10 ideas to increase your ability to network and build new clients and friends.

1. Networking: 10 Rules to
Jumpstart Y C
our areer and
G Y T
et our eam on First Base
Ron W , SM
orth PS
Andrea Fitch, RedCarpet Creations
Build Bos ton November 17, 2005

2. What’s in it for you?
2. Establish yourself as a team
player.
3. Impact the professional community
you work in.
4. Expand your circle of friends and
business contacts.
5. Enhance the quality of your
professional and personal life.

3. What is Networking?
Networking is an active, dynamic
process that links people into
mutually beneficial relationships..

4. RULE 1: Establish
Networking Goals
2. Networking is collecting ideas,
referrals and support
3. Start by making a list of 12-15 key
customers who could make an
impact on your business.(Most
Wanted List)

5. RULE 1: Establish
Networking Goals
2. Remember – Color, Style and Fit
3. Body Language
Verbal Vocal Visual
Impact 7% 38% 55%
Control 55% 38% 7%

6. Relationship Building Plan
Chart (by Duoforce Enterprises)
PONTENTIAL WHERE TO WEHRE TO WHOM I STATUS:
CLIENTS OR MEET THEM MEET PEOPLE ALREADY
H=HOT
EMPLOYERS WHO KNOW KNOW WHO
PEOPLE I KNOWS THEM L=LUKEWARM
WANT TO C=COLD
MEET D=DEAD

7. RULE 2: Prospect
Proactively
2. Research the clients on your list.
3. Use the internet, interviews,
industry lead services, D&B, etc.
4. Work the industry events you
attend.

8. RULE 3: Prospect and Qualify
Leads
2. It takes many prospective clients before you get
the right one.
3. Collect business cards, make notes on the
back, record all info.
4. Evaluate each contact.

9. Networking Rules
3
Orders
8 Prospects
36 Leads

10. RULE 4: Work the Market
2. Get involved with associations and industry
groups.
3. Be active on a committee.
4. Write/ Speak / Teach / or Mentor
5. Use this forum to build your reputation and
relationships.

11. Elevator Speeches and Your
personal Informercial
• Must have a good introduction
• Make sure you have a good business
card

12. RULE 5: Be Known as Someone
Who Gives More Than You Take
3. Always do more than your asked for.
4. Be the ideal team player, make those
around you look good.

13. RULE 6: Make Two Calls a Day
2. Two calls a day to people not in your database
will add 500 a year.
3. Stay in touch with all the others who are already
there.
4. Scan the news for reasons to call.

14. RULE 7: Add Value to Bring
in Value
2. Focus on adding long-term value to your
relationships
3. Make customers and clients your friends.
4. Concentrate on successful results.

15. RULE 8: Maintain a Positive
Attitude
2. Focus on what you want the final outcome to
be.
3. Thomas Edison had 1000 unsuccessful
attempts.
4. Celebrate each successful result.

16. RULE 9: Follow Up! Follow
Up! Follow Up!
2. Always follow up within 10 days of meeting
someone.
3. Send personal notes or make a brief call.
4. Do something quarterly for all of the clients in
your database.

17. RULE 10: Let Others Know
What You’re Doing!
2. Monthly Report – APOO
3. Toot your own horn and anyone who is
assisting you with this effort.
4. Get personal recommendations or
testimonials about your company or you.

18. Networking is an ongoing life-
style endeavor. It will:
1. enhance your career
2. contribute to your firm’s success
3. Build new relationships

19. Six Degrees of
Separation
Andrea Fitch

20. Exercise:
Objective: to help prove the principle that everyone is just
six people away from anyone in the world they want to meet
or do business with.

21. Divide each of you into groups of six to eight.
Use a criteria, I.e whoever’s birthday is nearnest the event,
whoever traveled the farthest to get to the event, to select
the first person to be “it.”

22. “It” share with the group either:
a person he/she wants to meet,
a person eh/she wants to do business with
a company he/she wants access to, or
a type of business (accounting, real estate) he/she
wants access to.

23. Options:
2. If group members do not know each other, suggest
they also exchange business cards with each member,
passing cards to the right.
3. Tell the group they may elect to have two people be
“it” with each taking a turn. If so, the other person
might be the one who came in second in the criteria
(birthday, travel) you chose.

24. The rest of the people offer suggestions,
general or specific to help the person get nearer
her/his goal.

26. Networking: 10 Rules to
Jumpstart Y C
our areer and
G Y T
et our eam on First Base
Karen Courtney, A , FSM
IA PS
Andrea Fitch
Build Boston November 17, 2005