World Publications Networking and All the Ingredients

1
World PublicationsNetworking and All the
Ingredients

• Colleen A. Rickenbacher, CMP, CSEP
• 15 October 2006

2
Do You All Like Money

• Of course you do
• So dont leave it on the table

3
Consider Yourself a Bottle of Wine

• Do You Age to Perfection, Pop, or
• Just Settle at the Bottom?

4
Everything About You

• The way you look
• The way you act
• The way you eat
• The way you conduct business
• The way you service and follow-up with business
• Your perception
• Your Brand
• RememberDo What You Want!

5
The Way You Look/Attitude

• 3-5 seconds Blink!
• 86,400
• You dont get a second chance to make a first
  impression!
• Body language and your voice
• 24/7

6
Body LanguageNon-Verbal Communication

• 94 of communication is non-verbal
• According to Kramer
• Psychologist Albert Mehrabian
• 7 verbal (words only)
• 38 Vocal (tone, inflection, noises)
• 55 non-verbal (facial expression, posture,
  movement and gesture)
• Silence is golden

7
Lets Talk Clothes

• Your Image
• At receptions, tradeshows, meetings

8
The Image You Want

• Your style
• Proper image and perception
• Appropriate dress
• Business/business casual
• Trends (Hip and trendy)
• Update your wardrobe
• 18 months
• Quality over quantity

9
Appropriate Dress

• Travel/agenda
• Business calls
• Make-up and hair
• Ask if uncertain
• Plan in advance
• All angles
• Your feet
• Perfume/cologne

10
Men Your Best Look

• Belts and Shoes
• Ties Eating and wearing
• Hats
• Shoes
• Socks
• The stretch/pull

11
Meetings

• Look Ready

12
Meetings

• Treat a meeting like an interview
• Arrive 5-10 minutes early and never be late
• Be prepared and ready
• Remain standing while greeting or meeting
• Always have your right hand free/firm handshake
• Table shake
• Use name/eye contact

13
Meeting Etiquette

• Sitting
• Turn off cell phone
• Check Web site/know the company
• No big chitchat, a little personal talk is ok
• Appropriate dress
• Gum

14
The Tradeshow

• How to Work It and
• Get the Most Out of It

15
The Tradeshow

• Do your homework
• Attendee list/Booths
• Be organized have a plan/a strategy
• Know your competition
• Pre-mailer (time of mailing)
• Dress/appearance
• BoothA Must See

16
Tradeshow Guidelines

• Never sit
• Never be behind a table
• Never eat or drink
• Be approachable
• Conversational
• Dont miss an opportunity
• Have enough staff

17
Tradeshow Guidelines

• Give aways, games, gimmicks, handouts
• Difference between a prospect and just stopping
  by for the gift or food
• Location of booth
• VIPs (them and you)
• Follow-up

18
Follow-up to the Tradeshow

• A lead is worth your next paycheck
• A lead can turn into your largest client
• Follow-up within 24-48 hours
• Handwritten notes for special prospective clients
  or old ones. Carry note cards and stamps
• Standardized, but personal responses
• Make sure they really visited your booth
• Will this form of response turn them off?
• Do they need an immediate phone call?

19
Your Company Forever!

• You are always on
• You represent your company 24 hours a day, 7 days
  a week
• You are your company on the dance floor, in the
  bar, in the educational session, and on the
  tradeshow floor

20
Business Etiquette

• The Rules

21
Rules of EtiquetteRSVPs

• Deadlines
• Change of plans
• Guests/kids
• Invitations
• Regrets only
• No gifts please
• Betty and Sam or Sam and Betty
• 1 Rule Make it easy to RSVP

22
Rules of EtiquetteTelephone

• Be aware of your surroundings
• Cars and cell phones
• Cell Yell
• Cell Phone Jerks
• Confrontations
• PG Conversations
• 1 Rule Turn them off!

23
Who is more important?

• The person on the phone or the
• one sitting next to you?

24
Rules of EtiquetteE-mails

• Business communication
• Subject line
• Spell checkread
• Uppercase/lowercase
• Never substitute for personal notes
• Respond to only one (exceptions)
• Read all of your e-mails before responding if
  possible

25
E-mail Guidelines

• Out of office
• Respond or remove
• Avoid acronyms and abbreviations
• Watch emotion signs in a business e-mail
• Jokes, personal emails and consequences
• International (slang)
• 1 Rule Signature line

26
Challenges of E-mails

• You lose the human touch
• Too long (half to two-thirds of the computer
  screen is too long)
• Lazy
• Demand quick response

27
Relationships

• Returning phone calls
• Returning e-mails
• 24-48 hours
• How would you like to be treated
• Or
• Enough

28
The Handshake

• Your First Impression

29
The Handshake

• Introduce yourself
• Always be ready
• Web to web
• Eye to eye
• Shoulder to shoulder
• Clammy or dead fish shake
• To shake or germs

30
Handshake

• Remember their name. Help me!
• Name badge
• Shake from the elbow. How many shakes?
• The double hand shake
• The release
• Gloves
• Hugs and kisses

31
Introductions HOW

• Introduce the lesser authority/rank to the person
  of Higher rank (higher person first)
• A young person is introduced to an Older person
  Mr. Jones, I would like you to meet my grandson,
  Shaeffer Lott.
• Man is introduced to the Woman Andrea Smith, I
  would like you to meet Steven Miller.

32
Introductions

• Exceptions
• Clients
• Women unless man is head of a country, royal
  family, church official or an older man in high
  position, such as governor
• Add explanations
• Family members my wife or my husband
• Never the wife or my lovely wife (friend)
• Mans role
• Table/Group/Meal

33
Thank You Notes 3-3-3

• 3
• 3
• 3
• Handwritten
• Address
• Stamps

34
Business Cards

• Present
• Out of date
• Always have them
• Dont pass outthey are not flyers
• Read them
• Writing on them
• Sitting on them
• Storing them during a meeting

35
Connecting

• 80 of Success
• Is Showing Up

36
Connecting

• Remember attitude
• Basic steps
• Homework
• Be organized (goals/mission)
• Why are you there?
• What do you hope to gain?
• Who paid for you to be there?
• Eat before you get there

37
Connecting

• Where do you go first?
• Fan out
• Use your new conversation tips
• Best group or people to approach
• 20/80 Rule
• Dress (appropriate attire)
• Exit/Thank you

38
Dining Etiquette

• Even the way you eat could determine your next
  deal

39
Top 10 Tips

• 1. b and d and BMW
• 2. The pick up
• 3. The turnover
• 4. Bread (passing and eating)
• 5. Napkin

40
Dining Tips

• 6. Double-dipping
• 7. Salt and pepper
• 8. Chewing and burping
• 9. Sweeteners
• 10.Lipstick, make-up
• and toothpicks

41
The Rule

• Dont Push
• Dont Stack
• Dont Hand
• And Dont Cover

42
Dining Suggestions

• How many cuts?
• When to start
• Soup
• Wait Staff
• Difficult foods (time)
• Inedible items
• Wine and beer
• Buffets
• Toast

43
Everything About You Your Attitudes,
Behaviors,Gestures, Actions and Conversations

• Influence the People
• Around You!

44
Be On Your Best Business Behaviorwww.colleenric
kenbacher.com
45
Thank you!Colleen A. Rickenbacher, CMP,
CSEPColleen Rickenbacher, Inc.10747 Rose Creek
CourtDallas, TX 75238 USA214.341.1677
214.341.4620 (fax)

• colleen_at_cridallas.com
• www.colleenrickenbacher.com
• Author of Be On Your Best Business Behavior
• Next Release Be On Your Best Cultural Behavior