networking for success! - bechbruun.com/media/files/videncenter/kursusmateri… · networking for...
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Networking for success!
Christopher Barrat
Greystone Partnership
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Christopher Barrat
Greystone Partnership
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Law
A little bit about me...
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LLBLegum
Baccalaureus
Cessnock
RANK XEROX
Christopher Barrat. LLBSales Representative
Meeting new people can be a challenge!
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Networking Agenda
• Key principles• Surf the crowd• Meeting• Greeting• Impressing• Leaving• Following up
Practical Building of your Network
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Principles of networking 1.It’s not what you know but who you know
Hierarchical Networked
More movementsMore connectivity
More matrix organisations
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Principles of networking 2.Networking is NOT SELLING……It is part of the selling process
1.Know2.Like3.Trust4.Buy
HOW
WHAT
Pro
du
cts
Serv
ices
WHO
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Principle 3:‘Tipping Point’ influencingLook at differing network roles
End User
Connectors:People who know
people!
Mavens:People who are trusted to know about things !
Salesmen:People who influence
other people !
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The wisdom of crowds
The future is here alreadyIt is just not evenly distributed
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OuterNetwork
Main Network
The network multiplier
InnerCircle
6,000,000
750,000
500
Who do you know who knows……?
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Step by Step Process
1. Invitations and Creations
2. Arriving in the room
3. Meeting and greeting
4. What do you do?
5. Knowing who knows.....
6. Creating a great impression
7. Following up
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Invitations and Creations
Think Context not Content
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Arriving in the room
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Meeting and Greeting
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Wo
rds
UN
DER
LYING
AT
TITUD
E
Micro
and
Macro
Expressio
ns
Ton
ality
What impresses people!!!
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What’s in a name
• Wearing the badge
• Ecoutez et Repeter
• Word association
• Its OK to ask!
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What do you do?
“I am a ……..”
“I help people ……..”
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Are you going to be good for me?
Who do they know, who knows……….
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Creating a great impression - ‘Rapport’
Matching and Mirroring
……….......------
- - - ---…-…-..-
Speed and Pace
Pitch and TonePhysical
Tonal
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Clinically proven to be true!
The Happy Couple‘Thin Slicing’
Don’t sue me –I’m a Doctor!
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Creating the right impression
hy
m
alking?Givers Gain
Be InterestedBefore beingInteresting
W
A
I
T
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Givers Gain
• What makes a great customer/contact for you?
– What sort of contacts are you looking for
– Is there anyone I might know who could be useful for you ?
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Have we been together long enough……?
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Following up
Set it up Follow it up
Persistent not Pestering
Don’t sell – just create opportunities
Be Personal!
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Following up……..
MEDIA TOOLS
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Following up – Make it relevant, or fun, or both!
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So what does persistent look like?A case study -
1st actual paid event
v
November 2009
September 2009
June 2006
Strictly Financing eventThomas Maaberg – intro‘You must work with us’
Email follow upsInterest – no action
UKTI courses availableThink ‘Denmark’!
Jan 2007
Invite to Embassy event – ‘no show’
March 2007
Many emails/ discussions withEmbassy and get event –Invite Plesner!!
Aug 2007
Plesner – ‘no show’Follow up next dayAnd meet Pia – very positive
Email Pia – - next steps?-positive, and not now
Sept 07
Email keen responseAnd realistically maybe 2009/2010
Jan 08
Email Pia – could see You soon?
Dec 08
Follow up PiaHow are things going?No Response
Feb 09
Mette email ‘Highly recommended – can I help!
July 2009
Submit ideas andinterviews