Networking for success! - bechbruun.com/media/Files/Videncenter/Kursusmateri… · Networking for...
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Networking for success! Christopher Barrat Greystone Partnership
Transcript of Networking for success! - bechbruun.com/media/Files/Videncenter/Kursusmateri… · Networking for...
Networking for success!
Christopher Barrat
Greystone Partnership
Christopher Barrat
Greystone Partnership
Law
A little bit about me...
LLBLegum
Baccalaureus
Cessnock
RANK XEROX
Christopher Barrat. LLBSales Representative
Meeting new people can be a challenge!
Networking Agenda
• Key principles• Surf the crowd• Meeting• Greeting• Impressing• Leaving• Following up
Practical Building of your Network
Principles of networking 1.It’s not what you know but who you know
Hierarchical Networked
More movementsMore connectivity
More matrix organisations
Principles of networking 2.Networking is NOT SELLING……It is part of the selling process
1.Know2.Like3.Trust4.Buy
HOW
WHAT
Pro
du
cts
Serv
ices
WHO
Principle 3:‘Tipping Point’ influencingLook at differing network roles
End User
Connectors:People who know
people!
Mavens:People who are trusted to know about things !
Salesmen:People who influence
other people !
The wisdom of crowds
The future is here alreadyIt is just not evenly distributed
OuterNetwork
Main Network
The network multiplier
InnerCircle
6,000,000
750,000
500
Who do you know who knows……?
Step by Step Process
1. Invitations and Creations
2. Arriving in the room
3. Meeting and greeting
4. What do you do?
5. Knowing who knows.....
6. Creating a great impression
7. Following up
Invitations and Creations
Think Context not Content
Arriving in the room
Meeting and Greeting
Wo
rds
UN
DER
LYING
AT
TITUD
E
Micro
and
Macro
Expressio
ns
Ton
ality
What impresses people!!!
What’s in a name
• Wearing the badge
• Ecoutez et Repeter
• Word association
• Its OK to ask!
What do you do?
“I am a ……..”
“I help people ……..”
Are you going to be good for me?
Who do they know, who knows……….
Creating a great impression - ‘Rapport’
Matching and Mirroring
……….......------
- - - ---…-…-..-
Speed and Pace
Pitch and TonePhysical
Tonal
Clinically proven to be true!
The Happy Couple‘Thin Slicing’
Don’t sue me –I’m a Doctor!
Creating the right impression
hy
m
alking?Givers Gain
Be InterestedBefore beingInteresting
W
A
I
T
Givers Gain
• What makes a great customer/contact for you?
– What sort of contacts are you looking for
– Is there anyone I might know who could be useful for you ?
Have we been together long enough……?
Following up
Set it up Follow it up
Persistent not Pestering
Don’t sell – just create opportunities
Be Personal!
Following up……..
MEDIA TOOLS
Following up – Make it relevant, or fun, or both!
So what does persistent look like?A case study -
1st actual paid event
v
November 2009
September 2009
June 2006
Strictly Financing eventThomas Maaberg – intro‘You must work with us’
Email follow upsInterest – no action
UKTI courses availableThink ‘Denmark’!
Jan 2007
Invite to Embassy event – ‘no show’
March 2007
Many emails/ discussions withEmbassy and get event –Invite Plesner!!
Aug 2007
Plesner – ‘no show’Follow up next dayAnd meet Pia – very positive
Email Pia – - next steps?-positive, and not now
Sept 07
Email keen responseAnd realistically maybe 2009/2010
Jan 08
Email Pia – could see You soon?
Dec 08
Follow up PiaHow are things going?No Response
Feb 09
Mette email ‘Highly recommended – can I help!
July 2009
Submit ideas andinterviews
