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Networking skills: What they are and how you can improve them

Networking skills: What they are and how you can improve them. Business Link team meeting: 2 August 2007 Richard Brown, Veale Wasbrough. What we are talking about. What is networking What inhibits us Creating confidence First impressions Networking itself Hints and tips Practice.

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Networking skills: What they are and how you can improve them

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  1. Networking skills: What they are and how you can improve them Business Link team meeting: 2 August 2007 Richard Brown, Veale Wasbrough

  2. What we are talking about • What is networking • What inhibits us • Creating confidence • First impressions • Networking itself • Hints and tips • Practice

  3. What is networking? • Ritual of mutual self interest • Creates a broader web of contacts • Mouth to mouth marketing • Helps you to focus on what is important for you and your business

  4. Why do we do it? • In a professional market, it is the server who is judged first • You are the server and it is you who makes the difference • Networking helps to grow your business • It is an essential function

  5. Networking funnel

  6. Networking funnel EVENTS

  7. Networking funnel EVENTS CONTACTS

  8. Networking funnel EVENTS CONTACTS CARDS

  9. Networking funnel EVENTS CONTACTS CARDS PHONE CALLS

  10. Networking funnel EVENTS CONTACTS CARDS PHONE CALLS MEETINGS

  11. Networking funnel EVENTS CONTACTS CARDS PHONE CALLS MEETINGS NEW BUSINESS

  12. What gets in the way?

  13. What gets in the way? • Fear • Lack of self confidence • Poor communication skills • Inexperience • Shyness

  14. What can we do to improve? • Self confidence & positive thinking • Appearance • Planning • Behaviour • Techniques • All of these will make you a better networker

  15. HENRY FORD

  16. If you think you can, or if you think you can’t – you’re right

  17. Confidence • Our feelings are based on self worth and esteem • What we feel will be reflected in how we look

  18. Confidence • Strive to have a good self image • Build your confidence • Positive thinking

  19. First impressions • You will never get a second chance • Think about your appearance • How would you like others to see you • Clothes, hair, shoes, jewellery, posture, aura • Allow plenty of time to prepare yourself • Handshake

  20. Plan your material • Business cards - easily accessible and together in one place • Somewhere to put received cards • Remembering names • Pen and paper • Badge?

  21. The event itself • Arrive early • Familiarise yourself • Try to relax – take deep breaths • Check your appearance and props • Create positive thoughts • Try to see the delegate list • Seek out target delegates

  22. Behaviour and conversation • Smile and appear friendly • Look for people like yourself • Take an interest in your contact • Be genuine and sincere, people can spot shallowness • Ask open questions • Speak clearly and audibly

  23. Behaviour and conversation • Keep conversation interesting • Avoid controversy • Have a message • Avoid eating if possible • Drink only to appear sociable • Be alert for opportunities • Be a good host – not a salesperson

  24. Entering a group

  25. Entering a group • Often seen as difficult • Aim for a medium group – say 2, 3 or 4 • Position yourself opposite the person speaking – appear attentive • When the speaker catches your eye, others will turn in your direction • You step in • Be ready to say something

  26. Leaving a group • Don’t get tied to one person or group • Introduce contact to another person, then excuse yourself • Say there is someone you need to meet – and leave with confidence • Others will understand – it is a networking event • Practice

  27. Set some targets • Set yourself some objectives such as: • Exchange cards with at least three prospects • Meet someone from one of your target companies • Introduce a colleague to one of your contacts • Obtain a copy of a delegate list • Don’t be too ambitious

  28. Review • How did you perform • Did you achieve your objectives • What worked well and what didn’t • Make notes to help you to remember • Follow up any warm contacts • Add key contacts to mailing list • Keep colleagues informed

  29. Summary • Networking is an essential function • Networking is based on self confidence • Some basic skills will improve your networking performance • Sincerity and a genuine interest in others will help considerably • Above all – ENJOY!!!

  30. Richard BrownPartner Veale Wasbrough LawyersOrchard CourtOrchard LaneBristol BS1 5WS Telephone: 0117 925 2020 Mobile: 07887 942849E-mail: rbrown@vwl.co.uk

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