April 21, 2003

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UGA BVA

• April 21, 2003

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Networking

• What is Networking?

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Networking

• Networking is a reciprocal process in which you
  share ideas, leads, information, advice,
  brainstorming, laughter -- and sometimes tickets
  to a ball game.

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Why Network
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Why Network

• Good way to meet other people who can help you
  build your vision
• Good way to get a job
• Networking is a good way to find out about new
  products/services entering an industry
• Good way to gain more business

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How to Prepare For Good Networking

• 70 of Population says that they are
  situationally shy
• Beat your shyness if you are in your comfort
  zone you are not growing as a person
• Be able to read peoplesports/business/hobby
• Read Newspapers/Trade Journals

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Where can you Network?
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Where can you Network?

• ANYWHERE!!!
• Always sell yourself!
• Chamber of Commerce Meetings
• Trade Seminars and Events
• Charity Benefits
• Sites
• www.bni.com
• www.netparty.com

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RoadBlocks to Successful Networking

• Mother told us not to talk to strangers. However,
  when we are at fund-raisers or business socials,
  we are supposed to speak to strangers

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Solution

• Redefine "strangers." When we are among
  colleagues, we are not with strangers. When we
  attend business events, we are with others who
  share similar issues (layoffs, flattened
  corporate infrastructures, expanded job
  descriptions, and the like).
• Those of us who sell or market must make the most
  of events because they are golden opportunities
  to develop contacts, create rapport, and increase
  one's resources and referral networks. It is even
  more important when we are selling and marketing
  ourselves to the next career opportunity.

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Roadblock

• Etiquette can create roadblocks. I call it the
  "Scarlett O'Hara syndrome" -- waiting for a
  proper introduction. The wait can be interminably
  long and prevent us from meeting people who spark
  our interest

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Solution

• Plan a brief self-introduction of about seven to
  nine seconds that is clear, interesting, and
  delivered with energy. We can create interest
  with our smiles, eyes, tone, inflection,
  enthusiasm, and vocal pace. We have all met
  people who say they are happy to meet us but
  whose tone, facial expression, and body language
  indicate the opposite. Be the kind of person that
  others want to meet.
• Our self-introductions should be keyed to the
  event. How we introduce ourselves at a chamber of
  commerceevent is different from a community
  fund-raiser or our children's soccer game. Give
  the other person something with which to strike
  up the conversation. We should let people know
  something about us and our interests (i.e.,
  fly-fishing, opera, book clubs, tennis). Think of
  every event as an opportunity -- be it a ball
  game, ballet recital, or barbecue. Be appropriate
  for the event, but go with the intent of meeting
  the other people attending. Casual conversation
  is what creates a network.

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Roadblock

• Good things come to those who wait. I don't
  agree! I say, "Good things come to those who
  initiate." Waiting for people to approach us is a
  waste of time.

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Solution

• According to Adele Scheele, author of Skills for
  Success, the remedy is to "act like a host
  instead of a guest." A host is interested in
  others and tries to make them comfortable, which
  takes the onus off the host to be interesting. We
  become memorable by being interested. People
  remember those who are interested in them,
  especially when they learn of leads for jobs,
  clients, prospects, or projects.

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10 Secrets of a Master Networker

• Keith Ferrazzi needs two PalmPilots to keep track
  of all his contacts, people like Bill Clinton and
  Michael Milken. But there's far more to cracking
  the inner circle of the power elite than just
  taking names.
• Taken out of INC. Magazine January 03

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Secret 1

• Dont Network just to Network
• If your aspirations lie with the crème de la
  crème," he says, "that is, if your aspirations
  are to be one of the top x people in the world in
  whatever you do, if you're so bold as to want to
  be president of the United States or a respected
  CEO in the Fortune 500, I would argue that you
  won't get there by knowing a lot of middle-level
  people." You need to know the right people, for
  the right reason

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Secret 2

• Take Names
• I'm constantly ripping out lists in magazines. I
  was one of Crain's '40 under 40' when I was 30.
  Interestingly enough, I had been ripping out
  40-under-40 lists for years and continue to do
  so. Those are individuals who somebody has spent
  enough time to identify as an up-and-comer, a
  mover, an intellectual, and these are the kinds
  of people I want to surround myself with. I rip
  out lists of top CEOs, most admired CEOs,
  regional lists. A recent book by Richard Saul
  Wurman lists the 1,000 most creative people in
  the United States. It's fantastic

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Secret 3

• Build it before you need it
• Know people and keep contact with them before you
  need them.

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Secret 4

• Never Eat Alone
• Whenever possible treat someone out to eat that
  you may find valuable in the future

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Secret 5

• Be Interesting
• Being known is one thing, but being known for
  content is something else entirely -- and much
  better," he says. "You have to have something to
  say to be interesting to people."

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Secret 6

• Manage the Gatekeeper Artfully
• Dont piss off the gatekeeper
• Can take up to 3 calls, be polite on first one
• Second say you havent heard back from ____ and
  were wondering why
• Third try to be a little pushier, but secretary
  on defensive and at minimum get an email address

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Secret 7

• Always Ask
• You never have anything to lose if someone says no

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Secret 8

• Dont Keep Score
• Successful networking is never about simply
  getting what you want. It's about getting what
  you want and making sure that people who are
  important to you get what they want, too.

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Secret 9

• Ping Constantly
• Eighty percent of success, Woody Allen once said,
  is just showing up. Eighty percent of networking
  is just staying in touch. Ferrazzi calls it
  "pinging." It's a quick, casual greeting

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Secret 10

• Find Anchor Tenants and Feed Them
• Get one BIG person to attend a networking event
  and let everyone else (who otherwise would not
  attend the event) know that person is coming.

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Entrepreneur

• Robert Edward "Ted" Turner III has always done
  things his own way. The brash billionaire,
  champion yachtsman and founder of Cable News
  Network and Turner Network Television set an
  independent course early in his career, betting
  big on himself and taking daring gambles that
  have not always succeeded. Known as "The Mouth of
  the South" and "Captain Outrageous" for his
  notorious volubility and singular opinions,
  Turner built a communications empire from his
  fathers over-stretched billboard business and is
  now creatively engaged in giving away the fortune
  he earned from it. "Few Americans," wrote
  Newsweek, "have cut such a swath through life."

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Rebel

• Father ran a billboard business
• Ted has always had original habits that others
  didnt like taxidermy in college
• Won Americas Cup in 77 and showed up drunk to
  collect his prize
• Wears Confederate Army suit to corporate
  negotiations.
• Never earned University Degree

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How he did it

• Purchased 1 Atlanta TV station in 1970.
• In 1980 sold the station and started TBS where he
  would launch CNN through
• Widely thought industry wide this would be a
  failure.

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Mistakes

• Failed takeover of CBS
• Paid 1.6 Billion too much for MGM studios

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Ted Today

• Pledged 1 Billion to UN
• Gives hundreds of millions to other charities
• Ostrichizices Forbes 400 list
• Largest US landowner
• Past Times Fly Fishing and Raising Bison