3. Endnote by
Melissa
Name Variations
by Janice
Open Access &
DR-NTU
by Yali
Digital Projects
by Dianne
E-text books
by Chay Tuan
Predatory
Publishers
By Sam
Library :
10 min
speaking
slot
Developing Your
Strategy for
Successful Scientific
Publishing
by RSO
Participating in Open
Access
by UL
5. OBJECTIVES
Engage users more effectively through the
subject librarian system
Learn how your own networking styles helps
or prevents you from networking
Provide tips & pointers to take the first step to
network with users and avoid overwhelming
them
6
6. LEARNING OUTCOMES
Explain the characteristics of your own
networking styles
Describe the general traits of your networking
styleswhen networking
List practical tips for others to network with a
person of your networking styles
Utilize the knowledge acquired at Academic
Publishing 2014 & other Library events
7
7. Personal Selling Marketing
Excellent Service
Knowing each faculty personally
Conversation: Phone, Face to Face
Personal Communication
Librarian to User
One to One
Raising Awareness: Posters…
Creating an Experience: Events
Have a conversation: Social media
Mass Communication
Library to a Group
One to Many
Subject Librarians LPD
8. PERSONAL SELLING
Netherlands: Witty website lands unemployed designer a job
Source: http://www.bbc.co.uk/news/blogs-news-from-elsewhere-25574651
Before
After
9. WHY NETWORK?
Social Capital refers to the collective value of all
"social networks" [who people know] and the
inclinations that arise from these networks to do
things for each other ["norms of reciprocity"]
Robert D. Putnam
Harvard University
Source: http://www.bettertogether.org/socialcapital.htm
10. WHY NETWORK?
Build social capital through maintaining a
network of social ties
Understand our users’ environment and needs
Benefits: Social trust, support and cooperation
Source: Social Networks & Social Capital by Dr Giorgos Cheliotis, Communications and New Media, NUS
12. IVAN MISNER
13
Founder & Chairman of Business Networking
Institute (BNI)
Author of 15 books on networking
“The Father of Modern Networking” - CNN
“Networking Guru” – Entrepreneur magazine
“Bestselling Author” – The New York Times
22. Go-Getter
Driven & decisive
Bold & direct
Has a “get it done now” attitude
Strong desire to win & lead
Promoter
Energetic & outgoing
Fun-loving & Talkative
Loves to be center of attention
Dislikes details
Examiner
Thorough & research-oriented
Avoids risks
Enjoys strategies & processes
May take a long time to develop
trust
Nurturer
Slow-paced, People-oriented
Patient & helpful
Understanding & sentimental
Have a difficult time saying “no”
Are focused on helping others
Task-Oriented People-Oriented
Fast-PacedSlow-Paced
23
24. 25
GROUP ACTIVITY
Get into your groups according to your networking styles and come up with:
5 practical tips for networking and
Present those tips!!
Group Facilitators Room
Go-Getters Catherine Ranganathan
Examiners Frank Dewey
Nurturers Soma & Joan Alexandria
Promoters Hedren Dewey
27. Others’ Networking Style
YourNetworkingPersonality
Go-Getter Promoter Examiner Nurturer
Go-Getter
• Allow them to talk
about themselves
more
• Ask them about
their achievements
– don’t declare
yours first
• Don’t try to outdo
them
• Start off by chatting
about informal matters
• Stay very positive no
matter what you are
talking about!
• Keep your energy high,
positive & lighthearted!
• Make sure not to rush
the conversation
• Ask them a lot of
questions about their
work and stick to them
• You can ask them what
they are looking to
accomplish at the event
• Be patient with
them! Do not rush
your conversation.
• Ask them questions
about their work as
well as personal life
• Use phrases such as
“It would be really
nice to spend some
more time with you
to learn more….”
Areas of Improvement for Go-Getters
28. Others’ Networking Style
YourNetworkingPersonality
Go-Getter Promoter Examiner Nurturer
Promoter
• Be extremely
focused in your
conversation
• Get directly down
to business
• Keep your
sentences or
stories short
• Allow the other
Promoter to have the
spotlight in the
conversation. Be the
listener this time!
• Be your fun and
energetic self, yet
definitely ask them a
few questions about
their work
• Ask the other Promoter
questions about their
goals
• Be willing to ask lots of
questions about them.
They will give short
answers. And be
comfortable with it
• Keep you conversation
mainly focused on work
• When they begin
explaining things in
detail – keep listening!
Paying attention will
show your interest in
them
• Avoid being too
excited when first
meeting them
• Allow them to speak
more than you while
in conversation
• Keep a strong yet
sincere from of eye
contact with them
Areas of Improvement for Promoters
29. Others’ Networking Style
YourNetworkingPersonality
Go-Getter Promoter Examiner Nurturer
Examiner
• Be willing to
introduce yourself
first to them, as
examiners tend to
wait for other to
introduce
themselves
• Keep the
conversation
focused on them
and their work
• When speaking
with them, speed
up your pace of
speech. If not Go-
Getters can get
bored with
conversations
easily
• Energy and a big smile
are key!
• Ask them many
questions about
themselves and be okay
with them talking for a
while
• Keep all conversation
very positive, upbeat
and light. Don’t be too
intense right at the
beginning
• Encourage each other
share more personal
information
• Watch out for how
opinionated you are on
a subject when first
meeting someone. It
may not be the
appropriate place to
offer those opinions
initially
• Look at meeting more
often at the start of a
new relationship to
move the process
forward faster..
• Be willing to talk
about more personal
items
• Try lengthening your
sentences to sound
more conversational
• Share with them more
about yourself. This
allows to get to know
you better.
Areas of Improvement for Examiners
30. Others’ Networking Style
YourNetworkingPersonality
Go-Getter Promoter Examiner Nurturer
Nurturer
• Dress to impress.
Go-Getters are
attracted to
success ad they
look at the way
someone looks
• While in
conversation with
them – ask them
very direct
questions – they
are okay with it!
• Find out why they
are at the event
and see if you can
help them gain the
results they are
looking for.
• Smile a lot! Promoters
are attracted to
positives, happy
people! :D
• Maybe talk a bit more
with your hands and be
a bit animated – only if
that works for you.
• Be sincerely interested
in them and share how
you think you might be
able to help them
• Have a more structured
conversation with an
Examiner. It will make
them feel incredibly
comfortable!
• Do keep your
conversation focused on
work (don’t get
personal)
• Ask direct questions
• Nurturers may spend
a great deal of time
chatting about
personal items. Once
you have the
connection, ask them
permission to talk
about work
• Mannerisms such as
pace, hand gestures
and tonality will be
very comfortable
between the two of
you. So no need to
change or do anything
differently.
Areas of Improvement for Nurturers
31. THINGS TO HAVE BEFORE
NETWORKING
32
Dress Code:
Smart Casual
33. DURING CONVERSATION
34
• Give your name cards
• Introduce them to their respective subject
librarians
• If they have no name cards, take down
their names, school and email address on
notebooks
34. Send an email within 24 hours
Invite them for next talk
Introduce them to their subject librarian (cc
them) if they do not already know who their
subject librarian is
Academic Publishing
How to Follow Up After Meeting Someone in Person
POST NETWORKING
35. Dear XXX
It was great meeting with you and talking about your research
area(s)…..
Your personal subject librarian is XXX (xxx@ntu.edu.sg). Please feel
free to approach him/her for assistance and support in your work.
Join us for the next talk… [Date/Time/Registration link]/Keep up-to-
date with library events at
http://blogs.ntu.edu.sg/library/happenings/.
Keep in touch!
XXX
Dear XXX
It was great meeting with you and talking about your research
area(s)…..
Your personal subject librarian is XXX (xxx@ntu.edu.sg). Please feel
free to approach him/her for assistance and support in your work.
Join us for the next talk… [Date/Time/Registration link]/Keep up-to-
date with library events at
http://blogs.ntu.edu.sg/library/happenings/.
Keep in touch!
XXX
36. 37
‘‘It’s not called ‘netSIT’ or ‘netEAT’, it’s
called ‘netWORK’, and in order to have
a successful networking event, you
need to ‘work’ the network.’’
Ivan Misner
Founder and CEO of
Business Network International (BNI)
37. How confident are you in networking with our
users?
Academic PublishingSURVEY FOR LIBRARIANS
1 2 3 4 5
1-3 4-6 ≥ 7
2. How many participants did you speak to?
3. Were there any follow up actions taken?
Yes, I followed up with ____ participants.
No
1.
Not Confident
At All
Very Confident
Removed - List the challenges posed by your behavioral styles & derive areas to improve on when networking
LPD review in 2013
Subject librarians
vital links between the Library and our users
engage in elements of the personal selling process
Put in pictures of librarians in action with users
Everyone networks but networks differently
Identify your behavioral style and look at its challenges, strengths & areas of improvement.
The website shows Niek Gooren - a multimedia designer - lying on a sofa eating crisps in his underwear. "As you read this, Niek is alone and jobless," it says.
Along with his CV and a list of projects he's worked on, he explains that he'd be cheaper to employ because he doesn't take milk or sugar in his coffee. A graph shows how a company's creativity and sex appeal will be transformed by bringing him on board. (http://www.helpniekuitdeww.nl/)
The site caused a stir when it was created in September and has now landed Niek a job with a PR firm, the NRC Handelsblad daily reports. He received "about 50 offers" and could take his pick, he tells the paper. A new version of the website shows him lounging on an office chair with a bottle of bubbly. "As you read this, Niek is washing down his crisps with champagne," it says.
The central premise of social capital is that social networks have value.
How does social capital work?The term social capital emphasizes not just warm and cuddly feelings, but a wide variety of quite specific benefits that flow from the trust, reciprocity, information, and cooperation associated with social networks. Social capital creates value for the people who are connected and - at least sometimes - for bystanders as well.
Robert D. Putnam is the Peter and Isabel Malkin Professor of Public Policy at Harvard University.
Build social capital, which refers to ‘resources’ that accrue to an individual or group through maintenance of a network of social ties
Your social capital is like a reservoir of social trust and support that you can tap into in your daily life (work), especially in times of need
Remember this Emergenetics profile that we all had? This profile showed our dominant thinking styles or rather working styles. I’m sure it helped all of us to understand and appreciate our colleagues better (maybe look at them differently!)What if we had such four different styles for networking? And we do?
http://www.emergenetics.com/whatis/sample-profiles
Co-Authored by Dr. Ivan Misner, considered one of the world’s leading experts on business networking
In the books he claims that he uses behavioural styles extensively while networking.
Soma: Please scan the book cover and insert image here… (Book on my table)
One fine day, while looking for readings on networking, we chanced a networking style survey which you all took.
http://www.amazon.com/ROOM-FULL-REFERRALS%C2%AE-network-them-ebook/dp/B00AQ6PBKC
During focus group, it was mentioned that one of the benefits of networking is receiving referrals….
When others find it easy and enjoyable to refer prospects to you = HIGH referability!
If others are unwilling or find it difficult to refer new prospects to your = LOW referability!
So what is affecting your referrability! Behavioural style – the way we behave when we network could be affecting our networking or even overpowering our users!
Image source: http://ithacareferrals.blogspot.sg/2012/02/room-full-of-referrals-2152012.html
Similar to the thinking styles, there are four behavioural styles
Explain Behavioural Style Survey
People display different behavioral styles when approaching people
Not clear on how to network when they come across someone, not knowing how they will react
Fear of being told off or might lead to a bad networking experience
Each facilitator to explain characteristics of their own behavioural styles & share their own experiences
Show video clips of the most common behavioural style (4 minutes) ???
http://ithacareferrals.blogspot.sg/2012/02/room-full-of-referrals-2152012.html
Participants will all get to do a self-assessment on their own behavior style, followed by an interactive workshop where they will first learn how to identify the other behavior styles, better know their own dominant style, and then learn to adapt to be supportive and to honor the relationships of the other three styles.
Go-Getter – 4
Promoter – 6
Examiner – 5
Nurturers – 23
Total – 38
An analysis of behavioral styles among NTU Librarians
We are all wired differently!!
Affects our referrability
Behavioral styles help or hinder our networking efforts.
Do not hide behind your behavioural style!!
Image: http://www.wired.com/wiredscience/2011/02/world-computer-data/
Facilitators present via
Narrating their own personal experience & relate to the general traits
Handout – Grid
people vs. task & fast vs. slow)
general traits of each dominant style
5 tips
Use mahjong paper
Present using the mahjong paper
Must bring/wear!!
Wear your name tag, library T-shirt & collar pin.
Bring your name cards along.
Insert collaterals & survey forms here.
Try to circulate around; don’t cling on to a few people
Don’t forget to end the conversation. End it off by thanking them for attending the event and help themselves with the food (if provided)
Connect back to the tips presented…..
Example:
When the person talks about his research area
Ask in-depth questions about how far along is the research, why they are interested in that research area, what inspired them to do this research area, how will their research benefit others
Cross match with our resources and services – but don’t jump the gun!
Subject librarians are the vital links between the Library and our users
Subject librarians engage in elements of the personal selling process
Subject librarians are the vital links between the Library and our users
Subject librarians engage in elements of the personal selling process