Networking 1 jim booth
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This document discusses the importance of networking for business opportunities. It emphasizes that networking is based on building relationships through respect, shared experiences, and trust over time. Successful networking requires listening to others, avoiding superficial behaviors like schmoozing, and focusing on genuinely caring about helping other people. The document also outlines techniques for maintaining networks through periodic contact.
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Networking 1 jim booth
- 1. N E T W O R K I N G Part 1 Expanding Your Business Opportunities Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 2. Reference Texts Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 3. Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 4. Part 1 - Concepts Networking Justification Without meaningful dialogue there is no selling When trust and rapport are strong, selling pressure will always seem weak Where trust and rapport are weak, any selling pressure will appear strong The more you learn from customers, clients, and co-workers, the more likely you are to have personal relationships with them Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 5. Relationship Foundation When it comes to relationships, everything begins with respect, with the desire to place value on other people. You can’t be relational with someone you don’t know. It requires shared experiences over time. When you have respect and shared experiences, you are in a position to develop trust. Reciprocity is important – one sided relationships don’t last When relationships grow and start to get solid, the people involved begin to enjoy each other. Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 6. Importance of Listening Listening shows respect Listening builds relationships Listening increases knowledge Listening generates ideas Listening builds loyalty Listening helps others, and you Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 7. Techniques to Avoid Don’t schmooze – be sincere Don’t rely on gossip Don’t come empty handed Don’t treat subordinates or service workers badly Don’t hide your true self Don’t be too efficient Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 8. Key Concepts Fulfilling Human Expectations Authentic External Concern Strong vs. Weak Force Precision Leveraged Networking PING (Maintenance Concept) Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 9. Human Expectation 1. Everybody wants to be somebody (echoed by Acuff) 2. Nobody cares how much you know until he knows how much you care (Ziglar) 3. Everybody needs somebody 4. Everybody can be somebody when someone else believes in them 5. Anybody who helps somebody else influences a lot of other people. Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 10. Authentic External Concern Overcoming self-centeredness is an act of conscious awareness You cannot fake sincerity - either you care about other people or you don’t You have the power to make others feel important - use it here Give everyone the benefit of the doubt unless/until their actions prove otherwise Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 11. Strong vs. Weak Force - 1 Family Work Friends Religious Political Club/Org. Personal Social Circles Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 12. Strong vs. Weak Force - 2 Arts/ Athletic Hobby Industry Economic Ethnic Weak Force Expansion Possibilities Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 13. Precision Leveraged Networking Mavens - Data banks - absolute experts in selected areas Salesmen - Persuaders - charismatic and attractive to everyone Connectors - Social glue - highly evolved network of weak ties across a very wide cross section of society Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 14. PING - Maintenance People need to hear or see your name in three modes of communication before they begin to recognize it Phone call or e-mail once a month Contact to friend is at least two face-to-face meeting out of the office Secondary relationship is 2-3 pings per year Vary the method Networking - Jim Booth – jbooth@brightstoneconsulting.com
- 15. 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 Networking - Jim Booth – jbooth@brightstoneconsulting.com
Editor's Notes
- 13 Facts About Humans - From Acuff 1. People want to be important 2. People want to be appreciated 3. People are more interested in themselves than you 4. People are seeking success and happiness (define) 5. People want your undivided attention 6. People connect with people who sincerely value them 7. People decide emotionally and defend logically (rationalization) 8. People have short attention spans 9. Having something in common builds natural rapport 10. People want to be understood 11. People find people who are interested in them attractive 12. People love to teach 13. People like to be close to people who may prove helpful to them
- Strength of the connection is derived from proximity, frequency of interaction, and shared beliefs and social norms
- Weak force derived from lack of proximity, frequency of contact or social norming. These are acquaintances. Each of these networks contain their own strong force networks with no overlap to your own.