Maximise Your Networking Performance Karine Burns ERCC Masterclass Whole Foods Market, Giffnock...
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Transcript of Maximise Your Networking Performance Karine Burns ERCC Masterclass Whole Foods Market, Giffnock...
Maximise Your Networking Performance
Karine BurnsERCC Masterclass
Whole Foods Market, GiffnockThursday 28th March 2013
Agenda
• What’s Networking• Maximise your potential• Preparation is everything• Work the event• Following up after the event
Your Networks• Ex-work colleagues• Family• Friends• Clubs, hobbies
• Trade bodies• Professional
Institutions• Chamber of
Commerce
• Accountant• Business Adviser• Suppliers• Bank
Preparation is everything…
• Tools of the trade• Define objectives• Something to say• Initiating the conversation
Tools of Networking
• Business cards• Pen• Something to write on• Fresh breath
You can network anywhere so always be prepared!
Define Objectives
• Who do you want to meet?• What information are you looking for?• What range of contact types do you need?
Something to say
• Initial small talk – Put people at ease– Match moods– Learn about the person’s hot
buttons
• Listen more than you talk• Have your Succinct Sentence
ready
Powerful questions
• Where are you from?• Who do you know?• How did you get involved in...?• What advice would you give me if.......?• What do you love most about what you do?• What separates you from the competition?
More powerful Qs
• What changes have you seen taking place in your profession?
• What do you see as the coming trends?• What do you like to do in your spare time?• What one thing would you do with your
business if you know you could not fail?• What is the strangest or funniest thing you’ve
experienced in business?
Succinct Sentence
• Self-explanatory and simple• Actively transfers specific
information• Immediately & obviously
beneficial• Memorable• Appeal to heart & head
Design“We are a graphic design which will help
develop the image of your company by designing professional logos and branding throughout your stationery, marketing material and other media you use to better communicate with your customers.”
“ERCC encourages private and social enterprise and advances the interests of commerce in East Renfrewshire by:•providing guidance on business affairs•providing a forum for the exchange of information of mutual interest.•promoting co-operation amongst its members
We aim to be the best small Chamber in Scotland”
At the Event• Check the delegate list beforehand• who do you want to speak to & what do you
want to talk about• arrive early & check name tags to see who is
there• If colleagues are with you, work the room
between you• Avoid dead areas
80% of the impression is made before you open your mouth
• Great Posture• Head up• Confident smile• Direct gaze• Clothing slightly more formal then event
How You look
Entering a conversation
• Start with “Hello”, volunteer your name & a handshake
• Use questions to build rapport and create a relationship before “pitching” yourself.
• Put the spotlight on them• Use your succinct sentence
sparingly
How you say it
• Flooding smile• Sticky eyes• Always be positive
Favour Bank
• Every relationship is a bank account• Make deposits consistently• Never run a negative balance
Exiting a conversation
1. Start with “Thank You”2. Discover a spontaneous
transition3. Suggest a forward
momentum or consolation prize
After the Event?• Follow up with the people you have met• Call them or drop them an email• Complete actions or promises
and then decide:• If/when to contact them again?• Regularly – Evaluate the potential worth of the contact– Understand benefits of passing leads– Manage your contactsWithout follow-up and taking action – what was the purpose of
networking in the first place?
Dealing with Referrals
• Follow through quickly and efficiently on referrals you are given• When people give you referrals, your
actions are a reflection on them. Respect and honour that and your referrals will grow
• Let the person who gave you the referral know you followed it up
• If you use a CRM system then keep a note of the relationship between the two.