2. Savvy Networking: Making Connections Merrilyn Lewis Smith College University of Massachusetts Entrepreneurship Initiative April 10, 2007

3. What’s socialzing? What’s savvy socializing? NETWORKING

4. Importance of savvy networking Begins all relationships –“The beginnings of all things are small.” -- Cicero Frames business conversations Getting to know people, their businesses, and their needs Making connections for others

5. Introductions Handshakes and self introductions Introducing others; play host Be memorable

6. Be Memorable Be distinctive Be fully present and engaged Ask thoughtful questions Contribute, don’t dominate, the conversation Re-enforce key information

7. Conversations… What to talk about –30 – day rule When to talk and when to listen –80 – 20 rule –Play catch Keeping current on your institution, your field, and the world

8. Conversations, cont. Learn their interests or passion hobbies Find out what motivates them Ask open-ended questions (If you’re going to tell a story,) be a good story teller Observe visual and verbal cues Seek advice

9. Take the ooze out of schmooze Make the other person comfortable –Where’s the focus? Genuine interest Active Listening Eye contact Follow up –Make (subtle) notes –Do what you say you will

10. Joining a conversation Look for three or more Hover Observe body language Look interested Comment as appropriate Be aware of including others

11. Leaving Conversations When to do it: –8-10 minutes (at a mixer) –When they begin looking around the room or past you –When the conversation lags –Body language indicates they want to leave

12. How to do it: –Be upbeat; be cordial –Introduce another person, if possible –Ask for a card if there’s a real connection –Leave after you have made a closing, “wrap up” comment How to leave a group conversation

13. Conferences and Receptions How to work a conference –Volunteer –Make appointments in advance –Seek out those you want to meet –Follow up when you say you will –Do what you promised

14. Conferences and Receptions, cont. How to work a room –Social vs business –Name tag table –Where to stand –Food & drink –Exchanging business cards –Be interested, be interesting

15. The Art of Following-up What’s your goal? –Further conversation – coffee/drink –You have a reference for them –Promised information –Seek an appointment

16. Get organized –Sort business cards by priority reviewing your notes Next 48 hours Within the week Within three weeks

17. Be sincere Reference something personal from your contact (Be creative) Which method – handwritten note, phone call, e-mail –Depends upon your objective

18. Be prepared –Practice what you’ll write or say –Strike outs Fine line between persistence and stalking –Know what you’re asking for?

19. Informational Interviews What is an informational interview? How does if differ from a job interview? What kind of preparation should you do for an informational interview?

20. How long do you continue to network? FOREVER