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THE ART OF

NETWORKING

by Joel Kessler
H ave you ever thought that every time you’re in front of a new
connection having a conversation you are in fact speaking
in public and being judged in more ways than you might
realize? It is a good refresher to be reminded of the basics and the
many things going on in the other person’s mind when we are doing
our best to make a good impression. We are judged and evaluated in
three ways and over 55 percent of it is all non-verbal so be careful of
your body language—it speaks volumes. We are evaluated on how we
look, the way we’re dressed, groomed and present, which plays a big
part of what they are thinking of us and whether they will actually
connect. 38 percent is how we sound. Do we inflect our voice or do
we speak in monotone? Try pausing before we make an important
point to add suspense and to get the other person to really listen
right when we need their attention the most. Pay attention to your
voice—do you have a presence as you speak and a tone that says: “I’m
an authority and in control.” To see how important all of this is watch they are important and to the point. It is always a great idea to speak
your reaction to the next person who you meet and is presenting an to people in terms of their interests and we do that by listening.
idea to you. What makes you sit up and take notice? Finally only 7 For more networking tips contact Joel Kessler at jkessler58@
percent are the words we actually say are meaningful so make sure earthlink.net or Andrea Nierenberg at Andrea@nierenberggroup.com.
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Life in Naples | March 2017 35