Networking means attending the right events, walking up to people and talking to them, keeping in touch, helping people, giving leads and follow up on leads, building relationships and giving suggestions and seeking help.

1. Chapter 26
Networking

2. Networking
• Networking is necessary in business
• It is a way of building contacts and it is through contacts that
one gets business and makes things happen
• Networking to an extent is mercenary because you are meeting
people not because you are a friendly soul but because you
expect to gain from a meeting
• The more people that you know the better are the chances

3. Networking means…
• … attending the right events
• …walking up to people and talking to them
• …means keeping in touch
• …helping people
• …giving leads and follow up on leads
• …building relationships
• …giving suggestions and seeking help

4. If you are a good net worker
you will get a reputation of being
a good person to know
– some one who is helpful.
The goodwill that it can generate is incalculable

5. How to begin
There are many opportunities
• Client parties
• Your own company party
• Social activity (Rotary / Lions)
• Fund raisers
• Social Clubs as the Cricket club of India / Tollygunge Club/ Madras Gymkhana /
Delhi Gymkhana
• Trade organisations
• Business clubs and associations (Indian Merchants Chamber and Bombay Chamber)

6. • You need not partake in all these but should be involved closely
with those that you enjoy
• It is important to be in touch
• An occasional phone call can keep the relationship going
• If your company has a new info sheet, send it to your contacts,
they will know of your capabilities
• Make a note of birthdays and anniversaries and send greetings
or flowers

7. Working a room
• Working a room goes with networking. If you
enter a room with strangers, your first task is to
find some one to talk to and some thing to talk
about.
• You need to approach a person or a group of
people, introduce yourself and begin talking
• The manner in which you do this is important

8. • You should check the nature of the event that you are going
for.
• Find out what you should know
• Be prepared to talk knowledgeably about current events
and matters that are talked about
• Have an opinion on matters of general interest and be able
to express it logically
• Make it a point to read newspapers, business or trade
magazines and general magazines

9. • Establish a game plan or a goal for the meeting on whom
you should meet and the number of people you should
meet
• Practice your self-introduction. Ensure that it is not too
long as that might bore people
• Ensure you take your business cards along
• Do not hand out business cards like fliers. Give them only
to those who you have a reason to make a contact with

10. • The person of a higher rank is the person who
requests the business card
• You should be dressed appropriately
• You should be well-groomed
• If in a large gathering/conference you have a
name tag, it should be on your left lapel or on a
pocket

11. • While working a room keep your hands free as you need to
shake hands and accept papers
• Avoid carrying a briefcase if you can.
• Do not carry a glass and plate in your hands at the same time.
You will find it hard to greet people
• Do not drink too much
• Do not spend too much time with one group or person unless it
could end in lucrative business

12. • Avoid complaining about people
• While working through a room when you speak of
business, you must not make too much of a pitch or
push it too hard as that can upset people
• Say enough to excite them and then say no more. Let
them ask questions
• To successfully network you should prepare. If you are
prepared, you will be confident to network well

13. Conversation
• Conversation is very important in networking
• What you say and how you say it matters
• It is important to listen twice as much as you talk
• People love to talk and it will give them a chance to appreciate you.
• It will give you an opportunity to place them.
• When you leave and wish to keep the interest open say “I have enjoyed
meeting you. I have some thoughts, why don’t we meet ……. (at your offices/ for
lunch etc.)?”

14. Preparation requires you to
• Regularly read materials and be aware of happenings in order to
make conversation
• Plan what you intend to do at meeting and determine your goals
• Dress appropriately
• Ensure that you have enough business cards
• Practice your self-introduction

15. When you arrive at the event…
• You should walk in with poise and confidence.
• Search / scan the room for persons you’d like to meet
and get to know
• Find people standing alone, so to them,. They will be
happy to talk to you.
• When you walk up to a person, smile and introduce
yourself

16. • Use conversation starters
• Ask questions
• Ask for business cards
• Listen and pay attention when others speak
• Always make eye contact
• Do not spend too much time with one group

17. • After the event go through the visiting cards that you have been given
• Write a comment to remember the person better
• If you want to meet any of them again, send them a letter or an email
stating how good it was to have met them and state that it will be nice
meeting them again

18. • Business cards are not given at the start of a
conversation
• Ask for someone’s business card only if you intend to
meet him again
• When you network, take focus off yourself. Place it on
another person and you will be more successful
• If you spend time building contacts as opposed to
promoting yourself, you will be more successful