Networking Skills Presentation Dec09
description
Transcript of Networking Skills Presentation Dec09
Staff development training
Networking Skills
Develop relationships for your career success
“Tony taught me it isn’t what you know, it is who you know
– and Tony knows everybody”
Sarah Fenwick (Marketing Intern ’08)
Does that mean I know nothing?
Who you know = What you know
Agenda
Why Bother?
• Managing Yourself
• Managing Others
• Planning for the networking event
• Follow up after the event
Networking – Why Bother?
• Career Success
• Personal Confidence
• Gain Knowledge
Become the “go to” person in your organization
What you will learn
• Technique based training
• Identify & capitalize on opportunities
• Follow through to build the relationship
• Staying in touch over time
Step 1: Managing Yourself
1) How you look
2) What you say
3) How you say it
How you look
80% of the impression is formed before youopen your mouth
• Great posture• Head up• Confident smile• Direct gaze• Clothing slightly more formal than the event
Being credible
• No fidgeting
• Sticky eyes technique for strong eye contact– M to F or F to F– M to M
What you say
• Small talks purpose– Put people at ease– Match moods– Identify language style & preferences– Learn about person’s hot buttons
• Listen more than you talk
What you say
• Starting a conversation– Whatzit technique– Whozat technique– Eaves drop technique
• Standard opening questions
Standard opening questions
• Where are you from technique
• Who do you know technique
• Compliment them technique
Your exceptional answers
• No simple answer
• Be a wealth of information
• Never the naked city / job
Always give them hooks to continue the conversation
How you say it
• Flooding smile technique
• Big baby pivot technique
• Always positive
• Say it as long as it’s not• Complaining• Rude• Unpleasant
Step 2: Managing others
• Favour bank
• Active listening
• Spot light on them
• Keeping the conversation going
• Exiting the conversation
Favour Bank Technique
• Every relationship is a bank account
• Make deposits consistently
• Never run a negative balance
Favour Bank
Deposits• Informative article• Passing along relevant
information (work / hobby)
• Connecting them with someone
• Buying them a meal
Withdrawals• Intro to someone• Tour of facility• Notify of Job• Obtain information
Active Listening
• Identify favourite topics
• Word detective technique– Clarifying– Paraphrasing– Emotive listening
Spot light on them
• People love to talk about themselves
• Learn more by listening– Parroting technique– Encore technique
Step 3: Planning for networking
• Preparation tools of the trade
• Define objectives
• Something to say
• Know your techno-babble
• Munching or meeting
• Initiating the conversation
Preparation
• Business cards
• Pen
• Something to write on
• Breath mints / hygiene
You can network anywhere, always be prepared!
Define Objectives
• Specific person you want to meet?
• Information you are looking for?
• General range of contact types you need?
Something to say
• National & local news of the day
• Specific news / research relevant to target
• Google the target
• General industry news / gossip
Know your techno-babble
• Research specific industry terms
• Understand their context
• Identify “hot button” topics in their field
Munch or Mingle
• Can’t do both
• Eat before event
• Light food or drink in hand as props
• Stay away from alcohol
Initiating the conversation
• Commanding the room technique
• Starting a conversation– Instant History technique– Combining Whozat with Intro Compliment– Combining Whatzat with Intro Compliment– I want to meet you technique– Explore faces & Sticky eyes technique
Step 4: Followup after the event
• After the conversation
• The morning after
• The following week
• The following month
After the conversation
• Make notes on:– Key interests– Key needs– Special topics of (future) conversation
The morning after
• Never the naked thank-you technique
• Invite to connect on LinkedInwww.linkedin.com
Proper LinkedIn invitation technique
• Reconnect with “instant history”
• Personalize each invitation
• Make it easy for the person to accept your connection
• How not to connect (blog example)http://bit.ly/donotdothis
Linked In Invitations
The following week
• Provide information of value (based on identified need)
• Ask for something (if needed)
The following month(s)
• Never miss an opportunity to pass along information of value
• Reconnect prior to major event– Will I see you there?– Did you know about ….?
• Look for reconnection opportunities
Reconnection opportunities
• Monitor your contacts– LinkedIn status changes– LinkedIn profile updates
• Industry news announcements
• Holiday / Birthday greetings
• Update your own status
Give people a reason to contact you
Expanding your reach
• Expand your network by mining your connection’s contact list
• Get introduced
• Bring VALUE to the new connection
Final technique: Being well read
• Stay informed on current news
• Stay informed on industry specific events
Benefits:– Ready for small talk– Deliver value to your network
What you have learned
• Technique based training
• Identify & capitalize on opportunities
• Follow through to build the relationship
• Staying in touch over time
Staff development training
Networking Skills
Develop relationships for your career success
Thank-you