What will We Discuss
• Importance of Networking
• What kind of Network you want?
• Networking techniques
– Small Talk
• 10 advices
Zaved Mannan, MBA (Aust) 2
The future belongs to those who can create
• People with broad and effective networks are usually both successful and
• Futurologists tell us that the route to success will be ever more dependent
on wide and relevant networks
• Two candidates with equal qualifications for a top job, and the one with
the broader and more relevant network will get the job.
• Often an applicant will be asked about his network contacts early in the
How do I get started?
Zaved Mannan, MBA (Aust) 3
Do I know?
• Its easy for recruiter to recruit someone they know or recommended.
• More than 60 per cent of all jobs are filled through networking and
• A journalist turns to the people he already knows when he needs a
comment on some news item, a story or an event.
Zaved Mannan, MBA (Aust) 4
“Luck” links to networks
• People with broad networks feel far luckier in life.
• They get the right jobs, their relationships last longer, and,
• People with narrow networks find life difficult and feel that things don’t
come easily to them.
• The broader the network, the greater the likelihood that someone in the
network can help when one day you are looking for a new job or a new
• If even lucky people have crises, they get help from more people who
guide you through the crisis.
• So If you have a restricted network or perhaps no network at all, the
opportunities for help are significantly reduced.
Zaved Mannan, MBA (Aust) 5
What you want?
– 1. Is it people who possess what you want? – Charismatic Leader
– 2. Or, is it people who want what you possess?
• If you answered yes to the second question – you have a problem.
• If you want to succeed with your business or make a career, then find
people who have run profitable businesses or have made rapid career
• Talk to them and learn about their money or their career.
• What you want to be? If an engineer, then talk to them and learn. They
will show you the way to get success as engineer.
Zaved Mannan, MBA (Aust) 6
• Often we think about networking in terms of “What do I get in return?”
• This is wrong !
• Think the other way round: “What can I contribute to my networks?”
• You probably know the feeling when someone has helped you find a
better job. What was your feeling towards that person?
– How can I help this person?
– Do I know someone in my network that might be able to give him or
her a push forward?
– Could this person be beneficial to someone in my network?
– This person is very interesting – how can I integrate him into my
network? Zaved Mannan, MBA (Aust) 7
Three Magic Words
Help This Person
Zaved Mannan, MBA (Aust) 8
• You know the basic knowledge of networking, how to build or what to do.
• But I want to tell you some techniques that would enhance your networking
and relationship with people.
• For that we want to learn:
– Small Talk
After this discussion, I will give you some general advice to create effective
Zaved Mannan, MBA (Aust) 9
• Status – Your body language.
• In this context, “status” means confidence, attitude, and availability.
• Two kind of status:
– Low Status
– High Status
• Low status : hugging the walls, looking at the floor, not taking up much
space, and talking in a low voice if you have occasion to talk at all.
– You don’t take up much space and often people may not even notice
you. This type of person often has to be on his own, because not many
people feel tempted, obliged, or welcome to make contact with a
person who has a loser’s attitude.
Zaved Mannan, MBA (Aust) 10
• High status : extreme mean acting with a great deal of show and boasting.
– You take up plenty of space and you can clearly be heard and seen in
– an attitude which is often seen as domineering and arrogant.
• You should have balance between high & low status.
• If you are finding it problematic to make contact with new people,
– You should study yourself and other people’s behavior patterns
• If you have low status, then study high-status people and adopt some of
• In new environment, be easy & focused. It will create confidence & energy
– Try to create intimacy, it will increase your charisma & status. More
people will want you. Zaved Mannan, MBA (Aust) 11
Eye contact, smiles, and praise confer status
• We connect it to openness, honesty, and courtesy.
• People who have the courage to send these kinds of signals seem strong.
• Smile and you will get a smile back.
• The smile is a well-documented shared code that attracts new people,
creates positive reactions, and signals courtesy.
• People automatically think you have positive qualities.
• Praise people. But the praise must be sincere and relevant, or else it
Zaved Mannan, MBA (Aust) 12
We empower those who can handle power
– Barak Obama & Hitler
• Barack has the same straight posture as Bill Clinton. He is very consistent
in his body language, which is open, controlled, and quiet.
• He has control of his facial expressions;
• He smiles a lot, and he can also handle looking serious.
• He surprises his audience when that is appropriate.
• Sometimes he uses humor and a measure of self-criticism.
• But Obama exudes dignity, commitment, and credibility, and you want to
be his friend.
Zaved Mannan, MBA (Aust) 13
• “Fine feathers make fine birds”
• Choose the dress that suits you in a particular situation.
• Being well-dressed confers status
• Well-dressed men signal perspective and that they are in command of the
• Being well-dressed often engenders respect and trust.
• A well-fitting suit gives a man confidence, leading to harmony between
clothes, posture, and man.
• But if the posture signals a loser’s attitude, the overall impression will
• However, A tie is a must in times of crisis.Zaved Mannan, MBA (Aust) 14
Business cards also confer status
• How is your business card? Thin, homemade, perhaps even home-printed
business card? It indicates your low status.
• Get materials that you are proud of – give them away, when you meet
– business cards, web home page, brochures, etc. – all these say
something about you.
Zaved Mannan, MBA (Aust) 15
• “Conversation without any deeper substance” or “empty talk”
• Misconception about small talk. Negative impression.
• The concept is characterized by low status.
– a well-educated man would be surprised, if you told him that he was
good at small talk.
• But it is the foundation of many people’s everyday welfare, both in private
life and in their careers.
Small talk creates good atmosphere
– Ex: morning traffic was slow, or when we ask a colleague about his
health, or smile at the checkout operator in the local supermarket.
• Small talk is a technique of talking, a way to make contact with people,
and the glue that creates and maintains contact with friends, colleagues,
and business partners.
Zaved Mannan, MBA (Aust) 16
Follow three stages to build good communication:
– First stage: start small talk. Your aim is to start a good conversation.
– Second stage: talking in professional terms or talking about a common
reference topic. Most people feel comfortable in this domain.
– Third stage: intense and personal conversation. Here we talk to each
other as good colleagues, friends and close family.
• Misconception: many people think they have to start with special topics
• Your voice, eyes, intimacy, body language, and the atmosphere you create
mean far more than clever sentences and ideas.
Zaved Mannan, MBA (Aust) 17
Some safe and evergreen topics:
– What brings you here?
– The weather
– TV programs and news
– Culture, movies, and books
– Headlines in the media
– The room you are in. Take a look around – there is often “free”
inspiration in the surroundings,
– The occasion, the food, special guests, etc.
– Ask for help!
• Safe topic for opening conversation.
Zaved Mannan, MBA (Aust) 18
Use open questions
• Start with “who”, “what”, and “how”.
Be in the know
• Have knowledge about current news (domestic and foreign), movies,
theatre, and the latest books. What is happening in the society?
• If you are up to date with these knowledge, then you will be relaxed &
comfortable to take part in deep conversation.
Beware of parallel talk
• Parallel talk: the kind of conversation where one story triggers a different
• Don’t start your story, but listen and actively ask question.
Zaved Mannan, MBA (Aust) 19
People good at small talk are good listeners too
• People who are good at listening in the right way are often very popular in
• What is the “right way”, then?
– body language shows that you are listening and that you find the
conversation very interesting and rewarding.
– Ask questions that lead your conversational partner to enlarge on
some point from his expertise or his story.
• Take the person seriously, and don’t participate in “parallel-talking”
• Don’t move your eyes around the room while you are talking with.
Zaved Mannan, MBA (Aust) 20
The worst mistakes a “small-talker” can make
– Talk too much about himself
– Ask too many questions
– Ignore his conversational partner’s signals
– Progress to a deeper level too soon
– Be too personal
Zaved Mannan, MBA (Aust) 21
The difficulty of making contact
– Anxiety about being rejected.
• Ask yourself what holds you back.
• What does hold you back?
• Why is it so difficult?
– Shyness, lack of confidence, or the fact that you don’t believe you have
anything worth sharing.
How to deal with the problem?
– look at your own reactions when other people try to make contact with
– Would you reject him – “He is an Idiot or brave”
• The strong people, the heroes and the people with energy, who make contact.Zaved Mannan, MBA (Aust) 22
• Why can’t we just naturally step into a room and be happy that there are
so many new people who might represent new and exciting potential for
our life and our business?
• The reason, as mentioned in the previous section, is that we fear
• And further reasons may lie hidden in our culture:
– we are not brought up to be curious about other people
– we don’t welcome others into our circle
– we don’t make introductions
– we don’t circulate
Zaved Mannan, MBA (Aust) 23
Remember to circulate
• If you want to talk further with your conversational partner, then make an
arrangement. Be sure to make a definite arrangement – a day and time
when you will call each other, or meet again.
• Jot a few words on the back of the business card.
• You even can use smart phone or Tablet. Or maintain a diary.
Where is the curiosity?
• Obvious lack of curiosity about one another.
• We don’t ask one another all that much.
• In our class room, do you know each other well?
Zaved Mannan, MBA (Aust) 24
Ten good pieces of advice
1. Always to carry your business cards
2. Don’t just sit in your home/office and making phone calls. You have to be
physically present at receptions, conferences, trade fairs, networking
meetings, courses, etc. Networking happens in the field.
3. Remember the status. Body language, eye contact, smile, etc.
4. Make contact, introduce yourself, and have always three opening small-
talk questions ready.
5. Be good at circulating, so you can talk to lots of people. Remember to
close by handing over your card and making an meeting arrangement.
6. Use small talk to create a good atmosphere.
7. Try to meet new people.
8. Choose relevant networks and also Well-known, admired individuals.Zaved Mannan, MBA (Aust) 25