business networking basics

NetworkingDr. David Bozward

What do you have in common?

• Walk up to a stranger in this room and find out what you have in common

What is networking?

• Establishing & maintaining lines of communication with people

• About connecting with people in order to:– share information– resources– leads

• The emphasis is on relationship building– getting to know people– finding out how you can help them– what they can do for you

Benefits of networking

• Effective networkers use their networking skills throughout their life. The main benefits are:– Raising awareness about you– Sharing ideas and solving problems– Building strong relationships and rapport– Developing partnerships, leads and referrals– Becoming more influential in your industry– Increasing efficiency and productivity

The Key Steps

• Determine your goal• Decide who to talk to / Know your audience• Figure out what the person knows / WIIFM• Practice the opening speech & request(ask) a

meeting• Prepare to handle doubters• Prepare to show & have the meeting• Follow-up: Thank-you’s, nurture connections and

keep track of contacts

– You know the people you like– You know what you want out of them– You know what you like to do

– So lets play . . .

Blind Date

Networking Toolkit

• Business Cards• Style and Clothing• Event Research• Make a plan• What can you do for nothing• Opening Speech

Building your network

• Good networkers are always on the look out for opportunities to meet and interact with people.

• The more people you meet, the better your chances of finding the information you need or the leads you want.

• Even if the person you meet can’t help you, they may know someone who can.

• Where?– Networking Events– Trade Shows– Online

The ‘elevator pitch’• Hook• What problem do I solve?• Who is my market?• Who is my competition?• What is my service, product, company or cause? • What is my competitive advantage?• Why should they care?• How do I make money? • Who is behind me?• Who is/has been using my product?• How can you demo it?• Request• Passion• About 150-225 words

Pitch yourself to a small group

Maintaining your network

• Following through• Re-establishing contact– This shows that you are dependable, responsive,

organised and courteous.• Contact Management– Facebook, LinkedIn, ..etc– Outlook

Online networking

My Online networking

Using your network

• There is no point building up your network if you are not going to use it.

• Introducing people• Making requests

The Team Network

• In teams, find out who knows the best:– A CEO– A Finance Director– A Sales Person– An Investor– A Mentor

– The most famous or successful wins!!!

And finally . . .

• Be prepared to deliver: any time, any where• Start with contacts that are safe to build

confidence• Not a quick fix to your next sale – make it part

of your life/work to build relationships• Use thought, sensitivity and preparation

The End

Networking Scavenger hunt

• Find a person who :– Younger than 21– Owns shares in one business– Uses facebook and twitter every day– A in their first name– Requires glasses to read– E is the first letter of their home town

– Always wanted a Barbie doll

– Started a business already

– Tv Star – Appeared on TV– Arrived via public transport– Rock Star - Has a Signature

If Needed

• Additional Exercise for groups to form a company based on their key personality straights

Exercise Five

• CEO Leadership• Finance Good with numbers• HR Good with people• Sales Persuasive and

confident• Marketing Good Presentation Skills• Operations Can make things

happen

Create a Team:

Effective communication

• Effective communication – A Pitch!• Meeting people• Building rapport• Getting to the point• Handing out business cards• Closing conversations

My Network