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Networking training
Networking training
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Networking training
Networking training
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Networking training
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Networking training
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Networking training

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Networking Briefing Cork 2012

Networking Briefing Cork 2012

Published in: Automotive
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  • Transcript

    • 1. Networking Briefing Sponsored byDate: November 20th 2012 Speaker: Peter Cosgrove
    • 2. Is Technology the answer?
    • 3. We need technology but… “Technology is just a tool. In terms of getting the kids working together and motivating them, the teacher is the most important.” Bill Gates
    • 4. Why Network...the old fashioned way.
    • 5. 1. Recruitment is a people business Ultimatum game
    • 6. 2. Sales is emotive...In a recent survey 67% of clients move from onesupplier to another because of...The indifference of their current supplier.
    • 7. 3. Threats to Recruitment Agencies• Clients cut out the “middle man”.• In-house Recruitment specialists.• Technology platforms that do everything automatically.
    • 8. Why networking will help with these threats...Focus on what is not easy to replicate:• Advice.• Perspective.• Knowledge.
    • 9. How to network
    • 10. I hate networking!Our biggest fears ACTION: Shout out all the worst fears you have about networking
    • 11. Our biggest fearsI have nothing to sayI don’t know the subject matterI don’t know how to go up to peopleI feel a but stupidI am not a natural conversationalistI am shyI get stuck with the loser every timeNo one talks to meI find it awkward/ false
    • 12. Have you ever done the followingUsed a tradesmen based on a referral from a friend.Know anyone who has been offered a job that was not advertised.Gone to a restaurant because you know the owner or someone who works there.
    • 13. What is/ is not networking NOT Selling – it’s a PLATFORM for future sales What is it: The ability to create and manage professional relationships
    • 14. Why network To gather market information To create prospects – a growth strategy To Build Visibility To Build Relationships To reinforce relationships Because the competition is doing it
    • 15. Where to networkAccept InvitationsPrioritise it – easy client meetings“Crocodiles at the watering hole”
    • 16. The Biggest problems with networking People do not work the room People are in the wrong roomWith so many events the key is to: Go to the right events Do the right things at these events Networking is hard – don’t make it harder by not knowing who you are looking for.
    • 17. Who are you there to meet? Make a list of your ideal customers:  Who pay you the most  Who you’ve enjoyed working with  Who you’ve had most success with  What companies are suppliers to your industry  Is there a relevant professional body…things are much easier when you know who you are looking for.
    • 18. Reticular Activator If you do not know what you are looking for, do not be surprised if you do not find it.
    • 19. First steps Choose an objective – make it activity based Plan your route (when to arrive, who to sit with etc) Research the group and the dress code Business cards Read newspapers
    • 20. Tool-kitYou need to have good mannersYou need to be able to talk…EASY!!
    • 21. The fear…Never compare your inside to someone else’s outside- because you will always lose.
    • 22. Entering the room… Pause and survey the room Targeting groups Eye contact and smile Maintain Distance Ask Permission – Please may I join you? “Hi I am FIRST NAME – make it easy Use an open question – Where have you come from today Badge – put on right lapel
    • 23. Ref: The Jelly Effect
    • 24. 5 Steps1. Getting into the conversation2. Talk about them3. Talk about you4. Chat5. Get out of conversationQuestions to ask Where have you come from Who do you work for What do you do When did you get into this business Where are you based How long have you been doing it How any staff/ branches have you got
    • 25. Have something to say
    • 26. Help others!“Understand the universal law of reciprocity. This basically states thatwhat you give out comes back tenfold – if you want referrals – startgiving them to others.”
    • 27. The Big Question What professions are good contacts for you?
    • 28. Your 30 second introductionExamplesTraditional “Afters based”I am an accountant I help people pay less taxI work in real estate I help people buy the property of their dreamsI’m a personal trainer I make my clients more attractive to their ideal partnerI’m a nutritionist I help people who are sick & tired of feeling sick & tiredWhat can you say as opposed to I’m a recruitment consultant or I’m in recruitment”
    • 29. Always Do… The Business Card: Ask, Look, Comment, Ask Permission to make a contact call. Note time when you are going to call Call when you say you will Sell the meeting is the next stage Now you SELL!!
    • 30. Leaving… Be Respectful – Provide an exit Moving on Parking
    • 31. Quick Summary on Networking • Accept invites to events. • Build a list of who you want to meet • Have an objective every time • Know what you are looking for. • Have something to say. • Help others. ...and you can look to charge higher prices. Now lets revisit our fears….
    • 32. Revisit our FearsI have nothing to sayI don’t know the subject matterI don’t know how to go up to peopleI feel a but stupidI am not a natural conversationalistI am shyI get stuck with the loser every timeNo one talks to meI find it awkward/ false
    • 33. Thank You @petercosgrove

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