nrf - effective networking

Effective Networking Presented

By Peter Cosgrove

Sponsored byCXC Consultants

Exchange

Contents

Introduction and context

Why network...the old fashioned way

How to network

Conclusion

Is Technology the answer?

We need technology but…

Technology is just a tool. In terms of getting the kids working together and motivating them, the teacher is the most important.” Bill Gates

Why Network...the old fashioned way

1. Recruitment is a people business

Ultimatum game

In a recent survey 67% of clients move from one supplier to another because of....

The indifference of their current supplier

2. Sales is emotive...

3. Threats to Recruitment Agencies

•Clients cut out the “middle man”

•In-house Recruitment specialists

•Technology platforms that do everything automatically

Why networking will help with these threats...

Focus on what is not easy to replicate:

Advice

Perspective

Knowledge

How to Network

I hate networking!

What our the biggest fears around networking?

What networking is not

NOT Selling – it’s a PLATFORM for future sales

What is it:The ability to create and manage professional relationships

Why network

To gather market information

To create prospects – a growth strategy

To Build Visibility

To Build Relationships

To reinforce relationships

Because the competition is doing it

Where to network

Accept invitations

Prioritise it

What do we need to know to network

The biggest problems networking

People do not work the room People are in the wrong room

With so many events the key is to: Go to the right events Do the right things at these events

Why you are already a good networker

The two biggest skills that you already possess are

Having good manners Being able to talk

Have an objective

How many people came here today with a specific objective?

….if not you will have less chance of getting what you want

Reticular Activator

If you do not know what you are looking for, do not be surprised if you do not find it

The fear…

Never compare your inside to someone else’s outside – because you will always lose

Preparing to network

Choose an objective – make it activity based

Plan your route (when to arrive, who to sit with etc)

Research the group and the dress code

Business cards

Read newspapers

How to start

Pause and survey the room

Target groups

Eye contact and smile

Maintain Distance

Ask Permission – Please may I join you?

“Hi I am FIRST NAME – make it easy

Use an open question – Where have you come from today

Badge – put on right lapel

Understand Groups

..so look for open groups

Networking Steps

5 steps:• Getting into the conversation• Talk about them• Talk about you• Chat • Get out of conversation

Have something to say

The Big Question

What professions are good contacts for you?

Moving on

Be Respectful – Provide an exit

Moving on – “I’m going for a coffee, do you want one

Parking

Help others!

“Understand the universal law of reciprocity. This basically states that what you give out comes back tenfold – if you want referrals – start giving them to others.”

Regular questions...

• What should I wear

• How long should you spend with people

• When should you arrive

• How drunk should I get

• How do I handle my nerves

Conclusion

Quick Summary on Networking

• Accept invites to events

• Continue to build on your list of who you want to meet

• Have an objective

• Know what you are looking for

• Have something to say

• Practice saying what you do not who you are

• Help others

• Follow up

Now networking should be easy with anyone!

THANK YOU

Peter Cosgrovepeter.cosgrove@cpl.ieJune 29th 2010