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Body Language and Networking: Making a Lasting Impression

Join us at the PMI Rochester Networking Event on March 27th to learn about the importance of body language in networking and how to make a lasting impression. Our speaker, Linda Marshall, will share her insights and tips on how to effectively communicate through non-verbal cues.

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Body Language and Networking: Making a Lasting Impression

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  1. PMI Rochester Networking EventMarch 27, 2019

  2. AGENDA: March 27th Networking Event AGENDA

  3. INTRODUCING OUR SPEAKER Linda Marshall became an avid networker after taking a course in “Social Capital for Competitive Advantage” at Michigan Business School. Since then, she’s had 13 job offers resulting from informational interviews/meetings and networking and four of those offers were roles created specifically for her. Linda has held various roles as a Program Manager, Project Manager, Quality Consultant, Unit Director, Chief System Engineer, Strategic Planning Director, and Assistant Controller. She was a Senior Portfolio Analyst in the Center of Innovation & Technology Development and loves to collect Voice of the Customer data and turn it into technical requirements that bring a product to market. Linda has a BS in Chemical Engineering from Lehigh University, an MS in Applied & Mathematical Statistics from Rochester Institute of Technology, and an MBA from the University of Rochester Simon School. She is a PMP, Lean Six Sigma Black Belt, an ASQ CQE and a CCUI Corporate Coach. Linda is married to a wonderful husband with whom she lives in Greece. She has two successful and talented children. Linda is the PMI Rochester VP of Outreach.  She is currently a Program Manager at Carestream. 

  4. Body language and networking: what are you really saying?Linda s. Marshall

  5. Impressions – Meeting Someone the First Time People size someone up in less than 7 seconds • How they are dressed • Resemblance to people they know • Stereotypes • 85% of the time, they don’t change their minds. It takes 8 positive encounters to changes someone’s first impression (Harvard study 2015) • https://www.inc.com/jessica-stillman/science-first-impressions-are-even-more-long-lasting-than-you-think.html • https://www.forbes.com/sites/work-in-progress/2015/02/10/the-do-over-how-to-correct-a-bad-first-impression/#7af7d0f455f6

  6. Shaking Hands • Grab a partner – preferably someone you don’t know • Introduce yourself • Shake hands –STOP in the middle of the handshake • How many times are you “pumping”? • What is your hand position relative to the other person’s? • Where are you looking? • How hard you pressing? • Where is your other hand? The Top 10 Worst Business Handshakes https://www.youtube.com/watch?v=exUlCjqQsDA

  7. Dominance http://westsidetoastmasters.com/resources/book_of_body_language/chap2.html • Stronger, harder grip (bone crushing) • Double palmed grip • Palm open –submission, Palm down – dominance • Pointing, chopping, pounding Responses • Place your left hand higher on the person • Reset to your hand vertically – step into their space, turning their hand vertical

  8. Practice Listening Pair up • Person A toward inside of the room will start first • Person B will listen – do not talk, do not check out • Switch speakers • Person A will rotate clockwise

  9. Questions for Listening Pairs • What is your favorite childhood memory? Debrief

  10. Body Language - Reading Clusters Arrogance • Looking down their nose • Pulsing fingertips • Loud voice • Feet on table • Feet in your face • Tower over you Evaluating • Head on palm • Head tilted • Eyes looking up and to the right

  11. Body Language - Reading Clusters Disinterest • Looking away (little to no eye contact) • Using cell (text, taking a call) • Not adding to the conversation content • Feet pointing away • Leaning away

  12. Questions for Listening Trios • What is your favorite childhood memory? • What do you value in colleagues and friends? Debrief

  13. Body Language - Reading Clusters Resistance • Tone of voice • Arms crossed • Legs crossed away from you • Gestures Closed position – arms crossed, legs crossed. Studies show if remained crossed will eventually reject the idea presented. You need to get them to an open position. Here’s how: • Hand them something (drink, pen, napkin) • Take a break • Change topics

  14. Debrief Where are their eyes looking? Where are their hands, arms positioned? Is it a genuine smile or laugh? (micro expressions) Demonstrate Interest • Lean forward • Ask open ended questions • Mirror their body language

  15. Building Rapport First Impressions: What You Don’t Know About How Others See You – Drs. Ann Demarais and Valerie White • Match their talking speed • Look them in the eye and look away – not too often but not too fast • Add to their topic (vs switching topics) • Reflect back your understanding to check you are following • Ask open ended questions • Test for rapport – lead with body language and see if they mirror you. If not repeat. Don’t ask anyone for anything without first building rapport.

  16. Volunteer(s) to Approach a Group • Group coaching • Receptive group • Opportunity to practice

  17. Questions for Listening Groups • What is your favorite childhood memory? • What do you value in colleagues and friends? • What are you doing when time stands still, when you have a sense that you are effortlessly performing/ excelling? Debrief

  18. Networking – Who do you want to approach? • Not the laughing colleagues all from the same company • Not the two friends who are whispering or talking excitedly together • Look at the position of their body relative to their group. Look for the person whose feet are pointed away from the group. They want an excuse to leave the group. • Look for the person alone looking uncomfortable. Make sure you also have an exit line that you are willing to do • I need to refresh my drink, get food, work the room • I need to find my colleague for a work issue • Let me introduce you to …. • Work the room – target either significant conversations or meeting everyone. Think and act as if you are the host.

  19. Practice • Eye contact • http://www.wikihow.com/Look-People-in-the-Eye • Touching • Dominant body language • http://changingminds.org/techniques/body/dominant_body.htm • Leaning • Feet direction

  20. Meeting Wrap up • Chapter news • Upcoming Events • Calendar

  21. AGENDA: Chapter News & Upcoming Events • Looking for an opportunity come VOLUNTEER WITH US…we have several open positions on our website • Check out our DIVERSITY & INCLUSION PROGRAM & join us April 10th at the The Diplomat to learn about COLLABORATING ACROSS DIFFERENCES TO ENGAGE A MULTICULTURAL WORKFORCE with our speaker Valerie Davis-Howard

  22. AGENDA: Chapter News & Upcoming Events: PDD • Professional Development Day is coming – mark your calendars May 2nd @ Rochester Riverside Convention Center • Registration is opened & we are excited to have as our quest speakers…

  23. 2019 Calendar Of Events

  24. Thank you for attending!

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