This document provides guidance on networking effectively. It begins by addressing common fears about networking and emphasizes that the goal is to build relationships, not make sales. It recommends attending relevant events and having a list of target contacts. Tips are given for introducing oneself, asking questions, giving referrals, and following up. The key messages are to focus on helping others, know your objectives, and see networking as a way to gather information and build visibility for future opportunities.

1. Networking Briefing
Sponsored by
Date: November 20th 2012 Speaker: Peter Cosgrove

2. Is Technology the answer?

4. We need technology but…
“Technology is just a tool. In terms of getting the kids working
together and motivating them, the teacher is the most
important.” Bill Gates

6. Why Network...
the old fashioned way.

7. 1. Recruitment is a people business
Ultimatum game

8. 2. Sales is emotive...
In a recent survey 67% of clients move from one
supplier to another because of...
The indifference of their current supplier.

9. 3. Threats to Recruitment Agencies
• Clients cut out the “middle man”.
• In-house Recruitment specialists.
• Technology platforms that do everything
automatically.

10. Why networking will help with these threats...
Focus on what is not easy to replicate:
• Advice.
• Perspective.
• Knowledge.

11. How to network

12. I hate networking!
Our biggest fears
 ACTION: Shout out all the worst fears you have about networking

13. Our biggest fears
I have nothing to say
I don’t know the subject matter
I don’t know how to go up to people
I feel a but stupid
I am not a natural conversationalist
I am shy
I get stuck with the loser every time
No one talks to me
I find it awkward/ false

14. Have you ever done the following
Used a tradesmen based on a referral from a friend.
Know anyone who has been offered a job that was not
advertised.
Gone to a restaurant because you know the owner or someone
who works there.

15. What is/ is not networking
 NOT Selling – it’s a PLATFORM for future sales
 What is it:
 The ability to create and manage professional relationships

16. Why network
 To gather market information
 To create prospects – a growth strategy
 To Build Visibility
 To Build Relationships
 To reinforce relationships
 Because the competition is doing it

17. Where to network
Accept Invitations
Prioritise it – easy client meetings
“Crocodiles at the watering hole”

18. The Biggest problems with networking
 People do not work the room
 People are in the wrong room
With so many events the key is to:
 Go to the right events
 Do the right things at these events
 Networking is hard – don’t make it harder by not knowing who you are
looking for.

19. Who are you there to meet?
 Make a list of your ideal customers:
 Who pay you the most
 Who you’ve enjoyed working with
 Who you’ve had most success with
 What companies are suppliers to your industry
 Is there a relevant professional body
…things are much easier when you know who you are looking for.

20. Reticular Activator
If you do not know what you are looking for,
do not be surprised if you do not find it.

21. First steps
 Choose an objective – make it activity based
 Plan your route (when to arrive, who to sit with etc)
 Research the group and the dress code
 Business cards
 Read newspapers

22. Tool-kit
You need to have good manners
You need to be able to talk
…EASY!!

23. The fear…
Never compare your inside to someone else’s outside
- because you will always lose.

24. Entering the room…
 Pause and survey the room
 Targeting groups
 Eye contact and smile
 Maintain Distance
 Ask Permission – Please may I join you?
 “Hi I am FIRST NAME – make it easy
 Use an open question – Where have you come from today
 Badge – put on right lapel

25. Ref: The Jelly Effect

26. 5 Steps
1. Getting into the conversation
2. Talk about them
3. Talk about you
4. Chat
5. Get out of conversation
Questions to ask
 Where have you come from
 Who do you work for
 What do you do
 When did you get into this business
 Where are you based
 How long have you been doing it
 How any staff/ branches have you got

27. Have something to say

28. Help others!
“Understand the universal law of reciprocity. This basically states that
what you give out comes back tenfold – if you want referrals – start
giving them to others.”

29. The Big Question
What professions are good contacts for you?

30. Your 30 second introduction
Examples
Traditional “Afters based”
I am an accountant I help people pay less tax
I work in real estate I help people buy the property of their dreams
I’m a personal trainer I make my clients more attractive to their ideal partner
I’m a nutritionist I help people who are sick & tired of feeling sick & tired
What can you say as opposed to I’m a recruitment consultant or I’m in recruitment”

31. Always Do…
 The Business Card: Ask, Look, Comment, Ask Permission to make a contact call. Note
time when you are going to call
 Call when you say you will
 Sell the meeting is the next stage
 Now you SELL!!

32. Leaving…
 Be Respectful – Provide an exit
 Moving on
 Parking

33. Quick Summary on Networking
• Accept invites to events.
• Build a list of who you want to meet
• Have an objective every time
• Know what you are looking for.
• Have something to say.
• Help others.
...and you can look to charge higher prices.
Now lets revisit our fears….

34. Revisit our Fears
I have nothing to say
I don’t know the subject matter
I don’t know how to go up to people
I feel a but stupid
I am not a natural conversationalist
I am shy
I get stuck with the loser every time
No one talks to me
I find it awkward/ false

35. Thank You
@petercosgrove