Being well networked has a lot of benefits for you as an individual, as well as for the company. It also increases your net worth to the firm. You can “add value” to your clients and colleagues by being “plugged in”. People will see you as a go-to resource and a broker of capabilities. This briefing will give you a strong foundation to build and nurture a strong network! Visit my blog at http://www.pathologicalmarketer.com

1. Networking
Tips &Tricks of theTrade
StaceyPiper,PathologicalMarketer

2. Networking
Defined
“The use of formal and informal linkages
of people and resources for the
purpose of facilitating access to
services, skills, contacts, and
knowledge.”
www.childrenwithchallenges.net/definitions/N.html
Copyright 2014 © Pathological Marketer

3. Barriers
to
Networking
 Intimidation Factor
 Awkward Social Moments
 Relevance
 Unclear ROI
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4. What’s in it
for me?
 Increases your “social currency” (value)
 Increases your industry relevance
 Builds and enhances relationships
 Raises awareness
 LOB (internally)
 Company (externally)
 Generates new business opportunities
 Teaming/ collaboration (internally)
 New projects (externally)
 Builds good karma and serendipity
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5. Traits of a
good
networker
 Genuine, transparent
 Be a good listener
 Helpful
 Thankful
 Sincere
 Patient
 Commit to helping others be successful
 Be a connector
 Be open
 Be deliberate
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6. Events
to
Target
Professional
 Industry Specific Conferences
 Relevant Associations
 Chamber/ Civic Events
 Trainings and Info Sessions
Personal
 Community Events
 Civic Participation/Volunteering
 Club/ Intramural Sports
 Bars/ Coffee Shops
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7. How to
Approach
People
 Approach groups that are having
fun
 Look for someone to make eye
contact
 Be open to letting others into your
conversations
 Comment or question something
that they said or wrote
 Prepare and ask good questions in
public fora – people will come to you
afterwards
 Ask someone else to introduce you
 Comment on a unique piece of
clothing or jewelry they are wearing
(Use caution: don’t open up for
misinterpretation!
 If you’re at an event with an explicit
goal to network, just say that you
are there to network.
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8. Opening the
Conversation
 Smile!
 You had me at Hello...
 Find common ground
 Perfect your elevator pitch
 Comment on something provocative the
speaker said
 Ask open ended questions
 Ask people for non-obvious facts
about themselves for memory aid
 Be aware of body language
 Focus on the person you are talking to
Copyright 2014 © Pathological Marketer

9. 6 tips for
success
If you’re just starting out, be realistic - Collect 10 new business cards, meet 4 new
people, learn 3 new things from the people in the room. Just to see if you can do
it .
It’s easier to talk to networkers than non-networkers. Warm up with
them. They tend to be the business development types, but that’s
okay. It helps you hone your skills. Listen and learn from them.
Go with a wing(wo)man. Split up but share your goals and hold
each other accountable. Compare notes afterwards. Consider
making it a friendly competition.
Avoid clumping with people you know. Invite stragglers into your
group to former a bigger group. Introduce colleagues/friends to
others then break off.
When you meet someone for the first time in person, who you are
connected to on social media, realize that they might make the
connection right away. Remind them that you’ve interacted with them
on social networks already.
Don’t be afraid to talk about work in social settings. After establishing a
potential professional connection, quickly divert the professional conversation
to some sort of follow-up (i.e. invite to coffee) and return to fun.
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Courtesy of Eric Boyle,Vice President at ICF International Copyright 2014 © Pathological Marketer

10. Leaving the
Conversation
 10 Minute Max Rule
 Ask to follow up
 Suggest you meet up at the next
meeting or event
 Exit and move to other side of room
 Introduce person to someone else
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11. You’re NOT
done yet
FOLLOW
UP
NURTURE
NETWORK
Virtual
Traditional
Copyright 2014 © Pathological Marketer

12. Follow up  Connect virtually
 Reference something you spoke about
 Send an artifact that you think would be
interesting to them based on your
discussion
 “Call to action”, what you want them to do
Copyright 2014 © Pathological Marketer

13. “Nurture”
your
Network
 Sending relevant articles
 Go for coffee
 Catch up at events
 Invite them to events
 Be a connector – Pay it forward!
 Follow through
Copyright 2014 © Pathological Marketer

14. Leverage
LinkedIn
 Complete your profile
 Paid membership
 Invitations
 Open vs. Closed approach
 Customized
 Research people you are meeting with
 Search people you are looking to connect with
 Company profiles
 Groups/ Discussions
 Status Updates/ Newsfeed
 Influencers
Copyright 2014 © Pathological Marketer

15. Figure
Out
Facebook
 Search people you are meeting with
 Search people you are looking to
connect with
 Find events that people are attending
 Share content if appropriate
 Connect if appropriate
 Like/ follow pages
 Be active in groups
Copyright 2014 © Pathological Marketer

16. Navigating
Other
Networks
 Emerging Social Platforms
 Twitter
 Google+
 Slideshare
 Pinterest
 Instagram
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17. Create a
game plan
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18. Where to
begin
1. Set goals + define success
2. Establish accountability +
commit
3. Research + Plan
4. REMEMBERTO
COMPLETETHE CYCLE:
 Do
 Follow up
 Nurture
Copyright 2014 © Pathological Marketer

19. 1.Set goals
 Who
 who do you want to meet or
build a relationship with? Be
specific!
 What
 what type of connection
would you like to make and
for what purpose?
 Why
 what can you offer them and
what do they offer you?
 When
 is there a deadline in mind? is
there a specific opportunity
to see this person coming
that you know of?
Copyright 2014 © Pathological Marketer

20.  Dedicate appropriate
time 
 10 minutes daily
 < 1 hour weekly
2. Be
accountable
 Find a networking buddy  share goals
and schedule check-ins
Copyright 2014 © Pathological Marketer

21. 3. Research
and plan
 Research
 what
opportunities are
coming up for
you to meet this
(type of) person
 learn more about
the events
 Plan
 how to approach
the individual
 plan a
conversation
starter or two (i.e.
commenting on
recent article)
 a few open ended
questions
 your “give” in the
conversation
 Elevator pitch
Copyright 2014 © Pathological Marketer

22. Do
 Accept meeting invite or
register for event
 Block your calendar and
send yourself
address/directions
 Reach out to the person
and tell them you’ll see
them there (or ask if they
are planning to attend)
Copyright 2014 © Pathological Marketer

23. TenWaystoUseLinkedIn
http://blog.guykawasaki.com/2007/01/ten_ways_to_use.html
LinkedIn andTheFutureofBusinessNetworking
http://www.readwriteweb.com/archives/linkedin_and_the_future_of_business_
social_networks.php
Online BusinessandSocial Networks:WhatDoTheyMeantoYourCareer?
http://singlemindedwomen.com/womenscareer/639/online-business-and-
social-networks-what-do-they-mean-to-your-career.html
MaximzingSerendipity http://blog.aweissman.com/2010/09/maximizing-
serendipity.html
Book:NeverEatAlone,byKeithFerrazzi http://nevereatalone.typepad.com/
Book:MakeYourContactsCount,byBaber&Waymon
http://www.contactscount.com/founders.html
Confessions ofaConversationalist: Fundamentals ofNetworking
http://pathologicalmarketer.com/2015/02/01/confessions-of-a-
conversationalist-fundamentals-of-networking/
Helpful
Resources
Copyright 2014 © Pathological Marketer

24. Questions
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