Newspaper article THE JOURNAL RECORD

Professional Marketer Offers "Secrets" on Effective Networking

Newspaper article THE JOURNAL RECORD

Professional Marketer Offers "Secrets" on Effective Networking

Article excerpt

The "Caged Animal," the "Prison Guard," the "Mannequin" and the "Head Bob" are all textbook examples of what not to do at a networking event, Samuel Marshall told the group attending Thursday's luncheon program hosted by the Greater Oklahoma City Chamber of Commerce.

Marshall is a marketing professional for Walker Companies, and has appeared as the keynote speaker at a number of marketing events throughout the metro area.

Marshall gave names to certain behaviors sales people should avoid when attending a networking event.

The "Caged Animal" describes how it looks when sales people continually walk back and forth in front of their 10-foot booth at a trade show.

The "Prison Guard" stands with arms folded in front of the booth. The person's deadpan expression gives the impression that they are somewhat less than thrilled to be there.

The "Golfer" is so bored, he or she pretends to be golfing, swinging their imaginary club in the air. (This is particularly discouraged if your company does not sell golf clubs, Marshall stressed.)

The "Yawner" is self-explanatory.

"How attractive is that?" Marshall said, adding further unpleasant details to the scenario, such as bad breath and food stuck in the yawner's teeth.

The "Mannequin" (which Marshall admitted he has been guilty of himself) looks directly at the person that is speaking to them, but doesn't hear a word.

"You remember how Charlie Brown's teacher sounds in the cartoon? 'Wamp-wamp-wamp,'" Marshall said. "Then he asked me a question. I just said, "I agree' and got out of there."

The "Head Bob" describes someone who continually bobs their head to the left and right of the person speaking to them in order to see who else is in the room.

The purpose of a networking event is not to sell, but to form long-term relationships, even friendships, he said.

Marshall offered several definitions of the word "networking." His favorite, he said, was "building mutually beneficial relationships with people you trust and respect." Other definitions include "establishing a rapport with others" and "giving and receiving helpful insights and knowledge which result in personal and financial growth. …

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