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FYP 2018 | 25.11.2018 | Networking - It's still about the power of human connection

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FYP 2018 | 25.11.2018 | Networking - It's still about the power of human connection

  1. 1. NETWORKING: THE POWER OF HUMAN CONNECTIONS PATRICK M DELANEY ICCA FUTURE YOUNG PROFESSIONALS NOVEMBER 2018
  2. 2. ‘WHO AM I?’
  3. 3. 3
  4. 4. DELANEY FAMILY
  5. 5. 10.11.1954
  6. 6. WORK ENVIRONMENT • Hotel • D.M.O • Agency • PCO DMC • Tour Operator • Concert Promotor • Tour Guide • Trip Director • Sausage Maker • Messenger Boy
  7. 7. 10 10
  8. 8. S T R AT E G Y | M A R K E T I N G | T R A I N I N G
  9. 9. STAGE
  10. 10. DREAM WORLD
  11. 11. REAL WORLD
  12. 12. “ L I F E I S M E S S Y ’ Patrick M. Delaney
  13. 13. T H E R E I S N O M O R E B 2 B O R B 2 C IT’S H2H: HUMAN TO HUMAN
  14. 14. B.Y.T.D
  15. 15. AGENDA ✓ Business Networking - What? ✓ Business Networking - Why? ✓ Business Networking - Who? ✓ Business Networking - Where? 21
  16. 16. FUN
  17. 17. W H A T ? 24
  18. 18. BUSINESS NETWORKING
  19. 19. IT’S NOT ABOUT… THE MAGIC FRIDGE SYNDROME
  20. 20. IT’S NOT ABOUT… THE MAGIC FRIDGE SYNDROME
  21. 21. BUSINESS NETWORKING Reciprocal process of exchanging leads, recommendations and other information through networks of established relations, in efforts to make business processes easier and more profitable
  22. 22. NETWORKING - VERB To interact or engage in informal communication with others for MUTUAL assistance
  23. 23. RELATIONSHIPS 30 Networking Mutually Beneficial InformationTrust
  24. 24. W H Y ?
  25. 25. The ‘Surplus Society’ has a surplus of similar COMPANIES employing similar PEOPLE with similar EDUCATIONAL BACKGROUNDS, working in similar JOBS, coming up with similar IDEAS, producing similar THINGS, with similar PRICES and similar QUALITY “Funky Business” Kjell Nordstrom & Jonas Ridderstrale
  26. 26. T H E R E I S N O M O R E B 2 B O R B 2 C IT’S H2H: HUMAN TO HUMAN
  27. 27. W H O ?
  28. 28. THE PERFECT NETWORKER?
  29. 29. REALITY CHECK – WE ARE THE REAL NETWORKERS
  30. 30. BUTTERFLIES – MAIN CATEGORIES
  31. 31. SOCIAL BUTTERFLIES – MORE FOCUSED
  32. 32. REGULAR BUTTERFLIES – LESS PANICKED
  33. 33. W H E R E ? 40
  34. 34. BUTCH CASSIDY
  35. 35. GO WHERE THE DECISION MAKERS GO 42
  36. 36. H O W ? 43
  37. 37. EVENT NETWORKING REQUIRES THE SAME LEVEL OF PREPARATION AS A DIRECT SALES CALL
  38. 38. P R E - E V E N T 45
  39. 39. PRE-EVENT RESEARCH ✓ Research list of registered attendees ✓ Compile hit list ✓ How to engage hit list - CONNECTORS
  40. 40. o 60 seconds - Your business life o Go last and personalise o Describe how you bring benefit, not a job description o Be brief – learn how to say as much as you can about the UNIQUENESS of your offer in the shortest possible time ELEVATOR PITCH
  41. 41. Write your elevator speech and try to pitch benefits rather than features
  42. 42. NETWORKING TOOLS o Pen and paper o Electronic diary o Business cards – can be most powerful tool o Be first to arrive and last to leave o Wear your name tag o Prop - camera, bright tie?
  43. 43. T H E E V E N T
  44. 44. GOAL: People to remember 3 things ✓ Who you are ✓ What service / benefit you can provide for them ✓ How to make contact with you WORKING THE ROOM
  45. 45. Customers & Info/knowledge New Maintain and/or expand
  46. 46. 1. BE INTERESTED NOT INTERESTING!!! 2. Ask questions; don’t interrogate 3. Don’t pre-judge 4. Think of yourself as the HOST
  47. 47. EVENT ELEMENTS
  48. 48. IGNORE YOUR MOTHER’S ADVICE
  49. 49. GROUPS o Closed Group, “the clique” o Semi-open Group o Deep in Conversation
  50. 50. TYPE OF GREETING o Type of dress – comfortable for you and your contact o Kiss or handshake o Cultural/religious norms o No prejudgments
  51. 51. TYPE OF QUESTIONS o Ask open ended questions – not yes/no questions o Who, what, where, when, how? o Do not interrogate
  52. 52. BUSINESS CARDS COLLECT AND GIVE BUSINESS CARDS WITH A PURPOSE
  53. 53. DON’T PRE-JUDGE o Age o Gender o Dress/appearance o Title o Speech
  54. 54. SAYING GOODBYE IS SO DIFFICULT SAYING GOODBYE
  55. 55. SAYING GOODBYE o With dignity and honesty o Signal in advance you are about to leave o 30 secs and allow person to wrap up o I need to see ________ before they leave o See you later - where, when??? o Have an ‘emergency exit plan’
  56. 56. DELANEY’S Conclusion
  57. 57. BE INTERESTED NOT INTERESTING!!!
  58. 58. T H E R E I S N O M O R E B 2 B O R B 2 C IT’S H2H: HUMAN TO HUMAN
  59. 59. T h a n k Y o u Patrick Delaney 67
  60. 60. patrick@soolnua.com +353 86 242 3091 twitter.com/supergreybeard linkedin.com/in/patrickdelaney1820 www.soolnua.com instagram.com/supergreybeard C O N T A C T P A T R I C K

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