People 'networking skills' eBook, podcastasts and workshop

You can buy our "Useful guide to Networking " eBook here -£9.95

Read and or listen to these podcasts and podcast transcripts of successful networkers

William Buist, Mark Lee,  Caroline Newman, Lesley Morrissey,  Andy Lopata, Mike Segall

Or read the outline and some conclusions from our NLP workshops below

Purpose of NLP networking Workshop

• Identify the key elements of effective  people networkers
• Understand some of the strengths and weaknesses of your current style
• Practice some new techniques
• Set some goals for yourself

Workshop Design 

The workshop follows on from a six-month study of ‘excellent’ networkers by Laura Lewin and Michael Beale

Our experience has shown that people who are attracted to this type of workshop are either already good networkers or at least already have many of the skills and mindsets.  The workshop was therefore designed to enable participants to build on their current skills, learn from the group and then compare the results with insights gained from our study. 

Introduction

Michael asked all the participants to introduce themselves, let everyone know their ‘ideal learning state’ and one thing that will let them know at the end that the workshop had been useful to them.

He also said that they had been quite surprised to find that that many (but not all) of the  ‘excellent’ networkers appeared quite shy, and did not necessarily believe they were highly skilled – although in our opinion they couldn’t have produced the results they did if they weren’t. 

What is networking – some views

• “Getting to know people so that you could ring them up at midnight to borrow £10,000”
• “Creating and developing personal contacts for the mutual benefit of both or the benefit of others”
• “Developing a personal reputation”
• “Starting the process of getting to know people”

Why its more important than ever

• Breakdown of existing social structures – more choice about what we with are time and who we mix with
• No longer a job for life – need to raise profile and make connections
• Increase in personal responsibility to create the life you want

The model we used 

Laura explained the model we used o investigate the elements of ‘excellent’ networkers. We believe that improving any one of the elements in the following boxes can help improve your success in networking: 

Laura asked the participants to write on a flip chart comments as to participants aims in networking, where they did it (environment), what skills they had (skills) and what beliefs they had about themselves when they did it (beliefs). Additions from our research were discussed in line with  the results.

Aims 

Learn from others, find new opportunities, to be liked, make life easier for themselves, learn from others, build a reputation, get work, open doors, make new contacts , not to let the person we network with always feel that we always want something out of the meeting, gather information, get an insight into other peoples lives and work, pinch some ideas , make contact and offer support, help others, share knowledge, do new things, make friends, to enjoy themselves, to learn something, to find new people, gain contacts, to better themselves and their opportunities.

Environment 

Here, leaving do’s, after meetings, conferences, pubs, train, tube, bus, New Year parties, dinner meetings, 1:1’s, coffee machine, common interest groups, the gym, locker room, peer group meetings, over the phone, copy emails, networking groups, theatre/cinema, over the internet, In the office, in non-work social situations, training events, where there they meet people from different backgrounds but in a shared context, anywhere!

Skills 

Empathy, gift of the ‘gab’, friendly welcoming approach, ability to understand others point of view, small talk and good memory, relationship skills, genuine sincere, charm, enthusiasm, open mindedness, can put others at ease, Interested in others, observation, eye for detail, ability to inspire others, energy, activity, listening, smile, confidence, people find them interesting, time for people , social skills, good body language, intuition,

Beliefs

 Believe they can , are good communicators, can inspire others to do things for them, have some ‘values’ to bring others, enjoy being with other people whoever they are, can be trusted, want to listen to what others say, it’s exciting and creates new opportunities, believe in synergy, are interesting and have something of value, are reliable, have self-confidence and confidence within themselves. 

“I have a good opening gambit”

“I have a good exit strategy if it doesn’t work out”

“I have the ability to cheer people up”

“I can always get at least two names from everyone I meet”

“I have the right to talk to anybody”

“I have something in common with everybody, its fun to discover what it is”

“Whatever happens I’ll learn something”

“There are lots of interesting people out there – if it doesn’t work out I’ll just move on”

“I know if I don’t get rejected occasionally I’m not trying enough”

“I know I’m good at this, I’ve something to offer the majority of people”

“I’m just focused on what I want to achieve and I’ll always help people who want to help me”

“I enjoy trying out new approaches, sometimes ‘-difficult’ people are more fun”  

Laura asked the participants spend a few moments and rate themselves from 0-5 on aims, environment, skills and beliefs and mentally decide which area would give them the most improvement.  

Actions 

Michael asked the group to split into 4 and discuss individually what they thought was important about opening, steering, closing and keeping in contact. Each group then reported back.  

Opening 

Just to do it , be approachable, open body language, look interested, give something to respond to, laugh, active listening, draw attention to yourself – how you look, spill wine!, icebreaker – question - happy holiday? Have you come far? What brings you here?, I’m sure I’ve seen you before? , spot a visual clue and develop it, create a reason from the environment, introduce yourself – 2-minute excitement statement, react to them, small talk, eye contact, smile (big), have a reason, mirror others, get introductions, show interest, be curious, allow things to develop, mutual openness. 

Steering  

Go with flow or change direction , set an objective, set expectations, make a leading statement, provocative subject, say what you want to talk about, ask a question to move the conversation in another direction, ‘I notice you mentioned’, be clear on where to go, ask open questions, directed questions, find common ground, look for similarities rather than differences, listen for hooks, body language, feedback, active listening, 100% focus on conversation. 

Closing  

‘Well anyway’ , thanks for your time, recap – pick highlights, confirm discussion, notice when the other person has had enough, physical sign of end – handshake hand on arm , bring someone else into the conversation, another appointment, warm goodbye, express personal need, do you mind if I do X?, excuse yourself and go to the loo.

Keeping in contact

Suggest lunch, take a business card, social – golf, beer etc, arrange another meeting, Email, information exchange , record contact details, set reminder to follow up, tell them about an event that may interest them, call them when you think about them ‘I was just thinking of you’ notes on business card, dinner dates, reason, make the effort, have a newsletter. 

Michael then asked each participant to spend a moment thinking about their introduction, steering, close and keeping in contact and then chose three people to try it out on.  

Laura then asked the participants to chose one person and say why they had enjoyed meeting them.  

(One observation from the seminar that some people networked actively i.e. they went up to other people, whereas some people networked passively i.e. they looked open and people were naturally drawn to then.)  

The NLP networking workshop was then closed.

NLP to improve networking

Questions? or if you would like us to run a workshop with you, call me, Michael on 01908 506563.