become a confident and effective networker · topics: “how to become a confident and effective...

Become a Confident and Effective Networker

19 Indispensable tips

Did you know… Kintish is now a global company; we have developed a new range of e-learning modules giving you the opportunity to experience the material covered in our in-house and public workshops in the comfort of your own office: Topics: “How to become a confident and effective networker”

“How to follow up business opportunities” “How to conquer your fear of presenting professionally” “How to create more opportunities using LinkedIn” “How to become a great negotiator”

www.kintish.co.uk www.kintish.tv www.linkedintraining.co.uk [email protected]

Network House, 7 Scholes Lane,

Prestwich, Manchester, M25 0PD

www.kintish.co.ukwww.kintish.tvwww.linkedintraining.co.ukwillk@kintish.co.uk

Network House,7 Scholes Lane,

Prestwich, Manchester,M25 0PD

© Copyright Will Kintish 1 www.kintish.co.uk1 © Copyright Will Kintish www.kintish.co.uk

The Kintish Networking

Process

2 © Copyright Will Kintish www.kintish.co.uk

Networking – the basics

Networking is simply building relationships; it is something we do

every day. The 3 key steps to building relationships are:

Know, Like and Trust.

When you accept more business invitations you get to know more people and build more relationships; follow the

pipeline to see the end result.

© Copyright Will Kintish 2 www.kintish.co.uk


Proactive vs. reactive business development

Most people are reactive and wait for their business to come to them. Don’t be like the two men in the picture watching it all

happen; get out there and take control.



Preparation and planning

When you plan and prepare you will feel far more comfortable, be in control and actually enjoy the event. You’re

also bound to create more opportunities than if you just turn up.

7 key words to consider after

accepting an invitation:

Who? What? Where? When? How? Which? Why?



Your positive mental approach

Lots of people feel like this but reflect… Is it not the case that most business events you attend people are welcoming, courteous and responsive? As long as you’re nice to them, they’ll be nice to you.



Why Network?

The key reason we go to business events is to spot the “Ahaa” moment.

You’re looking for opportunities to help people solve their problems,

NOT sell your company or its services; that will make you

unpopular early on in a business relationship.



Asking the right questions

The No.1 skill for the effective networker.


The key to the start of good relationships is the small talk

How did you get here? Where have you come from? / traffic and travel

House: Learn about where they’re from; listen for accents or

unusual names

Business Card: What do they do?

Aeroplane: Travel / holidays past

or planned

Tennis Racquets: leisure / hobbies,

you may have things in common

Newspaper: Current affairs /

news / sport

Family: Just be sensitive

about this


Every room only ever has 6 group formats:

Individuals

Open Couples

Open Trios

Closed Couples*

Closed Trios*

Bigger Groups*

* If you don’t know anyone in these formats,

wait until they open.



Open and closed groups

It is always much easier to approach open groups than closed.



Approaching the wall flower These people are praying for you to come and talk to them. After introducing yourself use icebreakers, like: “Where have you come from?”, “How do you know our hosts?” or “What do you hope to get out of this seminar?”



Moving on

Moving away from the individual – don’t just walk off, offer to take them with you, or offer to introduce them to someone else or if you don’t know anyone else “hunt in pairs” and approach open format

groups.



Rude networkers

There will be a tiny percentage of networking hooligans and networking cowboys! These people look over your shoulder when you’re talking to them, invade your personal space, or start selling their services immediately. Excuse yourself politely and leave them to it!



Become a

Networking Angel

Even if you are a guest at an event play host and become the

networking angel; introduce people on their own, always thinking what’s in it for you not what’s in it for me.



Pest -v- persistent

Following up is always a dilemma – if you spot an opportunity don’t think “Sell” think “This person has a problem which I might be able

to solve” and agree to call them shortly after the event.



Making the follow up call

This is how most people feel

before making the call.

If you’ve agreed to call someone, then don’t, it’s worse than

having turned down the networking invitation in the first place! Your reputation and the

organisation you represent could be damaged right at the start of

the relationship.



Change your thinking You’re calling to meet them; the worst they can say is they don’t

want to meet.

Don’t take it personally; they’re not rejecting you, only your offer

of your help.



Your bottom line The ultimate objective of attending networking events is to build the

relationship further.



Networking? It really can be fun and worthwhile.



LinkedIn Training

LinkedIn is for you and your business if you want to…:

Act and not react in this new business climate To approach warm leads and avoid

cold calling Be involved in modern up-to-date

business development techniques Have satisfied clients introduce you to

their contacts Raise your own and company’s profile Help colleagues to create more cross-selling

opportunities.

We run in house workshops and public seminars on this topic. For loads of free tips and information visit www.linkedintraining.co.uk


Kintish Complete Offerings

www.kintish.co.uk © Copyright Will Kintish

“I have to say I have never received such positive feed back on an external speaker/trainer etc. Better still I have witnessed some of them putting what they have learned in to practice and that includes the sceptics!”

Tony Mc Daid, Practice Director, No5 Chambers “You managed to create a real buzz and re-energise the students, which was really great to observe. Thank you so much for the energy and passion you put into the session, this made it extremely engaging, valuable and enjoyable.”

Karen Barker, Interim Director (PCD), Warwick Business School "Kintish's course on networking is quite simply the best "non-legal" course for lawyers I have been on. I would recommend it to any professional services firm. The valuable techniques and substantive messages I took from it produced immediate results at events I was attending and hosting the following week."

Andrew Shindler, Partner, SJ Berwin LLP

"Will wowed 251 accountants at our conference, which is never an easy thing to do. If you want powerful, simple, practical and proven ideas Will has them by the bucket load. Simply brilliant”

Steve Pipe, Chairman, AVN Accountants

© Copyright Will Kintish www.kintish.co.uk

become a confident and effective networker · topics: “how to become a confident and effective...

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