The art of networking
Not everyone is brilliant at networking, for some people it does take them a bit of effort.
What we will cover:
Why is networking important
Where to network
Making your introduction
Conversation topics
Body Language
Dealing with the deadly silence or moving on
Follow up
When you go to a networking event do think about it as what can you get out of it, but you have to give first and then it comes back around.
Tell me about it exercise:
Pair up with someone and ask them to talk about a subject and the other has to keep asking questions called tell me about it.
Everyone preferred to be the person asking the tell me about questions which is really positive because you can ask the questions. The importance of this exercise meant that it’s not about telling people about you it’s about asking about them and making connections.
The fear:
What if no one talks to me?
What if I don't know what to say?
What if I get stuck with a boring person?
What if someone asks me something I can’t answer?
Replace the fear of the unknown with curiosity.
Why is it networking really important?
It can open the door to new relations.
Make connections to move your career forward.
Connections create mutual benefits between important participants.
It is important to reach out beyond your ‘sector’.
Where do I find out about networking events?
Online/through your friends / colleagues.
Eventbrite
Yorkshire Mafia
Cafe Start-Up (for freelances, new companies)
Junior Chamber of Commerce
LCA Events
Festivals.
Online presence is important as well, especially linkedin. Works best if you contribute to the industry you're in.
You've registered for the event, now what! Plan ahead, you don't want to feel flustered!
Get an invite list if possible, maybe set target and say you want to target at least five people.
Arrive Early. More likely to talk to people if you're the only in the room.
Go with someone - but don't stick with someone.
Be confident - talk to people who are on there own or a couple of people who look like you can join in.
Starting the conversation
Hi my name is xxxx (and your name is xxxx)
Where do you work?
Have you been to one of these events before?
Tell me a bit about you, what do you do? What projects have you got on at the moment?
If you forget someone’s name - ask them again.
To remember someone’s name use visualisation. Relate it to a famous person, like Susannah - Trinny and Susannah imagine them naked. Oystein (anglo saxon name) them holding a stein of oysters.
What’s most successful about meeting someone is when they get talking ask them an open question about what they do. Don't give compliments when you can ask a question.
Example:
someone says; “I work with young people using creative strategies”
- How long have you done that for?
- Where do you do it?
- What kind of Strategies?
- How do you chose a strategy?
- What age range of young people?
- How did you get into it?
Don't worry about being interesting, be interested it and people will like you for being curious. Ask questions.
Listen - can you make connections/suggestions.
Things not to do:
- use your phone.
- Glance away
- talk over them, over agree definitely not.
- hijack the conversation
- mumbling
- move backwards
- looking at watch
- daydreaming
- yawning
Logical Levels
- Environment
- Behaviour
- Skills & abilities
- Values & Beliefs
- Identity
- Mission / Vision
1.2.3. = Head 4.5.6. = Heart
- How does it relate to everything else in your life?
How does this contribute to where you are going in your life?
Your relationship with others?
- What does doing this mean about (or say about) you as a person?
What’s changed about you since you started doing this?
- Why do you do it?
What do you get from doing it?
What would you miss out on if you did not do it?
- How did you learn this ability?
What do you need to develop in order to do it well?
What are the main skills required?
- What do you do when you do this?
What’s involved?
- When and where do you do this activity?
Who else is present?
Body Language
It’s about active listening - not just with your ears, but with your body language
Dry mouth, sweaty palms, increased heartbeat
Eye Contact / firm handshake important
Don't fold your arms in front of you
Your stance, be open, don't slouch, think about holding food and drinks.
Facial expressions, smile versus a yawn!
Speed of talking/tone of voice
What to wear - dependent on type of networking event.
Repore:
How do you create repore with another person?
Don’t match their body language, dangerous.
Tonality of the voice, subtle and respectful matches.
Similar eye movements, but not too much eye contact!!
You can have repore with a person even if you don't have eye contact. I.E farmers sitting on a fence.
The deadly silence
Have question fillers ready, make sure they are open ended.
i.e What clients are you working with at the moment?
What do you love most about your job?
What other networking events can you recommend?
What are your plans for the weekend?
Don't leave someone on there own if it can be helped. - nip to the loo is often a good exit strategy.
You could ask them to introduce you to others. Never close a group. Keep yourself open for more people. Or bring someone else into the conversation.
Follow up
Write on the business card where you met them,
Add on any action you promised.
Schedule 30 minutes the next day
Email them and say nice to meet you, follow them on twitter, retweet info about their company.
Add on LinkedIn.
Staged networking event - more personal to speak to people one on one.
Mitchell and Webb networking, youtube video, brain surgery / rocket science.
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