1. The Art of Networking: Beyond the Basics Grace A. Bagunu CSI - Communication and Leadership University of California, San Diego

2. Overview of Presentation The Art of Networking – First impressions – Nonverbal communication – 30-second commercial – Practice makes perfect (or better) – Getting in the conversation – Maintaining the conversation – Closing the conversation – The Follow-up What to do to prepare: Be Ready!

3. First Impressions Small talk is required for networking and can make or break a potential connection – Small talk is the first form of communication we often have with new contacts – Small talk is our “way in” to new interpersonal and professional relationships – Small talk is often our first opportunity to make a first impression!

4. Nonverbal Communication Over 90% of communication is nonverbal – 93% vocal and nonverbal, 7% verbal (words) – Eye contact is key What you say matters, but not if you are staring at the another person’s feet! – Have a firm handshake – Dress appropriately – Position yourself for successful networking

5. The Art of Networking Networking requires effective interpersonal and social interaction skills – Tune into yourself and your conversational partners – Be aware of nonverbal behaviors and their meaning – Understand what is appropriate conversation topics in various environments and contexts – Watch for situational cues and be able to adapt – Stand tall and confident – Promote yourself well! Use your 30-second “commercial”

6. 30-Second Commercial Introduction (name, school, major, background) Professional Interests (current professional activities, next progressive professional move, ideal dream job) Skill sets (what are you good at) Leave an impression (share what is unique about you!) “Remember the rule: 7 +/- 2, people need to hear your name at minimum 5 times and as many as 9 times to remember your name!”

7. Practice Makes Perfect Networking requires constant practice Low-risk contexts help prepare you for situations where the stakes are high! Try talking to strangers every chance you get “Any place with other people is a chance to network!”

8. Getting in the Conversation Position yourself to meet others Use eye contact/handshake/smile combo Remembering their name is your next priority – “Hi, my name is Grace.” – “Hi Grace, I’m Ken.” – “Ken, so nice to meet you.” If you approach a conversation that has already started, simply ask to join: – “I couldn’t help but overhear what you were discussing, may I join your conversation?”

9. Maintaining Conversation Networking is an art and requires presence – Use props, the setting or environment, or a current event to inspire interesting conversation topics – Research the company or potential guests ahead of time and ask questions related to new initiatives, new research, or current trends – Ask open-ended questions instead of closed ended questions

10. Listening to Conversation Listen for word cues, topic cues, change-of- tone cues Be aware of when to take the lead in the conversation and when to follow Let them know you care about what they have to say using nonverbal and vocal cues Know when to end the conversation or segue into another topic

11. Closing the Conversation Don’t walk away without wrapping up the conversation – To exit a conversation that hasn’t ended, say: “Please excuse me. It was very nice meeting you. I look forward to speaking with you again soon!” – The handshake/smile combo returns! – If the conversation has ended and you want to continue the relationship, be sure to exchange contact information “Ken, it was so nice to meet you. Do you have a business card? I would like to follow-up with you to talk more in depth about your career path.” – If you suggest getting together again or connecting through social media, do it!

12. The Follow-up What do you do once you have collected a business card? – Write something meaningful to remember that person – Find a way to follow-up Email Phone In-person meeting – Send important correspondence Birthday card Holiday card – Connect through social media Facebook Linked In Twitter

13. Be Ready! Write your 30-second commercial Practice having a firm handshake Have business cards at all times! Do research on the company/notable guests attending the event Come up with appropriate open-ended questions to use while networking

14. Grace A. Bagunu gbagunu@ucsd.edu