Download - The Art of Networking
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Thoughts and tips on successful business networking
Mike Love
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Define the business objective
• Every Mayor, Council Leader, Planning Chair, and Education Chair
• Every MP• The PM, every Opposition
Leader• Half of the Cabinet
• >100 new stores in 2001
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Why
• Win business• Retain business• Hire talent• Personal development
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Who, what, where, when and how…
• Relevance• Timing• Content• Right place, right time,
right way
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Being professional
• Create opportunities• Build reputation• Personal Brand• Be a disrupter• Take it seriously
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Hosting
Hosting
• Showing off our office• Casual to very formal• Business to Entertainment• All about us to sponsoring
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Visiting
• Clubs, societies, groups• Alumni• Associations• Conferences• Events
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Mixing
• Overlapping communities and networks
• Connections are not always friends, but friends can often be connections
• Use but do not abuse personal contacts
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6 Degrees of Separation
• People who know people• Decision-makers• Influencers• Referrers• Introducers
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Talking and listening
• Make a plan• Message House• Follow ups
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Be choosy
• Attendees not speakers• What’s happening around
the event• What can you get invited to• Have a reason to be there
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TIPS: Face to Face
• Prepare• Introduce properly• Remember (repeat) names• Deliver key messages• Listen, listen, listen!• Search for synergies• Collect memories• Card etiquette• Dress code• You are not at a party – so don’t party! • Notes for follow-up• Follow-up!
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TIPS: Virtual
• Catch-ups and reminders by emails, SMS, IM and Tweets … even phone calls are OK
• Don’t use as an excuse for not networking F2F
• For some people virtual can be better• Target people who live online• Online etiquette
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Excuses
• Keeping up to speed with job changes and moves
• Watching for news on restructuring, brand initiatives, product development, issues trending
• Identifying opportunities (excuses) to connect
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Data
• Networking is a data collection exercise
• Record contacts made, information collected and follow-ups to make
• Diarise catch-up calls, meetings and reminders
• Share!
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Keep it fresh
• People move• Roles develop• Companies restructure• Technology changes
• Where is the next place to be and the new people to know?
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Identify opportunities
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Discuss!