An overview of the entire networking experience - from planning to working the room to following up. Pre-event planning including finding good networking opportunities, creating a introduction and identifying good contacts at events, followed by the mechanics of working the room as well as tips and tricks for handling challenges at event. Finally, we will talk about effective follow up and how to maximize your networking reach. TAKEAWAYS Planning for a networking event Defining an effective introduction or "elevator speech" Identifying good contacts at events Understanding how to "work the room" including: - How to break into a conversation group - How to approach people at events - Leaving a conversation Tips for handling shyness, difficult people, alcohol and other networking challenges Following up after the event

1. Working
The Room
Networking Made Simple
Jasmine Sante
@mjsante

2. Agenda
1) About Networking
2) Preparation
3) At the Event
4) Follow-up

3. About Jasmine
• Digital Strategy Consultant
• Avid Networker
• Started a Mentoring
Program
• Founder, Web Content
Mavens
(www.meetup.com/webcontentmavens)

4. About You –
Which One Are You?
1. Job Seeker - Active
2. Job Seeker - Passive
3. Advance in Current Career
4. Career Change
5. Generate Business
1. For Your Employer
2. For your own business
6. Other Reasons (new to town, meet
people, learn a new skill, etc)

5. Keep track
of :
• Goals & plans
• Elevator Pitches
• Key descriptors of
your awesomeness
• Lists of
networking options
• Success stories
• Contact lists
Your Networking Notebook

6. Networking
What It Is – and Isn’t

7. What is Networking?
Network: a “group, system, etc of
interconnected or cooperating individuals”

8. You. Me.
Your network. My network.

9. (You. Me.)
x
(Interacting
+
Building a
Relationship )
=
Multiplied
Benefit

10. Networking
It’s about relationships

11. Networking is about...
–Creating relationships
–Establishing communication
–Building trust networks
–Defining & supporting mutual
benefit
–Achieving momentum

12. Networking is NOT about...
–Using others to advance
yourself
–Short term job seeking or short
term benefit seeking (see Sales)
–Taking from people without
giving benefit
–It’s not short term

13. Reciprocity!

14. When Someone Has Met You
When people know you and have a relationship with you,
they are more likely to:
–Advocate for you
–Remember you when an
opportunity opens up
–Help you with issues and
challenges
–Give you a better deal than a
stranger

15. When You’ve Met Someone
When you’ve met someone, you are, in turn, more likely
to:
–Advocate for someone
–Remember someone when an
opportunity opens up
–Help others with issues and
challenges
–Give a better deal than to a
stranger

16. = It’s an Ecosystem
Networking is an interaction, a relationship between you
and other people.
But networking begins before that meeting.
– It begins with you knowing yourself - your skills your
abilities and your challenges
– And ends with you presenting an honest, interesting &
compelling person at an event
– With a lot in between including
• finding the right event
• talking to the right people
• presenting a positive image
• communicating successfully
• being memorable
– And can continue with email and follow-up

17. Network
Strategically

18. Network Strategically
1. Be Prepared
2. Be A Participant
3. Be Results-Oriented
4. Build Relationships
5. Be On & Offline
6. Be Long Term
AND
7. Practice, Practice, Practice

19. Don’t let this stop you from participating.
BUT
Preparation helps
Be Prepared

20. Participate: Just Do It

21. Networking is not about
friends. It’s about results.
- Focus on it.
- Put energy into it.
- Expect results.
Be Results Oriented

22. Build Relationships

23. In person = stronger online
relationships
Online = stronger in-person
connections
Be On & Offline

24. • Networking is about the promise of a
future benefit
• It is not immediate
• Build towards the future
Be Long-Term

25. • You’ll get better with
practice.
• If you are new, you’ll get
good.
• If you are good, you’ll get
better.
Practice, Practice,
Practice

26. 1. Preparation

27. Networking Preparation
1. Your Goals (what outcomes)
2. Your Brand (value proposition)
3. Your Intro or Elevator Pitch
4. Your Barriers or Challenges

28. 1) Know Your Goals
2) Know Your Brand
3) Know Your Barriers
4) Find Where to Network

29. Know Your
Goals

30. Your Situation -> Your Goals
SITUATIONS
• Job Seeker - Active
• Job Seeker - Passive
• Advance in Current Career
• Career Change
• Sell or Generate Business
– For Your Employer
– For your own business (consultant, startup, company
owner)
• Other Reasons (new to town, meet people, learn a
new skill, etc)

31. Networking Goals
• Get a job
• Evaluate new opportunities
• Plan for a career change
• Advance in your current company
• Meet experts in your field
• Meet experts in adjacent fields
• Find prospects – sales or otherwise
• Build your reputation
• Business Development
• Sales

32. Goals By Who You Represent
• You (job) = job, next career move,
networking, professional dev, resources for
work
• You (career & personal) = Friends, new
ideas, relationships, learning opportunities
• Freelance or Company Owner = business,
business leads, contractors, relationships
• Startup = funding, early adopters, co-
founders
• Company = Biz Dev, exposure etc

33. Know
Your Brand

34. Communicating
A Brand
That is:
• Positive
• Memorable
• Relevant
YO
U

35. YOUR BRAND
= Memory Helper
Branding = signals that generate
associations.

36. Building Brand You
1)Evaluate your attributes &
characteristics
2)Create a value proposition
3)Ensure that it resonates

37. The Value Proposition
The Value Proposition answers the question:
Why should this person want to talk to
you?
Identify your personal brand - the accurate,
concise, clear and compelling statement of
who you are that will engage others and
create relationships and opportunities -
and learn how to communicate your brand
efficiently and effectively.

38. People use brands as
shortcuts to make
purchasing decisions
- Allen P Adamson, BrandSimple

39. You too are a
brand. Whether
you know it or
not. Whether
you like it or
not.

40. McDonalds
Mom - child-friendly
Teenager - cheap, place to
hangout
Late Night Worker – open
late/open early

41. Starbucks
Traveler – familiarity, consistency
Consultant – wifi, consistency
Jasmine – remake it if it isn’t right

44. Attributes of a Strong Brand
Your Personal Brand Is:
• Positive
• Accurate & Authentic
• Relevant
• Memorable
• Succinct

46. Positive
• This is the best version of you.
• It needs to be accurate but also highlight
the strongest parts of you.

48. Accurate & Authentic
• You need to promise something accurate
& authentic.
• You do not need to share every flaw
• You DO need to be authentic

50. Relevant
• Make sure your brand aligns with a need.

52. Compelling & Memorable
• People need a way to differentiate
between brands - a way to remember you
and what you do or offer
• If there are already lots of XYZs, don't
focus on that. If you do something very
esoteric, find a way to package it that is
still unique but not so specialized.
• IE if you do user research for startups, talk
first about user experience and startups.

54. Succinct
Clear
Succinct
Enough Said

56. Personal Branding Statement
1. Who you are (your skills & specialty)
2. What you do (your industry/service)
3. Who you work with
4. A leading attribute

58. Introductory Statement
1. Name
2. Your role
3. Your skills and specialties
4. Who you work with or for
5. Your company and/or service
6. Next steps (relating to your goals)

59. Removing Barriers

60. Self Assessment
• Honest
• Focus on knowing challenges
• Moderating what is unsuccessful
• Owning what you like or can’t
change

62. Barriers: Talking Related
• Overtalk
• Me Talk
• Questioner
• Quiet talk
• Monotone
• Interrupter

63. Barriers: Personal Space
• Close talker
• Loud talker
• Too excited
• Fiddler
• Toucher
• Looking Around (as if bored or
checking people out)

64. Barriers: Approach & Demeanor
• Too complimentary (esp to opp sex)
• Overly agreeable
• Needy
• Bored (real or seeming)
• Pushy
• Aggressive
• Me person

65. Barriers: Approach & Demeanor
• Over-inflating - “I’m the best”
• Under-inflating - Too self-
deprecating
• Everything is perfect, fine and
fabulous
• Rambling personal story
• Nothing to say

66. Barrier: Shyness & Introversion

69. Barrier: Fear
Fear of:
• Judgment
• Not Measuring
Up
• Failure
• Embarrassment

71. Make A Mistake
Forget a Name
Get Shy
SHAKE IT OFF!

72. Before You Leave
the House

73. Personal Style

74. Be the
stereotype
(if you want)

75. Dress Up

76. Judging others based on
immediate visual and
behavioral cues becomes
habit, then instinct.
– Peter Montoya

78. Where to Network

79. Online and In-Person

80. Online Networking –
Create a Brand
• Twitter
• Facebook
• LinkedIn
• Secondary Networks (Instagram, Goodreads,
Yelp, etc)
• Website
• Email Groups
• Company Information on You
• Other Online Presence

81. Basic Online Brand Elements
• Strong, identifiable photo
• LinkedIn profile
• Online name (aka handle) that is easy to
say
• Simple twitter account
(if you are in digital, communications, leadership,
etc)
• Audit your name
(be sure it is searchable and not embarrassing)
• Use personal email

82. The Value of In
Person

83. Networking Partners
Find a
networking
partner or
friend who will

84. Where to Network - Professional
Broad Networking Groups
• Chamber of Commerce
• Business Affiliate Networks
• Networking or Business Clubs
Specialized Networking Groups
• In Your Field
• In Adjacent Fields
• In Unrelated Fields
Business Associates (Clients, Contacts, etc)
Co-Workers – Previous & Current
Conferences and Work Events

85. Where to Network - Personal
BUILDING YOUR NETWORK
Other Groups
• Toastmasters or similar
• Civic Organizations
• Cultural Groups
• Clubs
Family & Friends
Alumni Groups
Everywhere (well, almost)

86. Who to Target At Events
Not just the obvious – think about:
• Adjacent Professions
• Potential Advocates
• Connectors Who Can Make Introductions
• Influencers Who Can Suggest You to
Others

87. Where to Find Events
• Meetup
• Eventbrite
• Twitter
• Facebook
• Search on “DC” “groups” “networking” +
keywords in your interest area

88. Both On & Offline
Online – twitter, facebook,
blogs, etc
Online To Offline – People
you know online that you
meet in person

89. Plan for the Future!
When you meet someone,
evaluate them based not
just on your current
needs
Instead, on where you
and they might be in a
few years.

90. Binge Network
• Go to a lot of events for a couple of weeks
– you’ll get to know people and feel more
comfortable.

91. At the Event

92. Have a Mission
Have a simple mission. For example
• Meet 3 new leads
• Talk to 3 strangers
• Don’t get trapped in conversation
• Etc

93. Nametags

94. At the Event: Nametag Guidelines
• First Name = big letters
– Common name = add a last initial or last name
– Hard to pronounce = option of a pronunciation
key
– Bad handwriting = Bring your own pen or pre-
written name tag
• THEN: Something To Start a Conversation
– Your company
– Your title – interesting or vague
– Something quirky
– A question
– etc

95. At the Event: Body Posture
• Generally, be open to people (to the
largest degree you can)
• Open body posture
• Look around, not down
• Smile when someone meets your eyes

96. Don’t do this!

97. Body Posture Dos & Don’ts
• Don’t sit down
• Don’t fiddle with your iPhone
• Do stand near the bar, buffet, entrance or other
gathering place
• Do have a drink in hand to avoid crossing your
arms
• Don’t stand with a closed posture or look down
• Do look around the room – slowly and calmly (you
aren’t looking for someone – you are viewing the
crowd)
• Do meet people’s eyes – and if they are close,
smile and introduce yourself

98. Find an open, welcoming body
posture

99. Drinks at Events

100. How to Interact

101. How to Interact: Mechanics
• Who to approach
• Starting a Conversation
• Continuing Conversation
• Break into a conversation group
• Work a room
• When to offer a biz card

102. Dos & Don’ts
• Stop worrying about etiquette
• Talk to new people
• It's ok to start with a friend/acquaintance in
the first few minutes or when you feel
uncomfortable
• Visit with them when they are talking with
someone

103. 3 Parts of a Conversation
1. Opening
2. Discussion
A. Who you are
B. What you do
C. Why they want to interact with you
(and the reverse for your conversation partner)
3. Close

104. Starting the Conversation
• Be sincere
• Be brief
• Use an open-ended question

105. Icebreakers &
Conversation Starters

106. Conversation Starters
• Hi, my name is Jasmine
• What brought you here?
• Are you an x or a y attendee?
• Do you know many people here? I'm trying to
meet x or y. Or to meet people who do x or y.
• Do you mind if I join you?
• How did you hear about this event?
• There’s a lot of x. What jumps out at you? (or
what doesn't work for you, etc)
• Are you following x story?

107. More...
• That’s a great tie. Love that shirt.
– When someone compliments you – use it as
an opportunity to talk more.
• Have you tried the food yet? I’m torn
between the beef and the veggie.
• I’m trying to extend my network – not just
talk with the usual suspects.
• Is that a Note? I’ve been looking at those.

108. Next Phase
• Brevity – it continues.
• Questions – use them sparingly
– What are you working on?
– What are you interested in?
• Relate to something they just said
• Talk about a friends project
• Talk up technology
• Be helpful
• Talk about yourself!

109. Non-Professional Events
(or later at professional ones)
• Ask an intriguing question
• Great event. I know I should go home but
I’m enjoying this so much.
• Are you having fun?
• I’m thinking of grabbing dinner after this –
do you know the area?

110. Breaking Into Group Pods

112. Ending the Conversation:
Follow-up
If you want to follow-up:
Clear, concise call to action
• Do you have a business card?
• I have someone I think you should meet
• I'd love to talk more, grab coffee, pick
brain

113. Ending the Conversation:
Introduction
If you feel you don’t have a connection but
the person is relevant to others:
Make an introduction!
• Makes a positive and memorable
impression

114. Ending a Conversation:
No follow-up
• “I’m headed over there. Nice to meet”.
• “Excuse me. I have to take this text
message”.
• “I’m sorry but I need to take care of
something”. <-or talk to someone
• “This is a great conversation. Can we
continue this later?”
• “This has been great. I’d like to meet a few
other people but let’s talk later.” <-optional

115. Follow-Up

116. Following Up
• Twitter, Facebook, linkedin, etc
• How to follow-up after no reply
• How to keep the conversation going
(types: casual keeping self on radar, when
you want something, etc)

117. Stay In Contact
A few ideas...
• Jot down notes about people.
• Follow-up to see if a deal went through, if they
found a new apartment, etc.
• Send interesting articles with a short note
(“Thought this might be of interest”)
• Forward events that might be useful to them
(Note that frequency will depend on the relationship - but
once a month is usually the max unless you are close
with someone.)

118. Follow-up with Ask
Steps in the follow-up
1. Memory nudge: where we met or what we
talked about
2. The ask: short conversation, intro, etc.
3. Specific time options or specific next
steps
4. Statement of flexibility or alternate plan
5. Action step for the other person
6. Thanks

119. Follow-up with Ask (Pt 2)
• Onus on you
• Be clear about expectations
– leads
– groups
– overview of profession
• State time request clearly
• Be grateful

120. Not everyone is available
• Don’t take it personally if there is no reply
• Be willing to nudge after a week
– Be casual & light
– Do NOT imply guilt
– Don’t pressure

121. Say Hi!
Jasmine Sante
Sante Strategies
mjsante@santestrategies.com
@mjsante