Presentation delivered to ACCA on Networking Skills

1. Networking SkillsNetworking Skills
WorkshopWorkshop
Presented byPresented by
Lena HepworthLena Hepworth

2. finished files are the
result of years of
scientific study
combined with many
years of hard work

3. finished files are the
result of years of
scientific study
combined with many
years of hard work
6

4. What is effective
networking?

6. What is effective
networking?
Why do it?

7. What is effective
networking?
What challenges do
people face in
making networking
work effectively?
Why do it?

8. The biggest problems with networking
• People mix selling with networking
• It takes people outside their comfort
zones
• People don’t work the room well
• A lot of people aren’t in the right
room to begin with
• They have no real networking
strategy

9. A prize for anyone who knows
who this is?

10. A prize for anyone who knows
who this is?
“You can have everything in life you want,
if you will just help other people get what
they want”

11. The essential networking skills
1.1. Working the room; know the following;Working the room; know the following;
- Who your potential / ideal customers are.
- Potential suppliers…..not just for you but your
customers and network of contacts
- Potential recommenders
2. How to make connections with people2. How to make connections with people

12. 5 things people decide
in the first minute
1. Do they like you?
2. Do they rate you?
3. Can I sell to you?
4. Can I buy from you?
5. Can I refer you on?

13. How to get the best out of an event
• Business cards
• Pen (ball point)
• Name badge
• An objective for the event
What do you need to take with you?
Leave you brochures in the car !!!Leave you brochures in the car !!!

14. During the event itself
• Who on earth do I speak to? (other
than my mates)
• How to start a conversation with
someone
• The dynamics of open/closed groups
Key issues that people face

15. Dynamics of groups
Who to approach

16. What do I say?
• Getting the conversation
started
• Talk about them first
• Talk about you last
• The conversation itself
• How to move on politely

17. Conversation memory stack
• Create mental
pictures
• Link them together
• Repeat them a few
times
• Trigger pictures

18. The most valuable networking
questions that you can ask
• What are you looking for out of
today?
• What kind of introductions are you
looking for?
• What kinds of businesses are you
looking to make connections with?

19. When you get the chance to talk
about yourself
• What do you say?
• Don’t shoot yourself in the foot!
• Most responses are typically boring
‘‘I’m an accountant’I’m an accountant’
‘‘I work in advertising’I work in advertising’
‘‘I’m a financial advisor’I’m a financial advisor’

20. When you get the chance to talk
about yourself
• See things from the other persons
point of view
• Always talk in terms of their
interests …. WIIFMWIIFM

21. Getting out of the conversation
• I’ve really enjoyed talking to you this morning,
I hope you find today productive for you.
• Let me introduce you to someone I think
would be interested to find out more about
what you do.
• Do you remember that you said that xxxx are
good contacts for you… if I bump into any
xxxxx this morning shall I introduce you to
them?

22. Your moment in the sun!
• 60 second presentation (4networking/BNI)
• Longer presentations (usually 5-7 minutes
long, Chamber events & Business lunches)
How do most peopleHow do most people
feel about thisfeel about this
opportunity?opportunity?

23. A format for your network response
• Start with your name and
company
• Who do you know who…....what
your clients look for (be specific)
• They want to talk to us because
….what results you get for them
(be specific)
• Restate your name and company
• Memorable close
60 second presentation

24. A format for you network response
Same as before and….
Build in a customer success
story
Longer presentation format
Just don’t bore them,Just don’t bore them,
people buy you and connectpeople buy you and connect
with you when they see thatwith you when they see that
you haveyou have solutions thatsolutions that
are relevant to theirare relevant to their
issues!issues!

25. Networking Fundamentals
1. Find out beforehand who will be
attending.
2. Show up early and stay late.
3. Look your best.
4. Bring lots of business cards.
5. Target who you want to meet.

26. Networking Fundamentals
6. Have your 60 second network
response planned and ready.
7. Remember peoples names and
use them.
8. Don’t drink or eat while mingling.
9. Don’t waste your time chatting to your best
mates.
10. Have fun, positive energy and be magnetic.
.

27. Networking Fundamentals
11. Remember that you are judged by what you
say how you say it and how you look. Don’t be
incongruent with your message.
12. Spend two-thirds of your time with
people you do not know.
13. Find out about the other person before
talking about yourself.
14. Build rapport - avoid selling at the event.
15. Write notes on the back of persons business
card immediately and make sure you follow up
by doing what you say you are going to do.

28. Networking SkillsNetworking Skills
WorkshopWorkshop
77thth
March 2012March 2012

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30. Networking SkillsNetworking Skills
WorkshopWorkshop
77thth
March 2012March 2012