IT’S NOT NETWORKING: IT’S NETWORK BUILDING Hector Javier Preciado Preciado Associates
Aug 17, 2015
Agenda
Getting a Job:
56% of all jobs are attained through personal connections
Define What Networks are Value of Networks and Network
Characteristics How Social/Professional Networks are
Established and Expanded Tips and Strategies to Network more
Effectively
Network
Network:
•A complex, interconnected group or system
•An extended group of people with similar interests or concerns who interact and remain in informal contact for mutual assistance or support.
•Networks are living breathing organisms that change over time
Networking:•Visibility Marketing
Networking
Establishing a network of people through visibility marketing of yourself
Reciprocity/Favor Exchange:
• NOT quid pro quo (you scratch my back, I’ll scratch yours)
• You must add value to “exchange”
Value of our Network: Network Power
Access to Information Access to Diverse Skills Sets Enhanced Connectivity Allies
Network Characteristics
The real key to a developnig a valuabe network is
DIVERSITY
Breadth How many contacts
Depth Strength of your ties
Density Connections between the ties
Centrality Position in your network
Multiplexity Multiple types of relationships with
same tie/person
How do you Develop a Diverse and Valuable Network?
People Messenger Receiver
Message Content (What’s the conversation about) Context (Time & Place)
Effects of the Message Mental Physical Emotional
Channel-How message is communicated Verbal/Non-Verbal
Interpersonal Communication
Listener
A Physical process, involuntary
The humming of your projector
Where we give meaning to what we hear
“Oh, that humming sound is coming from the projector”.
Hearing Listening
We retain about 25% of what we listen to after 48 hours and it goes down from there. ****
Listener….
Poor listening habits: Pseudo Listening
Imitate listening but are not really listening Stage hogging
Always talking, never listening Selective Listening
Only to what you want to listen to Insulated Listening
When you stop paying attention because you don’t hear what you want to hear
Listener….
How to build listening Skills: Be present in the moment Active skill-Prepare to Listen Suspend Judgment Active Listening-paraphrasing, eye contact,
head nodding, feedback
Non-verbal Communication
93% of the emotional impact of a message comes from a non-verbal source
Sign Language Action Language Object Language-display of things Emblems
***
Types of Non-Verbal Cues
Proxemics- space Facial Expressions Eye Contact Kinesics-body cues, posture, movement Clothes-what you wear Tactilics-Touch
Communication Tips
1. Be Attentive & Listen1. Don’t wait for a pause in the conversation
to inject your opinion. Less is often more.
2. Speak clearly, don’t rush thorough your message
1. It’s not speed dating
3. Paraphrase what they say4. Be genuine- “do you”5. Be mindful of non-verbal communication
Networking Roadblocks
1. Shyness – Who’s shy?2. Waiting to be properly introduced 3. Playing it safe – fearing rejection
Risk is the name of the game when you’re working a room
4. Mangled and Mixed Messages Unclear Communication
Remedies to Roadblocks
1. Shyness can be Overcome Identifying the Common Ground Can Break the
Ice
2. Practice a Self Introduction Your Self Introduction should be tailored to
situation
3. Move from “Guest" Behavior to “Host” Behavior Playing Host makes people more comfortable
4. A Rejection is Another Opportunity in Disguise If You Feel Rejected, Excuse yourself and move
on
5. UnMix the Mixed Messages Be Mindful of Labels & Non-Verbal Cues
Scenarios & Strategies
How to Break in with the In-Crowd: Wallflowers Dyad (2 people) Triad (3 people) Small Group
Wallflowers
People standing on the outskirts of a room holding up the wall
Strategies: “The Gardener” (Go pick the flower)
Wallflowers is how you “warm up” Easiest people to talk to Eager to have someone talk to them Do so with a pleasant introduction
Dyad (2 People)
Most Difficult to Break Into Have each others undivided attention
Strategies: “The Loiterer” Be patient Let it be known you’re interested in talking to one of
them Make eye contact and be acknowledged If you’re running out of time:
Wait for a pause in the conversation, Apologetically interject, Introduce yourself but be courteous, considerate and
brief, Exchange contact info
Good Networking Karma:
Invite others into your conversation.
Triad (3 People)
Easiest to Break Into Strategies: “The Satellite Feed”
Make yourself an extension to the group Make eye contact with one of the persons
not talking Preferably the one less engaged
Wait for recognition Insert yourself into the discussion Wait for Pause in the conversation Network!
Small Group
Harder than Triad, not as hard as Dyad Strategies: “The New Neighbor” Requires a bit more patience
Loiter Make eye contact with one of the persons not talking
Preferably the one less engaged Wait for recognition
Join the Group Familiarize yourself with the topic of discussion If you can contribute, do so If you can’t contribute, wait for a break in the conversation,
then politely introduce yourself to your target Use the group conversation as a prompt for your connection
More Networking Tips
1. Prepare Do your homework Practice Self Introduction Bring Business Cards
2. Attend and be actively present You can’t network if you’re not there
3. Try Strategies Wallflowers, The Loiterer, Satellite Feed, New Neighbor Read Name Tags (Name tags on the right side) Go with a friend, colleague etc.
4. Say Something, Anything Initiate Pay Attention
5. Mind your Manners Treat everyone with respect, initially Acknowledge others
More Networking Tips
6. Avoid Crutches Don’t Arrive too Late If you show up with someone, don’t be joined at the hip
7. 3 “E’s” Effort Energy Enthusiasm
8. 3 “C’s” Courtesy Charm Charisma
9. Dress Appropriately Ask
10. Bring your Sense of Humor Jokes should be appropriate, timely and tasteful… be
conservative
Closing Networking Tips
Be present in the moment Know your Environment (who, what, where,
why) Exude Confidence (firm handshake always a
plus) Speak Clearly, don’t rush through your words
(don’t chew gum, breath mints are better) Be polite and genuinely sincere (don’t seem
fake, do your best “YOU” impersonation) Make eye contact Practice your delivery
Closing Networking Tips
Bring plenty of business cards to distribute and always ask for theirs Make a note on the back with useful information
where you met, what you talked about Any personal information Info that helped you establish rapport
Within 48 hours, review cards (notes etc). prioritize who you want to connect with and…
Follow-up e-mails phone calls thank you cards Social media
Deliberate practice