Networking 2 jim booth

N E T W O R K I N G Part 2
Expanding Your Business Opportunities
Networking - Jim Booth - jbooth@brightstoneconsulting.com

Reference Texts

Part 2 – Practicum - Solo Techniques
 What we’re covering in this section
 Body language
 Eye contact
 Listening skills
 Questions as a relationship builder
 Natural Shyness & Small Talk
 Meishi ceremony

Body Language
 RELAX!
 Deep slow breaths- on the verge of smiling
 Arms loose at your sides, out of pockets
 Head up, eyes alert, good posture
 If drinking, keep drink in left hand
 Nod and lean in - (No Space Invaders)
 Touch people - elbow is good

Eye Contact
 Focus on the speaker
 Balanced eye contact
 Constant stare feels freaky
 Less than 70% and you are not paying attention
 Resist the temptation to let your eyes roam
 Speaker is the only person in the universe

Why Listen?
 Stephen Covey - Onion story
 Comprehension is target goal
 Reflect the feeling
 Restate the content
 Trust the process - alphabet game improv (demonstrate)

Listening Skills
 Look at the speaker
 Don’t interrupt
 Focus on understanding
 Determine the need at the
moment (Generally, men
want to fix – women want
to share)
 Check your emotions
 Suspend your judgment
 Sum up at major intervals
 Ask questions for clarity
 Always make listening
your priority

The Art of Questions
 You have to give to get -
otherwise it is an
interrogation
 When you give don’t be
afraid to expose your own
vulnerability
 Be, or become, genuinely
interested
 Remember FORM
 FAMILY
 OCCUPATION
 RECREATION
 MOTIVATION
 Seek common ground

Shyness & Small Talk
 Shyness is overcome through conscious escape,
(Pretending,) relaxation, (breath control), and structure
(applied technique).
 Small talk is sincere interest in others demonstrated
through focused attention, thoughtful questions, and
appropriate responses

Meishi Ceremony
 The Japanese place a high
value on the exchange of
business cards
 Cards are presented and
received using both hands
 Recipient studies the card
intently
 Recipient repeats
company name, title and
name - may ask for
pronunciation
 Asks questions related to
card info
 Card out until conclusion
 No writing on card
Networking - Jim Booth -
jbooth@brightstoneconsulting.com

Small Group Practice
 Time limit - 5 minutes
 Pair up with someone you
don’t know
 Practice, give feedback,
practice, give feedback,
etc.
 Work on these:
 Good body language
 Eye contact
 Listening skills
 Good question technique
 Meishi ceremony

Group Technique - Working a Room
 We’re going to focus on these areas:
 Preparation & research
 Entrance
 Gifting & name retention
 Picking wallflowers
 Exit strategies
 Follow-up

Preparation & Research
 If you are going to meet specific people research their
interests in advance
 Develop a Get List - (Things you want to find out before
you leave)
 Develop a Give List - (Things you’d like to share during
the event)
 If you are the host - use nametags and train your greeters

Entrance
 Put your name tag on the right side
 Thank the host/hostess
 Enter the room then step to the right
 Stop - survey the room to locate people you know or
want to know
 Move to a strategic location in the room, or start with
someone you know

Gifting & Name Retention
 Gifting - providing someone with a memory trigger
to help them remember your name
 Retention - repeat it to yourself
 If there is no meishi or tag, ask them to repeat their name
even if you heard it
 Link or associate the name with a person or thing already
familiar to you
 Use their name as you ask them questions - link or
associate their name with with the responses

Picking Wallflowers
 Isolated & uncomfortable looking people
 Smile
 Firm handshake
 Introduce yourself (meishi)
 Use the FORM question model
 Identify a link between their FORM info and another
person’s FORM info
 Take them over and introduce them

Exit Strategies
 Don’t abandon a wallflower until you you chain them up
 The low volume “excuse me” getaway
 The “deep bump” catch and release
 The disappearing barfly
 The good cop/bad cop “rescue me” signal
 The truth

Follow-up
 Hand written notes are extremely powerful
 Express your gratitude
 Include an item of interest from the meeting
 Reaffirm commitments
 Be brief
 Personalize note
 Timeliness (immediacy)

Presenter Contact Information
 Jim Booth is a consultant with Brightstone Consulting
 30-year veteran of association and non-profit industry
 For speaking information e-mail Jim Booth at
jbooth@brightstoneconsulting.com

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