1. Effective networking Sue Stockdale www.suestockdale.com

2. This session aims to answer the following questions : What is the purpose of networking? How do you network effectively? What is your networking strategy?

3. What is the purpose of networking? To build relationships To learn To share knowledge and experience To tell others about your ideas Find a connection Listen and understand Value yourself Be able to explain concisely

4. Values and Beliefs Thoughts and Feelings Behaviour Outcome Mindset is key to success

5. Values and Beliefs Thoughts and Feelings Behaviour Outcome I am not good at networking I feel nervous about doing it I stand by the buffet and avoid speaking to people Feel a failure and avoid future opportunities

6. Three stage process Preparation During Follow-up

7. Preparation Who will be there? Who is the host? What mindset do I have? What is my objective? What is my message?

8. Levels of social conversation Level 1 – Small talk “Its hot today” Level 2 – Selective self-disclosing “It’s my first time at this event” Level 3 – Polite Probing “Do you travel a lot with your business?” Level 4 – Testing for Trust “I like your business card, what made you choose that look?” Level 5 – Maintaining familiarity “I saw this article in the press and thought you might like to read it. How is business?” Ref: Confident networking for career success and satisfaction by Gael and Stuart Lindenfield, Published by Piatkus

9. Starting the conversation Hello, there….it’s a bit busy here today… What line of business are you in? What brings you here today? Do you know many people here? Is this your first time to the University? How can I help you? In pairs, make a list of 5 questions you could ask to establish rapport with someone

10. Elevator Pitch You know when…. What I do is….. Which means that....

11. Elevator Pitch You know when people in business want to achieve a challenging goal but realise something is stopping them from taking action …. What I do is provide inspiration, coaching and support to help them work out a way forwards ….. Which means that.... they save time, get new insights and accelerate progress

12. Elevator Pitch Spend a couple of minutes preparing your elevator pitch Share it with the person sitting next to you Get feedback Listen to their elevator pitch Offer feedback

13. Follow-Up Send a message “ I saw this and thought of you” Regular contact Introduce them to Someone else Arrange to meet up

14. Key points Prepare Look interested Listen Share your ideas Follow up Mental preparation Be yourself Ask great questions Be clear about your message Take a business card and then follow up

15. Networking Strategy ExistingNew Existing Network Embrace Diversity Network CONTACTS Networking Refer Others Reference: The Growth Story, by Sue Stockdale

16. Resources: Confident networking for career success and satisfaction by Gael and Stuart Lindenfield, Published by Piatkus The Growth Story, by Sue Stockdale published by Bookshaker Our website www.suestockdale.com