprise you. But it’s a bit different

11. Four major pieces of ABC-123
One line summary
ABC: define the “where”
123: define your qualifications
Meeting plan
Thanks to Hal Hassall
Good foundation for marketing plan, LinkedIn headline, resume, and all other parts of your messaging. A very good “if you don’t know where to start, start here” idea

12. The one line summary
Imagine a social occasion. Not a specific networking meeting. With friends, but someone you’ve never met is there. What do you say after “hi?” Very short. Be open to questions, thought, follow-ups, but don’t browbeat people with your job search.
A “branding line?”

13. Clear Concise Invite more questions Put you in control?
Not a 30-second elevator pitch. Sometimes one line, 2-3 words, is plenty. Do you have it?
What if the other person is satisfied? “oh” (move on?) Or maybe that means you need more work?

14. One line (or pieces) Ghostwrite business books
Orchestrate office operations
Qualify the best candidates
Precision in financial records
Develop task management software for iOS
Repair refrigerators
Install whole-house generators
Launch rockets
Sheet-metal worker
Kill bugs (compare to “hired killer”)
Which of these work for you? What would you change? Now, what is yours? [group]

15. Mine (for the moment)
I help small businesses with their office operations
I’ll join this workshop too. This is my working single-line phrase
Thoughts: 1st person vs. 3rd person. I help YOU with … Or less: “I help with office operations”
Originally I said operations management. People assumed manufacturing. More reason to let others review your thoughts

16. More: Branding. Tag Lines
I help small businesses with their office operations
I'm an executioner: I get things completed. I make your life easier by handling the details
I'm a tracker. An action item tracker. I help you live up to your commitments. Including your commitments to yourself!
If I get a chance to say more, I want something memorable, yet also specific. With executioner, sometimes I’ll say “help people or businesses get unstuck”

17. Even More: Branding. Tags
I help small businesses with their office operations
"We can do better"
"Simple is harder than complex" (paraphrase of a Steve Jobs quote)
"Nobody will work harder to make your life easier"
"Helping you better use the tech- nology you already have"
I keep a list of such phrases. “Themes?”
OK, group, let’s review our “branding lines”

18. The ABC-123 model ABC A: Industry or sector: B: Role:
C: Culture & Environment where I thrive:  
If it works for you to call it IRC, go for it!

19. ABC-123 (continued)
123:
Three significant skills. Be sure each helps to do at least one of:
raise income
cut costs
solve problems
Have at least one story to go with each
Show the benefits. Quickly. Then, remember STAR statements? Have them prepared. But don’t push them on anybody.

20. Plan the network meeting
Network meeting; PLAN the meeting
Total of 20 minutes. Not 30, certainly not over; stay with 20. Plan it. Control it.
1. Build rapport – articulate what we have in common
2. Brief history, - only long enough to establish credibility

21. Networking time
3. Ask the question: What would you do if you were me? Then follow-up:
Why or why not?
Who would you talk with next?
How do you know “next” person?
How can I reach “next” person?
Finally, how may I help YOU? (can you do this sincerely, and not as a canned question that you feel you are supposed to ask?)
It was a previous “who would you suggest I talk with next” that led to my connection with Hal!

22. Take-aways What are your next steps?
DECIDE if you will do networking or not
Who is your accountability partner? Do you have someone to bounce ideas around with?
Build a branding line
Fill in the A, B, and C
Pick 3 top skills
Star stories to correspond
TEST all with people you know
Do you have clear actions? Do you know what to do? If you are stuck, please don’t let this linger another week, or two, or more. Find someone for a one-to-one meeting. TONY, ASK DAN FOR A MEETING. “I’ll come to where you are”

24. “Resources” http://TonyDye.com/CPCCM
This is an experiment. We may change it. We may delete it. “Get it while it’s there.” Let Dan or me know if you’d like us to go a different direction. I’ll will post today’s presentation by the end of the weekend, maybe a lot sooner. It will be near the top

25. Tony Dye TonyDye@Gmail.com @TonyDye TonyDye.com
Thank You
Tony Dye
@TonyDye
TonyDye.com