Breaking the Ice: Practical Strategies for Networking Success

IASA 87TH ANNUAL EDUCATIONAL CONFERENCE & BUSINESS SHOW

Breaking the Ice: Practical Strategies for Networking Success

Session #321


Speaker

Darin M Reffitt, Director, EIS Group

Darin Reffitt is Director of Demand Generation and Campaign Management with EIS

Group (formerly Exigen Insurance Solutions.) With over 18 years of experience in

marketing and communications, his focus at EIS Group is on lead generation and lead

nurturing in marketing core system software to insurance companies. He is also a

volunteer with the IASA and chairs the Social Media Subcommittee, leading the efforts

of the IASA to better engage with carriers, vendors, and individual members across

social media platforms. He volunteers with other organizations, writes about marketing,

social media and networking as a Market Expert for Business.com, and golfs, poorly.

@DMReffitt


The Importance of Networking

• Career Advancement

• Job Hunting

• Sales

• Volunteer Positions

• Opportunities you

never expected

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3 Networking Fallacies

1. Introverts don’t make

good networkers.

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2. Networking is

just about

selling.

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3. Online networking

can replace in-person

networking.

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10 Mistakes People Make

1. Failing to Prepare

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2. Arriving too late

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3. Drinking

too much

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4. Focusing on

the food

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5. Waiting to be

approached

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6. Spending the whole time

with existing contacts…

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…or, 7. Neglecting

existing contacts

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8. Fixating on

the phone

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9. Not finding a

reason to follow-up…

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…or, 10. Failing to

follow-up at all

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Planning for Success

Determine your

networking target(s)

• Types of jobs

• Industries/Companies

• Seniority Level

• Is there a pre-attendee list?

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Set Goals GOALS

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Prepare to answer

common questions…

• What do you do?

• What does XYZ company do?

…in an uncommon way

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Practice answering

those questions!

• Should have the answers

memorized

• Practice with a friend or

family member

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Catch up on the latest news,

sports, and entertainment

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Bring a wingman

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Dress appropriately

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Eat before you go

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Don’t forget:

Business Cards Pens Breath

Mints/Spray

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At the Event

Consider

Arriving Early

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At the Event

Alternate

water/soda

with drinks

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At the Event

Smile!

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At the Event

Watch your body

language…

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At the Event

…and your posture

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Reading the Room

Look for others

standing alone.

…they’re likely feeling as

insecure and out of place

as you.

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Reading the Room

Look for “open” groups

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Reading the Room

Look for an “open 2”…

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Reading the Room

…instead of a “closed 2”

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Reading the Room

Look for an “open 3”…

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Reading the Room

…instead of a “closed 3”

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Reading the Room

Open groups come

in all sizes

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Minding Your Manners

Think about whether

YOUR group is open or

closed…

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No Open Groups?

Get in line – for a drink

or for food

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No Open Groups?

Hang out at the bar &

chat with people

waiting for drinks

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No Open Groups?

Leverage your wingman.

Leverage your

wingman!

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Once You’re Connecting

Give your undivided

attention.

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Practice Active

Listening

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…and ask follow-up

questions

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Find a reason to

follow up.

“I should introduce you to ____________”

“I’ll send a great article I read about _________”

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Offer to help the

other person

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Ways to Escape a Bad Connection

Wrap up.

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Show respect for

his/her time.

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Leverage your

wingman.

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If all else fails…

… head to the

restroom!

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Don’t be this Person:

The Salesman

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The Gossip

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The Wallflower

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The Drunk

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The Stand-Up

Comic

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After the Event

Follow up.

FAST!

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After the Event

Connect on LinkedIn

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ProTip:

Message 2 people

each week on

LinkedIn.

104 touchpoints per year!

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In Closing

Social Networking

is important too.

Join us today for

Social Media 2.0

3:30-5:00PM

Lagoon I

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In Closing

Look for us at

tonight’s

Networking

event!

7:00-10:00pm

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Questions?

Thank you for your time!

Any questions for today’s

speaker?

Darin

Reffitt

@DMReffitt


References

Bounds, Andy; “The Jelly Effect” – Detailed networking

planning and examination of open/closed groups

Brown, Rob; “Networking for Introverts: How to Make

Connections that Count Without Being Sleazy”

Coburn, Derek and Chris Brogan; “Networking Is Not

Working: Stop Collecting Business Cards and Start Making

Meaningful Connections”

Gitomer, Jeffrey; “Jeffrey Gitomer's Little Black Book of

Connections”

Richards, Peter; “Networking Meaningfully: How to get from

a handshake to a business opportunity”

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