the art of effective networking powerful professional networking for small business

The Art of Effective

Networking

Powerful Professional

Networking for Small

Business

Copyright 2012 Ideal Companies

Networking

Expanding the number of one's business

and/or social contacts by making

connections through individuals.

Not handing out business cards, delivering your

elevator speech and making a sale.


Why Network?

• Build relationships

• Strengthen your reputation

• Invest in your social capital

Do what successful networkers do ……


The Two Top Skills for

Networking Success

• Be a Sparkling

Conservationist

• Be a Good

Listener


Become a

Sparkling

Conversationalist


I keep six honest serving men

they taught me all I knew,

their names are What, Why,

When, How, Where and Who.


The Attitudes

Crown = An attitude of respect

Ear = Listen to the other person


The Questions House = “Where do you live?”

Ruler =“How long have you lived

here?”

Work Glove = “What do you do for a

living (work)?”

Wooden Indian = “How did you get into

that line of work?” Copyright 2012 Ideal Companies

Mountain Peaks =

“Share with me some of the

accomplishments you have had

that make you successful today?”

Mountain Valleys =

“Share with me some of the

challenges you have had that

make you successful today?”


Airplane / Car = “Do you travel?”

Soccer Ball =“What do you do for

recreation?”

Light Bulb = “What do you think of

..........?”


Be a Good Listener

When you listen your way in,

you don't have to talk your

way out.


Keys for Effective Listening

• Give the speaker your full attention with your

eyes and body.

• Ask people to speak up or slow down if

necessary.

• Don't interrupt.

• Avoid using "yes, but . . . "


• Repeat in your own words your

understanding of what the person has

said, including what you understand their

feelings to be.

• By nodding and commenting to

encourage the person, you can keep the

person talking.

• Put yourself in the other person's place

and be aware of how he or she seems to

feel.


Confirming The Message

• Concentration (become fascinated).

• Anticipate what is to be said.

• Mentally summarize what has been said.

• Look for the point people are trying to make.

• Listen between the lines.

• Paraphrase statements to clarify them.


• Weigh the evidence by mentally questioning

it:

1. What point are they trying to make?

2. Am I getting the facts?

3. Am I getting the truth?

4. Am I getting the whole truth?

5. What does this really mean?

6. How did they mean that?

7. Why do they feel that way?


Road blocks to communications

• Prejudice

• Semantic differences

• Lack of confidence

• Speaking over the head of the listener

• Understanding but not accepting

• Hearing but not listening

• Lack of trust

• Non-verbal communications


Overcoming the road blocks to

communications • Empathy

• Realistically understanding differences

• Words that are understood by all

• Speak clearly

• Be aware of non-verbal signals

• Analyze and evaluate the tone of voice

• Start listening when they start talking


Networking

The Best Promotion

for Successful

Business


Before the Event “I will prepare and some day my chance will

come.” – Abraham Lincoln

• Develop a memorable introduction for

yourself.

• Put business cards only in one pocket of

your jacket.

• Check your appearance (also your breath).


During the Event “If a man is brusque in his manner, others will

not cooperate…If he asks for something

without having first established a proper

relationship, it will not be given to him” –

I’Ching: Book of Changes

• Smile! Be friendly and show enthusiasm.

• Ask questions and above all, listen to

answers.


• Do not sell…Do not sell…Do not sell!

• Treat the event as your opportunity to make

friends, not clients.

• Hand out your business card wisely.

• Moderate your eating and drinking.

• Sit with someone new.

• Slow Down.

• Make eye contact.


After the Event “Man who waits for roast duck to fly into

mouth must wait very, very long time”. Chinese proverb

• Follow-up with contacts you have made.

• Volunteer for activities that you expect your

target customer to attend.


Last Thoughts

• Treat the potential customer or client as you would like to be treated, and you will definitely be on the right track to increased sales.

• In order to successfully network your business you need to always be aware of the old railroad crossing saying – Stop, Look and Listen then Proceed.

• Practice networking skills and your business will boom.


You Are As young as your faith;

As old as your doubts;

As young as your self-confidence;

As old as your fears;

As young as your hope;

As old as your despair.

Years may wrinkle the skin, but to give up enthusiasm wrinkles the soul.

Anonymous Copyright 2012 Ideal Companies

The Art of Effective

Networking

Powerful Professional

Networking for Small

Business
