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Effective Networking Skills A Guide To Being Liked


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Effective Networking Skills A Guide To Being Liked

  1. 1. Effective Networking Skills: How to guarantee the LIKE in ‘Know, Like, Trust’ by Andrew Thorp Founder of Speakeasy Groups
  2. 2. The Speakeasy Archive We hear a lot about 'Know, Like and Trust' being the bedrock of all good networking. In this short e-book, I’m going to explore the middle one - LIKE. It's terribly important that people warm to you in the networking arena. They have to buy YOU first and foremost, before your product or service gets a look-in. Here are some measures (I thought of 30 - there are undoubtedly more), criteria by which we judge people in this environment. If there's a person out there who ticks ALL these boxes I'd be surprised. But I'm sure they're popular - and busy! What type of characteristics would they exhibit…?
  3. 3. 1 Smart appearance YES, but not over- dressed for the setting. 2 A pleasant demeanour - some people just look positive and optimistic (Professor Brian Cox OBE, below), but others seem to be permanently grumpy and negative (Victor Meldrew) - usually without knowing it!
  4. 4. 3 Ask questions and take an interest in others - not like an interrogation, just pleasantly curious so that it flows in a natural, conversational style. 4 Able to build rapport, find common points of interest (not too eager or forced, but again natural and conversa- tional). Really, really good listener.
  5. 5. 5 Willing to learn. Open to new ideas. 6 Able to empathise (they seem to 'know how you feel', and appreciate your situation).
  6. 6. 7 Don’t take themselves too seriously. Willing to poke fun at themselves. 8 Deliver a really good overview of what they do - not too much so they over- whelm/bore you, but not too little that you're irritated (What are they hiding? Why don’t they just tell me?).
  7. 7. 9 Intrigue you with their 60 sec pitch, so you genuinely want to know more. You feel there’s more to learn about them, but that just makes you keener. 10 Able to bring things up in conversation that are relevant and helpful to YOU (this MAY incorporate an element of their product or service, but it may not).
  8. 8. 11 Suggest potential solutions to issues you’re facing, possible collaborations, etc but without being pushy or overly insistent. 12 Point out a problem they encountered, so you can avoid it.
  9. 9. 13 Suggest possible connections which may benefit you, offer to help...and actually DO it! 14 Suggest useful sources of information (a web-site, networking event, the best route home).
  10. 10. 15 Have an easy-to-listen-to voice. 16 Exhibit natural, appropriate and non- threatening body language.
  11. 11. 17 Honest and open (but to an appropriate level - not sharing marital problems!). 18 Able to make people feel comfortable and willing to trust them, open up to them.
  12. 12. 19 Never make other people look small or stupid. 20 Always make people feel important, noticed and valued. Exhibit a great memory, recalling earlier conversations or facts about people.
  13. 13. 21 Have some decent stories. Able to tell them well, but only bring them out at the appropriate moment. Never loud or boorish or overly dominant. 22 Able to read people’s feelings.
  14. 14. 23 Knowledgeable without showing off. 24 Able to transfer their enthusiasm, their positivity and optimism to others.
  15. 15. 25 Willing to share conversational air-time fairly (probably more in YOUR favour). 26 Polite, courteous and considerate.
  16. 16. 27 Good personal hygiene. 28 Charming but not smarmy.
  17. 17. 29 Don't make unseemly remarks about sex, gender, race or exhibit prejudicial beliefs. 30 Leave you in a better place at the end of an interaction, than at the start.
  18. 18. Speakeasy Archive © Andrew Thorp (November 2010) Andrew Thorp - Profile - Andrew draws on his hugely varied back- ground to deliver powerful messages and highly effective soft skills training. Having graduated from the University of Manchester, Andrew initially ran major golf tournaments worldwide for the Pro- fessional Golfers’ Association, refereeing in the 1989 Ryder Cup at The Belfry. He then moved into the business arena, and for eight years managed and marketed a number of commercial golf & leisure clubs throughout the UK. In recent years, he has worked as a journalist, edit- ing a national sports publication and as a professional coach and event manager for the corporate market. Andrew now works as a professional speaker and communication skills trainer, specialising in networking, public speak- ing/presenting and helping people to de- velop their personal brand. He sits on the advisory panel for the Sports Management Degree Course at the MMU Business School (Manchester) and acts as a mentor within the NWDA’s business support programme. Other Activities/Achievements Spoke at the TEDx Conference March 2010. Sits on the Business Advisory Board of the University of Salford (SIFE). Published first book in July 2009, entitled “The 7 Pillars of Sporting Success: and how to apply them in business”. Co-manages the Manchester branch of the worldwide phenomenon Pecha Kucha (social nights showcasing an innovative presenta- tion style). Provider of pro-bono support for the iNspire programme, helping charities survive and thrive during recession. Founded Speakeasy Groups in NW England (Jan 2010) - a feedback system to improve the way business people get their message across. Mob: 07968 083376