Networking for success! - bechbruun.com/media/Files/Videncenter/Kursusmateri… · Networking for success! Christopher Barrat Greystone Partnership. Christopher Barrat Greystone Partnership.

Networking for success!

Christopher Barrat

Greystone Partnership

Christopher Barrat

Greystone Partnership

Law

A little bit about me...

LLBLegum

Baccalaureus

Cessnock

RANK XEROX

Christopher Barrat. LLBSales Representative

Meeting new people can be a challenge!

Networking Agenda

• Key principles• Surf the crowd• Meeting• Greeting• Impressing• Leaving• Following up

Practical Building of your Network

Principles of networking 1.It’s not what you know but who you know

Hierarchical Networked

More movementsMore connectivity

More matrix organisations

Principles of networking 2.Networking is NOT SELLING……It is part of the selling process

1.Know2.Like3.Trust4.Buy

HOW

WHAT

Pro

du

cts

Serv

ices

WHO

Principle 3:‘Tipping Point’ influencingLook at differing network roles

End User

Connectors:People who know

people!

Mavens:People who are trusted to know about things !

Salesmen:People who influence

other people !

The wisdom of crowds

The future is here alreadyIt is just not evenly distributed

OuterNetwork

Main Network

The network multiplier

InnerCircle

6,000,000

750,000

500

Who do you know who knows……?

Step by Step Process

1. Invitations and Creations

2. Arriving in the room

3. Meeting and greeting

4. What do you do?

5. Knowing who knows.....

6. Creating a great impression

7. Following up

Invitations and Creations

Think Context not Content

Arriving in the room

Meeting and Greeting

Wo

rds

UN

DER

LYING

AT

TITUD

E

Micro

and

Macro

Expressio

ns

Ton

ality

What impresses people!!!

What’s in a name

• Wearing the badge

• Ecoutez et Repeter

• Word association

• Its OK to ask!

What do you do?

“I am a ……..”

“I help people ……..”

Are you going to be good for me?

Who do they know, who knows……….

Creating a great impression - ‘Rapport’

Matching and Mirroring

……….......------

- - - ---…-…-..-

Speed and Pace

Pitch and TonePhysical

Tonal

Clinically proven to be true!

The Happy Couple‘Thin Slicing’

Don’t sue me –I’m a Doctor!

Creating the right impression

hy

m

alking?Givers Gain

Be InterestedBefore beingInteresting

W

A

I

T

Givers Gain

• What makes a great customer/contact for you?

– What sort of contacts are you looking for

– Is there anyone I might know who could be useful for you ?

Have we been together long enough……?

Following up

Set it up Follow it up

Persistent not Pestering

Don’t sell – just create opportunities

Be Personal!

Following up……..

MEDIA TOOLS

Following up – Make it relevant, or fun, or both!

So what does persistent look like?A case study -

1st actual paid event

v

November 2009

September 2009

June 2006

Strictly Financing eventThomas Maaberg – intro‘You must work with us’

Email follow upsInterest – no action

UKTI courses availableThink ‘Denmark’!

Jan 2007

Invite to Embassy event – ‘no show’

March 2007

Many emails/ discussions withEmbassy and get event –Invite Plesner!!

Aug 2007

Plesner – ‘no show’Follow up next dayAnd meet Pia – very positive

Email Pia – - next steps?-positive, and not now

Sept 07

Email keen responseAnd realistically maybe 2009/2010

Jan 08

Email Pia – could see You soon?

Dec 08

Follow up PiaHow are things going?No Response

Feb 09

Mette email ‘Highly recommended – can I help!

July 2009

Submit ideas andinterviews

Christopher Barrat

Greystone Partnership

christopher@greystone.co.uk

+44 (0) 7989 380 564