Small Business Resource Power Point Series Offline Networking

Why Network? It could be argued that we are all "self-employed" now due to cyclical downsizing and knowledge economy change resulting in diminished job security. This has created a growth of freelance consultants and working from home workers. Thus networking is one skill you need to practice to get ahead and survive these uncertain times. Networking is essential for both new jobs and business contracts.

The Case for Networking Research indicates that networking can be 12 times more effective than answering advertisements. Equally advertising is becoming ineffective except on a large scale and less cost cost effective. Networking applied well can reveal find hidden opportunities and distinguish you from the competition.

An Essential Principle of Networking Your guiding principle to building your network is the recognition that it is an ongoing process and requires constant effort and application. This is the only way to succeed in increasing your range of contacts and so develop your network and potential opportunities from your network.

The 3 Key Networking Techniques Are.. Reach targeted individuals in two ways: directly or indirectly. An indirect approach is often better than a direct one. Use someone you know to introduce you to your target contact. Your introducer can break the ice and put in a good word for you.

Confidence Using an introducer may help you if you are naturally shy. You will also have to practice ways of overcoming your natural shyness, your fear of using people, and your fear of rejection. There are many motivational ideas in our resource bank and there are many programmes to assist you. But first read on...

Planning Your Campaign You can gain confidence and better results from your networking if you... Define your objectives. Focus on what you want to achieve and how people can help you. Select the right technique. Understand that the more prospects greater chances of winning your desired outcome.

Planning Your Campaign Identify your target Work out your positioning. This is a short statement of what you are about, what you can offer, and have it memorised so it comes across naturally. Think about what you can do for your network partners in exchange for information and contacts. An outcome is at least gaining a new introduction.

Building Network Partners Talk to everyone you know about opportunities Clarify what network partners can and will do for you Know which contacts to build into network partners

Building Network Partners Find those friendly network spiders, those types of people who just seem to know everyone. Use the telephone – do not depend on impassive email. Get into the habit of being talkative. Write down your opening lines before picking up the phone! Go out of your way to be where people are and warm up long-cold contacts

The Network Meeting – Preparation Gather key information on the individual or companies, especially for the second or subsequent meeting. Figure out who is the one with the power to make decisions. Choose the right method for the right person.

Reaching the Target Decide if you should write a letter or not. Have a line ready to get you past the secretary. Act as though you expect to be put through. Be ready to leave a short, persuasive message for the decision-maker.

Your Opening Line This can be critical to your networking success Be cheerful, confident and straightforward. Mention common interests. Report news of interest to the target

Above All Wait for a response. Know when to shut up. Use your eyes and mouth in the same proportion! USE HUMOUR

How To Be Visible Without Really Trying Ask a question at a conference. Make a point in a meeting. Write letters to your industry magazine.

How To Be Visible Without Really Trying Introduce yourself to lots of people at an industry show or ball. Buy people a drink at the bar at a lecture. Discuss a book with an industry leader.

How To Be Visible Without Really Trying Wear bright ties. Make people laugh. Have an opinion on everything. (But keep an open mind)

How To Be Visible Without Really Trying Hand out an unusual business card. Recast your CV to be a little different. Take up an unusual hobby. (But not too unusual) Don't overlook using the email and Internet to communicate your cause.

Get a Result Get the contact details of people you meet. Not just exchanging business cards but stapling information like birthdays, anniversaries, hobby clubs, and key information onto their cards. This allows you to build a profile for future opportunities.

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