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Networking
How to Build Relationships That Count
BMO Bank of MontrealORD Leadership Conference
November 2007
Agenda
Networking goals and barriers Infomercial Visibility networking Networking strategies for day to day 10 keys to networking mastery Networking at business/social
functions Action Plan
“Networking is the art of creatively and resourcefully tapping the market of “people resources” available to you, people who can help you in all or any aspects of your life – career, business, or personal.”
Networking is…
Give and take
Ask and offer
Listen and share
Networking is NOT selling – networking is telling and
asking!
FEAR
F ALSEE VIDENCEA PPEARINGR EAL
Barriers to Networking
I don’t have any contacts. I don’t like having other people
solve my problems. It’ll appear as if I’m begging . I don’t like to use people. I feel uncomfortable networking
and I lack confidence.
I don’t know what to say . I hate cold calls. I will owe too many favors. No one can help me. Why should
they? It doesn’t work .
I don’t know how or where to start.
I don’t have enough time to network.
I’m shy. I fear rejection No one understands
my real needs.
Tell what you do
Tell your talent and successes not your title!
Paint a picture of what you do best. Refrain from insider jargon. Give an example of your best work.
Examples: I tell people whether it’s a boy or girl.
I’m a sonographer.
I give away $32MM a year. I ok loans at the BMO bank on Elm St. I’m their loans officer.
Visibility Networking
“If you aren’t appearing, you
are disappearing.”
Networking Mastery Embrace the “Givers
gain” philosophy.It’s who knows you! Work in a disciplined
structure. Attend networking
events. Plan your
networking. Accept the teachings
of a mentor.
Emulate someone you admire.
Have a database of resources to help other people.
Keep an open mind. Make relationships a
part of your life. Increase your
visibility.
“To be a good networker you have to be a good broadcaster.”
Brad Clarke, Chairman, Joint Venture Management Inc.
Netiquette
Business Card Exchange Ask for the other
person’s card Read it Comment on it Put it away
Shaking Hands Lock in tightly Look in their eyes Pump only 2 -3
times
Name badges Always worn on
the right side of the body or in the middle of the chest
Networking at Business Functions
Engage Opening statement
Making a comment
Opening question Asking an open ended question
Networking at Business Functions
Visit – 5-7 minutes per person Give your 30 second talk then ask for what you
want. Ask about them.
Disengage – do what you say you are going to do
“I have to give something to Scott.” “Great to meet you, must make my rounds.”
“It’s not who you know, it’s who knows you.”
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