Fundamentals Of Networking


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Fundamentals Of Networking

  1. 1. Fundamentals of Networking Kevin Brennan [email_address] Wednesday, 26 November 2008
  2. 2. Thanks! <ul><li>To the British Chamber of Commerce in Lithuania for hosting this event and for the invitation for me to speak! </li></ul><ul><li>And, to you, for allowing me to spend some of your valuable time with you! </li></ul>
  3. 3. What is Networking?
  4. 4. What is Networking? <ul><li>A supportive system of sharing information and services among individuals and groups having a common interest </li></ul>
  5. 5. What is Networking? <ul><li>Networking is a way of life and a career asset </li></ul>
  6. 6. Overview <ul><li>70% of jobs are found through networking </li></ul><ul><li>It’s about relationships and information sharing </li></ul><ul><li>Sincerity is of the utmost importance </li></ul><ul><li>Never underestimate the power of a “Thank You” or an “Aciu” </li></ul>
  7. 7. Three Types of Contacts <ul><li>Initial contacts---People who you know </li></ul><ul><li>Secondary contacts---People who know people who could help you </li></ul><ul><li>Key contacts---People who could help you </li></ul>
  8. 8. Quiz <ul><li>Where is that key contact to be found? </li></ul>
  9. 9. Quiz <ul><li>Perhaps he or she is sitting to your left or right </li></ul>
  10. 10. Exponential Explosion You Secondary Contacts Secondary Contacts Secondary Contacts Initial Contacts Initial Contacts Initial Contacts Initial Contacts Key Contact Key Contact Key Contact Key Contact It All Starts HERE
  11. 11. Multiplication Factor 1 10 100
  12. 12. What do you gain from networking?
  13. 13. What you gain from networking <ul><li>Getting the word out about yourself and your services </li></ul><ul><li>Finding what others have to offer </li></ul><ul><li>Information on your target market </li></ul><ul><li>Advice and ideas </li></ul><ul><li>Sponsors </li></ul><ul><li>Referrals </li></ul><ul><li>New friends and associates and access to all of their talents and their networking circle </li></ul>
  14. 14. Some Common Obstacles to Networking
  15. 15. Some Common Obstacles to Networking <ul><li>Can be summed up in just one word….. </li></ul><ul><li>Anyone want to venture a guess? </li></ul>
  16. 16. Some Common Obstacles to Networking <ul><li>Can be summed up in one word </li></ul><ul><li>“ FEAR” </li></ul>
  17. 17. Some Common Obstacles to Networking <ul><li>Fear of rejection </li></ul><ul><li>Fear of appearing needy or weak </li></ul><ul><li>Fear of imposing on others—being pushy or aggressive </li></ul><ul><li>Fear of wasting time </li></ul><ul><li>Fear of dealing with strangers </li></ul>
  18. 18. Offset FEARS….. <ul><li>… .don’t be too critical of yourself </li></ul><ul><li>… .think positive, be positive </li></ul><ul><li>… .you are unique, special, and have much to offer </li></ul>
  19. 19. Networking Motivation <ul><li>Find a motivation that is more compelling than the obstacles that block you from networking </li></ul><ul><li>Complete this sentence: </li></ul><ul><li>My compelling reason to network is ______________________________ </li></ul>
  20. 20. When Do We Network? <ul><li>During “Network Events” </li></ul><ul><li>During Business Lunch Meetings </li></ul><ul><li>At the Gym </li></ul><ul><li>On the Trolley </li></ul><ul><li>All of the Time </li></ul>
  21. 21. When Do We Network? <ul><li>E. </li></ul><ul><li>All of the Time </li></ul>
  22. 22. Three Phases of Networking <ul><li>Networking Preparation </li></ul><ul><li>Networking Execution </li></ul><ul><li>Networking Follow up </li></ul>
  23. 23. Networking Preparation <ul><li>Prepare goals and agenda </li></ul><ul><li>Prepare conversation starters </li></ul><ul><li>Prepare self introduction </li></ul><ul><li>Prepare requests that are short, clear, specific, and undemanding </li></ul>
  24. 24. Networking Execution <ul><li>Be willing to share your time and energy </li></ul><ul><li>Gather some information from every meeting </li></ul><ul><li>Obtain contact information </li></ul><ul><li>Reassure that you will treat contacts with dignity </li></ul><ul><li>Monitor conversation time </li></ul>
  25. 25. Networking Follow up <ul><li>Follow up promptly on referrals </li></ul><ul><li>Express thanks for time, referrals, and ideas via an email, letter, or phone call </li></ul><ul><li>Let your contact know how your conversations went with their referrals </li></ul>
  26. 26. Creating a Contact List <ul><li>Business associates </li></ul><ul><li>Friends </li></ul><ul><li>Family </li></ul><ul><li>Neighbors </li></ul><ul><li>Clergy </li></ul><ul><li>Christmas lists </li></ul><ul><li>Volunteer associations </li></ul><ul><li>Community groups </li></ul><ul><li>Competitors </li></ul><ul><li>Local Chambers of Commerce </li></ul><ul><li>Professional associations </li></ul><ul><li>Hobbies </li></ul><ul><li>Accountants </li></ul><ul><li>Attorneys </li></ul><ul><li>Bankers </li></ul><ul><li>List can be infinite </li></ul>
  27. 27. Managing your attitude <ul><li>Think of it as exploring or researching rather than networking </li></ul><ul><li>Don’t wait until it’s fun </li></ul><ul><li>Be prepared and ready </li></ul><ul><li>Exercise (rehearse) </li></ul><ul><li>Maintain/expand your knowledge base </li></ul><ul><li>Join organizations </li></ul><ul><li>Attend professional conferences </li></ul><ul><li>Expect highs and lows </li></ul><ul><li>Be patient </li></ul><ul><li>Think positive. Be positive </li></ul>
  28. 28. Networking tips <ul><li>Quality vs quantity </li></ul><ul><li>Slow down (Few people get married on the first date) </li></ul><ul><li>Go low tech (Face to face is best) </li></ul><ul><li>Diversify </li></ul><ul><li>Introductions </li></ul><ul><li>Practice 3 rd party networking </li></ul><ul><li>Avoid “hair on fire” networking </li></ul><ul><li>Make random “hello” calls </li></ul><ul><li>Unlearn shyness </li></ul><ul><li>Reinforce “positive force” people; remove yourself from “negative force” people </li></ul><ul><li>AND___ALWAYS BE PREPARED! </li></ul>
  29. 29. Think of Networking as… <ul><li>N ever miss an opportunity </li></ul><ul><li>E veryone has value </li></ul><ul><li>T rust in your ability and the ability of others </li></ul><ul><li>W ork your environment </li></ul><ul><li>O rganize your thoughts and plan </li></ul><ul><li>R espect yourself and others </li></ul><ul><li>K now what you can offer </li></ul><ul><li>I nitiative is a key </li></ul><ul><li>N ew contacts are as valuable as the old </li></ul><ul><li>G et one new contact a day </li></ul>
  30. 30. Questions <ul><li>? </li></ul>