Instant Networking: The Simple Way to Build Your Business Network and See Results in Just 6 Months
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About this ebook
Networking is something that many of us dread and try to avoid at all costs. But no longer the sole remit of sales people, it has become a vital business skill for us all. Expected to negotiate effectively through our careers, social lives and online presence, networking 24/7 has become a real challenge. Many experts believe that you need to be super confident or a brilliant presenter in order to network to the best of your ability but networking has changed.
Let Stefan Thomas show you how to take a fresh look at Networking 2.0 and teach you how networking is no longer just something we do with other people and it's no longer an activity, it's a new way of thinking and acting. Instant Networking will show you how to build networking into all that you do, whether you're self-employed, fresh out of education and ready to take on the world or just ready to make your presence known.
Learn how to:
- Combine networking, social media, marketing, and sales skills to give a full picture of how to network effectively
- Explore how to establish your personal brand
- Build networking into your existing day-to-day activities
- Deal with the key challenges people face at networking events
Stefan Thomas
Stefan Thomas ist Physiker und Politikwissenschaftler. Seit 2003 leitet er die Abteilung Energie-, Verkehrs- und Klimapolitik des Wuppertal Instituts. Sein Arbeitsschwerpunkt ist die Energieeffizienzpolitik.
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Book preview
Instant Networking - Stefan Thomas
Instant Networking
The simple way to build your business network
and see results in just 6 months
Stefan Thomas
Wiley LogoThis edition first published 2016
© 2016 Stefan Thomas
Registered office
John Wiley and Sons Ltd, The Atrium, Southern Gate, Chichester, West Sussex, PO19 8SQ, United Kingdom
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Library of Congress Cataloging-in-Publication Data
Names: Thomas, Stefan (Writer on business networks)
Title: Instant networking : the simple way to build your business network and see results in just 6 months / Stefan Thomas.
Description: Hoboken : Capstone, 2016.
Identifiers: LCCN 2016004491| ISBN 9780857086754 (paperback) | ISBN 9780857086761 (Adobe PDF) | ISBN 9780857086778 (epub)
Subjects: LCSH: Business networks. | Social psychology. | BISAC: PSYCHOLOGY / Social Psychology.
Classification: LCC HD69.S8 .T46 2016 | DDC 650.1/3--dc23 LC record available at https://lccn.loc.gov/2016004491
A catalogue record for this book is available from the British Library.
ISBN 978-0-857-08675-4 (paperback), ISBN 978-0-857-08676-1 (ebk)
ISBN 978-0-857-08677-8 (ebk)
Cover design: Kathy Davis/Wiley
Cover letters: ©Kanate/Shutterstock
CONTENTS
1: Why instant
networking?
Networking skills are for life, not just for breakfast
You can't squeeze an onion online
Is instant
networking really possible?
2: Putting together your networking toolkit
The sales funnel myth
Plan it – don't wing it
Your networking introduction – a vital part of your toolkit
Have a system to follow up
A social footprint
Business literature
3: Thinking differently about networking
Aim to be interested rather than interesting
It's ok not to be confident
How to be in the right place at the right time
The power of serendipity
Return on investment from networking and social media
4: Finding the right networking events
Business networking events
Trade and business events and conferences
Networking at trade shows, business shows and conferences
You don't have to go to networking events to network
Note
5: Making networking events work for you
6: Following up
Active and passive following up
Your silent audience
Asking for the order
7: How to instantly win on social media
YouTube
Periscope
Content marketing
Email marketing is not dead
Repurposing
Keeping track of your content
8: Standing out on LinkedIn
Groups on LinkedIn
Searching and connecting
9: Joining it all up
Say yes to every opportunity
If you want to win referrals, you need to do this too
Doing a weekly audit of your networking
You've got a level playing field, now go out there and play
A second chance to make a first impression
Further Reading
About the Author
Acknowledgements
EULA
1
Why instant
networking?
When people think of networking they often think of a room full of people introducing themselves to each other and going through the ritual of exchanging business cards. You probably picture everyone wearing a suit.
It's likely that expressions such as elevator pitch
and referrals
come to mind when you picture what networking looks like. It's likely that you think about shaking hands with lots of people and making small talk.
What networking really is though (for me at least) is a set of activities designed to grow one's personal network, add people to your address book, have more people that you can pick up the phone to and that isn't a cold call.
Networking events, in the small business, entrepreneur, professional and corporate world, are a huge part of the networking activities I refer to. But they are only one part of what networking actually means in the early part of the 21st century. There is a whole lot more that you can (and in my opinion should) be doing to accelerate the growth of your network and decrease the time it takes people to either decide to do business with you or consider you for a position in their organization.
I get asked all the time what is the point of networking?
After all, at the time of publication in 2016, the online opportunities to promote oneself, not least through LinkedIn, Facebook, Twitter, Periscope, Blab, blogging and other platforms, are massive. But in my opinion, this is all part of the networking activities I referred to earlier. Networking is not just the semi-formal, ritualized exchange of the business card over breakfast. Networking is everything that you do to grow your network of contacts, while strengthening as many of those relationships as you can. Networking is the opportunity to take people who are on the very fringes of your network (for example, someone you have only met once at an event) and move that relationship forward to the extent that you trust each other and would do business with each other.
Networking, done right, speeds up the process by which people get to know, like and trust you.
Networking skills are for life, not just for breakfast
I sometimes think that a lot of people feel that networking is somehow separate to their other business activities. That the skills involved in networking aren't something you need to bother about unless you go to networking events. But I truly believe that the skills you develop in networking are essential in other parts of your career or business, and that networking is actually a pretty safe environment to develop those skills.
Much of what you do to either market your business or market yourself is designed to start a conversation.
When I was an estate agent, we advertised in the Oxford Times every week in order to try to start a conversation with the people who might want to buy or sell a house. Pre-internet the adverts were really an invitation for people to call us or call into our offices and talk to us.
Learning to get better at networking is actually about learning to get better at those conversations, and particularly how to engage and how to drive conversations if you want to do business with someone.
Learning to be better at networking is learning to be better at those conversations. You should actively set out to get better at networking, to sometimes use the networking environment counterintuitively and to use it in ways that other people don't. If you actively do that, you are also working on the skills that help you to improve your engagement, conversation and sales skills. Think about a very simplified sales process:
You start a conversation
You establish, either quickly or over time, whether the