Effective networking
Sue Stockdale
www.suestockdale.com
This session aims to answer the
following questions:
• What is the purpose
of networking?
• How do you network
effectively?
• What is your
networking strategy?
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
Mindset is key to success
Values and Beliefs
Outcome
Thoughts and Feelings
Behaviour
I am not good at networking
Values and Beliefs
Thoughts and Feelings
Outcome
Feel a failure and avoid future opportunities
I feel nervous about doing it
Behaviour
I stand by the buffet and avoid speaking to people
Three stage process
• Preparation
• During
• Follow-up
Preparation
Who will be there?
What is my message?
What is my objective?
Who is the host?
What mindset do I have?
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
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
Elevator Pitch
• You know when….
• What I do is…..
• Which means that....
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
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
Follow-Up
Send a message
Arrange to meet up
Introduce them to
Someone else
“ I saw this and thought
of you”
Regular contact
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
Networking Strategy
New
Network
Existing
CONTACTS
Existing
Existing
Network
Refer
Others
Reference: The Growth Story, by Sue Stockdale
New
Networking
Embrace
Diversity
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