Hello. I’m Matt from Path.@mvanhorn@mvanhorn

Balls and RelationshipsHow to Grow Them

• Figu re o u t h o w to m ak e a c o ld c all a w arm o ne b y u s ing

yo u r n e tw o rk

• Fac e b o o k / L in k e d In

•Gu e s s ing e m ail ad d re s s (Go o gle , s lid e s h are )

• C all c o rp o rate nu m b e r an d e xte n s io n at o d d h o u rs lik e 7-9

AM , 5-7 PM

How to reach people you have no relationship with?

LinkedIn

IM

•With in 48 h o u rs o f m e e ting s o m e o ne , s e n d a

q u ic k 2-3 lin e e m ail

• Try to m e n tio n o n e u n iq u e th ing yo u s p o k e

ab o u t th at w ill h e lp th e m re m e m b e r yo u

•Ad d o n Fac e b o o k , L in k e d In o r Tw itte r (if yo u

fe e l c o m fo rtab le an d p lan to m ain tain a

re latio n s h ip )

• S e tu p 1 o n 1 tim e to c o nne c t o ve r b e e r,

c o ffe e o r fo o d

Follow-up After Meetings

• Re gu lar lu nc h /d inn e r/d rin k s /c o ffe e m e e tings (S c h e d u le

e ve ryth ing – p u s h b ac k if n e e d b e )

•M ark yo u r c ale nd ar m o nth ly “Ping c o n tac ts ”

•Go th ro u gh yo u r ad d re s s b o o k , nam e b y nam e ,

e m ailing/c alling

•Wh e n vis iting a c ity, p ing all c o n tac ts , m e e t w ith th o s e yo u

c an o ve r a gro u p d in n e r o r d rin k s , Tw e e t-u p

Maintaining relationships

• S e e k o u t in flu e n tial fo lk s th at yo u re s p e c t

an d c an le arn fro m

•As k th e m to b e yo u r m e n to r

• K e e p m o nth ly c o n tac t w ith th o s e m e nto rs

Personal Board of Directors (Mentors)

• S e t b u s in e s s c ard go als (1 5) / h o w m any fo llo w u p

m e e tings (5) / fac e b o o k frie n d s c an I ge t in o n e n igh t? (1 5)

• Brian Wo ng tau gh t m e to as k “Wh at is yo u r s to ry?”, o p e n

e n d e d q u e s tio n th at c an le ad to gre at re s u lts

•Go al is n o t to h ave th at m e an ingfu l o f a c o nve rs atio n , go al

is to e s tab lis h any tim e o f re latio n s h ip and fo llo w -u p w ith

fo o d / b e e r / c o ffe e / c all

How to rock a networking event

• B e au d ac io u s , e ve ryth ing is o u t

o f re ac h if yo u d o n ’t try

• Fo llo w -u p , m ak e re latio n s h ip s

o u t o f m e e tings

•M ain tain e x is ting re latio n s h ip s

an d b e a re s o u rc e fo r th o s e p e o p le

Summary

Questions?

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