Networking 101 - How to survive a reception
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my thoughts on how to be successfull in business networking, as presented to Vlerick Students on 17/10/2013
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Networking 101 - How to survive a reception
- 1. Networking for success Christophe Vanden Eede Change Manager Digital GDF SUEZ Energy Europe LinkedIn: Christophe Vanden Eede Google+: Christophe Vanden Eede Twitter: @cvandeneede
- 2. Who am I? Networking for success – Vlerick 20131017 2
- 3. Business networking Networking is the process of meeting people, either through a contact that you initiate, or through an introduction by a third party to allow you to meet, and establish a relationship with people Networking for success – Vlerick 20131017 3
- 4. Networking 101 Networking for success – Vlerick 20131017 4
- 5. What kind of networker are you? – the reception Networking for success – Vlerick 20131017 5
- 6. Be prepared before the reception READY? • Why are you going? ‒ ‒ ‒ ‒ ‒ Getting in touch, sustain your Networking Personal branding Selling Land a job, internship, ... Find a date, free booze, … AIM! • Pre-select who you want to see • Check out the attendance list? Points of common interest? Check via LinkedIn. • Foursquare, Facebook, hootsuite who is there that you already know? FIRE! • Present yourself • Ask some basic questions to find out if he/she is interesting Follow up! • Link via linked in • Do what you promised ‒ If not - move on (in a polite way) ‒ If yes - find out what you can do for them, then ask something in return • Exchange and write on the business cards Networking for success – Vlerick 20131017 6
- 7. Pitfalls! Networking for success – Vlerick 20131017 7
- 8. 7 golden rules of networking on receptions 1. Resist the urge to arrive late 2. Ask easy questions • & listen to the response Ditch the sales pitch 3. • build a relatonship Share your passion 4. • tell a memorable story 5. Smile 6. Don't hijack the conversation • 7. make your audience feel special Remember to follow up Networking for success – Vlerick 20131017 8
- 9. Thank you! Don’t hesitate to link with me to start your Vlerick Network! Networking for success 9
Editor's Notes
- Law studentVlerick MGM (PUB)Started at Electrabel => “whatcan I do foryou?” at Vlerick jobfairChange ManagementProject Office LeadTeam Lead Front Office Multisites => proposedthroughmynetwork!Project Manager SAP implementation => foundthroughmynetwork!Career consultant: howmanycomexmembersknowyou? Employer Branding & Sourcing Manager => proposedthroughmynetwork, which I activated!Build up a network, even internationallyLots of free invitationsAsked to speak at conferencesLearning & Development Manager => supportedbymynetwork!Startednetworking to learnfastChange Manager Digital => throughmynetwork!
- GOLDEN RULES: Start fromday 1Don’t limit yourself to the internalnetworkFocus yournetwork: Attend conferences and seminars around topics that interest youGetknown as somebodywhohelpsotherpeopleNever disrespect others, even ifyoudon’tneedthem at the momentUse all the tools youcan to keep track
- SomesayYeah!, forsomeit is the sum of all fears
- Imagineyou have to go to a receptionwerenormallyyouwon’tknowanybodyStand up & go sitwithyourpeersBe honest – youneedanotherapproachWhat are yourstrenghts, yourweaknesses?Howcanthey bypass these weaknesses? MagnetKnows a lot of peopleVeryloud => scaringpeopleawayFunny, all the time talking=> listen, youmaybe missing out onnewopportunitiesWall flowerRather introvertPlayingwithhis/her smartphoneAvoidingeye contact, short anwersonquestions=> Findyour USP!HunterRoamingaround the place, lookingforsomeonehe/sheknowsGoes straight to the targetKillsfastwhennotinteresting=> Stickaround, ask more questionsThe HerdTo befoundaroundmagnetsStaying in the samegroup=> Get out of your comfort zone
- Have fun!, smile!But don't try to be funny if you're notDon't overdo on the booze Practice on how to behaveEat drink ... Find a good spotEntryBarKitchen exit Don't get stuck (don't be afraid of leaving)Think up some good linesHave to get up early, go to another reception, ...
- 1. Resist the urge to arrive late. It's almost counter-intuitive, but showing up early at a networking event is a much better strategy than getting there on the later side. As a first attendee, you'll notice that it's calmer and quieter – and people won't have settled into groups yet. It's easier to find other people who don't have conversation partners yet.2. Ask easy questions. Don't wait around the edges of the room, waiting for someone to approach you. To get the conversation started, simply walk up to a person or a group, and say, "May I join you" or "What brings you to this event?" Don't forget to listen intently to their replies. If you're not a natural extrovert, you're probably a very good listener – and listening can be an excellent way to get to know a person.3. Ditch the sales pitch. Remember, networking is all about relationship building. Keep your exchange fun, light and informal – you don't need to do the hard sell within minutes of meeting a person. The idea is to get the conversation started. People are more apt to do business with – or partner with – people whose company they enjoy.If a potential customer does ask you about your product or service, be ready with an easy description of your company. Before the event, create a mental list of recent accomplishments, such as a new client you've landed or project you've completed. That way, you can easily pull an item off that list and into the conversation.4. Share your passion. Win people over with your enthusiasm for your product or service. Leave a lasting impression by telling a story about why you were inspired to create your company. Talking about what you enjoy is often contagious, too. When you get other people to share their passion, it creates a memorable two-way conversation.5. Smile. It's a simple – but often overlooked – rule of engagement. By smiling, you'll put your nervous self at ease, and you'll also come across as warm and inviting to others. Remember to smile before you enter the room, or before you start your next conversation. And if you're really dreading the event? Check the negative attitude at the door.6. Don't hijack the conversation. Some people who dislike networking may overcompensate by commandeering the discussion. Don't forget: The most successful networkers (think of those you've met) are good at making other people feel special. Look people in the eye, repeat their name, listen to what they have to say, and suggest topics that are easy to discuss. Be a conversationalist, not a talker.7. Remember to follow up. It's often said that networking is where the conversation begins, not ends. If you've had a great exchange, ask your conversation partner the best way to stay in touch. Some people like email or phone; others prefer social networks like LinkedIn. Get in touch within 48 hours of the event to show you're interested and available, and reference something you discussed, so your contact remembers you.