1.
Welingkar’s Distance Learning Division
CHAPTER-26
NETWORKING
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2.
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Networking
• Networking is necessary in business
• It is a way of building contacts and it is through contacts that
one gets business and makes things happen
• Networking to an extent is mercenary because you are
meeting people not because you are a friendly soul but
because you expect to gain from a meeting
• The more people that you know the better are the chances
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3.
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Networking means…
• … attending the right events attending the right events
• …walking up to people and talking to them walking up to people and
talking to them
• …means keeping in touch means keeping in touch
• …helping people helping people
• …giving leads and follow up on leads giving leads and follow up on leads
• …building relationships building relationships
• …giving suggestions and seeking help
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4.
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If you are a good net worker
you will get a reputation of being
a good person to know
- some one who is helpful.
The goodwill that it can generate is incalculable
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5.
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How to begin
There are many opportunities There are many opportunities
• Client parties
• Your own company party
• Social activity (Rotary / Lions)
• Fund raisers
• Social Clubs as the Cricket club of India / Tollygunge Club/
Madras Gymkhana / Delhi Gymkhana
• Trade organisations
• Business clubs and associations (Indian Merchants Chamber
and Bombay Chamber)
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6.
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• You need not partake in all these but should be involved
closely with those that you enjoy
• It is important to be in touch
• An occasional phone call can keep the relationship going
• If your company has a new info sheet, send it to your
contacts, they will know of your capabilities
• Make a note of birthdays and anniversaries and send greetings
or flowers
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7.
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Working a room
• Working a room goes with networking. If you enter a
room with strangers, your first task is to find some
one to talk to and some thing to talk about.
• You need to approach a person or a group of people,
introduce yourself and begin talking
• The manner in which you do this is important
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8.
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• You should check the nature of the event that you are going
for.
• Find out what you should know
• Be prepared to talk knowledgeably about current events and
matters that are talked about
• Have an opinion on matters of general interest and be able to
express it logically
• Make it a point to read newspapers, business or trade
magazines and general magazines
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9.
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• Establish a game plan or a goal for the meeting on whom you
should meet and the number of people you should meet
• Practice your self-introduction. Ensure that it is not too long as
that might bore people
• Ensure you take your business cards along
• Do not hand out business cards like fliers. Give them only to
those who you have a reason to make a contact with
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10.
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• The person of a higher rank is the person who
requests the business card
• You should be dressed appropriately
• You should be well-groomed
• If in a large gathering/conference you have a name
tag, it should be on your left lapel or on a pocket
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11.
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• While working a room keep your hands free as you need to
shake hands and accept papers
• Avoid carrying a briefcase if you can
• Do not carry a glass and plate in your hands at the same time.
You will find it hard to greet people
• Do not drink too much
• Do not spend too much time with one group or person unless
it could end in lucrative business
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12.
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• Avoid complaining about people
• While working through a room when you speak of
business, you must not make too much of a pitch or
push it too hard as that can upset people
• Say enough to excite them and then say no more. Let
them ask questions
• To successfully network you should prepare. If you
are prepared, you will be confident to network well
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13.
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Conversation
• Conversation is very important in networking
• What you say and how you say it matters
• It is important to listen twice as much as you talk
• People love to talk and it will give them a chance to appreciate you.
• It will give you an opportunity to place them
• When you leave and wish to keep the interest open say “I have enjoyed
meeting you. I have some thoughts, why don’t we meet …… (at your offices
/ for lunch etc.)?
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14.
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Preparation requires you to
• Regularly read materials and be aware of happenings in order
to make conversation make conversation
• Plan what you intend to do at meeting and determine your
goals
• Dress appropriately
• Ensure that you have enough business cards
• Practice your self-introduction
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15.
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When you arrive at the event…
• You should walk in with poise and confidence.
• Search / scan the room for persons you’d like to
meet and get to know
• Find people standing alone, go to them. They will be
happy to talk to you.
•
• When you walk up to a person, smile and introduce
yourself
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16.
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• Use conversation starters
• Ask questions
• Ask for business cards
• Listen and pay attention when others speak
• Always make eye contact
• Do not spend too much time with one group
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17.
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• After the event go through the visiting cards that you
have been given
• Write a comment to remember the person better
• If you want to meet any of them again, send them a
letter or an email stating how good it was to have
met them and state that it will be nice meeting them
again
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18.
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• Business cards are not given at the start of a
conversation
• Ask for someone’s business card only if you intend to
meet him again
• When your network, take focus off yourself. Place it
on another person and you will be more successful
• If you spend time building contacts as opposed to
promoting yourself, you will be more successful
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