the secret of successful

0 Coaching Creatives helps professionals become more confident and effective networkers. For more

information visit: www.coachingcreatives.co.uk or call Melissa Kidd on 07855 105 865.

The secrets of successful

networking for researchers



Networking on purpose

Think about your next networking event and ask yourself...

Why am I going?

What specifically would make it worth the investment of my precious time?

Who could be my networking buddy?

Who else can I contact ahead of time to arrange a brief conversation there?

What do I need to know about the key people there?

What new information will be most useful to me?

What other goals can I set?



The 5 Step Networking Conversation

1

2

3

4

5

Small Talk

3 things you have in common with everyone in the room:

1. Location (journey, what can you see that the other person can comment on? For example the coffee, buffet)

2. Host (other events/ part of the organisation long?) 3. Networking (other events – networking tips)



Tips on Becoming an Active Listener

Pay Attention

Give the speaker your undivided attention, and acknowledge the message. Recognise that non-verbal communication also "speaks" loudly.

Look at the speaker directly.

Put aside distracting thoughts.

Don't mentally prepare a rebuttal.

Avoid being distracted by environmental factors. For example, side conversations.

"Listen" to the speaker's body language.

Show That You're Listening

Use your own body language and gestures to convey your attention.

Nod occasionally.

Smile and use other facial expressions.

Note your posture and make sure it is open and inviting.

Encourage the speaker to continue with small verbal comments like yes, and oh right.

Reflect

Our personal filters, assumptions, judgments, and beliefs can distort what we hear. As a listener, your role is to understand what is being said. This may require you to reflect what is being said and ask questions.

Reflect what has been said by paraphrasing. "Sounds like you are saying," is a great ways to reflect back.

Ask questions to clarify certain points. "What do you mean when you say..?"; "Is this what you mean?"

Summarise the speaker's comments periodically.

Defer Judgment

Interrupting is a waste of time. It frustrates the speaker and limits full understanding of the message.

Allow the speaker to finish each point before asking questions.

Don't interrupt with counter arguments.

Active listening is a model for respect and understanding. You are gaining information and perspective. You add nothing by attacking the speaker or otherwise putting him or her down.

Assert your opinions respectfully.



Fruitful Following up

Write a yes/no against each:

The next day...

Do I block out time in my diary to send the personalised nice-to-meet-you emails, any promised information or make introductions?

Am I adding these contacts to my contacts database/address book and making notes on

their record so I can remember small personal details?

For key contacts, do I invite to connect on Linked In, follow on Twitter, sign up to blogs and

their newsletters?

The next fortnight....

Do I set up Google Alerts so that I’m informed of their news and if appropriate get in touch?

Discuss topics in online forums/groups?

Over the next few months...

Invitations: Do I invite them to events, seminars etc?

Introductions: Do I introduce them to others?

Information: If I saw some information that might be of use to them – would I send them a

“Saw this and thought of you” email? For key contacts, are there any useful books or papers

that I could send?



Secrets of Successful Business Networking for Researchers

Events can be daunting, particularly if you’re not prepared, so here are some tips to ease the

process...

Networking is like farming not hunting – it’s a process that takes time because people tend to work

with those they know, like and trust. This means you need to keep going to events to build the

relationships.

Do your homework – find out who’s going to be there, research what they’re working on and

interested in.

Set yourself some goals – if you have some names of people you want to speak to then great, if not

aim to speak to 4-5 people you don’t know. Don’t hide behind your phone at the break times!

How to spot the people you want to talk to – can you get in touch with them before hand and offer

to do something for them/arrange to meet up? Stand by the registration table so you can see who’s

coming in and the name badges they pick up.

Aim to be interesting and memorable – give people time, energy, attention, ideas, information,

introductions or invitations. When you help people you instantly become memorable. Act like the

host and introduce yourself to people – they will remember you for it.

Who to approach - there are only ever 6 groups of people in a room – look for the open groups and

individuals. Also threes are often easier than twos.

What to say - you have 3 things in common with everyone in the room – your location, your host

and that you’re networking. There are 5 steps to an effective networking conversation – get in, ask

about them, talk about you, chat, get out.

Talking about your work – people don’t care what you do, they care what you cause. You’ll have a

number of different ways to describe what you do depending on who’s in front of you. Have these

prepared before you go. Paint a picture of the problem and solution you’re researching. Speak

metaphorically to help non scientists to understand the complexity.

Exit strategies – “Shall we go and meet some others?”;” I’ve really enjoyed talking to you...Is there anybody here you’d particularly like to meet?”; “I’ve enjoyed meeting you yet feel I’ve hogged you for too long...”

Follow up – Use information, introductions and invitations. Keep your promises. How are you going to keep in touch – Linked In, Twitter, coffee, other networking events? Make sure you’ve got permission and you’re being relevant when you contact them. This will keep you out of the pest and stalker category.



Action plan

As a result of what you now know, what are

you going to do differently?

By when? What may get in the

way?

How will you address

it?

Be early

Next networking event trying to finish

something off and

leaving too late

Commit to leaving at

a specific time

the secret of successful

Education