networking 1 jim booth
TRANSCRIPT
N E T W O R K I N G Part 1
Expanding Your Business Opportunities
Networking - Jim Booth – [email protected]
Networking - Jim Booth – [email protected]
Part 1 - Concepts Networking Justification Without meaningful dialogue there is no selling When trust and rapport are strong, selling pressure
will always seem weak Where trust and rapport are weak, any selling pressure
will appear strong The more you learn from customers, clients, and co-
workers, the more likely you are to have personal relationships with them
Networking - Jim Booth – [email protected]
Relationship Foundation When it comes to relationships, everything begins with respect,
with the desire to place value on other people. You can’t be relational with someone you don’t know. It
requires shared experiences over time. When you have respect and shared experiences, you are in a
position to develop trust. Reciprocity is important – one sided relationships don’t last When relationships grow and start to get solid, the people
involved begin to enjoy each other.
Networking - Jim Booth – [email protected]
Importance of Listening Listening shows respect Listening builds relationships Listening increases knowledge Listening generates ideas Listening builds loyalty Listening helps others, and you
Networking - Jim Booth – [email protected]
Techniques to Avoid Don’t schmooze –
be sincere Don’t rely on gossip Don’t come empty
handed
Don’t treat subordinates or service workers badly
Don’t hide your true self
Don’t be too efficient
Networking - Jim Booth – [email protected]
Key Concepts Fulfilling Human Expectations Authentic External Concern Strong vs. Weak Force Precision Leveraged Networking PING (Maintenance Concept)
Networking - Jim Booth – [email protected]
Human Expectation 1. Everybody wants to be
somebody (echoed by Acuff)
2. Nobody cares how much you know until he knows how much you care (Ziglar)
3. Everybody needs somebody
4. Everybody can be somebody when someone else believes in them
5. Anybody who helps somebody else influences a lot of other people.
Networking - Jim Booth – [email protected]
Authentic External Concern Overcoming self-centeredness is an act of
conscious awareness You cannot fake sincerity - either you care
about other people or you don’t You have the power to make others feel
important - use it here Give everyone the benefit of the doubt
unless/until their actions prove otherwise
Networking - Jim Booth – [email protected]
Strong vs. Weak Force - 1
Networking - Jim Booth – [email protected]
Family
Work
Friends
Religious
Political
Club/Org.
PersonalSocial Circles
Strong vs. Weak Force - 2
Arts/Athletic
IndustryHobby
Economic
Ethnic
Weak ForceExpansion Possibilities
Networking - Jim Booth – [email protected]
Precision Leveraged Networking Mavens - Data banks - absolute experts in
selected areas Salesmen - Persuaders - charismatic and
attractive to everyone Connectors - Social glue - highly evolved
network of weak ties across a very wide cross section of society
Networking - Jim Booth – [email protected]
PING - Maintenance People need to hear or see
your name in three modes of communication before they begin to recognize it
Phone call or e-mail once a month
Contact to friend is at least two face-to-face meeting out of the office
Secondary relationship is 2-3 pings per year
Vary the method
Networking - Jim Booth – [email protected]
Presenter Contact Information Jim Booth is a consultant with Brightstone
Consulting 30-year veteran of association and non-profit
industry For speaking information e-mail Jim Booth at
Networking - Jim Booth – [email protected]