IT’S NOT NETWORKING: IT’S NETWORK BUILDING

Hector Javier Preciado Preciado Associates

Agenda

Getting a Job:

56% of all jobs are attained through personal connections

Define What Networks are Value of Networks and Network

Characteristics How Social/Professional Networks are

Established and Expanded Tips and Strategies to Network more

Effectively

Network

Network:

•A complex, interconnected group or system

•An extended group of people with similar interests or concerns who interact and remain in informal contact for mutual assistance or support.

•Networks are living breathing organisms that change over time

Networking:•Visibility Marketing

Networking

Establishing a network of people through visibility marketing of yourself

Reciprocity/Favor Exchange:

• NOT quid pro quo (you scratch my back, I’ll scratch yours)

• You must add value to “exchange”

Value of our Network: Network Power

Access to Information Access to Diverse Skills Sets Enhanced Connectivity Allies

Network Characteristics

The real key to a developnig a valuabe network is

DIVERSITY

Breadth How many contacts

Depth Strength of your ties

Density Connections between the ties

Centrality Position in your network

Multiplexity Multiple types of relationships with

same tie/person

How do you Develop a Diverse and Valuable Network?

People Messenger Receiver

Message Content (What’s the conversation about) Context (Time & Place)

Effects of the Message Mental Physical Emotional

Channel-How message is communicated Verbal/Non-Verbal

Interpersonal Communication

Element of a Dialogue Speaker & Listener(s)

Speaker (YOU) Listener(s)

Listener

A Physical process, involuntary

The humming of your projector

Where we give meaning to what we hear

“Oh, that humming sound is coming from the projector”.

Hearing Listening

We retain about 25% of what we listen to after 48 hours and it goes down from there. ****

Listener….

Poor listening habits: Pseudo Listening

Imitate listening but are not really listening Stage hogging

Always talking, never listening Selective Listening

Only to what you want to listen to Insulated Listening

When you stop paying attention because you don’t hear what you want to hear

Listener….

How to build listening Skills: Be present in the moment Active skill-Prepare to Listen Suspend Judgment Active Listening-paraphrasing, eye contact,

head nodding, feedback

Non-verbal Communication

93% of the emotional impact of a message comes from a non-verbal source

Sign Language Action Language Object Language-display of things Emblems

***

Types of Non-Verbal Cues

Proxemics- space Facial Expressions Eye Contact Kinesics-body cues, posture, movement Clothes-what you wear Tactilics-Touch

Communication Tips

1. Be Attentive & Listen1. Don’t wait for a pause in the conversation

to inject your opinion. Less is often more.

2. Speak clearly, don’t rush thorough your message

1. It’s not speed dating

3. Paraphrase what they say4. Be genuine- “do you”5. Be mindful of non-verbal communication

Networking Roadblocks

1. Shyness – Who’s shy?2. Waiting to be properly introduced 3. Playing it safe – fearing rejection

Risk is the name of the game when you’re working a room

4. Mangled and Mixed Messages Unclear Communication

Remedies to Roadblocks

1. Shyness can be Overcome Identifying the Common Ground Can Break the

Ice

2. Practice a Self Introduction Your Self Introduction should be tailored to

situation

3. Move from “Guest" Behavior to “Host” Behavior Playing Host makes people more comfortable

4. A Rejection is Another Opportunity in Disguise If You Feel Rejected, Excuse yourself and move

on

5. UnMix the Mixed Messages Be Mindful of Labels & Non-Verbal Cues

Scenarios & Strategies

How to Break in with the In-Crowd: Wallflowers Dyad (2 people) Triad (3 people) Small Group

Wallflowers

People standing on the outskirts of a room holding up the wall

Strategies: “The Gardener” (Go pick the flower)

Wallflowers is how you “warm up” Easiest people to talk to Eager to have someone talk to them Do so with a pleasant introduction

Dyad (2 People)

Most Difficult to Break Into Have each others undivided attention

Strategies: “The Loiterer” Be patient Let it be known you’re interested in talking to one of

them Make eye contact and be acknowledged If you’re running out of time:

Wait for a pause in the conversation, Apologetically interject, Introduce yourself but be courteous, considerate and

brief, Exchange contact info

Good Networking Karma:

Invite others into your conversation.

Triad (3 People)

Easiest to Break Into Strategies: “The Satellite Feed”

Make yourself an extension to the group Make eye contact with one of the persons

not talking Preferably the one less engaged

Wait for recognition Insert yourself into the discussion Wait for Pause in the conversation Network!

Small Group

Harder than Triad, not as hard as Dyad Strategies: “The New Neighbor” Requires a bit more patience

Loiter Make eye contact with one of the persons not talking

Preferably the one less engaged Wait for recognition

Join the Group Familiarize yourself with the topic of discussion If you can contribute, do so If you can’t contribute, wait for a break in the conversation,

then politely introduce yourself to your target Use the group conversation as a prompt for your connection

More Networking Tips

1. Prepare Do your homework Practice Self Introduction Bring Business Cards

2. Attend and be actively present You can’t network if you’re not there

3. Try Strategies Wallflowers, The Loiterer, Satellite Feed, New Neighbor Read Name Tags (Name tags on the right side) Go with a friend, colleague etc.

4. Say Something, Anything Initiate Pay Attention

5. Mind your Manners Treat everyone with respect, initially Acknowledge others

More Networking Tips

6. Avoid Crutches Don’t Arrive too Late If you show up with someone, don’t be joined at the hip

7. 3 “E’s” Effort Energy Enthusiasm

8. 3 “C’s” Courtesy Charm Charisma

9. Dress Appropriately Ask

10. Bring your Sense of Humor Jokes should be appropriate, timely and tasteful… be

conservative

Closing Networking Tips

Be present in the moment Know your Environment (who, what, where,

why) Exude Confidence (firm handshake always a

plus) Speak Clearly, don’t rush through your words

(don’t chew gum, breath mints are better) Be polite and genuinely sincere (don’t seem

fake, do your best “YOU” impersonation) Make eye contact Practice your delivery

Closing Networking Tips

Bring plenty of business cards to distribute and always ask for theirs Make a note on the back with useful information

where you met, what you talked about Any personal information Info that helped you establish rapport

Within 48 hours, review cards (notes etc). prioritize who you want to connect with and…

Follow-up e-mails phone calls thank you cards Social media

Deliberate practice

Networks & TimeMy Network according to:

Circa 2010

As of 5/17/12

Observations? •How has it changed over time?

As of 6/14/13