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N E T W O R K I N G Part 2
Expanding Your Business Opportunities
Networking - Jim Booth - [email protected]
Reference Texts
Networking - Jim Booth - [email protected]
Part 2 – Practicum - Solo Techniques What we’re covering in this section
Body language Eye contact Listening skills Questions as a relationship builder Natural Shyness & Small Talk Meishi ceremony
Networking - Jim Booth - [email protected]
Body Language RELAX!
Deep slow breaths- on the verge of smiling Arms loose at your sides, out of pockets Head up, eyes alert, good posture If drinking, keep drink in left hand Nod and lean in - (No Space Invaders) Touch people - elbow is good
Networking - Jim Booth - [email protected]
Eye Contact Focus on the speaker Balanced eye contact
Constant stare feels freaky Less than 70% and you are not paying attention
Resist the temptation to let your eyes roam Speaker is the only person in the universe
Networking - Jim Booth - [email protected]
Why Listen? Stephen Covey - Onion story Comprehension is target goal Reflect the feeling Restate the content Trust the process - alphabet game improv (demonstrate)
Networking - Jim Booth - [email protected]
Listening Skills Look at the speaker Don’t interrupt Focus on understanding Determine the need at the
moment (Generally, men want to fix – women want to share)
Check your emotions Suspend your judgment Sum up at major intervals Ask questions for clarity Always make listening
your priority
Networking - Jim Booth - [email protected]
The Art of Questions You have to give to
get - otherwise it is an interrogation When you give don’t
be afraid to expose your own vulnerability
Be, or become, genuinely interested
Remember FORM FAMILY OCCUPATION RECREATION MOTIVATION Seek common
ground
Networking - Jim Booth - [email protected]
Shyness & Small Talk Shyness is overcome through conscious
escape, (Pretending,) relaxation, (breath control), and structure (applied technique).
Small talk is sincere interest in others demonstrated through focused attention, thoughtful questions, and appropriate responses
Networking - Jim Booth - [email protected]
Meishi Ceremony The Japanese place a
high value on the exchange of business cards
Cards are presented and received using both hands
Recipient studies the card intently
Recipient repeats company name, title and name - may ask for pronunciation
Asks questions related to card info
Card out until conclusion
No writing on card
Networking - Jim Booth - [email protected]
Small Group Practice Time limit - 5
minutes Pair up with someone
you don’t know Practice, give
feedback, practice, give feedback, etc.
Work on these:
Good body language Eye contact Listening skills Good question
technique Meishi ceremony
Networking - Jim Booth - [email protected]
Group Technique - Working a Room We’re going to focus on these areas:
Preparation & research Entrance Gifting & name retention Picking wallflowers Exit strategies Follow-up
Networking - Jim Booth - [email protected]
Preparation & Research If you are going to meet specific people
research their interests in advance Develop a Get List - (Things you want to find
out before you leave) Develop a Give List - (Things you’d like to
share during the event) If you are the host - use nametags and train
your greeters
Networking - Jim Booth - [email protected]
Entrance Put your name tag on the right side Thank the host/hostess Enter the room then step to the right Stop - survey the room to locate people you
know or want to know Move to a strategic location in the room, or
start with someone you know
Networking - Jim Booth - [email protected]
Gifting & Name Retention Gifting - providing someone with a memory
trigger to help them remember your name Retention - repeat it to yourself
If there is no meishi or tag, ask them to repeat their name even if you heard it
Link or associate the name with a person or thing already familiar to you
Use their name as you ask them questions - link or associate their name with with the responses
Networking - Jim Booth - [email protected]
Picking Wallflowers Isolated & uncomfortable looking people Smile Firm handshake Introduce yourself (meishi) Use the FORM question model Identify a link between their FORM info
and another person’s FORM info Take them over and introduce them
Networking - Jim Booth - [email protected]
Exit Strategies Don’t abandon a wallflower until you you
chain them up The low volume “excuse me” getaway The “deep bump” catch and release The disappearing barfly The good cop/bad cop “rescue me” signal The truth
Networking - Jim Booth - [email protected]
Follow-up Hand written notes are extremely powerful Express your gratitude Include an item of interest from the
meeting Reaffirm commitments Be brief Personalize note Timeliness (immediacy)
Networking - Jim Booth - [email protected]
Presenter Contact Information Jim Booth is a consultant with Brightstone
Consulting 30-year veteran of association and non-profit
industry For speaking information e-mail Jim Booth at
Networking - Jim Booth - [email protected]