Jeremy Marchant talks to Dave Harries
1: What is networking?
0:00 What is the purpose of networking? The basics. How business people form working relationships
4:31 What do you say when you’re talking to someone at a networking event (and afterwards)?
7:07 Listening is the key thing to do. Get an idea whether the other person is someone with whom you could form a profitable business relationship. One-to-ones are the way of developing connections and relationships.
9:08 The purpose of going to networking events is not to find clients
11:02 Types of networking event; one to one meetings are the thing.
14:41 ‘My next big client may be in the room, but I don’t know who it is’. Find the ‘connectors’ in the room.
17:50 Dealing with nerves. Be first. ‘Use’ the organisers.
20:00 How do you move on to the next person?
21:58 The ‘one-to-one’. Arrange one to ones without judging whether you’ll get something from them. Purpose of one-to-ones. ‘Givers gain’.
2: What do you do?
0:00 Introduction. What to say or do? Entertain others.
2:12 How to answer the question, ‘What do you do?’ Tell stories.
7:00 Why you should never sell at a networking event (or anywhere else). Don’t let your expectations be disappointed. How people select suppliers.
11:44 How people do (or usually don’t) get their suppliers form the networking group.
16:26 ‘Good enough’. Trust your intuition.
19:35 Don’t talk about the benefits or the costs. Find out what the prospect (thinks they) needs
22:52 Summary. Businesses aren’t ‘just people’. Prioritise networking events. Show up. Purpose of going to a networking event is to be remembered: entertain others.
3: How come it’s not working?—I
2:40 Attitude. ‘Givers gain’. What is your intention behind gibing?: ‘giving to get’. Story of the accountant. Scarcity model
5:19 How do you measure the success of networking?
7:50 There is limited values in doing this.
9:05 There are other benefits to going to events, other than getting leads. Use intuition to evaluate value.
11:00 Pitfalls, eg clinging on to people at the event
12:00 To be better, address the issue you don’t think is the issue: what is the payback you get from it nor working?
16:22 Attitude. Drop expectations: be curious
19:17 80% of success is showing up. Being present.
4: Why stories are essential for networking
0:00 introduction to the importance of stories—‘what do you mean by ‘stories’?’
0:55 story of directors and their malevolent PA / story of the two monks and the lady of the night—identifying with the people in the story
7:19 content of story: should it be more specific to one’s services
10:11 what do you say when someone asks you what you do and you’ve only just started out?
11:54 story of the navy’s most advanced submarine
13:25 use of humour in stories—prepare your stories—source of stories—treat the networking event with the same seriousness as you would treat a meeting with a client
15:45 stories from your own life—purpose of being at a network event—reluctance of others to give invitations to one-to-ones—don’t have expectations
19:27 summary so far—it’s about being entertaining—credibility
5: Some misconceptions rubbished
Many networkers would find networking more successful if only they let go of various misconceptions they have acquired over the years. (The fact that lots of other businesspeople hold these misconceptions, too, dosn’t make them any less unhelpful.)
0:57 Overview of why people have misconceptions
2:20 ‘Networking events are opportunities to sell to the room’
6:00 ‘Networking events are places to find clients’
9:13 ‘Something will happen without me doing anything’
10:42 ‘Networking is something I can do when I don’t have anything else in the diary’
12:58 ‘Networking events are places to have private meetings’
14:35 ‘If I don’t reply ‘anyone’ when I am asked who I work for, I may lose business’
18:04 ‘I have to have a ‘unique selling proposition’ ’
19:35 ‘I need an elevator pitch’
23:50 ‘I have to worry about the competition’
27:30 ‘Word of mouth marketing works’
℗ 2018 . © 2019 Jeremy Marchant . recorded 26 march 2018 . page updated 28 may 2019 . image Dave Harries
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