Networking In Real Life
description
Transcript of Networking In Real Life
Strategic Solutions Group
Strategic Solutions GroupStrategic Solutions Group…maximizing profitability through
Organizational DevelopmentOrganizational Development
Networking In Real Life
Presented on 1/29/2010 at
Strategic Solutions Group
© 2010 Strategic Solutions Group
Strategic Solutions GroupAnne Pritchard Grady
Vice President512.821.1111
www.speakingofanne.wordpress.com
Strategic Solutions Group
2
Strategic Solutions Group
© 2010 Strategic Solutions Group
Networking Tips• Re-evaluate your networking mindset
• Be interested, not interesting
• Write down notes on business cards and follow-up quickly
• Introduce your value, not what you do
• Ask for guidance, rather than leads
• Be generous
• Connect and build relationships
Strategic Solutions Group
© 2010 Strategic Solutions Group
What is Communication Style-Flexing?
• Identifying and understanding behavior styles and the tendencies associated with them
• Modifying your communication approach to help your audience be as receptive as possible
• Consistently improving communication and our understanding of others
Strategic Solutions Group
© 2010 Strategic Solutions Group
Communicating for Success
Strategic Solutions Group
DriverDriver
ExpressiveExpressive
AmiableAmiable
AnalyticalAnalytical
5
Strategic Solutions Group
© 2010 Strategic Solutions Group
What’s Your Style?• Directions
• Interests
• Career goals
• Experience
• Curiosity
Strategic Solutions Group
© 2010 Strategic Solutions Group
Driver Tendencies
WANTS Action and Results
NEEDS To Direct & Dominate
STRENGTHS Decisive, Task Mode
GOAL Better Results
AVOIDS Wasted Time & Energy
FEARS Losing Control
OVERUSES Impatience
EMOTION Anger / Short Fuse
Strategic Solutions Group
© 2010 Strategic Solutions Group
Expressive Tendencies
WANTS Feedback, To Be Liked
NEEDS To Interact and Verbalize
STRENGTHS Interaction Skills, Persuasive
GOAL Social Recognition
AVOIDS Boredom
FEARS Social Rejection
OVERUSES Disorganization
EMOTION Positive, Optimism
Strategic Solutions Group
© 2010 Strategic Solutions Group
Amiable Tendencies
WANTS Harmony and Peace
NEEDS To Serve Others
STRENGTHS Team Player, Loyal, Patient
GOAL Harmony, Closure
AVOIDS Confrontation, Conflict, Change
FEARS Loss of Predictability
OVERUSES Possessiveness
EMOTION Masked Emotions
Strategic Solutions Group
© 2010 Strategic Solutions Group
Analytical Tendencies
WANTS Excellence and Quality
NEEDS To Comply with Standards
STRENGTHS Accuracy and Precision
GOAL Correct and Proper Way
AVOIDS Uncertainty
FEARS Criticism of their Work
OVERUSES Skepticism, Criticism
EMOTION Worry, Fear
Strategic Solutions Group
© 2010 Strategic Solutions Group
Style Summary
Strategic Solutions Group
FACTS & RESULTSFACTS & RESULTS
PEOPLE & EMOTIONSPEOPLE & EMOTIONS
FAST / IMPATIENTFAST / IMPATIENTSLOW / PATIENTSLOW / PATIENT
Amiable Expressive
DriverAnalytical
^̂ ^̂
Strategic Solutions Group
© 2010 Strategic Solutions Group
12
How To Communicate with a Driver
Be clear, specific, brief and to the point
Come prepared with organized requirements, objectives, and support materials
Present your facts logically and concisely
Ask specific (preferably “what”) questions
Provide alternatives for making their own decisions
Provide facts and figures about the probability of success and effectiveness of options
If you disagree, take issue with the facts, not the person
Provide a win/win opportunity
After talking business depart graciously
Strategic Solutions Group
© 2010 Strategic Solutions Group
13
How To Communicate with an Expressive
Plan interaction that supports their dreams and intuitions
Allow time for relating and socializing
Don’t deal with extensive details – put them in writing
Ask for their opinions
Provide ideas for implementing action
Provide testimonials from people they see as important
Continue supporting the relationship; be casual
Provide reassurance
Offer feedback and appreciation
Strategic Solutions Group
© 2010 Strategic Solutions Group
14
How To Communicate with an Amiable
Use brief personal comments; break the ice
Show sincere interest in them as people; find areas of common ground
Patiently draw out personal goals; listen and be responsive
Present your case smoothly and in a non-threatening manner
Ask specific “How?” questions to elicit their options or opinions
If you disagree, look for hurt feelings
Move in an informal but orderly fashion
Provide personal assurances and guarantees
If decision is required, give them time to think
Strategic Solutions Group
© 2010 Strategic Solutions Group
15
How To Communicate with an Analytical
Prepare your “case” in advance; take time to be accurate
Approach them in a straightforward but direct way; stick to business
Support their logical, methodical approach; build your credibility by listing pros and cons to any suggestion you may make
Make an organized contribution to their efforts; present specifics and do what you say you will do
Draw an “Action Plan” with scheduled dates and milestones; be conservative
If you disagree prove it with facts, data, or testimonials
Provide them with the information and the time to make a decision
Allow them their space
Strategic Solutions Group
© 2010 Strategic Solutions Group
Question & Answer
Strategic Solutions GroupAnne Pritchard Grady
Vice President512.821.1111
www.speakingofanne.wordpress.com
Strategic Solutions Group
16