SlideShare a Scribd company logo
1 of 15
Download to read offline
NETWORKING
Why it is essential to doing business
Prepared by Frank Wyatt, Enterprising Partnerships Pty Ltd 1/11/2014
NETWORKING
What will you learn?
This presentation will allow you
to:
a) Understand why it is
important to network
b) How to initiate networking
for opportunity
c) How to plan your
networking
d) Apply 7 tools as
conversation starters
© Enterprising Partnerships Pty Ltd | Frank Wyatt 2
Photo credit: docstockmedia, Shutterstock
WHY STUDY THIS COURSE?
© Enterprising Partnerships Pty Ltd | Frank Wyatt
Networking is the way business is
done
The people you meet become
opportunities:
• to share ideas, problems and
solutions;
• to collaborate to grow ideas and
value;
• to solve problems;
• to get introduced to other people and
networks;
• to add value to those you meet; and
• to be paid for your ideas, services
and products.
3
People network to get the job done, to get business and to get ahead.
WHY DON’T PEOPLE NETWORK?
Shyness…..
• 60% of Americans say
they feel shy and
uncomfortable in business
and social settings.
• They have a fear of
rejection
• Anxious to ask for favours
– The Shyness Clinic,
Stanford University
Reasons given…
4© Enterprising Partnerships Pty Ltd | Frank Wyatt
Skills…..
• 85% say, “I don’t have the
network I need to
accomplish my goals.”
• 97% say “I have trouble
remembering names.”
• 85% say, “I don’t know what
I want when I go to a
networking event.”
– Contacts Count Research
Impatience…..
• Impatience for results
• Don’t build fruitful
relationships
• Gone for the close too
soon rather than
building trust
– Ivan Misner , Founder
of BNI
Social skills…..
Dependence on SMS,
email, social media etc
leaves many bereft of
social skills
– Fast Company
Confusing it with
selling…..
• Too often networking is
confused with selling.
• Networking is not
something you do to
people, it is something
you do with people
– Frank Wyatt, EP
Uncomfortable talking to
others…..
• Many of us were raised to be
humble and not to brag.
• Networking and interviewing
requires that you talk about
yourself and your
accomplishments.
– Barbara Sefani, Careers
NETWORKING
Who enjoys it?
© Enterprising Partnerships Pty Ltd | Frank Wyatt
Unless you’re an extravert this can
be a real pain
• Yet we also know that business is
done by talking and working with
each other
• One good thing is, it is people who
network and collaborate!!
Companies are merely legal
entities.
• Successful entrepreneurs are not
blocked by fear; they feel the fear,
live with it and use it
5
INITIATING NETWORKING
Realise you can rise to the
occasion to be an outward going
person for a short while when
needed.
Set aside your fears; go for the
goal.
Spark opportunities
6
© Enterprising Partnerships Pty Ltd | Frank Wyatt
PLANNING YOUR NETWORKING
© Enterprising Partnerships Pty Ltd | Frank Wyatt 7
Planning is necessary
Who is likely to be at the networking
session?
Who is likely to be valuable to talk to?
What will interest them? Show interest in
them and what matters to them. What can
I ask them to share with me?
What will they want to hear from me?
What do I want them to know about me?
Planning opportunities
Treat networking like a party
where you anticipate who’s
going, get to know people and
sometimes become friends
BEGINNING CONVERSATIONS
© <Name> | Contact person for this course
1. The person at the bar technique
Watch when you next meet someone
standing at the bar or coffee shop: they
listen to what you say and ask you about
the last aspect of whatever you say. Do the
same.
“Tell me more about that” or “what do you
mean by…”.or…”how will that impact …..?”
Always be open to letting people tell you
about themselves and their story.
By being curious, showing an interest and
asking follow up questions you
demonstrate your interest, so they’ll more
often than not reciprocate.
© Enterprising Partnerships Pty Ltd | Frank Wyatt
Tools to enable you breaking in….
8
BEGINNING CONVERSATIONS
© Enterprising Partnerships Pty Ltd | Frank Wyatt
| Contact person for this course
2. Avoid digital questions
Yes or no questions are digital
questions. They usually close
down a conversation rather than
opening it up be cause there can
be an awkward silence at the end
of them You’ve got your answer,
now what will you say?
Combine two elements of:
Tools to enable you breaking in….
9
Examples
“Tell me how that will matter to your staff”
“When will it be important to share that with
your suppliers?”
“How will it influence who you sell to if you
know what your customer wants?”
What
When
/ Who
Where
How Why
BEGINNING CONVERSATIONS
© <© Enterprising Partnerships Pty Ltd | Frank Wyatt
© Enterprising Partnerships Pty Ltd | Frank Wyatt
3. Three wise men giving gifts
Be willing to share.
Because you’ve listened then maybe
you can offer gifts that matter to them
(not you). E.g. provide them with a
complement that directly relates to
something they have said.
Giving gifts randomly often offends
as it demonstrates that you know
nothing about what matters to them.
Tools to enable you breaking in….
10
Focus your gifts on what they
have already told you
matters to them.
BEGINNING CONVERSATIONS
© <© Enterprising Partnerships Pty Ltd | Frank Wyatt
© Enterprising Partnerships Pty Ltd | Frank Wyatt
X MULTIPLY
• I’d like to know more about your
business
• How would you like to expand
your business?
• What more can you do to grow?
• If you had a magic wand, what
else would you do?
+ ADD
• What else would you like to add
to your business?
• If you had a magic wand what
new ideas would you add?
• What have you seen others
doing that you’d like to add to
you business?
- TAKE AWAY
• What is holding you back that
you’d like to do less of or
remove?
• What is no longer useful or that
you might do or use-less?
• How can you remove obstacles
to your business?
% DIVIDE
• How might you share the
challenges with others?
• Do you delegate effectively?
• Are there others who you could
collaborate with?
• If you were to join forces with
others what could you achieve?
Tools to allow you to break in to a conversation
11
4. Maths Model – think about this opportunity to break into a
conversation as questioning based on arithmatic.
BEGINNING CONVERSATIONS
© Enterprising Partnerships Pty Ltd | Frank Wyatt
5. Have fun and bring joy to the world
No one likes hanging around with victims
or people who are users.
Let some sunshine into your world and
radiate it to others in every exchange
(even when things are tough).
Focus on the issues rather than the
person when there are disagreements.
Reinforce the person and the potential
for future relationships.
Tools to enable you breaking in….
12
Law of reciprocity: “What you give
is what you get” OR “a kind action
will be followed by a kind action” OR
“do something nice and people will
feel compelled to do something nice
for you in return”
BEGINNING CONVERSATIONS
© Enterprising Partnerships Pty Ltd | Frank Wyatt
6. Change the words in your head
What if we thought of networking as a
way to meet people with whom we share
mutual interests, joy and fun?
That it wasn’t about racking up tons of
names and business cards, but rather
about building a strong and supportive
community?
And instead of being one-way or one-
time, it’s about creating long-term
relationships to nurture and grow?
Tools to enable you breaking in….
13
Insert the words “mutual”,
“supportive”, “nurturing”,
“connecting” and “long-term” into
how you think about networking
Photo credit: docstockmedia, Shutterstock
BEGINNING CONVERSATIONS
© <Name> | Contact person for this course
7. Follow up to ensure they know
you are serious
You know when you meet someone
you like and you wait for their call?
We have all types of avenues for
follow up: SMS, tweets, email,
Skype, LinkedIn etc
Don’t just send a generic request on
LinkedIn, continue the discussion
and open the opportunity for follow
up discussions.
© Enterprising Partnerships Pty Ltd | Frank Wyatt
Tools to enable you breaking in….
14
Present them with an opportunity related to
what you’ve heard them say. Then you can
work toward solving their problem.
0414 392 323
frank@enterprisingpartnerships.com.au
Enterprising Partnerships
PO Box 5127
South Melbourne 3205
@communityep
@Enter_EP
enterprising-partnerships
enterprisingpartnerships
frank19491
www.enterprisingpartnerships.com.au
CONTACTS
Copyright Enterprising Partnerships 15

More Related Content

What's hot

How to sharpen your presentation skills (from the Easter edition of The Barri...
How to sharpen your presentation skills (from the Easter edition of The Barri...How to sharpen your presentation skills (from the Easter edition of The Barri...
How to sharpen your presentation skills (from the Easter edition of The Barri...Douglas McPherson
 
Endless Referrals System
Endless Referrals SystemEndless Referrals System
Endless Referrals SystemGUY FLEMMING
 
The Invisible ROI Of Creating A Digital Asset For Any Executive
The Invisible ROI Of Creating A Digital Asset For Any ExecutiveThe Invisible ROI Of Creating A Digital Asset For Any Executive
The Invisible ROI Of Creating A Digital Asset For Any ExecutiveJanette Getui
 
Oh God, Not Another Survey: Building Extraordinary Teams and Improving Processes
Oh God, Not Another Survey: Building Extraordinary Teams and Improving ProcessesOh God, Not Another Survey: Building Extraordinary Teams and Improving Processes
Oh God, Not Another Survey: Building Extraordinary Teams and Improving ProcessesBrian Pichman
 
Transitioning2Digital.2009 09 17
Transitioning2Digital.2009 09 17Transitioning2Digital.2009 09 17
Transitioning2Digital.2009 09 17ElaineLee
 
Digital Skills for Librarians in the New Normal Era - Sylvester Ebhonu
Digital Skills for Librarians in the New Normal Era - Sylvester EbhonuDigital Skills for Librarians in the New Normal Era - Sylvester Ebhonu
Digital Skills for Librarians in the New Normal Era - Sylvester EbhonuSylvester Ebhonu
 
ARSTE august 2010 presentation
ARSTE august 2010 presentationARSTE august 2010 presentation
ARSTE august 2010 presentationAvenue M Group
 
20 Ideas To Spark Your Content Creation
20 Ideas To Spark Your Content Creation20 Ideas To Spark Your Content Creation
20 Ideas To Spark Your Content CreationDale Odeyemi
 
Successful Networking
Successful NetworkingSuccessful Networking
Successful Networkingdanealle
 
How To Get Noticed, Hired or Anything Else You Want
How To Get Noticed, Hired or Anything Else You WantHow To Get Noticed, Hired or Anything Else You Want
How To Get Noticed, Hired or Anything Else You Wantedhawan
 
The Power of Business Networking
The Power of Business NetworkingThe Power of Business Networking
The Power of Business NetworkingSharon Crost
 
Your Next Job: Networking for Introverts
Your Next Job: Networking for IntrovertsYour Next Job: Networking for Introverts
Your Next Job: Networking for IntrovertsBrain Capital
 
Your Network is Your Networth
Your Network is Your NetworthYour Network is Your Networth
Your Network is Your NetworthRakesh Sidana
 
Can Networking Really Get Me A Job?
Can Networking Really Get Me A Job?Can Networking Really Get Me A Job?
Can Networking Really Get Me A Job?aspyresolutions
 

What's hot (20)

How to sharpen your presentation skills (from the Easter edition of The Barri...
How to sharpen your presentation skills (from the Easter edition of The Barri...How to sharpen your presentation skills (from the Easter edition of The Barri...
How to sharpen your presentation skills (from the Easter edition of The Barri...
 
The 5 Secrets of Networking
The 5 Secrets of NetworkingThe 5 Secrets of Networking
The 5 Secrets of Networking
 
Successful Networking
Successful Networking Successful Networking
Successful Networking
 
Endless Referrals System
Endless Referrals SystemEndless Referrals System
Endless Referrals System
 
The Invisible ROI Of Creating A Digital Asset For Any Executive
The Invisible ROI Of Creating A Digital Asset For Any ExecutiveThe Invisible ROI Of Creating A Digital Asset For Any Executive
The Invisible ROI Of Creating A Digital Asset For Any Executive
 
Oh God, Not Another Survey: Building Extraordinary Teams and Improving Processes
Oh God, Not Another Survey: Building Extraordinary Teams and Improving ProcessesOh God, Not Another Survey: Building Extraordinary Teams and Improving Processes
Oh God, Not Another Survey: Building Extraordinary Teams and Improving Processes
 
Business Networking
Business Networking Business Networking
Business Networking
 
Networking to Increase Your Net Worth
Networking to Increase Your Net WorthNetworking to Increase Your Net Worth
Networking to Increase Your Net Worth
 
Transitioning2Digital.2009 09 17
Transitioning2Digital.2009 09 17Transitioning2Digital.2009 09 17
Transitioning2Digital.2009 09 17
 
Digital Skills for Librarians in the New Normal Era - Sylvester Ebhonu
Digital Skills for Librarians in the New Normal Era - Sylvester EbhonuDigital Skills for Librarians in the New Normal Era - Sylvester Ebhonu
Digital Skills for Librarians in the New Normal Era - Sylvester Ebhonu
 
ARSTE august 2010 presentation
ARSTE august 2010 presentationARSTE august 2010 presentation
ARSTE august 2010 presentation
 
20 Ideas To Spark Your Content Creation
20 Ideas To Spark Your Content Creation20 Ideas To Spark Your Content Creation
20 Ideas To Spark Your Content Creation
 
Successful Networking
Successful NetworkingSuccessful Networking
Successful Networking
 
Powerpoint Book
Powerpoint BookPowerpoint Book
Powerpoint Book
 
How To Get Noticed, Hired or Anything Else You Want
How To Get Noticed, Hired or Anything Else You WantHow To Get Noticed, Hired or Anything Else You Want
How To Get Noticed, Hired or Anything Else You Want
 
Outliers and Misfits
Outliers and MisfitsOutliers and Misfits
Outliers and Misfits
 
The Power of Business Networking
The Power of Business NetworkingThe Power of Business Networking
The Power of Business Networking
 
Your Next Job: Networking for Introverts
Your Next Job: Networking for IntrovertsYour Next Job: Networking for Introverts
Your Next Job: Networking for Introverts
 
Your Network is Your Networth
Your Network is Your NetworthYour Network is Your Networth
Your Network is Your Networth
 
Can Networking Really Get Me A Job?
Can Networking Really Get Me A Job?Can Networking Really Get Me A Job?
Can Networking Really Get Me A Job?
 

Viewers also liked

Metrics influence kh
Metrics influence khMetrics influence kh
Metrics influence khStephen Abram
 
Valuation and perception results daphne 2
Valuation and perception results daphne 2Valuation and perception results daphne 2
Valuation and perception results daphne 2Stephen Abram
 
Is what's 'trending' what¹s worth purchasing?
Is what's 'trending' what¹s worth purchasing?Is what's 'trending' what¹s worth purchasing?
Is what's 'trending' what¹s worth purchasing?NASIG
 
When will librarians start research support with altmetrics to their research...
When will librarians start research support with altmetrics to their research...When will librarians start research support with altmetrics to their research...
When will librarians start research support with altmetrics to their research...Keita Bando
 
Understanding impact through alternative metrics: developing library-based as...
Understanding impact through alternative metrics: developing library-based as...Understanding impact through alternative metrics: developing library-based as...
Understanding impact through alternative metrics: developing library-based as...Kristi Holmes
 
Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...
Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...
Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...Timon Oefelein
 

Viewers also liked (7)

Metrics influence kh
Metrics influence khMetrics influence kh
Metrics influence kh
 
Valuation and perception results daphne 2
Valuation and perception results daphne 2Valuation and perception results daphne 2
Valuation and perception results daphne 2
 
Is what's 'trending' what¹s worth purchasing?
Is what's 'trending' what¹s worth purchasing?Is what's 'trending' what¹s worth purchasing?
Is what's 'trending' what¹s worth purchasing?
 
When will librarians start research support with altmetrics to their research...
When will librarians start research support with altmetrics to their research...When will librarians start research support with altmetrics to their research...
When will librarians start research support with altmetrics to their research...
 
Understanding impact through alternative metrics: developing library-based as...
Understanding impact through alternative metrics: developing library-based as...Understanding impact through alternative metrics: developing library-based as...
Understanding impact through alternative metrics: developing library-based as...
 
Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...
Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...
Free UKSG webinar - Altmetrics for Librarians: a publisher dashboard, a unive...
 
Yukon libraries
Yukon librariesYukon libraries
Yukon libraries
 

Similar to Networking - Why it is essential to doing business

Simple ways to bring the startup culture back to your firm
Simple ways to bring the startup culture back to your firmSimple ways to bring the startup culture back to your firm
Simple ways to bring the startup culture back to your firmVinod Desai
 
Ignite a passion for learning v2
Ignite a passion for learning v2Ignite a passion for learning v2
Ignite a passion for learning v2Genius Learning Ltd
 
Professional Networking 101
Professional Networking 101Professional Networking 101
Professional Networking 101Craig Mathews
 
Cracking The Effective Networking Code
Cracking The Effective Networking CodeCracking The Effective Networking Code
Cracking The Effective Networking CodeWorkforce Group
 
New Media Women Entrepreneurs Summit
New Media Women Entrepreneurs SummitNew Media Women Entrepreneurs Summit
New Media Women Entrepreneurs SummitJu-Don Roberts
 
Get Noticed Get Hired Webinar
Get Noticed Get Hired WebinarGet Noticed Get Hired Webinar
Get Noticed Get Hired WebinarJCSI
 
Get Noticed Get Hired Webinar
Get Noticed Get Hired WebinarGet Noticed Get Hired Webinar
Get Noticed Get Hired Webinarpssilvaii
 
Networking Tips via Keith Ferrazzi Book "Never Eat Alone"
Networking Tips via Keith Ferrazzi Book "Never Eat Alone"Networking Tips via Keith Ferrazzi Book "Never Eat Alone"
Networking Tips via Keith Ferrazzi Book "Never Eat Alone"LinkedIn Riches
 
ONA: Before You Launch Session
ONA: Before You Launch SessionONA: Before You Launch Session
ONA: Before You Launch SessionJu-Don Roberts
 
Building your network
Building your networkBuilding your network
Building your networkLisa Mahar
 
Want to Be Your Own Boss
Want to Be Your Own BossWant to Be Your Own Boss
Want to Be Your Own BossJarle Thorsen
 
Freelancing in the_digital_age_july_2018
Freelancing in the_digital_age_july_2018Freelancing in the_digital_age_july_2018
Freelancing in the_digital_age_july_2018Cassandra Pierre-Louis
 
You Suck @ Networking
You Suck @ NetworkingYou Suck @ Networking
You Suck @ NetworkingNeeraj Shah
 
Networking for Success Second Edition
Networking for Success Second EditionNetworking for Success Second Edition
Networking for Success Second EditionSandra Palmer
 
Engaging Business as Your Partner
Engaging Business as Your PartnerEngaging Business as Your Partner
Engaging Business as Your PartnerMichele Martin
 
7 costly mistakes to avoid when networking
7 costly mistakes to avoid when networking7 costly mistakes to avoid when networking
7 costly mistakes to avoid when networkingStuart Walton
 
Nfs3 workshop oct 2016 version c
Nfs3 workshop oct 2016 version cNfs3 workshop oct 2016 version c
Nfs3 workshop oct 2016 version cLeahcim Semaj
 

Similar to Networking - Why it is essential to doing business (20)

Simple ways to bring the startup culture back to your firm
Simple ways to bring the startup culture back to your firmSimple ways to bring the startup culture back to your firm
Simple ways to bring the startup culture back to your firm
 
Ignite a passion for learning v2
Ignite a passion for learning v2Ignite a passion for learning v2
Ignite a passion for learning v2
 
Professional Networking 101
Professional Networking 101Professional Networking 101
Professional Networking 101
 
Cracking The Effective Networking Code
Cracking The Effective Networking CodeCracking The Effective Networking Code
Cracking The Effective Networking Code
 
New Media Women Entrepreneurs Summit
New Media Women Entrepreneurs SummitNew Media Women Entrepreneurs Summit
New Media Women Entrepreneurs Summit
 
Get Noticed Get Hired Webinar
Get Noticed Get Hired WebinarGet Noticed Get Hired Webinar
Get Noticed Get Hired Webinar
 
Get Noticed Get Hired Webinar
Get Noticed Get Hired WebinarGet Noticed Get Hired Webinar
Get Noticed Get Hired Webinar
 
Networking Tips via Keith Ferrazzi Book "Never Eat Alone"
Networking Tips via Keith Ferrazzi Book "Never Eat Alone"Networking Tips via Keith Ferrazzi Book "Never Eat Alone"
Networking Tips via Keith Ferrazzi Book "Never Eat Alone"
 
ONA: Before You Launch Session
ONA: Before You Launch SessionONA: Before You Launch Session
ONA: Before You Launch Session
 
Building your network
Building your networkBuilding your network
Building your network
 
Networking nightmares
Networking nightmaresNetworking nightmares
Networking nightmares
 
Want to Be Your Own Boss
Want to Be Your Own BossWant to Be Your Own Boss
Want to Be Your Own Boss
 
Freelancing in the_digital_age_july_2018
Freelancing in the_digital_age_july_2018Freelancing in the_digital_age_july_2018
Freelancing in the_digital_age_july_2018
 
Art of networking
Art of networkingArt of networking
Art of networking
 
Art of networking
Art of networkingArt of networking
Art of networking
 
You Suck @ Networking
You Suck @ NetworkingYou Suck @ Networking
You Suck @ Networking
 
Networking for Success Second Edition
Networking for Success Second EditionNetworking for Success Second Edition
Networking for Success Second Edition
 
Engaging Business as Your Partner
Engaging Business as Your PartnerEngaging Business as Your Partner
Engaging Business as Your Partner
 
7 costly mistakes to avoid when networking
7 costly mistakes to avoid when networking7 costly mistakes to avoid when networking
7 costly mistakes to avoid when networking
 
Nfs3 workshop oct 2016 version c
Nfs3 workshop oct 2016 version cNfs3 workshop oct 2016 version c
Nfs3 workshop oct 2016 version c
 

Recently uploaded

Making Sense of Multiple Ideas with Affinity Diagrams
Making Sense of Multiple Ideas with Affinity DiagramsMaking Sense of Multiple Ideas with Affinity Diagrams
Making Sense of Multiple Ideas with Affinity DiagramsCIToolkit
 
Test_document_upload_SQL_minimum_fourteen
Test_document_upload_SQL_minimum_fourteenTest_document_upload_SQL_minimum_fourteen
Test_document_upload_SQL_minimum_fourteenolgaz9
 
Organizations in a Future with Generative AI
Organizations in a Future with Generative AIOrganizations in a Future with Generative AI
Organizations in a Future with Generative AIKye Andersson
 
Forget Fiverr : Fractional Employment the ins and outs
Forget Fiverr : Fractional Employment the ins and outsForget Fiverr : Fractional Employment the ins and outs
Forget Fiverr : Fractional Employment the ins and outsStephan Koning
 
Analyzing and Monitoring Processes through Time Value Mapping
Analyzing and Monitoring Processes through Time Value MappingAnalyzing and Monitoring Processes through Time Value Mapping
Analyzing and Monitoring Processes through Time Value MappingCIToolkit
 
Performance Management Notes for MBA Students
Performance Management Notes for MBA StudentsPerformance Management Notes for MBA Students
Performance Management Notes for MBA StudentsManickam Gajapathy
 
Value Stream Map: A Visual Approach to Process Optimization
Value Stream Map: A Visual Approach to Process OptimizationValue Stream Map: A Visual Approach to Process Optimization
Value Stream Map: A Visual Approach to Process OptimizationCIToolkit
 
HR for Non HR_Performance Management System
HR for Non HR_Performance Management SystemHR for Non HR_Performance Management System
HR for Non HR_Performance Management Systemazischin
 
From Command Line to Reporting Line: The Diary of a First-Time EM
From Command Line to Reporting Line: The Diary of a First-Time EMFrom Command Line to Reporting Line: The Diary of a First-Time EM
From Command Line to Reporting Line: The Diary of a First-Time EMGloria Chow
 
How the Heck do you Teach Level Design? Educating in the Studio
How the Heck do you Teach Level Design? Educating in the StudioHow the Heck do you Teach Level Design? Educating in the Studio
How the Heck do you Teach Level Design? Educating in the StudioChristopher Totten
 
The Role of Fishbone Diagram in Analyzing Cause and Effect
The Role of Fishbone Diagram in Analyzing Cause and EffectThe Role of Fishbone Diagram in Analyzing Cause and Effect
The Role of Fishbone Diagram in Analyzing Cause and EffectCIToolkit
 
Empowering Resilience & Strategic Growth: Insights for Emerging Leaders
Empowering Resilience & Strategic Growth: Insights for Emerging LeadersEmpowering Resilience & Strategic Growth: Insights for Emerging Leaders
Empowering Resilience & Strategic Growth: Insights for Emerging LeadersMahmoud Rabie
 
Roadway to GDSC- Session 1 Powerpoint Presentation
Roadway to GDSC- Session 1 Powerpoint PresentationRoadway to GDSC- Session 1 Powerpoint Presentation
Roadway to GDSC- Session 1 Powerpoint Presentationgdscghrcem
 
Improving Operations through Observation and Gemba Walks
Improving Operations through Observation and Gemba WalksImproving Operations through Observation and Gemba Walks
Improving Operations through Observation and Gemba WalksCIToolkit
 
Tackling Fake Agility w/ Johanna Rothman
Tackling Fake Agility w/ Johanna RothmanTackling Fake Agility w/ Johanna Rothman
Tackling Fake Agility w/ Johanna RothmanStefan Wolpers
 
Mapping Customer Expectations Through Kano Analysis
Mapping Customer Expectations Through Kano AnalysisMapping Customer Expectations Through Kano Analysis
Mapping Customer Expectations Through Kano AnalysisCIToolkit
 
HR for Non HR_Learning and Development.
HR for Non HR_Learning  and Development.HR for Non HR_Learning  and Development.
HR for Non HR_Learning and Development.azischin
 
An Important Step Toward Process Improvement
An Important Step Toward Process ImprovementAn Important Step Toward Process Improvement
An Important Step Toward Process ImprovementCIToolkit
 

Recently uploaded (20)

Making Sense of Multiple Ideas with Affinity Diagrams
Making Sense of Multiple Ideas with Affinity DiagramsMaking Sense of Multiple Ideas with Affinity Diagrams
Making Sense of Multiple Ideas with Affinity Diagrams
 
The Truth About Influence
The Truth About InfluenceThe Truth About Influence
The Truth About Influence
 
Test_document_upload_SQL_minimum_fourteen
Test_document_upload_SQL_minimum_fourteenTest_document_upload_SQL_minimum_fourteen
Test_document_upload_SQL_minimum_fourteen
 
Organizations in a Future with Generative AI
Organizations in a Future with Generative AIOrganizations in a Future with Generative AI
Organizations in a Future with Generative AI
 
Forget Fiverr : Fractional Employment the ins and outs
Forget Fiverr : Fractional Employment the ins and outsForget Fiverr : Fractional Employment the ins and outs
Forget Fiverr : Fractional Employment the ins and outs
 
Analyzing and Monitoring Processes through Time Value Mapping
Analyzing and Monitoring Processes through Time Value MappingAnalyzing and Monitoring Processes through Time Value Mapping
Analyzing and Monitoring Processes through Time Value Mapping
 
Performance Management Notes for MBA Students
Performance Management Notes for MBA StudentsPerformance Management Notes for MBA Students
Performance Management Notes for MBA Students
 
Value Stream Map: A Visual Approach to Process Optimization
Value Stream Map: A Visual Approach to Process OptimizationValue Stream Map: A Visual Approach to Process Optimization
Value Stream Map: A Visual Approach to Process Optimization
 
Capacity2 - Briefing and Facilitation training slides
Capacity2 - Briefing and Facilitation training slidesCapacity2 - Briefing and Facilitation training slides
Capacity2 - Briefing and Facilitation training slides
 
HR for Non HR_Performance Management System
HR for Non HR_Performance Management SystemHR for Non HR_Performance Management System
HR for Non HR_Performance Management System
 
From Command Line to Reporting Line: The Diary of a First-Time EM
From Command Line to Reporting Line: The Diary of a First-Time EMFrom Command Line to Reporting Line: The Diary of a First-Time EM
From Command Line to Reporting Line: The Diary of a First-Time EM
 
How the Heck do you Teach Level Design? Educating in the Studio
How the Heck do you Teach Level Design? Educating in the StudioHow the Heck do you Teach Level Design? Educating in the Studio
How the Heck do you Teach Level Design? Educating in the Studio
 
The Role of Fishbone Diagram in Analyzing Cause and Effect
The Role of Fishbone Diagram in Analyzing Cause and EffectThe Role of Fishbone Diagram in Analyzing Cause and Effect
The Role of Fishbone Diagram in Analyzing Cause and Effect
 
Empowering Resilience & Strategic Growth: Insights for Emerging Leaders
Empowering Resilience & Strategic Growth: Insights for Emerging LeadersEmpowering Resilience & Strategic Growth: Insights for Emerging Leaders
Empowering Resilience & Strategic Growth: Insights for Emerging Leaders
 
Roadway to GDSC- Session 1 Powerpoint Presentation
Roadway to GDSC- Session 1 Powerpoint PresentationRoadway to GDSC- Session 1 Powerpoint Presentation
Roadway to GDSC- Session 1 Powerpoint Presentation
 
Improving Operations through Observation and Gemba Walks
Improving Operations through Observation and Gemba WalksImproving Operations through Observation and Gemba Walks
Improving Operations through Observation and Gemba Walks
 
Tackling Fake Agility w/ Johanna Rothman
Tackling Fake Agility w/ Johanna RothmanTackling Fake Agility w/ Johanna Rothman
Tackling Fake Agility w/ Johanna Rothman
 
Mapping Customer Expectations Through Kano Analysis
Mapping Customer Expectations Through Kano AnalysisMapping Customer Expectations Through Kano Analysis
Mapping Customer Expectations Through Kano Analysis
 
HR for Non HR_Learning and Development.
HR for Non HR_Learning  and Development.HR for Non HR_Learning  and Development.
HR for Non HR_Learning and Development.
 
An Important Step Toward Process Improvement
An Important Step Toward Process ImprovementAn Important Step Toward Process Improvement
An Important Step Toward Process Improvement
 

Networking - Why it is essential to doing business

  • 1. NETWORKING Why it is essential to doing business Prepared by Frank Wyatt, Enterprising Partnerships Pty Ltd 1/11/2014
  • 2. NETWORKING What will you learn? This presentation will allow you to: a) Understand why it is important to network b) How to initiate networking for opportunity c) How to plan your networking d) Apply 7 tools as conversation starters © Enterprising Partnerships Pty Ltd | Frank Wyatt 2 Photo credit: docstockmedia, Shutterstock
  • 3. WHY STUDY THIS COURSE? © Enterprising Partnerships Pty Ltd | Frank Wyatt Networking is the way business is done The people you meet become opportunities: • to share ideas, problems and solutions; • to collaborate to grow ideas and value; • to solve problems; • to get introduced to other people and networks; • to add value to those you meet; and • to be paid for your ideas, services and products. 3 People network to get the job done, to get business and to get ahead.
  • 4. WHY DON’T PEOPLE NETWORK? Shyness….. • 60% of Americans say they feel shy and uncomfortable in business and social settings. • They have a fear of rejection • Anxious to ask for favours – The Shyness Clinic, Stanford University Reasons given… 4© Enterprising Partnerships Pty Ltd | Frank Wyatt Skills….. • 85% say, “I don’t have the network I need to accomplish my goals.” • 97% say “I have trouble remembering names.” • 85% say, “I don’t know what I want when I go to a networking event.” – Contacts Count Research Impatience….. • Impatience for results • Don’t build fruitful relationships • Gone for the close too soon rather than building trust – Ivan Misner , Founder of BNI Social skills….. Dependence on SMS, email, social media etc leaves many bereft of social skills – Fast Company Confusing it with selling….. • Too often networking is confused with selling. • Networking is not something you do to people, it is something you do with people – Frank Wyatt, EP Uncomfortable talking to others….. • Many of us were raised to be humble and not to brag. • Networking and interviewing requires that you talk about yourself and your accomplishments. – Barbara Sefani, Careers
  • 5. NETWORKING Who enjoys it? © Enterprising Partnerships Pty Ltd | Frank Wyatt Unless you’re an extravert this can be a real pain • Yet we also know that business is done by talking and working with each other • One good thing is, it is people who network and collaborate!! Companies are merely legal entities. • Successful entrepreneurs are not blocked by fear; they feel the fear, live with it and use it 5
  • 6. INITIATING NETWORKING Realise you can rise to the occasion to be an outward going person for a short while when needed. Set aside your fears; go for the goal. Spark opportunities 6 © Enterprising Partnerships Pty Ltd | Frank Wyatt
  • 7. PLANNING YOUR NETWORKING © Enterprising Partnerships Pty Ltd | Frank Wyatt 7 Planning is necessary Who is likely to be at the networking session? Who is likely to be valuable to talk to? What will interest them? Show interest in them and what matters to them. What can I ask them to share with me? What will they want to hear from me? What do I want them to know about me? Planning opportunities Treat networking like a party where you anticipate who’s going, get to know people and sometimes become friends
  • 8. BEGINNING CONVERSATIONS © <Name> | Contact person for this course 1. The person at the bar technique Watch when you next meet someone standing at the bar or coffee shop: they listen to what you say and ask you about the last aspect of whatever you say. Do the same. “Tell me more about that” or “what do you mean by…”.or…”how will that impact …..?” Always be open to letting people tell you about themselves and their story. By being curious, showing an interest and asking follow up questions you demonstrate your interest, so they’ll more often than not reciprocate. © Enterprising Partnerships Pty Ltd | Frank Wyatt Tools to enable you breaking in…. 8
  • 9. BEGINNING CONVERSATIONS © Enterprising Partnerships Pty Ltd | Frank Wyatt | Contact person for this course 2. Avoid digital questions Yes or no questions are digital questions. They usually close down a conversation rather than opening it up be cause there can be an awkward silence at the end of them You’ve got your answer, now what will you say? Combine two elements of: Tools to enable you breaking in…. 9 Examples “Tell me how that will matter to your staff” “When will it be important to share that with your suppliers?” “How will it influence who you sell to if you know what your customer wants?” What When / Who Where How Why
  • 10. BEGINNING CONVERSATIONS © <© Enterprising Partnerships Pty Ltd | Frank Wyatt © Enterprising Partnerships Pty Ltd | Frank Wyatt 3. Three wise men giving gifts Be willing to share. Because you’ve listened then maybe you can offer gifts that matter to them (not you). E.g. provide them with a complement that directly relates to something they have said. Giving gifts randomly often offends as it demonstrates that you know nothing about what matters to them. Tools to enable you breaking in…. 10 Focus your gifts on what they have already told you matters to them.
  • 11. BEGINNING CONVERSATIONS © <© Enterprising Partnerships Pty Ltd | Frank Wyatt © Enterprising Partnerships Pty Ltd | Frank Wyatt X MULTIPLY • I’d like to know more about your business • How would you like to expand your business? • What more can you do to grow? • If you had a magic wand, what else would you do? + ADD • What else would you like to add to your business? • If you had a magic wand what new ideas would you add? • What have you seen others doing that you’d like to add to you business? - TAKE AWAY • What is holding you back that you’d like to do less of or remove? • What is no longer useful or that you might do or use-less? • How can you remove obstacles to your business? % DIVIDE • How might you share the challenges with others? • Do you delegate effectively? • Are there others who you could collaborate with? • If you were to join forces with others what could you achieve? Tools to allow you to break in to a conversation 11 4. Maths Model – think about this opportunity to break into a conversation as questioning based on arithmatic.
  • 12. BEGINNING CONVERSATIONS © Enterprising Partnerships Pty Ltd | Frank Wyatt 5. Have fun and bring joy to the world No one likes hanging around with victims or people who are users. Let some sunshine into your world and radiate it to others in every exchange (even when things are tough). Focus on the issues rather than the person when there are disagreements. Reinforce the person and the potential for future relationships. Tools to enable you breaking in…. 12 Law of reciprocity: “What you give is what you get” OR “a kind action will be followed by a kind action” OR “do something nice and people will feel compelled to do something nice for you in return”
  • 13. BEGINNING CONVERSATIONS © Enterprising Partnerships Pty Ltd | Frank Wyatt 6. Change the words in your head What if we thought of networking as a way to meet people with whom we share mutual interests, joy and fun? That it wasn’t about racking up tons of names and business cards, but rather about building a strong and supportive community? And instead of being one-way or one- time, it’s about creating long-term relationships to nurture and grow? Tools to enable you breaking in…. 13 Insert the words “mutual”, “supportive”, “nurturing”, “connecting” and “long-term” into how you think about networking Photo credit: docstockmedia, Shutterstock
  • 14. BEGINNING CONVERSATIONS © <Name> | Contact person for this course 7. Follow up to ensure they know you are serious You know when you meet someone you like and you wait for their call? We have all types of avenues for follow up: SMS, tweets, email, Skype, LinkedIn etc Don’t just send a generic request on LinkedIn, continue the discussion and open the opportunity for follow up discussions. © Enterprising Partnerships Pty Ltd | Frank Wyatt Tools to enable you breaking in…. 14 Present them with an opportunity related to what you’ve heard them say. Then you can work toward solving their problem.
  • 15. 0414 392 323 frank@enterprisingpartnerships.com.au Enterprising Partnerships PO Box 5127 South Melbourne 3205 @communityep @Enter_EP enterprising-partnerships enterprisingpartnerships frank19491 www.enterprisingpartnerships.com.au CONTACTS Copyright Enterprising Partnerships 15