NRF - Effective Networking
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Transcript of NRF - Effective Networking
Effective Networking Presented
By Peter Cosgrove
Sponsored byCXC Consultants
Exchange
Contents
Introduction and context
Why network...the old fashioned way
How to network
Conclusion
Is Technology the answer?
We need technology but…
Technology is just a tool. In terms of getting the kids working together and motivating them, the teacher is the most important.” Bill Gates
Why Network...the old fashioned way
1. Recruitment is a people business
Ultimatum game
In a recent survey 67% of clients move from one supplier to another because of....
The indifference of their current supplier
2. Sales is emotive...
3. Threats to Recruitment Agencies
•Clients cut out the “middle man”
•In-house Recruitment specialists
•Technology platforms that do everything automatically
Why networking will help with these threats...
Focus on what is not easy to replicate:
Advice
Perspective
Knowledge
How to Network
I hate networking!
What our the biggest fears around networking?
What networking is not
NOT Selling – it’s a PLATFORM for future sales
What is it:The ability to create and manage professional relationships
Why network
To gather market information
To create prospects – a growth strategy
To Build Visibility
To Build Relationships
To reinforce relationships
Because the competition is doing it
Where to network
Accept invitations
Prioritise it
What do we need to know to network
The biggest problems networking
People do not work the room People are in the wrong room
With so many events the key is to: Go to the right events Do the right things at these events
Why you are already a good networker
The two biggest skills that you already possess are
Having good manners Being able to talk
Have an objective
How many people came here today with a specific objective?
….if not you will have less chance of getting what you want
Reticular Activator
If you do not know what you are looking for, do not be surprised if you do not find it
The fear…
Never compare your inside to someone else’s outside – because you will always lose
Preparing to network
Choose an objective – make it activity based
Plan your route (when to arrive, who to sit with etc)
Research the group and the dress code
Business cards
Read newspapers
How to start
Pause and survey the room
Target groups
Eye contact and smile
Maintain Distance
Ask Permission – Please may I join you?
“Hi I am FIRST NAME – make it easy
Use an open question – Where have you come from today
Badge – put on right lapel
Understand Groups
..so look for open groups
Networking Steps
5 steps:• Getting into the conversation• Talk about them• Talk about you• Chat • Get out of conversation
Have something to say
The Big Question
What professions are good contacts for you?
Moving on
Be Respectful – Provide an exit
Moving on – “I’m going for a coffee, do you want one
Parking
Help others!
“Understand the universal law of reciprocity. This basically states that what you give out comes back tenfold – if you want referrals – start giving them to others.”
Regular questions...
• What should I wear
• How long should you spend with people
• When should you arrive
• How drunk should I get
• How do I handle my nerves
Conclusion
Quick Summary on Networking
• Accept invites to events
• Continue to build on your list of who you want to meet
• Have an objective
• Know what you are looking for
• Have something to say
• Practice saying what you do not who you are
• Help others
• Follow up
Now networking should be easy with anyone!
THANK YOU
Peter [email protected] 29th 2010