Networking_Skills_SumitMehta

Networking Skills

Improving your Networking Skills

Prepared By Sumit Mehta 1

A supportive system of sharing information and services among individuals and groups having a common interest.

Creating a group of acquaintances and associates and keeping it active through regular communication for mutual benefit

Networking depends on relationships

Definitions


Many sales people get 80-

90% of their business through

networking organizations.

•A referral generates 80% more results than a cold call.

74% of all buying decisions are made

on a friends recommendation.

•Meeting 2-3 people at an event and learning more about their needs and challenges is far more valuable than collecting (or giving away) 20 businesses cards.

About 70% of all jobs are

found through

networking.

•Socially embedded employees are 40% less likely to quit their job.


Video

http://youtu.be/kPRjkUwfzUc


One simple rule

“It takes only a moment’s conscious decision to become a networker, with no interference to one’s daily routine. All it requires is a slight shift in attitude, and adopting one simple rule:

• Greet each new acquaintance with an openness to learn more about that person, a willingness to help, and an offer to stay in touch.”


How big is your network?

People you have known in

the past

People you know now

People you will know in the future


Video

http://youtu.be/PrnVSQvGjBg


Dunbar’s number

150 = the maximum number of people with whom we can maintain relationships

Hypothesis by primatologist Robin Dunbar that 150 is the maximum number of social interactions you can manage

It is the number at which groups start to break down

The number is higher or lower across different species of social primates


3 reasons for networking

Operational networking

• The purpose of this type of networking is to ensure coordination and cooperation among people who have to know and trust one another in order to accomplish their immediate task e.g. direct reports, superiors, peer group and key outsiders such as suppliers, distributors and vendors.

• Usually Internal and Task focused

Personal Networking

The purpose of this type of networking is to exchange important referrals and needed outside information.

It covers the people outside your organization who can help you with personal advancement e.g. friends, relatives, professors, Authors, Blogs of subject matter expert, trainers, coaches and counsellors, neighbours.

Usually external & share common interests.

Strategic Networking

The purpose of this type of networking is to know people who can help you shape your future goals & direction e.g. knowing right contacts who would help getting the right people ( Centre Managers or TLs or Am’s) Right BPO partners ( Gathering information from relevant Contacts about BPOs who would fit into requirements of the Current Business Needs / pricing / pace of delivery etc...in other words who can deliver Value ) Right processes ( Best practices in similar processes which can make it successful in the shortest time etc) Competitor activities.

May be internal or external & are future-oriented


HOW TO NETWORK


Start off networking with your existing connections

Work on networking first with old friends, distant relatives, and people you went to school before moving on to people with whom you have a more feeble connection.


Learn the art of the chit-chat, or small talk

It's an opportunity for you to get a feel for the other person, and for them to get a feel for you.

Reveal something about yourself.

Encourage the other person to continue sharing.


Approach the networking experience from the perspective of "How can I help this person?"

Some people think of networking as a selfish act, because some treat the process as a means to an end instead of an end in itself.

Instead, try approaching a networking situation being willing to help someone else out first. If you genuinely try to help others out, they'll want to do the same for you. Then, the motivation for mutual assistance will come from a genuinely good place.


Follow up

Don't get someone's business card or e-mail address and forget about it. Find a way to stay in touch. Maintain your network. Because your network is like a tree: without nourishment, it will die. Be sure to give it the attention it needs to stay alive.


Networking made easy (easier)

Attend events

Participate in events with activities

Speak at events

Volunteer to help organise events

Host an event

• The “One minute talk” or “Ice-breaker conversation” is required for all the above


The one minute talk should answer four questions…

Who are you?

What do you do?

Why are you here?

Why should the person you are speaking to care?

It’s about them, not about you!


Source of Networking

Offline Networking Online NetworkingAttend events Host, or participate in, webinars

Participate in events with activities Subscribe to news feeds, or curated online journals

Speak at events Write a blog, subscribe, comment (= peer review)

Volunteer to help organise events Forward “this might interest you” articles

Host an event

Engage in online communities (90:9:1 Rule)Remain hidden in groups (90%)

Respond to others’ contributions (9%)Start conversations (1%)

Telephone calls Join appropriate groups in Linked In

Video and Teleconferences Twitter

Visit of other clients at call centers Wtsapp

Performance reviews RSS feeds @ Google Alerts

Attend Interdepartmental meetings A particular Company Alumni group etc

Discussion with stake holdersBlogs of Subject Matter experts

Meeting Vendors


10 Networking Tools that Work The cell phone

The business card

The small talk

The names

The outfit

The body language

The listening

The address book

The mints

The always network attitude


Your networking plan

Map your network

Identify your critical connections

Engage and add value

Develop & grow your network


Your action plan…

See it

Say it

Write itDo it

Review it


Thank You


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