Slides from my presentation "The Effective Art of Networking - Powerful Professional Networking for Small Business

1. The Art of Effective
Networking
Powerful Professional
Networking for Small
Business
Copyright 2012 Ideal Companies

2. Networking
Expanding the number of one's business
and/or social contacts by making
connections through individuals.
Not handing out business cards, delivering your
elevator speech and making a sale.
Copyright 2012 Ideal Companies

3. Why Network?
• Build relationships
• Strengthen your reputation
• Invest in your social capital
Do what successful networkers do ……
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4. The Two Top Skills for
Networking Success
• Be a Sparkling • Be a Good
Conservationist Listener
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5. Become a
Sparkling
Conversationalist
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6. I keep six honest serving men
they taught me all I knew,
their names are What, Why,
When, How, Where and Who.
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7. Copyright 2012 Ideal Companies

8. The Attitudes
Crown = An attitude of respect
Ear = Listen to the other person
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9. The Questions
House = “Where do you live?”
Ruler =“How long have you lived
here?”
Work Glove = “What do you do for a
living (work)?”
Wooden Indian = “How did you get into
that line of work?”
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10. Mountain Peaks =
“Share with me some of the
accomplishments you have had
that make you successful today?”
Mountain Valleys =
“Share with me some of the
challenges you have had that
make you successful today?”
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11. Airplane / Car = “Do you travel?”
Soccer Ball =“What do you do for
recreation?”
Light Bulb = “What do you think of
..........?”
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12. Be a Good Listener
When you listen your way in,
you don't have to talk your
way out.
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13. Keys for Effective Listening
• Give the speaker your full attention with your
eyes and body.
• Ask people to speak up or slow down if
necessary.
• Don't interrupt.
• Avoid using "yes, but . . . "
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14. • Repeat in your own words your
understanding of what the person has
said, including what you understand their
feelings to be.
• By nodding and commenting to
encourage the person, you can keep the
person talking.
• Put yourself in the other person's place
and be aware of how he or she seems to
feel.
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15. Confirming The Message
• Concentration (become fascinated).
• Anticipate what is to be said.
• Mentally summarize what has been said.
• Look for the point people are trying to make.
• Listen between the lines.
• Paraphrase statements to clarify them.
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16. • Weigh the evidence by mentally questioning
it:
1. What point are they trying to make?
2. Am I getting the facts?
3. Am I getting the truth?
4. Am I getting the whole truth?
5. What does this really mean?
6. How did they mean that?
7. Why do they feel that way?
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17. Road blocks to communications
• Prejudice
• Semantic differences
• Lack of confidence
• Speaking over the head of the listener
• Understanding but not accepting
• Hearing but not listening
• Lack of trust
• Non-verbal communications
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18. Overcoming the road blocks to
communications
• Empathy
• Realistically understanding differences
• Words that are understood by all
• Speak clearly
• Be aware of non-verbal signals
• Analyze and evaluate the tone of voice
• Start listening when they start talking
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19. Copyright 2012 Ideal Companies

20. Networking
The Best Promotion
for Successful
Business
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21. Before the Event
“I will prepare and some day my chance will
come.” – Abraham Lincoln
• Develop a memorable introduction for
yourself.
• Put business cards only in one pocket of
your jacket.
• Check your appearance (also your breath).
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22. During the Event
“If a man is brusque in his manner, others will
not cooperate…If he asks for something
without having first established a proper
relationship, it will not be given to him” –
I’Ching: Book of Changes
• Smile! Be friendly and show enthusiasm.
• Ask questions and above all, listen to
answers.
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23. • Do not sell…Do not sell…Do not sell!
• Treat the event as your opportunity to make
friends, not clients.
• Hand out your business card wisely.
• Moderate your eating and drinking.
• Sit with someone new.
• Slow Down.
• Make eye contact.
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24. After the Event
“Man who waits for roast duck to fly into
mouth must wait very, very long time”. Chinese
proverb
• Follow-up with contacts you have made.
• Volunteer for activities that you expect your
target customer to attend.
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25. Last Thoughts
• Treat the potential customer or client as you would
like to be treated, and you will definitely be on the
right track to increased sales.
• In order to successfully network your business you
need to always be aware of the old railroad crossing
saying – Stop, Look and Listen then Proceed.
• Practice networking skills and your business will
boom.
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26. Copyright 2012 Ideal Companies

27. You Are
As young as your faith;
As old as your doubts;
As young as your self-confidence;
As old as your fears;
As young as your hope;
As old as your despair.
Years may wrinkle the skin, but to
give up enthusiasm wrinkles the
soul.
Anonymous
Copyright 2012 Ideal Companies

28. The Art of Effective
Networking
Powerful Professional
Networking for Small
Business
Copyright 2012 Ideal Companies