How to Shine at Networking Events

AGENDA for this evening:-

•Presentation

•Question & Answer

Who are we?

Since 1999, SBC Marketing has developedand constructed training programs for small to medium sized businesses and individuals throughout London and beyond

How do we work?

We strive to assist individuals or businesses with all their assignments through the following route:-

– Workshops – Seminars – Consultancy – Telephone Mentoring – Bespoke Consultant lead training programs

We use face to face, internet, email, Telephone and distance learning to help individuals or businesses to do what they do better

OBJECTIVES

You will learn the following: Getting the most out of your networking events Asking conversation- generating questions How to start a conversation with a stranger Suggested ice-breaking questions 6 business related question to use as a follow up How to ask follow up questions Seven Conversation generating techniques How to become a brilliant conversationalist He who ask questions controls the conversation How to work a room How to build relationships with important people in your

sector or organisation How to become more successful at what you do How to become a great conversationalist How to set up a great follow up system How to start a conversation with a stranger

Networking

• Definition that I subscribe to is

RELATIONSHIPBUILDING

Networking is not..

• Giving everybody your business cards

• Collecting everybody's email address

• Collecting everybody’s business cards

Networking:

• It’s been said it’s not what you know, but who you know.

• In today’s internet–speed world it couldn’t be truer

In today’s world • It is not who you know, but how quickly you can reach them.

• Before you can become a successful networker, you need to have a system set up that enables you to quickly find people and contact them.

Put everybody into your Contact ManagerTo be a good networker, you need to put everybody you meet into your contact manager system including the following as a minimum:– Name – Company– Direct phone, mobile or fax numbers– Mailing address

– Email address and website

Finding people in your Contact ManagerBeing able to find people is important: it’s got to be easy for you to locate their name and phone number when you search for them by – First or Last Name – Company – Town or County– Phone number

Write notes of any meeting and/or conversationTo aid your memory, record a brief note about the details of your conversation or meeting every time you speak with someone. This enables you to keep track of everything that is going on between you and hundreds or thousands of people.

Schedule follow-up calls and things to do

To be a good networker, you must follow-up on all the people that you meet•If you do not contact them within 48 hours of meeting them they will not remember you.

No Naked Records: keeping in touch with your network

•To be a good networker, you’ve got to stay in touch with members of your network.

3 reasons why you should create a network1. You don’t have to do everything yourself.2. It’s OK to ask for help and support.3. The people in your network know at least 250

people.

5 Ways You can look after Your Network1. Provide support and encouragement

2. Supply leads and offers referrals

3. Become a source & resource of information

4. Play matchmakers

5. Keep in touch

Business Cards: tools of the trade• The essential tool for being a great networker is the business card and A6 Index card (loaded with Questions)

• A business card has two purposes:-Giving-Receiving

• If the other person doesn’t have business cards, write down the important contact information on the back of one of yours.

Recording notes on business cardsYou must record notes on each business card you receive

• Samples of things to record on the back of the card areas follows:-

―Date, place and name of event you were attending

―Name of the person that introduced you―Information about their business, company or profession

―Common interest that the two of you have (or love)

Remember to write notes discreetly after the conversation has ended

Using business cards to give referrals• Another way to use business cards is to give a referral: e.g. when you’re speaking with someone and you make a referral for him/her, write the person’s name and phone number on the front of your business card.

• Then write specific details about the person on the back.

Creating your business cardYour business card should be attractive and easy to read.Essential information for your business card are:-

•Name •Company •Address (Not crucial now)•Phone Number •Mobile Phone •Email address•Web site

Using your business cards at networking events• Every time you are at a meeting, conference or convention, you should be prepared to network.

• Your job is to meet and make connections with the right people

• And once you have done the above keep in touch with them

5 ideas for networking success:1. Always carry a large supply of business cards

in your wallet, purse, planner, business card holder or briefcase: Just like AMEX – don’t leave home without them!

2. Keep your business cards in one pocket and place the cards that you receive in another

pocket.

5 ideas for networking success: cont..3. Bring a pen to take notes4. Replenish your supply of business card after

the meeting - this way you’ll always have a supply of business cards with you.

5. A6 Index card pre loaded with questions

Different ways to networkThe only way to become a great networker is to do it. If you don’t go out of your way to meet new people, you won’t meet them.

7 ways you can meet new people • Local Groups

― Council meetings;― Churches or Mosque― Gymnasium or Parks― Mum & Toddler ― Chamber of Commerce ― Golf Course

Different Ways to Network conti..• Your Business And Industry Trade Associations

– Become a member– Attend meetings– Get to know the movers and shakers in your industry

• Your Customers’ Business and Industry Trade Associations

– Join your customers’ trade associations

• Alumni Associations– Become a member of your university’s alumni association

• Local Community Events– Become a member of the committee

• Charitable Organisations– Get involved

• Political Campaigns – Volunteer in political campaigns

Getting the most from your networking activities

Three ideas that will help you become a better networker….

1.Go beyond being an active memberIf you really want to get to know all the importantpeople in your business or industry, go beyond beingan active member.

• Get involved• Increase your visibility• Let others meet you so they know who you are and what you do

• Become an officer or board member of the organisation• Volunteer to be on a committee or chair a committee• Attend local, regional and national meetings • At the end of the meeting stay a bit longer and say your goodbyes to your new-found friends - you can even help with the clean-up…

2. Get to know the movers and shakers• When you attend a conference, meeting or

convention, meet the movers and the shakers. Make it a point to meet the people who are chairing the meeting.

• Introduce yourself to the officers and board members (usually directors) of the organisation and exchange business cards.

3. Meet the featured speaker

• Go up to the featured speaker and tell her/him how much you’re looking forward to hearing what she/he has to say.

• Ask some questions about their presentation • Afterwards, approach him/her again and tell

him/her how much you enjoyed the things they said

Planning for your networking eventsBefore you attend a meeting, conference or convention or even anafter-hours cocktail party, youshould know what it is you want to accomplish before you walk out the door.

You are not there to SELLYou are NOT attending a networking event for thepurpose of selling anything or looking for a job.

Your purpose for attending is to:-• Meet other people • Introduce yourself to them• Find out who they are and what they do• Tell them a little bit about who you are and what you do

• Introduce them to others if you are able to or if the opportunity arises

• Refer them to people you know

Getting the most out of your networking events

Only attend the networking events that will have the biggest payoff

• Eight questions to answer before attending any networking event:• Which networking events should I attend? • Where will it be held? • Who will be attending? • Who do you want to meet?• Who must you meet?• What do you want to learn?• How many people do you want to meet?• What is your criteria for determining If it was a successful

meeting?– Who did you meet? – What did you learn?

How to become a brilliant conversationalist• When you talk about yourself, you are boring. When you let the other person talk about him or herself, you become a brilliant conversationalist.

• Nobody ever terminates a conversation when he/she is the one speaking

Tip: He who ask questions controls the conversation

Asking conversation- generating questions

• Most people - myself included - wants to talk about our favourite subject: ME

• But your goal is to extract information and learn something from the other person, and the best way to do that is by asking some questions.

How to start a conversation with a stranger:• Look for someone who is standing all alone• Go up to him or her• Smile • Say: Hi, my name is ………………………, how are you today?

• Extend your right hand. (The other person will extend their right hand)

• Shake it– Tip: Act as if you were the host or hostess of the event

Be a social butterfly - you’ll have more fun and make more friends.

Ice-breaking questions…

Five questions you can ask to break the ice• Are you a member of …………(insert the name of the organisation’s name)?

• How long have you been involved with …………(insert the name of the organisation’s name)?

• How did you hear about this organisation? This meeting?

• What do you know about the speaker? Have you ever heard her/him speak before?

• Where are you from?

As the conversation warms up, you could ask any of these six business related questions…

– What type of work do you do?– What’s your position/title with the company– What does your company do?– How long have you done it?– How did you get into this line of work?– What do you like most about your job?

You can dig deeper by asking any of the following four business-related questions…

– What are the three greatest challenges you see in your business?

– How is technology changing the way your company / industry does business?

– What trends do you see taking place in your company / industry business?

– How would I know if someone is a good prospect for you?

Ask follow-up questions• The key to being a brilliant conversationalist is to ask great follow-up questions

• Listen to what the person says • Ask a second, third and fourth question based on whatever they say

• Before you know it, you’ll be engrossed in a stimulating conversation and you’ll be learning more about the person than you ever imagined…

Seven conversation–generating techniques

You can start a conversation by asking about the suit, shirt, scarf or tie that a person is wearingSix techniques that will help you become a brilliant conversationalist:– Ask about hobbies or outside interest; – Ask about trips or vacations;– Be friendly;– Listen Objectively;– Let the other person speak; and– Try to give something of benefit.

Getting the most out of your networking events

• You’ve RSVP’d to a networking event - now it’s time to go to the meeting.

Your goals are to:1. Have a good time; 2. Meet new people who may become long-term

friends; and3. Meet new people who you can do business with

or introduce you to people who could put business your way

Review your networking checklistBefore you walk out the door, review your networking checklist:

• Put yourself in the right frame of mind to meet new people;

• Make sure you’ve enough business cards;• Bring along a pen and paper so you’ve something to take notes with; and

• Review your core list of conversation-generating questions and amend if required

Set networking goals for yourself

– How many people do you want to speak to?– How many business cards do you want to get?– How many business cards do you want to give away?

– Who do I want to meet?– Who do I have to meet– What do I want to learn at this meeting?

Successful Tips• Plan to Arrive Early

Give yourself time to get settled, scope out the area and watch what’s going on

• Attending the Event Your networking opportunities begins when you walk through the front door. So remember to smile and Say, Hello, How are you?

• Put Your Name Tag On Your Right ShoulderThe makes easy for the people you’re meeting to read your name, because when you shake hands they are looking at your right shoulder.

• Pretend You’re the HostI’m suggesting that you change your attitude from one of being served and waited upon i.e. a guest to one of serving others

• Approach People You Don’t KnowDon’t be afraid of strangers. Most of the people at the event will be feeling awkward and insecure. Be the Host introduce yourself to them. When you see someone standing by him or herself, go up to them, smile, say “Hi” and introduce yourself, “My name is ……….., how are you today?” Then start asking some conversation-generating questions.

• Make Yourself Approachable Smile and act as if you’re happy to be there. Stay out in the open. Don’t hide behind tables or stand off in a corner. Make it easy for others to come up to you and start a conversation.

Re-introducing yourself to people you’ve met previously and don’t remember…

Many times you’ll see people who you’ve met previously whose names you don’t remember.

Don’t be embarrassed by it. Just be honest and reintroduce yourself by saying: Please forgive me, I know we’ve met before, but I can’t remember your name. I’m {insert your name}. It’s nice to see you again…

•I’m {insert your name}. I know we’ve met before, but I can’t remember your name…

More Successful Tips

• Reintroducing yourself to people who don’t remember you• Playing matchmaker: introducing one person to another • Building up your friends by travelling in pairs • Ask questions • Remembering a person’s name • Look at the person you’re speaking with• Exchange business card or contact DETAILS • Watch your time – you’re there to mingle

– You’re are there to mingle and to float around. Your goal is to meet as many people as you can, so try to limit your time to three to five minutes per person.

• Look for the people you want to meet • Find a seat before the meeting begins • Ask a question – become a participant in the meeting • Say thank you to everyone

THANK YOUTHANK YOU FOR PARTICIPATING

REMEMBER THE BEST TIME TO START NETWORKING IS

NOW...