effective networking sue stockdale
TRANSCRIPT
Effective networking
Sue Stockdale
www.suestockdale.com
This session aims to answer the following questions:
• What is the purpose of networking?
• How do you network effectively?
• What is your networking strategy?
Our focus for today?
• Having a strategy• Identifying who to network with• Developing the “right mindset”• Conversation skills• Maintaining relationships
What is the purpose of networking?
• To build relationships
• To learn • To share
knowledge and experience
• To influence others in relation to your ideas
• Find a connection• Listen and
understand• Value yourself• Be able to explain
concisely
Three forms of networking Operational Personal Strategic
Purpose Getting work done efficiently
Enhancing personal and professional development, referrals to useful information and contacts.
Figuring out future priorities and challenges, getting stakeholder support for them
Location and orientation
Contacts mostly internal, and orientated towards current demands
Contacts are mostly external and orientated towards current and future interests
Contacts are internal and external and orientated towards the future
Players and recruitment
Contacts are prescribed mostly by task, and organisation structure
Contacts mostly discretionary, it is not always clear who is relevant
Contacts follow from strategic context and org environment, and not clear who is relevant
Network attributes and key behaviours
Depth – building strong working relationships
Breadth: reaching out to contacts who can make referrals
Leverage creating “inside-outside” links
Reference: How Leaders create and use Networks, Herminia Ibarra and Mark Hunter, HBR, January 2007
Networking Strategy
Existing New
New
Exis
ting
Existing Network
Embrace Diversity
Netw
ork
CONTACTS
Networking
ReferOthers
Reference: The Growth Story, by Sue Stockdale
Values and Beliefs
Thoughts and Feelings
Behaviour
Outcome
Mindset is key to success
Values and Beliefs
Thoughts and Feelings
Behaviour
Outcome
I am not good at networking
I feel nervous about doing it
I stand by the buffet and avoid speaking to people
Feel a failure and avoid future opportunities
Three stage process
• Preparation• During • Follow-up
Preparation
Who will be there?
Who is the host?
What mindset do I have?
What is my objective?
What is my message?
Levels of social conversation
• Level 1 – Small talk “Its hot today”
• Level 2 – Selective self-disclosing “It’s my first time at this meeting”
• Level 3 – Polite Probing “Do you travel a lot with your job?”
• Level 4 – Testing for Trust“I like your business card, what made you
choose that look?”
• Level 5 – Maintaining familiarity“I saw this article in the press and thought
you might like to read it. How is business?”
Ref: Confident networking for career success and satisfaction by Gael and Stuart Lindenfield, Published by Piatkus
Starting the conversation
• Hello, there….it’s a bit busy here today…
• What do you do?• What brings you here today?• Do you know many people here?• What are you looking forward to
today?• How can I help you?
In pairs, make a list of 5 questions you could ask to establish rapport with someone
How you describe yourself
• You know when people in business want to achieve a challenging goal but realise something
is stopping them from taking action….• What I do is provide inspiration, coaching and
support to help them work out a way
forwards…..• Which means that....they save time, get
new insights and accelerate progress
Follow-Up
Send a message
“ I saw this and thoughtof you”
Regular contact
Introduce them to Someone else
Arrange to meet up
Key points
• Create a strategy• Prepare• Look interested• Listen • Share your ideas• Follow up
• Mental preparation• Be yourself• Ask great
questions• Be clear about your
message• Take a business
card and then follow up
Resources:
Confident networking for career success and satisfaction by Gael and Stuart Lindenfield, Published by Piatkus
Our website www.suestockdale.com