Fundamentals of Networking

Kevin Brennankevin@gr8seminars.com

http://www.gr8seminars.com

Wednesday, 26 November 2008

Thanks!

• To the British Chamber of

Commerce in Lithuania for hosting this event and for the invitation for me to speak!

• And, to you, for allowing me to spend some of your valuable time with you!

What is Networking?

What is Networking?

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

What is Networking?

Networking is a way of life and a career asset

Overview

• 70% of jobs are found through networking

• It’s about relationships and information sharing

• Sincerity is of the utmost importance

• Never underestimate the power of a “Thank You” or an “Aciu”

Three Types of Contacts

• Initial contacts---People who you know

• Secondary contacts---People who know people who could help you

• Key contacts---People who could help you

Quiz

Where is that key contact to be found?

Quiz

Perhaps he or she is sitting to your left or right

Exponential Explosion

You

Secondary Contacts

Secondary Contacts

Secondary Contacts

InitialContacts

InitialContacts

InitialContacts

InitialContacts

KeyContact

KeyContact

KeyContact

KeyContact

It All StartsHERE

Multiplication Factor

1

10

100

What do you gain from networking?

What you gain from networking• Getting the word out about yourself

and your services• Finding what others have to offer• Information on your target market• Advice and ideas• Sponsors• Referrals• New friends and associates and

access to all of their talents and their networking circle

Some Common Obstacles to Networking

Some Common Obstacles to Networking

Can be summed up in just one word…..

Anyone want to venture a guess?

Some Common Obstacles to Networking

Can be summed up in one word

“FEAR”

Some Common Obstacles to Networking

• Fear of rejection• Fear of appearing needy or

weak• Fear of imposing on others—

being pushy or aggressive• Fear of wasting time• Fear of dealing with strangers

Offset FEARS…..

….don’t be too critical of yourself

….think positive, be positive

….you are unique, special, and have much to offer

Networking Motivation

• Find a motivation that is more compelling than the obstacles that block you from networking

• Complete this sentence: My compelling reason to

network is ______________________________

When Do We Network?

A. During “Network Events”B. During Business Lunch

MeetingsC. At the GymD. On the TrolleyE. All of the Time

When Do We Network?

E.All of the Time

Three Phases of Networking

• Networking Preparation• Networking Execution• Networking Follow up

Networking Preparation

• Prepare goals and agenda• Prepare conversation starters• Prepare self introduction• Prepare requests that are short,

clear, specific, and undemanding

Networking Execution

• Be willing to share your time and energy

• Gather some information from every meeting

• Obtain contact information • Reassure that you will treat

contacts with dignity• Monitor conversation time

Networking Follow up

• Follow up promptly on referrals• Express thanks for time,

referrals, and ideas via an email, letter, or phone call

• Let your contact know how your conversations went with their referrals

Creating a Contact List• Business associates• Friends• Family• Neighbors• Clergy• Christmas lists• Volunteer associations• Community groups• Competitors• Local Chambers of Commerce• Professional associations• Hobbies• Accountants• Attorneys• Bankers• List can be infinite

Managing your attitude

• Think of it as exploring or researching rather than networking

• Don’t wait until it’s fun• Be prepared and ready• Exercise (rehearse)• Maintain/expand your knowledge base• Join organizations• Attend professional conferences• Expect highs and lows• Be patient• Think positive. Be positive

Networking tips• Quality vs quantity• Slow down (Few people get married on the first

date)• Go low tech (Face to face is best)• Diversify• Introductions• Practice 3rd party networking• Avoid “hair on fire” networking• Make random “hello” calls• Unlearn shyness• Reinforce “positive force” people; remove yourself

from “negative force” people• AND___ALWAYS BE PREPARED!

Think of Networking as…• Never miss an opportunity• Everyone has value• Trust in your ability and the ability of others• Work your environment• Organize your thoughts and plan• Respect yourself and others• Know what you can offer• Initiative is a key• New contacts are as valuable as the old• Get one new contact a day

Questions

?