Networking

SLA
 Course Outline
By the end of this course you will be able to:
• Learn how to Identify, prioritize and assess
the strategic value of stakeholders
• Be goal focused about networking so that
you make the most of events you attend
• Apply the concept of give first and be
helpful as part of a system of reciprocity
• Use strategy and systems in order to
network effectively
• Leverage the availability and usefulness of
the Internet and social media
 NETWORKING DYNAMICS

• Don’t let yourself think that networking is just • Business networking is a strategy used to
about making connections and building your ultimately sell our products and services.
relationships. • A solid business network is your path to getting
your goods and services to market.
WHY NETWORKING?

Preparation Opportunity
Luck
 For all of US
Introverts Extroverts
• Be open and willing to meet • Develop your listening skills.
people. • Be curious about what other
• Ask open-ended questions. people want to speak about.
• Create a list of questions. • Be considerate of others.
• Use one-on-ones.
• Ask open-ended questions.
• Try not to complain.
• Develop awareness of when
• Invite someone to join you.
someone might be feeling
• Use affirmations. trapped or overwhelmed.
• Adjust your thinking.
• Try not to get carried away and
• Start small. take over a conversation.
 Self Actualization
(achieving one’s full
potential including
creative activities )

Esteem Needs
(prestige and feeling
of accomplishment)
Belongingness and love needs
(intimate relationships, friends)

Safety Needs
(security, safety)

Physiological needs
(food, water, rest)
The Director The Analytical

The Relator The Socializer

1. A strong need to feel part of a group
2. Conduct research and analyze all the possibilities before making a decision
3. Demanding people
4. Don’t like small talk
5. Facts, details Oriented
6. Love to feel important
7. Love to make new friends
8. Love to receive and give compliments.
9. Outgoing, love to talk
10. Product descriptions interest them
11. Require accuracy and analysis
12. Take-charge
13. Tend to be self-centered
14. They always know someone who knows someone who knows someone (3 calls away
and voila!)
15. They can be intimidating know-it-all's
16. They want what they want when they want it - and they want it now
17. Use “my” a lot, my bank, my relationship manager, my doctor…etc.
 • Demanding people Require accuracy and analysis
• Take-charge Facts, details Oriented
• They want what they want when Product descriptions interest them
they want it - and they want it now Conduct research and analyze all the
• They can be intimidating know-it- possibilities before making a decision
all's Don’t like small talk

Director Analytical
• A strong need to feel part of a Outgoing, love to talk
group Love to make new friends
• Use “my” a lot, my bank, my Love to receive and give compliments.
relationship manager, my Tend to be self-centered
doctor…etc. Love to feel important
• They always know someone who
knows someone who knows
someone (3 calls away and voila!)
Relator Socializer
• Eliminate as much small talk as • Facts and data.
possible • Statement Backed up with
• Lay out the facts information and proof.
• Brief and to the point. • Give them the detailed brochure
• They have done the research.

Analytical
• Compliment their direct style and

Director
decisiveness. • Don't be afraid to ask them why
• Suggest and they decide they came into your bank
• Never confront the Director • Ask them their opinion it is a silent
complement

• Ask "What is your opinion of this • Not all about the product; it is
product, campaign…etc.

Socializer
about the relationship.
• Include them in any way you possibly Relator • The first thing you are selling is
can, because they want to feel a part of
yourself.
the decision making process.
• Relater can come in the absence of • Use compliments liberally.
branch manager and report to him if • Remember the names of these
someone isn't doing their job. people.
• Wonderful source of never-ending • Your goal is still to sell them, Keep
referrals. them focused, yet make their
experience fun
1. How many people are in the photo? 1. (Six)
2. What noise is the machine making? 2. (Clang)
3. What was the label on the box in the left-hand side of the image? 3. (First Aid)
4. How many workers are lifting or carrying boxes? 4. (Two)
5. What colors are in the image? 5. (Black and white)
Business Etiquette
What is Etiquette?
 Etiquette
Covers most aspects of social interaction, including self
presentation, communication and hospitality.
 Business Etiquette
Covers expectations in the interaction between co-workers, the
company and their clients.
 Introduce yourself effectively to make a
I Introduction good impression

M Manners Never be selfish, boorish or undisciplined

Communicate your own values, attitudes

P Personality and opinions

A Appearance Always present yourself to best advantage

C Consideration Consideration See yourself from the others

person’s standpoint
T Tact Think before you speak “How to Tell”
IMPACT
Introduction

Introduce Yourself

Handshakes Business Cards

State your First Name and your last name. Depending on the situation, you
may also state your affiliation and/ or your position in the company.

Example: Hello. I’m Mark Smith. I’m the Quality Control Officer.

When the other person has given their name, repeat it in acknowledgment
that you heard their introduction.

Example: It’s nice to meet you Mr. Joseph.

• In business introductions are based on a person’s seniority in a company. This is
regardless of age and gender. When you present, present a person with the lesser
status to the person with higher status. Mention the name of the person with
higher status first.

• Example: President Andrew, I would like you to meet Caroline Daniels. She is the
head of Public Relations Department. Caroline, this is President Andrew Mike.

• If you are introducing two persons of equal rank to one another, start with the
person that you don’t know. This way you can use the introduction to make the
new comer feel welcome.

• Never qualify a description by saying “Best Client” or my “Dearest Friend” because

the automatic implication is that the other person holds a lower position in your
personal hierarchy. When in doubt, be less personal rather that more personal.
• Your handshake gives an impression. If your grip it too lax, you send the message
that you are hesitant and possibly indecisive, if your grip is too tight, you might
come across as to brash, even intimidating. Go for a grip that’s in between. It
sends the message that you are confident.
• Offer your hand turned at a 90-degree angle to the floor and do not hold just
fingers or try to crush the other person’s hand.
• For most occasions, two or three pumps of the hand are appropriate. Longer
handshakes can make some people especially women, uncomfortable.
• Talk to the person whose hands are shaking. A simple “Hello” or “How do you do”
is appropriate.
• During cocktails or reception, always hold your drink in the left hand.
• Social etiquette decreed that woman be the one to extend her hand first.
• It is considered appropriate and acceptable to offer a
handshake when greeting:
• New business contacts, staff, coworkers, or others you
are meeting for the first time;
• A former business or casual acquaintance, especially if
it has been a while since you last saw them;
• Concluding a business transaction or meeting;
• Congratulating someone else for an award, event, or
accomplishment; and
• When leaving a business event, including social
settings where business contacts or acquaintances are
involved.
• The first rule of thumb in handshaking is simple: Never offer your
hand first, at any time, or in such a way, that makes the other person
feel inconvenienced or uncomfortable.
• With this rule in mind, it is not a good idea to be the one to initiate a
handshake:
• With someone of higher status (let them approach you or make the
first gesture).
• To break an awkward moment of silence when being introduced to
someone new (a proper handshake should also involve conversation).
• If you have nothing to say to the person (a handshake is an invitation
for conversation or desire for social interaction).
• Someone whose right hand, arm, or shoulder, is clearly injured, or
they need their hand to support their weight with a cane or crutches.
• If the other person's hands are full and a handshake would require
them to shift items from one hand to another, or to have to put things
down.
• Networking is not complete without receiving or giving a business card. The
business card is a way for you to follow up on the people you have met.

5 Tips on using Business Cards Effectively:

1. Never be without your business card, make sure there always a stack in your
office desk, in your wallet. You’ll never know even a trip to a grocery story can
end present an opportunity to network.
2. Follow the protocol on hierarchy. Cards should be given to senior executive that
you meet unless they have asked for one.
3. Don’t just hand over your business card at any random moment. Handing a
business card in the middle of a discussion can be an interruption.
4. The best moments to hand a card is when you are asked for one, when you asked
to repeat your name, or when someone offers to send you something.
5. If the two organizations that you represent are well known to each other,
although you haven’t met your host before, offering your card is probably best
left at the end of the meeting. If your host is unfamiliar with your company,
offering your card at the beginning of the meeting is good practice.
IMPACT
Manners & Personality

Office Visits

Remembering
Names
 Remembering Names
• Avoid the temptation to say that you
are horrible at remembering names. • Repeat Their Name
• This can give off two not-so-subtle “Did I pronounce it correctly?”
“Could you repeat your name for me?”
messages:
“How do you spell your name?”
– You are not important. • Write It Down
– I don’t care if I ever meet you  “Michael, tall, 30th birthday today, drives
again or not. a 1984 Volvo and brush painted it teal.”
 “Andrea, wore red dress with large
• Instead, make a conscious decision to elephant pendant (pewter?), and says red
get good at learning names. is her faaaavorite color.”
Confess!  “Kim, arrived early and helped with set up.
If you recognize someone and have Has a book collection that includes two
forgotten their name, admit it. bedrooms and two e-readers. Likes cats.
Just be honest and say, “It’s been great to Has four.”
talk with you and I can’t believe it, but I
have forgotten your name.”
Receiving Visitors:

• You should get up and come around your desk and

greet them.

• If you know that a visitor is at the reception area, the

general rule is to go there, greet visitor, and lead him
back to the office. If he/she has a coat, hang it up

• Greet the visitors with a handshake.

• Get them seated before returning to your chair.
• If the visitor is someone, who stops frequently, it may
be not necessary to get up to greet him. But you must
at least stop what you are doing – how busy you are –
say hello, and wait for the person to tell you the reason
for the visit.
Being a Visitor:
Be Prepared: documents/ ready/ extra copies / papers / notebook / pens.
 what are your objectives to be achieved and how you are going to present
the case.
 have all your material ready and should not need to fish for things in your
briefcase or purse as this may indicate that you are unprepared. Your
briefcase should stay beside you on the floor, never on a chair or table until
the meeting ends.
 You timing is extremely important. You should always aim to be on time for
your visits people will not appreciate waiting for you.
 Plan always to arrive to the meeting site at least 10 minutes in advanced, if
for any reason you are running late, then make sure to call and inform the
person as well as give a reasonable explanation.

Excuses such as “Stuck in traffic” or “had to attend another meeting” are not
acceptable any more.
Being a Visitor:

Make an Entrance: Enter the room in a good posture and smile.

Wait to be told where to sit. If the host does not tell you where to sit, take what seems
to be to be appropriate chair. Do not remain standing at the desk – you are not in the
principal’s office.

Pay Attention: Never touch anything on the person’s desk, even if it happens to belong to
you.
Do not even turn around a family picture to get a better look. Divert all your attention
towards your client and not on any distractions around the room including your clients
attire.
Being a Visitor:

Watch your body language:

You may sometimes be tired, bored, frustrated etc. you should never let your
physical sate affect your performance in the meeting.
Your posture should always be up right, back straight and shoulder pulled back –
when you sit always have both feet on the floor. If you do across your legs, cross
at the ankles. Don’t cross your arms, it communicates resistance and hostility to
what is being said.

Mobile: your mobile telephone should be switched off or placed on silent mode
before you enter the meeting. You do not what your cell phone to ring and then
you will have to apologies for forgetting to switch it off and feel uncomfortable
for the interruption. Place your message alert signal on silent as well.

If you are waiting for an urgent call and are obliged to answer it, then ask
for your client consent beforehand. When you do answer it, remember to
keep it brief and short. Apologies to your client simply after the call and
resume you meeting.
Elements of Body Language
• Tone, tempo, and rhythm of voice
• Gestures
• Facial expressions
• Head movements
• Posture and body position
• Intonations and emphasis
• Pauses and hesitations
• Eye movements, eye contact, and visual cues
 Associated Dissociated
• Usually lean forward • Usually lean backwards
• Are often animated, • Use fewer gestures and
using gestures and practical language
imagery • Often have a more
• Might include more objective approach
emotions in the
conversation
 IMPACT
When you are networking, it is important to make
the best of the first meeting.

Appearance
 IMPACT
• How To Handle Compliments:
* Giving Compliments
* Receiving Compliments

• How to Handle Criticism:

* Giving Criticism
* Receiving Criticism
• People are drawn to people who are positive,
confident, and likeable.
• Make sure that you project these attributes in
order to attract the right kind of people.
• Your positive attitude, confidence, and
likeability will help you get noticed
 Be a Conduit!
• Connect
• Open yourself up to new opportunities
• Nurture these relationships
• Direct your attention toward others
• Understand others
• Interest yourself
• Treat everyone as if they have something to
offer
 Starting the Conversation
How To Get Started (I)

You Can Do It!

• It’s natural to be nervous at the idea of
speaking about yourself or getting outside of
your comfort zone to meet new people.
• Learning and planning for conversations will
help.
• Conversation is something that takes work
and practice in order to master.
 Starting the Conversation
How To Get Started (II)

Listening
• The first consideration when having or
contemplating a conversation is to make a
commitment to listen to others as they speak.
• People typically like to talk about themselves.
• When people speak about themselves, they
provide all kinds of cues.
 Starting the Conversation
How To Get Started (III)

The Basics of Small Talk

• Some people hate small talk and see it as a
waste of time.
• This is unfortunate!
• Small talk helps lead you to areas of
common ground and further exploration.
 Starting the Conversation
How To Get Started (IV)

Seven Steps to Mastering Small Talk

1. Before the event, list interests and/or experiences
2. Avoid personal or controversial topics
3. Make eye contact and smile
4. Ask an easy, open-ended question
5. Listen for the other person’s name and use it
6. Restate mutual interests
7. Practice!
 Starting the Conversation
Conversation Stimulation (I)

Handy Strategies
• “What brings you to this
event/conference/meeting today?”
• “What are you looking forward to the most from
this event today?”
• “How would you like to change/grow…?”
• “Have you met ____ yet? Since he is on your list
and I have known him a long time, I can introduce
you if you like.”
 Session Six:
Starting the Conversation
Conversation Stimulation (II)

The Complicated Parts

• The process of networking cannot be about
constantly asking people for business.
• Make it a priority to help and support others.
• People are complicated, and a network can be a
highly complex operation.
• Networks that flourish tend to have a lot of people
who interact, refer, and are helpful to one another.
Growing Skills (I)

• Approach a group, smile, but don’t actually

interrupt the conversation going on.
• Listen to get the gist of the conversation.
• If there is no conversation and people are
standing awkwardly, start something!
• When the time is right, contribute.
• Once you have met everyone, simply excuse
yourself and move on.
 Starting the Conversation
Growing Skills (II)

Techniques for Working Through Nervousness

• Deep breathing exercises
• Visualization techniques
• Taking a brisk walk
• Preparation
• More preparation
 Starting the Conversation
Plan Your Own Future (I)

• People who don’t particularly like to network

can create great success by planning their
own events.
• With our access to electronic media, it’s easier
than ever to invite people to a networking
event.
 Session Six:
Starting the Conversation
Plan Your Own Future (II)

Plan Checklist
• An objective to get this group of people
together
• A list of potential participants
• A theme or uniting element
• Potential date and time
• Whether you would charge for the event
 High Stakeholder Analysis

Keep Manage Closely

Satisfied
Power

Monitor with Keep Informed

Minimum Effort

Low
Interest High
 Organizing Your Network
Contact Management Systems (I)

Spreadsheet Example
Name Title Organization Phone Address Last Contact
 Organizing Your Network
Contact Management Systems (II)

• There are lots of different kinds of

organization systems available.
• Most systems allow you to add contacts
using a form.
• It is important to have it integrated with
a calendar system.
 Session Eleven:

Mastering Networking (I)

Organization Skills are Important!

• Getting good at networking is one of your
goals.
• Being a master at it means that you adopt
systems and make them work for you.
• Keep track of things, put them where they
belong, and know where to find them.
 Map your web  Who are you dependent on?

Supervisors/ Seniors
seniors

Outside Your Organization

In your Organization

Peers
Peers

YOU

Juniors
Subordinates / Juniors
You are not Dead FISH 