Networking- Easy isn't it?

So networking, easy isn’t it?

You just turn up to a mixer or any event and it all comes naturally.. easy right?

So you don’t agree? Feel clueless at times? OK lets deal with this because you are in the majority.

Having read Dr Ivan Misner’s book “Masters of Networking “ again recently to prepare for a presentation the chapter listening and being heard offers the following standard techniques that will help you get your message across and provide a positive response.

1. Get the person’s attention. Show interest by asking questions: “How are you?” “Where are you from?” “What do you do?” “Have you heard about? . . .” “Did you know? . . .”

2. Add interest. Respond to the answer but don’t move the conversation to you; elicit more information from the other person.
3. Involve. Use the “feel, felt, found” formula (”I know how you feel, I felt the same way, and this is what I found”) to involve yourself in the other person’s message before you deliver your own.

4. Network. Tie it all together by connecting one person’s needs or goals with the resources, needs, or goals of another person. For example: “I felt the same way until I met John Jones. He really helped me accomplish my goals. Why don’t I have him give you a call? Is tomorrow evening convenient?”
The book goes on to say this is networking at its best. I have to agree and encourage you to think and plan your method for the next mixer or after 5 you attend.

Why not join me this coming Wednesday evening starting 6pm at the Blacktown Workers Club for the Blacktown Business Network and give some of this a go.

Happy Networking

Glenn

Referrals from Relationships The 3 Steps

The other day I was talking about the Currency of Relationships, and afterward got to thinking how does a networking relationship develop, what is the process? I then remembered the VCP ProcessTM, so here it is...

Every relationship, regardless of its nature, goes through a process. In the world of networking, the process of building a business relationship is called the VCP ProcessTM. Following are the steps in the VCP ProcessTM:

Visibility - This is the point in the relationship at which individuals first meet. They might simply have a conversation, trade contact information, and move on. This might happen several times. At this stage, individuals merely have to remember one another and have some basic knowledge of the other.

Credibility - This is the second phase of the relationship. In this phase, two individuals have interacted several times and trust one another. The longer they know, work with, and support each other, the deeper their credibility and trust. At this phase of the relationship the two networking partners begin to trust and help each other—and the relationship continues to grow.

Profitability - This is the third phase of the relationship. At this point, two networking partners completely trust each other, open their networks and customer databases to each other, and proactively help each other. Each has a deeper understanding of the other’s business and knows how to develop referrals and connections as well as open doors.

Remember, its a journey not a sprint, time = results.

Happy Networking

Glenn