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

Savvy Networking: Making

ConnectionsMerrilyn Lewis

Smith College

University of Massachusetts Entrepreneurship Initiative

April 10, 2007

• What’s socialzing? • What’s savvy socializing?

NETWORKING

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

Introductions

• Handshakes and self introductions• Introducing others; play host• Be memorable

Be Memorable

• Be distinctive• Be fully present and engaged• Ask thoughtful questions• Contribute, don’t dominate, the

conversation • Re-enforce key information

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

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

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

Joining a conversation

• Look for three or more• Hover• Observe body language• Look interested• Comment as appropriate• Be aware of including others

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

• 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

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

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

The Art of Following-up

• What’s your goal?– Further conversation – coffee/drink– You have a reference for them– Promised information– Seek an appointment

• Get organized– Sort business cards by

priority reviewing your notes•Next 48 hours•Within the week•Within three weeks

• Be sincere• Reference something personal from

your contact (Be creative)• Which method – handwritten note,

phone call, e-mail– Depends upon your objective

• Be prepared– Practice what you’ll write or

say– Strike outs

•Fine line between persistence and stalking

– Know what you’re asking for?

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?

• How long do you continue to network?

FOREVER