TOP TIPS FROM THE WORLD’S BEST NETWORKERS
This comes from an article that Ivan Misner circulated, from a write-up on Masters of Networking. There is enough material here on its own for a great generic workshop on networking (not pushing BNI). It is all good basic stuff to teach to people who want to learn how to be a good networker, and most of it would be perfect for the bankers. You can relate each item to your audience, which in the first instance would be bankers. It is written out in paragraphs, and not word for word, as you can fill out each item without even speaking from notes, as it is the kind of stuff that we teach the members all the time.
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The easiest way to get what you want, is to help others get what they want. When you, and your contacts are heading in the same direction (i.e. working towards a common goal), then you unleash a powerful force that can assist both of you. But to get this process started, first help the other party achieve their goal. If you do this, they will want to reciprocate and help you – it is in the human nature to want to help people that have helped you.
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Make a decision that any time you encounter someone, you will give him/her something. What better way is there to leave somebody than having given them something that lifted their spirits even just a tiny bit. A kind word, a compliment, a card, a flower, or perhaps just a heartfelt thank you.
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If you make this a rule of life for you, you will develop a huge circle of friends, not just aquaintances. Friendships will provide support and help you reach your goals – aquaintances will come and go like the ebb and flow of the tides, never permanent, and always shallow.
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Be generous to those who are unabe to achieve their goals without the assistance of others. Give of your services to these people without thought of getting anything back. Although they may be only small fish in the pond, and struggling at that, when they achieve their goals they will be huge in stature, and will remember those who helped them get there.
4.
Be aware of the value of important chance encounters. Many successful people will tell you that “I was in the right place at the right time.” If your habits and way of life seldom allow you to be in the right place at the right time, then you will never be able to take advantage of these opportunites that present themsleves. By definition, the word “encounters” implies that you are meeting people. Be sure that your habits and lifestyle are allowing you to meet as many people as possible. It’s never too early to start building a strategic alliance. Strong strategic alliances take time to develop. They need to be nurtured and cultivated over time. The sooner that you start, the sooner that you can start to reap the benefits. Don’t wait. Get in the habit of thinking of strategic alliances early on in a relationship.
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Be on the lookout for opportunities to transform mere coincidence into genuine serendipity. Being in the right place at the right time is of no use if you are not able to spot an opportunity when it presents itself. Know what you want, know what your goals are, and know what you need to do to achieve them. Always be on the lookout for that chance opportunity that can propel you forward towards your goals.
7.
The best antidote for fear and uncertainty, is preparation. If you don’t know how to start a conversation with a stranger, you are going to dread having to meet strangers. If you do not know how to turn a conversation towards the topic that you want, you will never finish up talking about the things that you want to talk about. Learn and practice some conversation starters and “elevator speeches” that you are comfortable with. (an elevator speech is one which takes the subject up to the level that you want to be on, and like an elevator, you have to start on the ground floor and move up in a non threatening manner)
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One of the best ways to obtain positive recommendations is the most often overlooked – ask for them. Too often we wait for something to happen, and then the moment has passed. Learn to recognise when the time is right, and then ask. If you ask when the time is not right, you will do more damage than good to a relationship.
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If you want to catch and hold peoples attention, the best way in the world to do this is to make them laugh. Practice in advance and have ready a few good entry lines that are appropriate to the occasion, and then use them sparingly. People will usually remember a good conversationalist, especially when they made them laugh.
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Never join any organisation without becoming involved. It is only when you make the commitment to do a little extra that bonding begins. Bonding is necessary for relationships to mature. It is the foundation for all strong relationships.
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Be aware of the signals you send out by simply entering a room – and learn to make those signals as clear and persuasive as possible. Learning good presentation skills is an important part of effective networking. Sending out the wrong signals, perhaps without even knowing it, will hamper and even ruin the development of potentially rewarding relationships. How you walk, dress, shake hands, and many many other factors will determine what people think of you. Remember that every time you enter a room, you are in a goldfish bowl, and people are making instant judgements of you.
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Get in the habit of sending thank you cards, even when you don’t get the business, job, etc. Your professionalism will be remembered, and it might just make the difference next time. Saying a special thank you even when you didn’t get the business puts you above your competitors.
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Being flexible and adaptable are essential demands for survival and progress. The world around us today moves at an extraordinary pace, and you can easily get left behind by your competitors. To keep up, and stay ahead, requires keeping an open mind, and adapting rapidly to changes occuring around you. If you are able to forsee these changes, then you will be able to stay ahead of your competitors. Don’t expect something for nothing, especially when you should be paying for it. There is no free lunch anymore. We all have to earn what we get, so be prepared to give if you want to get. Live the givers gain philosophy, and you will be amazed how much you will get.
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Always give without remembering, and always receive without forgetting. Living a true givers gain philosophy, means that there are no strings attached. Be prepared to help other people even when there is no apparent gain for you. Ultimately, what goes around, comes around. In the book of life, you will ultimately be paid back with interest.
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Remember to participate, communicate, educate and reciprocate, in that order. It starts with participation, without which nothing will happen. But don’t just pay lip service – you have to be genuine in your desire to build relationships and help others. If you fake it, you wont make it.
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Rely on your ability to persuade people to take action. Believe in your strong points, and have the courage of your convictions. You will be amazed at how good you are when you work to your strengths. Timidity doesn’t cut in when you are trying to build relationships and make alliances.
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You may not know all the answers, but you should be prepared to find them. Being candid and honest when you don’t know the answers is always the best policy. When you are then prepared to go out of your way to find out what the other person wants to know, you will show a level of professionalism that far exceeds what most people will show. Hold to your beliefs while respecting those of others – and be ready to learn and understand. Sometimes we disagree with others, but being confrontational and arguing will never win friends and influence people. Rather seek to broaden your understanding of other people, and be prepared to accept that they are different. How dull the world would be if we all had the same beliefs.
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Remember the details about an individual. It is one of the most effective ways to transform a casual introduction into a solid connection. This is one of the traits that defines a great networker.
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21.
Learn from the mistakes and successes of others- this will allow you to move ahead at a faster speed. Take note of why relationships fail, or what made them particulary good, and adjust your own behaviour accordingly.
22.
It may be uncomfortable, but you define yourself and add to your self esteem and confidence with every risk you take. Risk taking is the precursor to profiting. The amount of risk that you take is directly proportional to the profit that you stand to make. The risk may be small, such as risking being embarassed or turned down, but for every risk that you take, no matter how small, there is a profit to be made. The desire and ability to take risks will ultimately determine where we finish up in life, both personally and professionaly.
In the game of life, it’s all about who you know, how well you know them, who they know, and how you use those contacts!