Networking: It’s What You Do AFTER the Meeting!

by Dayna Steele, Vollmer Community Manager 

As an author and a speaker, I am often called upon to talk about networking -- like there’s a big secret to how it’s done.  It’s actually quite simple.  Networking is not about getting out and meeting people. Networking is about what you do after you meet people, the follow-through and keeping in touch.

Speaker, author and Help A Reporter creator Peter Shankman likes to tell the story of Paramount Pictures executive Barry Diller. Barry used to go through his Rolodex every day and call 10 different filmmakers and others, just to touch base and find out what they were working on and how they were doing. These filmmakers and others often thought of Barry first when they had a hot project. Many credit the huge success of Paramount Pictures during this time to Barry’s daily calls.

You may not be Barry Diller, but there is no reason you can’t do the same thing he did. Successful relationships, business or personal, take time and nurturing.

Here are just a few things that should be a part of your networking repertoire:

• Write a personal note after an in-person meeting – either to say thank you or a simple, “It was nice to meet you (or see you).” An email is fine, but a handwritten note stands out more.
• On Facebook? Check each morning to see who is having a birthday and leave a message on their wall or actually make a personal call.
• See an article or blog post that makes you think of someone? Copy the URL and send it to that person with a note: “This made me think of you.” We ALL like to know others are thinking about us.
• ALWAYS write a thank-you   note when anyone does something nice for you – an introduction, a client lead, free tickets to something, a meal, whatever.  If you are doing things right, you should be writing at least five thank-you notes a week -- if not more.
• Did you talk about a specific thing or information the other person needed that you had?  Follow through with that promised information or item within 48 hours, even if it’s just to say you are still gathering the information.
• Go through your network – your address book, Facebook, LinkedIn, Twitter – and touch base with several people each day. This keeps you top of mind just like the  aforementioned Mr. Diller.

Here’s a recent example of how I work.  Earlier this week, a local food critic invited me to join her at one of Houston’s newest restaurants.  Management wined and dined us thoroughly. (It’s always nice to go to a restaurant with a food critic).  I followed up with a thank-you note and a copy of my book to the restaurant manager. The food critic and I had talked about my husband’s new novel, so she got a thank-you note and a copy of the book, Specific Impulse.  I posted the pictures of the food and information on the new restaurant on Facebook, with links to the establishment and the chef.  Not to mention, I’ll be back – the food was amazing!

Networking is not for sissies. It takes work and it takes work on a regular, daily basis. Who have you networked with today?

Dayna Steele works with Vollmer Public Relations as a media consultant, Community Manager and editor of the Vollmer e-newsletter, Vollocity. She is the author of Rock to the Top: What I Learned about Success from the World’s Greatest Rock Stars. Her new book, I’m With the Band: Network Your Way into Anything, Anywhere, Anytime!, is scheduled for release in January 2011. AOL has called her “…one of the foremost experts on career networking.” For more information, visit www.daynasteele.com or network with her on Facebook on the Steeleworkers page!

How to Introduce a Speaker

by Tony Shelton, Shelton & Caudle Communication Training &Crisis Counsel, a division of Vollmer Public Relations

Too many introductions run too long.

They recount faithfully the speaker's degrees, job history and seemingly every award she has won since second grade.  Rather than get the audience's attention and convince them that something good is coming their way, such introductions cause the audience to tune out.  That can give even the best speaker a handicap from the start.

An effective intro, on the other hand, gets our attention and whets our appetite for the speaker's words.  The best intro:

• Is less than two minutes long
• Gives just enough examples of credentials (2-3, no more) so audience members can decide the speaker probably knows what she or he is talking about
• Connects the speaker to the "introducer," to the occasion, the location and the audience members and organization in some meaningful way
• Includes a lighthearted reference to the speaker's humanity and passion for the subject matter.
• Say the person's name, initiate the applause and sit down.

Dayna Steele, a motivational business speaker (and occasional media trainer for Shelton & Caudle), has a good example of an intro she provides to meeting planners:

Our speaker is the author of Rock to The Top:  What I Learned About Success From The World’s Greatest Rock Stars.  She reigned for years as Houston’s First Lady of Radio, creating an army of fans known as Steeleworkers and her radio broadcasts have taken her to concerts and interviews with countless bands and rock stars around the world. She is also the creator of Smart Girls Rock and was named one of the “35 People Who Inspire Us” by Reader’s Digest.  Ladies and gentleman, please welcome Dayna Steele.

At that point, all the introducer should do is sit down and enjoy the show!