networking 2 jim booth

N E T W O R K I N G Part 2

Expanding Your Business Opportunities

Networking - Jim Booth - [email protected]

Reference Texts


Part 2 – Practicum - Solo Techniques What we’re covering in this section

Body language Eye contact Listening skills Questions as a relationship builder Natural Shyness & Small Talk Meishi ceremony


Body Language RELAX!

Deep slow breaths- on the verge of smiling Arms loose at your sides, out of pockets Head up, eyes alert, good posture If drinking, keep drink in left hand Nod and lean in - (No Space Invaders) Touch people - elbow is good


Eye Contact Focus on the speaker Balanced eye contact

Constant stare feels freaky Less than 70% and you are not paying attention

Resist the temptation to let your eyes roam Speaker is the only person in the universe


Why Listen? Stephen Covey - Onion story Comprehension is target goal Reflect the feeling Restate the content Trust the process - alphabet game improv (demonstrate)


Listening Skills Look at the speaker Don’t interrupt Focus on understanding Determine the need at the

moment (Generally, men want to fix – women want to share)

Check your emotions Suspend your judgment Sum up at major intervals Ask questions for clarity Always make listening

your priority


The Art of Questions You have to give to

get - otherwise it is an interrogation When you give don’t

be afraid to expose your own vulnerability

Be, or become, genuinely interested

Remember FORM FAMILY OCCUPATION RECREATION MOTIVATION Seek common

ground


Shyness & Small Talk Shyness is overcome through conscious

escape, (Pretending,) relaxation, (breath control), and structure (applied technique).

Small talk is sincere interest in others demonstrated through focused attention, thoughtful questions, and appropriate responses


Meishi Ceremony The Japanese place a

high value on the exchange of business cards

Cards are presented and received using both hands

Recipient studies the card intently

Recipient repeats company name, title and name - may ask for pronunciation

Asks questions related to card info

Card out until conclusion

No writing on card


Small Group Practice Time limit - 5

minutes Pair up with someone

you don’t know Practice, give

feedback, practice, give feedback, etc.

Work on these:

Good body language Eye contact Listening skills Good question

technique Meishi ceremony


Group Technique - Working a Room We’re going to focus on these areas:

Preparation & research Entrance Gifting & name retention Picking wallflowers Exit strategies Follow-up


Preparation & Research If you are going to meet specific people

research their interests in advance Develop a Get List - (Things you want to find

out before you leave) Develop a Give List - (Things you’d like to

share during the event) If you are the host - use nametags and train

your greeters


Entrance Put your name tag on the right side Thank the host/hostess Enter the room then step to the right Stop - survey the room to locate people you

know or want to know Move to a strategic location in the room, or

start with someone you know


Gifting & Name Retention Gifting - providing someone with a memory

trigger to help them remember your name Retention - repeat it to yourself

If there is no meishi or tag, ask them to repeat their name even if you heard it

Link or associate the name with a person or thing already familiar to you

Use their name as you ask them questions - link or associate their name with with the responses


Picking Wallflowers Isolated & uncomfortable looking people Smile Firm handshake Introduce yourself (meishi) Use the FORM question model Identify a link between their FORM info

and another person’s FORM info Take them over and introduce them


Exit Strategies Don’t abandon a wallflower until you you

chain them up The low volume “excuse me” getaway The “deep bump” catch and release The disappearing barfly The good cop/bad cop “rescue me” signal The truth


Follow-up Hand written notes are extremely powerful Express your gratitude Include an item of interest from the

meeting Reaffirm commitments Be brief Personalize note Timeliness (immediacy)


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

[email protected]


networking 2 jim booth

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eye contact focus

shyness small talk shyness

thoughtful questions

art of questions

group technique

speaker dont interrupt