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Tis the Season To Be...Networking
The holidays are a great time to make networking connections that can ensure you get a strong start for your business
or career in the New Year, says marketing services specialist Hank Blank (www.hankblank.com). Here are his tips to maximize your
networking effectiveness during this holiday season:
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Do it.
Many people check out during the holidays and basically shut down networking for weeks. Whether you’re looking for
work or in need of some new recruits, the holidays are a terrific time to network because there are numerous events taking place and people tend to be more open and helpful during the
holiday season. Many of these holiday events also bring out a lot of influential contacts that may not attend industry functions regularly during the year. They come out during the
holidays.
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Be prepared.
Make sure that you bring your business cards and keep them handy. No cards? Don’t go. Keeping a number of cards in
your hand is a good practice. You also need a pen to jot down key words that will remind you of your conversation for future follow up. Make sure that you get the business cards of the
people that you encounter.
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Be proactive.
The biggest mistake that people make with networking is that they treat it passively. You have to be proactive. Going
to industry events and hanging around the punch bowl with your friends and only talking to your friends isn’t networking. It’s socializing. If it is a company party, network with people in
other departments you don’t know well and find out who they know. Employee referrals produce some of the most productive new hires a company makes.
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Networking as the golden rule.
You are not there to sell your services. Listen first and find out their personal interests and write those down for
follow up. Find out ways that you can help them first and provide added value. If you want people to know what you know, they have to know that you care first.
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Don’t blow it.
Your behavior is your credibility. If you feel you have had too many holiday cocktails, you are probably right. If you
feel you are over the top, you probably are and it is time to leave. You don’t want to damage your reputation.
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The editors of SalesForceXP also have a few suggestions of our own to add to this list to help you maximize
your networking effectiveness during this holiday season:
Be merry and bright.
It’s no always easy to muster the energy to try and connect with people at social events. Many of us are shy or
reluctant to approach strangers. That’s why it’s important to get mentally geared up before you even show up. Because your attitude often guides your behavior, you must overcome any
negative self-talk that could hinder you from reaching out to others.
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Put on your elf ears.
You probably tell your sales reps that listening to prospects is more important than talking to them. The same holds true in
networking environments. Listen carefully to discover shared interests or goals. People feel flattered when you show an interest in them and their work, and they will reciprocate your
demonstrations of sincere interest.
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“Renetwork.”
If networking is all about establishing mutually beneficial relationships, “renetworking” is showing those who you
already have just that sort of relationship with how much you appreciate them. A handwritten thank-you note and an appropriate gift (see our selection here and online at www.salesforcexp.com/holidaygifts) is a simple yet effective way to cement important relationships.
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