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THE GUNPOWDER
GUIDETO
NETWORKING
© 2014 - Gunpowder Consulting Ltd
IT’S NOT
WHATYOU
KNOW, IT’S
WHOYOU
KNOW…
There’s no denying that a healthy network
supports business growth. But keeping y...
Size isn’t everything
A 500+ LinkedIn network has become
the bulging Rolodex of today. But size
isn’t necessarily the righ...
Arrive early
Ideal when you are finding a particular
event daunting. Maybe you won’t know
anyone at all or are worried abou...
If you don’t have a fantastic memory
and you’ve met someone interesting,
keep notes. You’ll find out all kinds of
nuggets t...
Keep on giving
Now your network is growing nicely and
you have a clear idea about individuals,
their businesses, challenge...
QUESTIONS?

Lucy Mann Director
t 07970 963674
e lucy@gunpowderconsulting.com 

w www.gunpowderconsulting.com
© 2014 - Gunp...
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The Gunpowder Guide to Networking

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There’s no denying that a healthy network supports business growth. But keeping your network healthy means getting out there and meeting new people. We know it works. A chance meeting, an introduction, a conversation over a curled up canapé or at a conference coffee break, can lead to all manner of opportunities and ultimately, new clients.

But for many, the thought of getting out there and being interested and interesting on a drizzly Thursday evening can feel like a bridge too far.

Here are Gunpowder’s top tips for getting motivated, making lasting connections and building confidence.

See you out there!

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The Gunpowder Guide to Networking

  1. 1. THE GUNPOWDER GUIDETO NETWORKING © 2014 - Gunpowder Consulting Ltd
  2. 2. IT’S NOT WHATYOU KNOW, IT’S WHOYOU KNOW… There’s no denying that a healthy network supports business growth. But keeping your network healthy means getting out there and meeting new people. We know it works. A chance meeting, an introduction, a conversation over a curled up canapé or at a conference coffee break, can lead to all manner of opportunities and ultimately, new clients.   But for many, the thought of getting out there and being interested and interesting on a drizzly Thursday evening can feel like a bridge too far. ! Here are Gunpowder’s top tips for getting motivated, making lasting connections and building confidence. ! See you out there!   © 2014 - Gunpowder Consulting Ltd
  3. 3. Size isn’t everything A 500+ LinkedIn network has become the bulging Rolodex of today. But size isn’t necessarily the right measure – the focus needs to be on engagement. Yes, LinkedIn is a convenient way to keep track of those you meet and do business with, but you would be far better to have a smaller number of contacts with whom you engage rather than striving to hit that 500+ marker without keeping in touch. ! Show up
 Turn off your computer and get out from behind your desk. The more people you meet, the more people you get introduced to and the more events you get invited to. Be the person who RSVPs on time and once you have accepted an invitation, don’t cancel unless it is absolutely unavoidable. A reputation as a ‘no-show’ won’t help you. Turning up to the event that you’d almost forgotten about at the end of long day almost always rewards you with an interesting new connection. ! Leave your day behind you Had a bad day, or all fired up from a great day? First impressions are critical and arriving muttering about your tube journey or not being able to find the venue obviously will create a negative impression. But even without saying anything you may be wearing the bad conference call or the disappointing meeting for all to see on your face and in your body language. Conversely, you could be so fired up from a good day that you appear overbearing. Take a moment before you walk into the room to be aware of your frame of mind and get yourself back to neutral. © 2014 - Gunpowder Consulting Ltd
  4. 4. Arrive early Ideal when you are finding a particular event daunting. Maybe you won’t know anyone at all or are worried about the calibre or status of the other delegates. Arriving early puts you on the front foot. You won’t arrive flustered and you can observe other people as they arrive, allowing you to pick and choose who to talk to first. Offering help to the organisers can work wonders too. Having something to do makes you feel as if you have permission to be there and helps you to… ! …Play the host Now you don’t need to man the cloakroom or order cabs for everyone but making the shift to a “hosting” mindset will do wonders for building your confidence in a room full of strangers. You have permission to speak with anyone, you become naturally interested, ask more questions and as you become more relaxed and your confidence grows, people will gravitate towards you. Try it – it works! ! Leave your jargon at the office All businesses have jargon but be careful of relying on acronyms or industry shorthand when meeting new people. Terminology can change from business to business and industry to industry so play safe and avoid alienating anyone by speaking plainly. ! Remember the most important person in the room… It isn’t you! Whoever you are talking to is the most important person in the room. Ask questions and show your interest. Most importantly listen to the answers. © 2014 - Gunpowder Consulting Ltd
  5. 5. If you don’t have a fantastic memory and you’ve met someone interesting, keep notes. You’ll find out all kinds of nuggets that will be useful later on.   Keep an open mind As Dale Carnegie says “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”      ! It will help to change your mindset from “I need to work the room” or “I must come away from this event with three new leads” to a more holistic view. There will always be individuals who on paper present the most exciting opportunity in the room but don’t discount anyone – opportunities crop up from the most unexpected sources and by taking the time to listen to new people, regardless of their perceived ‘potential’ you will broaden your outlook as well as expanding your network. After all, you have no idea who else they know, what else they know or where they might go next ! Do someone a favour Met someone interesting? Focus your attention on what you can do for them NOT what they can do for you. This may feel counter-intuitive but it will give you a sense of purpose, encourage you to ask questions, make you feel more confident and in control and automatically provide a route to follow up. There is always something you can do for someone else, however small, that will cost you very little time or effort, but make a tangible difference to someone else. And the best bit? Giving feels good! © 2014 - Gunpowder Consulting Ltd
  6. 6. Keep on giving Now your network is growing nicely and you have a clear idea about individuals, their businesses, challenges and motivations, get stuck in. Offer help, make introductions, refer business, give advice, write testimonials, share useful articles, give up your time. Do all of these things without any thought to what’s in it for you.  The more you give to your network, the more you get back. Author Adam Grant explores this in more depth in his book Give & Take as does Keith Ferrazzi in Never Eat Alone ! Link In Whether or not you exchange business cards or follow up on email, do connect on LinkedIn. It is accepted as standard business practice, not stalking, and will allow you to easily keep track of your contacts, their job changes and connections. Take a few minutes several times a week just to check in on LinkedIn and see what your network is talking about and get involved when you can. Above all, if you do nothing else make sure that your own LinkedIn profile is complete and kept up to date. You’ll find some tips for managing your LinkedIn presence here. ! Say thank you
 This may sound obvious, but is so often overlooked. When the time comes and the favours come your way, or you need to call on your network, for a referral, a new job, for help or advice, you may be surprised who comes to your  aid. Whatever you do, remember to follow up and say thanks. It’ll go a long way. ! ! © 2014 - Gunpowder Consulting Ltd
  7. 7. QUESTIONS?
 Lucy Mann Director t 07970 963674 e lucy@gunpowderconsulting.com 
 w www.gunpowderconsulting.com © 2014 - Gunpowder Consulting Ltd

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