Networking… For The Shy People  Gary Pezzuti - North, West & Central Jersey Chapters: Networking… For The Shy People Gary Pezzuti - North, West & Central Jersey Chapters Region 13 Meeting Rockford, IL 14 April 2007


Networking… For The Shy People: Networking… For The Shy People This session will address the following: What is Networking… and what is not Networking Why People Network… and why they don’t Network When to Network… and when not to Network Effective Networking… and ineffective Networking The Greatest Networking skill The do’s and don’ts of Networking Things to do AFTER the Networking event


Networking is not… : Networking is not… Looking for a new job Prospecting for new business contacts Socializing with friends / co-workers Meeting all the people who can help me… and telling them all about me…


Networking is… : Networking is… The development of contacts or exchanging information with people of similar / related interests and introducing them to those who might be of mutual beneficial assistance.


Why People Network… : Why People Network… Time to participate… To Buy / Learn / Investigate To Sell / Promote / Share Social Development / Fellowship The UNDERLYING reason APICS people network is… Career Enhancement


Why people attend APICS events : Why people attend APICS events Time to participate… To share expertise - exchange ideas To seek customers, suppliers, career opportunities To hear specific topics from ‘the experts’ To learn of educational offerings To be part of something … Fellowship The UNDERLYING reason we attend APICS events is… Career Enhancement … and you can help them in all of these…


Why people stop attending APICS events? : Why people stop attending APICS events? Too busy Changed careers Company not supportive They become bored with “… the same old…” All based on lack of PERCEIVED value… The underlying reason people stop attending APICS events is… We failed to identify with their WII-FM


Networking : Networking Best when you’re employed and happy It’s not about you… it’s all about them Most enjoyable when you have more to give than get Go with the intent of why THEY are here… and how YOU can help them Rely on sincerity rather than overconfidence Relate to them as a friend… rather than a potential client Identify what ‘They Want’… ASK…; LISTEN…; ASK AGAIN … Ask from the “What would it be like…” perspective “Replace Your Goal-Oriented Agendas With Trust-Building Agendas.” Ari Galper The WII-FM It’s not who you know… but who knows you


The Greatest Networking skill?: The Greatest Networking skill? When did you finally discover that nobody cares what YOU want?? How Do You Identify What They Want??? ASK… Then LISTEN Because you are listening… you will ask relevant questions delving deeper into What They Want… “Successful people ask better questions, and as a result, they get better answers.” - Anthony Robbins Its about finding places you can contribute… Its about Planting – Tending – Harvesting… Its about Life’s Balance … the Circle of Life…


Specific reasons to attend a PDM: Specific reasons to attend a PDM Investigate educational opportunities The topic of the evening Find a job Find an employee Software solutions Hire a consultant Investigate a process / system


Why do people buy? By Gary Stauble: Why do people buy? By Gary Stauble People buy the feelings that they expect to get from a product or service. When you buy anything, you ask yourself "why" several times. Your first answer might be "because I enjoy / like it“. If I kept asking you, "Why is that important?" eventually you would say, “… it makes me feel good".


Why do people buy? Continued…: Why do people buy? Continued… It’s the same answer whether you are buying a house, a car or a pet. Be aware that people buy the expected feelings that they will get by attending a PDM. If we know that people buy emotionally and that what they want is to feel good about what they purchase and about themselves, we can provide a better PDM


Specific areas / topics in which you can assist other PDM attendees: Specific areas / topics in which you can assist other PDM attendees Investigate educational opportunities Find a job Find an employee Software solutions Hire a consultant Investigate a process / system Presentation / Platform Skills Screening / Interviewing Candidates Resume Preparation – Job Search PC Skills – Excel, Access, PowerPoint Mentoring / Managing Others Project Management Skills Promote-ability CPIM-CIRM-CSCP Preparation PDM topics of interest to them / their company PDM speakers within their company


Make a Friend…: Make a Friend… When our MEMBER is our FRIEND… we can assist them in maintaining their viability in an ever-changing marketplace. Just imagine… what our chapters could offer ALL Members - ALL Students - All PDM Attendees if we came to know and treat them as Friends It might even increase membership…


Network Management… at the PDM: Network Management… at the PDM Make a point of greeting each attendee Make at least 1 introduction before you move on Appoint a “host” to each new attendee Follow-up on introductions to assure both parties interest Make additional introductions as the evening progresses Never allow anyone to stand / sit alone Disperse BOD & Instructors at dinner Post yourself at the exit and THANK them for attending


Network Management… after the PDM: Network Management… after the PDM Write notes immediately on their business card Create a Master List / File using keywords for future searches Follow-up with an additional introduction that may be helpful Pass along a new contact to someone not in attendance Specifically invite a new attendee to the next PDM 1 week prior


Brainstorming - Idea Development: Brainstorming - Idea Development ….. Any thoughts? Have NAME TAGS!!!!! Identify 1st Time Attendees with ribbon or dot on their NAME TAG Ask a Human Resource Professional to attend Invite a Sales Professional with a win-win attitude, e.g.: Software Vendor, 3PL Provider, Office Services / Supplier, etc.


Networking… For The Shy People  Thank You!!!: Networking… For The Shy People Thank You!!! Gary Pezzuti - garyp@nac.net North, West & Central Jersey Chapters