In this module:
Other Modules:
- Following up from a networking event
- Gaining a potential client’s commitment
- Warming up an old contact
- Phoning to arrange a meeting
- Using coaching skills with your client
- Leveraging client relationships
- What’s your target client thinking?
- Practical Challenges of Managing Clients
- Key Client Management ‘Best Practice’
- Conducting a post project review with client
Networking
Step 1 – What is networking and what does good look like?
Please read through the following definitions
What is networking?
Despite the proliferation of media, mobile working and new business trends,
the age-old saying ‘it’s not what you know, it’s who you know’ has never
had more truth. A few years back, networking was done in a haphazard and
unstructured way - you were lucky if you happened to ‘hit it off’ with
people who were later in a position to help you. But now things have
changed and the world’s top networkers are more strategic in how they
develop their networks. The good news is that these techniques can
be learnt.
Networking involves presenting yourself when you meet people so that they will want to meet and deal with you again.
At a later stage, once you have built a sufficient amount of trust with them, you can discuss whether there are opportunities to help each other. eg share information, make introductions to new contacts, collaborate, advise etc.
Interested in the benefits networking brings? Click here for ‘Reasons to network’
What good networking is not....
Contrary to belief, you don’t have to have intuition or charisma to be successful.
It is also important to point out that networking isn’t about hard-nosed selling
or making contacts for mercenary and self-serving reasons. People who follow this
mantra soon preside over networks of little value. Instead, great networking
in the 21st century is about giving in order to get back. You can’t give a lot
unless you make the effort to understand your contact’s hopes and dreams, needs
and wants and become tuned into their views, principles, goals and objectives.
Once you understand these, you are in a stronger position to provide answers
and bring value.
Working the room...
Those who are great at ‘Working the Room’ have the ability to circulate
comfortably and graciously through a gathering of people, meeting,
greeting and talking with as many of them as they want. They:
- make people feel at ease, create communication that is sincere;
- establish rapport effectively
- know how to start, continue and end lively and interesting conversations
(which may possibly lead to new business opportunities). It’s a skill.
Some people are naturals and find it easy, others less so. One way to become a great networker is to recognise how excellent networkers do what they do and adopt the strategies that most fit your own style and personality.
Now knowing what good networking is and is not, let’s start building your skills in this area.
- What does good look like? Click here for an overview of the key skills involved
- Working the room hints and tips - Click here for our pdf download