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The Edge for February 2018

An Exclusive Article for NJ ChamberEdge

Now is a good time to brush up on your networking skills - with the state’s top business networking event, the N.J. Chamber’s Walk to Washington, coming up on March 1 and 2. We have asked some members of the N.J. Chamber, the ones we consider some of our best networkers, to dish out their secrets on meeting people and developing prospects. Their answers are below (and if you want attend the Walk to Washington, you can get more info and register by clicking here):

 

Art HendelaGet Their Business Cards, and Write Notes on the Back

Always bring business cards and when you get one, write a note on the back indicating where and when you met the person. When talking to somebody, look for something you have in common – you are both members of the Chamber or you both have been on the Walk to Washington. When I follow up with that person later, I think about what we have in common. Follow up on LinkedIn. Maybe they can be a prospect or they know someone who can be a prospect. One year, on the Walk to Washington, I met someone who introduced me to someone who became my firm’s biggest contract of the year.

– Art Hendela, President, Hendela System Consultants

 

John BorgeseGet to Know the Person, Not What they Do for A Living

At a networking event, don’t go into a conversation asking direct questions about what a person does for a living. Get to know the person as a person because people want to work with people they trust. Also, set goals going in to a networking session. The goal may be to meet five new people or connect with people you previously met. And if you see somebody you already met, bring up something you learned about them before.

– John Borgese, Director, Corporate Alumni Relations, Seton Hall University

 

C Beth KrinskyIntroduce People, and You Will Become Known as a Networker

Before going into a networking event, brush off negativity and say to yourself that something good is going to happen today. Pick up at least two business cards, follow up with your new contacts and set up breakfast or lunch with them before the next event. Try different (networking) groups and see where you feel most comfortable walking over to say hello. Not every group is for everybody. I belong to three different groups with three different sets of people. Introduce people to other people and then you become known as a networker, and people will call you when they need something.

– C. Beth Krinsky, Senior Vice President, Broker/Sales Associate, Weichert Commercial Brokerage

 

Jose Fabrizzio OrozcoA Connection Must Work Two Ways

For every ten people you meet, one or two will develop into strong connections - and that’s enough. Down the line, those strong connections will introduce you to their connections. And remember that the connection has to work two ways. You have to help each other.

– Jose Fabrizzio Orozco, Vice President, Business Development Officer – Ocean and Monmouth Counties, Provident Bank

 

Kim VierheiligDon’t Look at Your Phone

Find one friendly face of one person you know that is going. If you start a conversation with them, they will introduce you to other people and then you are on your way. Or introduce yourself to the organizer of the event, and usually they are able to introduce you to people. And don’t look at the phone. That is a conversation killer.

– Kim V. Vierheilig, Vice President, LAN Associates

 

Tori KramerHang out by the Food

Hang out by the food table and when you bump into somebody, say, “The food looks great.” And maybe find something in common. After that, I’ll ask them, “How do you reach your audience?” I will follow-up with somebody if they have a service or product that is helpful to us. We are looking for partnerships.

– Tori Kramer, Communications Assistant, Northeast Regional Council of Carpenters

 

Sara AndreyevElevator Pitch Must be Under 30 Seconds

Cultivate friendships. The people I’m talking to may not need what I’m selling, but they may have a friend or a brother or an associate who does. Be open, be friendly, have realistic expectations. Introduce yourself and start small conversations. Traffic. Weather. It’s a handshake and a greeting. And be ready to give that elevator pitch. It has to be under 30 seconds.

– Sara Andreyev, Vice President, Business Development, Ontrak Solutions

 

Be an Advisor, Not a Salesperson

Yvonne TrellaDress appropriately. If you are not sure, choose business professional. Arrive early because you might feel more comfortable approaching people before the room gets crowded. Grab a beverage, say hello and start a conversation with the person next to you or seek out someone who is alone. Actively listen. Know your elevator speech, but be an advisor – not a salesperson. Offer advice or helpful tips. Avoid discussing polarizing topics. Follow up shortly after the event with a quick e-mail or an invite to connect on LinkedIn so you can start building a relationship.

– Yvonne Trella, Senior Marketing Specialist, BDO USA, LLP

 

Newsmakers

 

Bernie FlynnNJM Insurance Group President & CEO Bernie Flynn will retire on April 27 after a career at the company that spanned 25 years, including the past 10 as its leader. Mitch Livingston, NJM's COO & General Counsel, has been selected by the Company's Board of Directors to succeed Flynn, becoming only the ninth President in NJM's 104-year history. “Bernie Flynn, in the last decade, could be called the most committed CEO in the state of New Jersey,” said New Jersey Chamber of Commerce CEO Tom Bracken. “He continually gave back to the state, personally and professionally, with the backing of his company.”


Amy Mansue Amy B. Mansue, president of the Southern Region of RWJBarnabas Health, was installed as chair of the Board of the New Jersey Hospital Association, the state’s oldest and largest hospital and healthcare advocacy organization. Mansue also serves as immediate past chair on the NJ Chamber of Commerce’s Board of Directors.


John ZimmermanJohn Zimmerman has been appointed Wells Fargo’s region bank president for the Southern New Jersey region, which includes 66 branches in parts of Ocean, Burlington, Camden, Gloucester and Atlantic counties. Zimmerman, who manages 640 bankers, is based in Moorestown and reports to Northeast Community Bank Lead Region President Larisa Perry.


David SantomDavid Santom was named senior vice president, head of asset management at Peapack Capital, a subsidiary of Peapack-Gladstone Bank. Santom is responsible for all aspects of Asset Management including equipment valuations and reviews, portfolio analyses, end of lease negotiations, equipment inspections and dispositions.


Dr Sandra StrothersDr. Sandra Strothers was named executive director of the New Jersey Chamber of Commerce Foundation's 'Jobs for New Jersey's Graduates' program designed to help at-risk high school students develop the skills they need to flourish in college and in the workplace.


Xfinity StoreComcast announced that it has opened ten Xfinity Stores across the state of New Jersey in less than three years. This milestone is part of Comcast’s strategy to transform the customer experience through the opening of new Xfinity Stores, and create a culture focused on exceeding customers’ expectations. The first Xfinity Store in New Jersey, located in Mount Laurel, opened in March 2015. The tenth Xfinity Store in the state, located in Turnersville, opened in December 2017. Other Xfinity Stores in New Jersey include Cherry Hill, Lawrenceville, Mays Landing, Millville, Rio Grande, Toms River, Union and West Orange.


Greenbaum, Rowe, Smith & Davis LLP announced that Charles J. Wilkes has been named a partner in the firm. Wilkes concentrates his practice on commercial real estate and financing transactions.


Meryl Streep, Debbie Harry from Blondie, Steven Van Zandt of the E Street Band and Buddy "Cake Boss" Valastro are among the inductees for the 2017 class of the New Jersey Hall of Fame. To see full list, click here.