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The Art of Effective
Networking
Powerful Professional
Networking for Small
Business
Copyright 2012 Ideal Companies
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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.
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Why Network?
• Build relationships
• Strengthen your reputation
• Invest in your social capital
Do what successful networkers do ……
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The Two Top Skills for
Networking Success
• Be a Sparkling
Conservationist
• Be a Good
Listener
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Become a
Sparkling
Conversationalist
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I keep six honest serving men
they taught me all I knew,
their names are What, Why,
When, How, Where and Who.
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The Attitudes
Crown = An attitude of respect
Ear = Listen to the other person
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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
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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?”
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Airplane / Car = “Do you travel?”
Soccer Ball =“What do you do for
recreation?”
Light Bulb = “What do you think of
..........?”
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Be a Good Listener
When you listen your way in,
you don't have to talk your
way out.
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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 . . . "
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• 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.
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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.
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• 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?
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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
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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
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Networking
The Best Promotion
for Successful
Business
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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).
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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.
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• 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.
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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.
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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.
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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
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The Art of Effective
Networking
Powerful Professional
Networking for Small
Business
Copyright 2012 Ideal Companies