networking is an art

Networking is an Art

Andrea Nierenberg • andrea@nierenberggroup.com • (212) 980-0930 Nierenberg Consulting Group, LLC. • www.nierenberggroup.com

The most misunderstood

Networking

Networking – Depending on Your Style

Perceptions are formed in three ways:

7% Verbal 38% Non-verbal55% Visual

These three perceptions are controlled by our: • Attitudes • Willingness to change • Self-respect and self image • Desire to improve

Small Talk… BIG DEAL • What is appropriate with each client?

• What is it?

• How to develop it?

Do your research before attending an event. Learn the basics about the organization and the people likely to be at the event.

Have a list of “get to know you” questions. These go deeper than “opening line” questions; they help you to get know the interests of the person you have just met.

Set a goal for every event or meeting you attend. A good goal is to meet two new people, make a connection, and send a follow up note, call or e-mail.

Listen with care. Be aware of what the other person is saying instead of thinking about what you will say next. You will remember much more about the person and the conversation.

Learn to remember names. This skill will set you apar t from many. Listen carefully when the name is said, repeat it frequently in conversation, and create a mind picture that will help you associate the person with the name.

Give compliments. Make a goal to look for positive attributes and give five compliments a day.

Make a list of the key people in your industry or profession that you would like to meet.

Determine what organizations, places and people they know that you could find to get to meet them.

Re-connect with four people a week. This week call a client or prospect you have not been in touch with for a while, a former business colleague, a former friend, and a current friend you haven’t spoken with for a while.

Send three hand-written notes a day. Send these to people in your network to say thank you, congratulations, send an article of interest, extend an invitation, or just to keep in touch. Use “found time” during the day and make these short and simple. Carry note cards and stamps with you. Your 46 cent investment plan.

Send gifts. Remember those who help you, or just remember a special occasion for those in your network. Develop a list of reliable vendors of unique gift items for these occasions.

Call within two weeks of suggesting another meeting. “Let’s do lunch” is not an effective networking technique. Make it happen.

Send materials or information promised on time or sooner than promised.

Become a resource for others. Give generously of your time and expertise.

Look for unique and creative ways to have “face” time with others. Try having coffee, afternoon tea, taking a walk or run, getting a manicure, shopping, meeting at the sky club between flights, or meeting at an art gallery.

Remember birthdays and send cards. Find out the birthday month of each of your contacts, make a list of contacts by birthday month, and send out cards once a month to those on the month’s list.

Develop a system to keep in touch with everyone in your network on a regular basis. As you list grows, divide it into categories and have a contact plan for each category.

Collect information about each contact besides the basic contact information. This includes interests, family, awards and promotions, special dates, how you met, and other pertinent facts.

Information Bank • Name • Company • Phones-work, home and cell • Address • Birthday • Hobbies/interests • Favorite foods/restaurants • Vacation interests • Spouse name • Kids • Pets • Preferred method of communication • College or grad school • Special holidays • Job promotions/moves

• Who you refer to them • Who they refer you to • How you met • Likes • Dislikes • Prior job • Anniversary of doing business together • Professional organizations • Assistant’s name • Know what ‘motivates’ them • Ask for their advice and information given • Preferred method of communication • What they said when you ask them: “Why

do you work with me?”

Determine the way each contact prefers to communicate: phone, e-mail, text, social media.

Have a system for filing business cards. As an active net worker, you will collect many. Enter the information into your network database and then file the card depending upon how you plan to use it in the future.

Enter information about a new contact and follow up within 24 hours of your meeting.

Answer your phone and e-mail messages within 24 hours even when you are on the road. With today’s modern technology, there is no reason not to be in touch.

If you are out of touch for a period, let people know with a message on your phone and an automatic e-mail message.

Everyday, send an email to someone in your universal network you have not heard from recently.

Once a week, go through your contact list and call three people just to say “hello.”

Once a month, have lunch with a fr iend, colleague, or client you have not seen for a while.

At a company function, set a goal to sit next to someone new and get to know them.

If making a telephone call is uncomfortable, use a script and practice until it comes naturally.

Begin with a compliment. This is a wonderful way to start a conversation when you may not know what to say to break the ice.

When a conversation gets off the topic you want to talk about, use a “bridge” such as, “that reminds me of…”

Attend meetings with a purpose. Have a specific goal in mind when attending an industry event or other networking meeting. It could be just to meet the speaker, or someone else you know will be there.

Set a time limit. When spending an entire meeting with a group of strangers seems daunting, give yourself permission to leave after a specific time, say one hour.

Network Online. LinkedIn is KEY for all professional networking. Build your presence. Get to know Facebook and Twitter as well

Creating “Sound Bites” to Build Rappor t • Create several openers or hooks

• You only have between 5-10 seconds

• The opener must pique interest

• Who you are–what you sell—benefit to

• Develop some sound bites for your next client meeting.

"The opposite of networking is

NOT working"

• How do you define networking?

• Where are your strengths and areas of improvement?

7 Rules of Networking

• Smile

• Look at the person in the eye

• Listen

• Be aware of body language

• Reach out-be proactive

• Present yourself positively

• Look for common interests

7 Networking Strategies

• Become aware of everything

• Have a plan and goal

• Do your homework

• Be proactive. Get involved

• Go global in your thinking

• Be clear about your expertise

• Know your own power

Your Career Architecture: A network of people who fully appreciate your talents, recognize your potential and support you in helping you get where you want to go—and you doing the same for them.

True networking is:

• About being a resource

• Sharing your skills and experience in the knowledge you are helping friends and colleagues

Getting a sense of your career architecture:

• What activities do you most enjoy about your job?

• One-sided networking never works.

• Set aside a portion of your day for reaching out and supporting people in your business. Set specific goals for phone calls, e-mails, and “thank you” notes.

• Keep expanding the circle of people you communicate with on a daily basis.

networking is an art

andrea nierenberg

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