“A Guide to Effective Networking”2nd June, 2011

Stuart HortonProject Manager Finditinbirmingham

Agenda

Toni Jennings – The art of effective networking

Stuart Horton – Finditinbirmingham is changing.- Where are we now?- Where we are going?- Membership Scheme- Next steps

We are stronger together than apart”

Toni Jennings - Taome LtdEffective Networking

Feel the fear and do it anyway No Fear They won’t say hello back to me. They won’t be interested in me. I will make a fool of myself. This is the number one reason people don’t start

conversations. However, practice will make this fear fade away.

The more often you start conversations, the better you will become at it. So, be the first to introduce yourself or say hello.

Approachability Ready to Engage

The word approachability derives from the Latin verb appropriare, which means “to come nearer to.”

Interesting - It doesn’t say anything about the approach-er or the approach-ee. Just “to come nearer to.”

Networking tips What are your networking goals?

What are you trying to gain, what do you have to offer? When you have clear answers to these questions, it will be easier to focus on making quality connections and stay on track with your goals.

What’s your story? How did you get started? People love stories. If you have memorable story to use when

introducing yourself to others, you’ll greatly increase the chances of them remember you and sharing your story with others.

Make a positive impression. People want to work with positive people, having an upbeat

attitude and response will increase your chances of creating a lasting impression.

Focus on quality, not quantity. Instead of focusing on making as many connections as

possible with other people, focus on the quality of those connections..

Be interested and interesting The best way to make friends and to network is to

become interested in others. Seek first to understand, then to be understood. People will be more likely to trust you because they’ll know it’s not all about you.

Uncover their needs. Try to find out how you can benefit the other person. Ask

them questions about what goals and aspirations they have.

Offer help. Once you’ve uncovered a perceived need, offer your help.

Even if they decline, they will be appreciate your willingness to help and will be more likely to want to help you in return

Really listen.

Most of the time when we’re listening to another person, we’re really just formulating our response. Instead of just thinking about how you’re going to respond, quiet your thoughts and really listen to what they say, this will help you with the next tip.

When someone reciprocates, treat it as a gift and thank them.

Flavoured Answers

In the event that one of those Fruitless Questions like “How’s it going?” “What’s up?” or “How are you?” comes up, don’t fall into the F.I.N.E. trap

A great technique is to offer a Flavoured Answer to a Fruitless Question. Instead of “fine,” try “Amazing!” “Any better and I’d be twins!” or “Everything is beautiful.”

Your conversation partner will instantly change his or her demeanour as they smile and, most of the time, inquirer further to find out what made you say that answer. Because nobody expects it.

Network on Mass Become an expert and write about it.

Do you have a particular knack for something in your field of work? Start a blog and write about it. Or write a few articles and submit them to online article banks like e-how and how stuff works..

Small businesspeople are successful because they’re experts on something. So whether you’re in sales, printing, tech consulting or

retail, find a way to transform your expertise into an informative, concise and entertaining speech that will help other people like yourself boost business.

Body Language Don’t Cross Your Arms

Even if it’s cold, even if you’re bored, even if you’re tired and don’t want to be there – don’t cross your arms. It’s such a simple, subconscious non-verbal cue that too many people practice and it hinders their approachability.

As a result, people won’t want to “bother” you. They will form the impression that you are defensive, nervous, judgmental, close minded or sceptical

Wear your name badge I’ve heard every possible complaint about wearing

nametags, and all of them can be validated. Case in point:

Nametags look silly – yes, they do. But remember, everyone else is wearing them too.

Nametags ruin my clothes – not if you wear them on the edge of your lapel or use cloth-safe connectors like lanyards and plastic clips.

But I already know everybody – no you don’t. You may think you do, but new people come in and out of businesses and organizations all the time.

But everyone already knows me – no they don’t. Even the best networkers know there’s always someone new to meet.

What Next ? Don't Spam email the delegate list

Follow up with a question ?

Follow up with an answer

Follow up with a thank you

Just follow up – genuine , honest and interested

Stuart HortonFinditinbirmingham-Enhancements and

Membership Options

Where we are now ?

• FIIB now 12 months old• Have 9647 registered members• 7394 of these are individual businesses• Growing at a rate of more than 400 registrations per month• There has been approx £3.6 billion worth of opportunities

posted on the site since launch, covering a wide range of industry sectors.

Where we are now ?

• This is now our 12th Breakfast meeting covering a wide range of subjects.

• Attended by 100 + delegates every month. • Growing Green and Acute Hospital event, each attended by

approx 500+ people and 50-60 exhibitors.• Our events bring FIIB members face to face with industry

buyers and decision makers.

It Works!

• Ember Television• Access to Self Storage• One company has won over £500,000 worth of

business through FIIB.

WAS IT YOU?

Where are we going?

• Database Restructure. – Currently register as an individual– Will now register as a company, with individuals assigned to that

company– This will enable an organisation to assign a primary user and manage

their account like Linked In.

Users will be able to manage their account, keeping their business membership data current, and enabling targeted networking within the FIIB community.

Where are we going?

• Industry Sectors – Currently use a combination of SIC, BCC Commodity codes and sectors

suggested by members.– Will now utilise CPV coding structure, an EU standard.

This will enable effective matching of supply opportunities to members, eliminate irrelevant email alerts and enable integration with 3rd party procurement systems.

Where are we going?• Following the March Breakfast Meeting we are introducing an optional

paid membership subscription.• Revenue generated from the scheme will be reinvested in FIIB and will be

used to offset running costs and drive FIIB into the future. • New Developments include:-

– Trusted Trader Accreditation– Skills Development Recognition (SDR) Currently construction only.– Interactive Online Training– A range of seminars based around leadership and personal coaching– Sector Specific Web pages

Where are we going?We are:-• Focusing on strategic Birmingham businesses • Attracting prominent sponsors• Encouraging greater use of the supply portal

Future breakfast events include:-Automotive industryCare ServicesEvent ManagementIntellectual PropertyDigital Marketing, using TV, Video and other visual mediaRegeneration within Birmingham

Membership Options

• Membership schemes

– Basic Free Membership £FOC– Premium Individual Membership £50 pa– Premium Corporate Membership £150 pa

Deadline for implementation 30th June 2011

Membership Options

• Basic Free Membership – What do you get?

• View opportunities• Post opportunities• View events page and book online• View news pages

Basic members will not get a mini site, be able to search for a supplier or have free admittance to FIIB breakfast meetings. Breakfast meetings will be charged at £10 per person

Membership Options

• Premium Membership (Individual and Corporate) – What do you get?

Same as basic membership plus:-• Free attendance of FIIB breakfast meetings, saving £10 per

time• Preferential rates to FIIB delivered workshops, seminars and

training• Full access to the FIIB site• Creation of your own mini-site, and sector specific updates to

your dashboard.• Utilise the onsite messaging service to contact other

members• Preferential rates on advertising

Next Steps...

• Timescales– Anticipating roll out of the two tier membership and

website changes by 30th June 2011.

• Email– Look out for the email detailing the changes, validating

your details and how to upgrade to premium status.

– Express interest today in becoming a premium member by putting your name down at he pods in the foyer with a member of the FIIB team

Thank you

Breakfast and Networking