business networking: the new networking skills you need to win business and find your next job in...
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The Skills Of The Modern Day Networker
Heather Townsend
@heathertowns
Credibility x (Visibility +
Personal Brand + Social
capital)
What are the ingredients for
success as a networker?
From chapter 2 of The FT Guide
To Business Networking
Credibility x (Visibility + Personal
Brand + Social capital)
However, the rise of online
networking has made your personal
brand more important than it was 5-
10 years ago
Google (and LinkedIn) have
conditioned us to expect that we
can find THE expert to help us with
our problem
This means that…
It is no longer about the contents of
your little black book…
You have to do more
than just get your
name out there
It is also not now about kissing enough
frogs
It’s getting very difficult now to keep your
personal and professional life completely
separate
This means you now need to have
different skills and think
differently to generate success via
your network
In chapter 11 of The FT Guide To Business Networking
we introduce you to the SERVICE referral generation
framework
Specific: How is your personal brand
helping you be more ‘memorable’?
Does your personal brand make
you as memorable as a pink car?
Or are you trying to be all things
To all people and the equivalent
of a silver car?
Values
Beliefs
Drivers
InterestsKnowledge
Behaviours
Skills
Image
Reputation
Reputation
What makes up your personal brand?
These are internal
to us and not often
visible to the
outside world
Our values,
beliefs and
drivers heavily
influence our
choices around
these
This is driven by others’
perceptions of us, and
heavily influenced by
how we choose to
externally communicate
our behaviours, image,
knowledge, interests and
skills
Skills
Reputation
However far too many of us only tell the on-line
world about our skills, qualification and
knowledge
By only communicating about our skills and
professional interests in the on-line world, we
struggle to build rapport and engage with
prospects, referrers, customers and potential new
hires….
But, the online world is the place that many of us via Google
and social networking start to build our relationships and find
new jobs and suppliers
Relationships: Who are your
networking ‘A-listers’?
A-listers are people who can help
you shortcut your way to your
goal – they may be clients,
referrers, highly influential people
Remember, to find, build and nurture your
relationships. Not just collect contacts.
From chapter 14 of
The FT Guide To
Business Networking
Relationships only tend
to truly ‘pay out’ when
they are at these levels
Visibility: How are you keeping visible to the
people who matter in your network?
What is your routine to
regularly stay in touch
with the people that
matter to you?
Educate: How are you using your content to
educate your network about ‘what you are
about’, ‘who you help’ and ‘who you need to
meet’?
Does your content help
your network decide
whether you are a
buzzard or a seagull?
To go into more detail, buy your copy of The
FT Guide To Business Networking
Award-winning and
best-selling book on
networking. Now on its 2nd
edition and been translated
into 5 different languages.
1st edition has over 110 5-star
views on Amazon
Available from Amazon and
all good book stores
Get In Touch
• www.linkedin.com/in/heathertownsend
• @heathertowns
• www.joinedupnetworking.com
• www.howtomakepartner.com
• www.venture-now.com