NLP 'Analytical' Modelling - Networking Skills

Ron Bates - online networking skills

noreply@blogger.com (Michael) — Sat, 10 May 2008 07:03:00 +0000

Ron Bates Interview (Ron has 40,000 connections on LinkedIn)

New podcast and transcript of discussion between Ron Bates and NLP trainer Michael Beale, April 2008.

I got into online networking about five years ago, if I can remember right. Kind of kicking and screaming. I'd never been exposed to online networking before, in terms of leveraging online networking platforms. I'd network via email, but that's kind of similar to picking up the phone and networking with someone. And basically I started getting these invitations to join a platform called LinkedIn, which I'd never heard of before, and just kind of ignored them. And then I talked to my partner and asked 'Do you get these things?' and he said 'Yes'

Read and listen to full Ron Bates discission on networking on LinkedIn

People Networking Skills - Modelling Pocasts and Transcripts

noreply@blogger.com (Michael) — Tue, 25 Dec 2007 22:15:00 +0000

Five podcasts and podcast transcripts about people networking skills released:

Networking - Discussion between Michael Beale and William Buist, October 2007.

William Buist, Director of Abelard Management Services Ltd and Chairman of the BlackStars Club within the Ecademy Business Network explains his view of networking, where and when he networks and what he considers to be some of capabilities and beliefs of effective networkers.

People networking skills - William Buist

Networking - Discussion between Michael Beale and Mark Lee, October 2007.

Mark Lee FCA, CTA (Fellow) MMC, who founded the Tax Advice Network, explains his view of networking, where and when he networks and what he considers to be some of capabilities and beliefs of effective networkers.

People networking skills - Mark Lee

Networking - Discussion between Michael Beale and Caroline Newman, October 2007.

Caroline Newman, Managing Director Newman Consulting Ltd, explains her view of networking, where and when she networks and what she considers to be some of capabilities and beliefs of effective networkers.

Pople networking skills - Caroline Newman

Networking - Discussion between Michael Beale and Lesley Morrissey, November 2007.

Lesley Morrisey, who runs a professional writing practice discusses what networking means to her, where and when she networks and what she considers to be some of capabilities and beliefs of effective networkers.

People networking skills - Lesley Morrissey

Networking - Discussion between Michael Beale and Andy Lopata, October 2007.

Andy Lopata, former Managing Director of BRE Networking, one of the UK's largest referral focussed networking companies, has lived and breathed business-to-business networking for over seven years. He discusses what networking to him, where and when he networks and what he considers to be some of capabilities and beliefs of effective networkers.

People networking skills - Andy Lopata

Michael
PPI Business NLP
01908 50563

Smart ways to use LinkedIn

noreply@blogger.com (Michael) — Mon, 14 May 2007 18:56:00 +0000

If you're interested in using LinkedIn I recommend this blog:

http://www.linkedintelligence.com/smart-ways-to-use-linkedin

Michael
01908 506563
PPI Business NLP

A Useful Guide to Networking eBook

noreply@blogger.com (Michael) — Thu, 10 May 2007 21:34:00 +0000

A Useful Guide to Networking eBook £9.95 - THE guide to networking

Listen to a six minute interview between Authors Michael Beale and Steve Westall on networking

By Beale and Westall

This Guide provides a practical appraoch to increasing and improving your networking skills. It contains interviews with top networkers to provide an insight on why they network, how they do it and what value they gain from it.

The book also links to an online networking quiz for you to assess your networking skills and gives you appropriate pointers for improvement.

If you are interested in developing your personal marketability and increasing the number of business and career opportunities that come your way this is the book for you.

Contents (38 pages):

What is networking?
Why should networking be important to me?
What are the real benefits for me?
How easy is it for me to do?
So, how many ways can I network?
What would be the most effective approach for me?
What are the key attributes of a good networker?
How do I start?
What network training might be useful to me?
How do I keep it going and asses the benefits?

PLUS free toolkit!

Want some networking tips now?

We've run a number of modelling projects on some well known networkers which may be of interest to you. See below:

Ron Bates
Maggie Couzens
Judith Germain
David Regler
Steve Westall
Richard White

Michael
01908 506563
PPI Business NLP

Join our Affiliate Program!

See PRWeb Release

Thoughts on networking - RIchard White

noreply@blogger.com (Michael) — Wed, 14 Jun 2006 13:09:00 +0000

Networking modelling project - Michael Beale interviews Richard White on his to approach to networking.

Richard J White is a leading speaker, writer, and trainer/coach and thought leader in Soft Selling - a sales approach for consultants, experts, and people who hate selling. Soft Selling is a powerful approach to business development based on relationships and trust and ideal for those selling expertise and know-how.

The majority of Richard's business comes from networking.

Compiled by Michael Beale 14th June 2006

What is networking?

For me networking is about connecting with people, primarily for business but also for social reasons too.

I think of my network as 3 circles; an inner, middle and outer circle.

In the inner circle there is a high degree of personal trust and regular contact. I may speak to people in my inner circle on most days.

With people in the middle circle there is a mutual admiration and you know each other reasonable well. I will speak to or meet these people every month or so.

The outer circle is made up of people you know by name but do not have a very strong connection.

I mainly use email and Ecademy to stay in touch with people in my outer circle, through my Soft Selling club, through blogging and email. I am always looking for people to add to my middle and inner circle.

For me networking is more about what happens after you meet someone rather than the act of meeting. The key to networking is meeting people on a one-to-one basis and getting to know them better.

The things that make networking work are 'emotional connection', 'giving' and 'advocacy'.

To me there are two styles of networking; networking for customers and networking for connections. The approaches are totally different. The first is about selling directly and the second is about relationships for mutual benefit.

I find that when you stop networking for customers you are more likely to find them as people do not like to be sold to. I work on the basis that one advocate is worth at least 10 customers and anyone I meet could potentially introduce me to the ideal customer and make the whole sales process so much easier.

Who we meet is not as important and who knows who we meet. Until you get to know someone, you never know who they are connected to. As well as being a great way to find clients, networking is also very useful for providing an effective learning and support system around my business activities.

When and when do you do it?

I network both online and offline although I find most of the value-added networking happens offline. Online is good for making the initial introductions and for building a reputation. Offline is good for getting to know and trust people and developing relationships.

On-line, I mainly use Ecademy, particularly within the Blackstar community.

I also have a profile on LinkedIn, openBC and Soflow but these are done more on a reactive basis. I like the Ecademy mindset of relationships first, business second and the combination of online and offline networking.Off-line, I regularly attend Ecademy BlackStar events, NRG lunchtime meetings and BNI breakfast meetings.

I am also a member of the IoD, Federation of small businesses and the Institute of Sales and Management.

I find the BlackStar club on Ecademy is very time effective for me because it has a very high proportion of quality networkers who are givers and who seek to collaborate rather than sell.

I find that it is a great way to quickly develop a network of advocates and most of the people in my inner and middle circle are in the BlackStar club. I've found BlackStar an extremely efficient way to network.

Ultimately I'm building up group of advocates who will recommend me and I am comfortable recommending to others. I am also raising awareness and building my reputation by giving freely of my expertise through things like my Soft Selling club. This helps people to remember me and have confidence in what I do so that they can recommend me when the time is right – even though they may not know me personally.

I give without expecting anything in return in the knowledge that if I help people win more business they are likely to tell someone about it. I do prefer to spend most of my time networking with people who like to give too, as I find the benefits occur much faster.

What specifically do you do?

I talk to people and look for some form of connection and rapport. I take an interest in them and my conversation is normally a little light hearted. I am nosey and want to find out about them and so I ask lots of questions and discuss their business.

If there is a connection then I am looking to see if I can connect them with people I know. I often make observations and suggestions in the area of business development if appropriate as this is my area of expertise.

I assume that people will be more interested in me if I am interested in them and visa versa. I always take responsibility to start the conversation off and keep it going and I always begin with some small talk before asking them about what they do.

I wait for them to ask me about my business and I am not concerned if they don’t ask me about my business. The people I am looking for are interested in me, so it just tells me I have met the wrong person. If I feel we have a connection then I will suggest we exchange cards and meet for coffee. I don't hand out my business card unless asked for one.

I seek to understand their target audience and proposition and who would be a good contact for them. If I can, I will seek to connect them with someone I know who would be interested in making contact with the person, although this would rarely be a client until we get to know each other better. I pride myself on making quality introductions for both parties. I will only make a connection if I can sense there is some form of rapport and mutual trust between us. If I do not get on with them then my contacts are unlikely to either.

I'm looking out for people that I naturally connect with. Its very intuitive and comes naturally. I've learnt that connections based on logic alone rarely work out for me. There needs to be some chemistry.

Out of every 50 people I meet I get on really well with about ten people and out of those ten I will find one who quickly becomes a true 'advocate' for my services. I will get leads and referrals from others too, but normally only from people where there is some form of mutual admiration.
Probably only 40% of my time is now spent meeting new people and 60% nurturing relationships with the many people I have already met. When I go to a networking meeting I seek to meet people I know as well as people I do not know. My nurturing activity is done at networking events, over the phone, and meeting for coffee and a chat. This split has changed since my network became more established.

How did you become good at it?

In 1993 I stumbled across network marketing and while I didn't like it as a business I got very good at it. I did not want to do business with close friends and family and so I had to get good at meeting and ‘connecting’ with people, and developing relationships. To overcome my shyness, I did a lot of personal development, especially in the area of understanding people and influence. This included lots of NLP training.

When I left network marketing I had built up a large network and I am sure I walked away from a fortune but as they say it was ‘not for me’. I went on to run a consultancy practice where I had to sell consultancy and I learnt that my networking skills were invaluable for generating leads.

I especially used my networking skills to network internally to grow client accounts with companies like Unilever, First Choice, British Airways, and Mars.

I have learnt a lot from Thomas Power of Ecademy and his book ‘Networking for Life’ contains important information about the mindset for successful networking.

If you were going to teach me about it, what would you ask me to do?

Firstly be clear about why you were networking. For example is it for social, job or business reasons? Who specifically do you want to meet? and why are they likely to want to meet you?
Be clear about your target audience and your proposition and how you will introduce your self when you meet new people.

If you are nervous about meeting people then use visualisation techniques to improve your confidence.

Wherever you go, always be the first one to say hello and put out your hand for them to shake. Smile and look them in the eye and be pleased to meet them. Start the conversation going with small talk and get the other person to talk about themselves. Always talk about something fairly light before asking about what they do for a living.

When you meet people that you like, suggest that you meet up for coffee and a longer chat. Also seek to match-make them with other people you know if you think it will be helpful to both people.

Keep your focus on the other person rather than yourself and listen to what they are saying. You are unlikely to make a good connection if the focus is on yourself.

If you have a good connection then stay in touch and seek to develop the relationship.

What skills do you have that enable you to do this?

I know how to start a conversation - I always make the first move. I believe that people like to talk but are too polite to initiate a conversation.

I like to break the ice and say hello. I have a gentle manner and I am sincerely curious about people. I've good empathy with most people I meet and I look for ways how I can help them.

I'm good at match making people I meet.

Finally, I have a confident but humble style which makes most people comfortable to chat with me. I am very good at getting people to talk about themselves.

What do you believe about yourself when you network?

I believe that I am someone worth knowing and that I can help most people I meet in some way or another.

I believe that I am no better or no worse than anyone else and that I can hold an interesting conversation with most people.

I believe I am superb at helping people to clarify how to communicate their message and make what they do sound attractive to their target audience.

I believe I inspire many people I meet, especially those lacking in confidence by seeing the good in what they do.

What do believe about the other person when you're doing this?

I believe that people are generally friendly and that they like to have the opportunity to talk about themselves.

I believe that people want to talk but do not like to make the first move.

I believe most people network to find more business and if I can help them get closer to their goal then it could be the basis of good relationship.

I believe that until people get to know you better they are probably more interested in themselves and if they can see a relationship with you will be fruitful they will work hard to make it work.

Do you have a personal mission when you do this. Who are you when you network?

My mission is to help people and build emotional capital. I seek to be authentic and open at all times and that includes when I network.

Being consistently authentic builds trust quickly and I seek to be trusted and respected first and liked second, although ideally all three together.

What states are you in when you network?

My main state is what I call ‘Playful’ combined with ‘confident’ and ‘excited’.

What else?

A time efficient way to quickly boost your network with quality contacts is to actively ask people in your inner circle to recommend people you should meet. A friend of a friend is a friend and it leads to accelerated trust.

Richard J White is a leading speaker, writer, and trainer/coach and thought leader in Soft Selling - a sales approach for consultants, experts, and people who hate selling. Soft Selling is a powerful approach to business development based on relationships and trust and ideal for those selling expertise and know-how.

Any questions? Give me a call

Michael 14th June 2006
(01908) 506563
PPI Business NLP Ltd

Technorati Tags NLP Business Executive coaching

Thoughts on networking - Maggie Couzens

noreply@blogger.com (Michael) — Sat, 25 Mar 2006 12:50:00 +0000

Networking modelling project - Michael Beale interviews Maggie Couzens on her approach to networking.

Maggie is HR consultant with TietoEnator in the UK. TietoEnator is the largest IT service company in the Nordic countries with a turnover of about 1.5B EUR Maggie is responsible for HR services to 300 people in 3 locations and the recruitment of IT specialists and top end sales people.

Compiled by Michael Beale 25th March 2006

What is networking?

Helping people and asking people for help. Helping people definitely comes first.
It’s also about developing a web of social and business people and keeping in contact with them. There is often a crossover between social and business networking.

Where and when do you do it?

To an extent everywhere but particularly at work. We've had a number of redundancies where I can I use my network to help people.

I'm continually developing my relationship with recruiters and training agencies and anyone I meet where there is something in common.

About 60% is on the phone and 40% face to face. I use outlook and keep an excel spreadsheet of my address book complete with birthdays and other relevant information.
Networking is so much a part of me that it’s probably going on in the background even when I have time off!

What specifically do you do?

In a way it starts with a mental attitude - I'm interested in people. And I believe everything in the end comes down to people.

I think it’s important that you're precise about what you can and can't do for people. I always ask for what I want and encourage others to do the same. If I can't do something I'll say so up front and offer some alternative approaches.

When I was younger I used to take on more than I could handle and became 'overloaded' which didn't help me or anyone else. I've now developed the capability of being very clear about what I'm taking on.

I'll always aim to meet and beat people’s expectations.

I'll keep in contact by occasionally dropping people a card or a note. I think it's unusual to use the written word so I think it creates an impact. I'll keep in contact with people to show I've remembered them. I like it when people do the same to me.

I don't think it’s effective when you only contact people when you need them.

How did you become good at it?

I've always been a party animal so I intuitively have many of the skills.

One thing that I think is important that even while at school – (which wasn’t always the happiest days of my life) I made a commitment to continually improve my 'people skills' - and have made a conscious effort to do ever since.

If you were going to teach me about it, what would you ask me to do?

I don't think you can just turn on networking; I'd want to know what you do now before advising you.

However I do think it’s important that you're upfront and honest about what you're doing. I think we're all switched on enough to spot people who are trying to manipulate us.

If someone was starting from scratch I'd suggest keeping a record of everyone you came across with a common interest and kept in contact from time to time. However be natural - I don't think its something you can force.

What do you believe about yourself when you network?

I'm interested in people and really enjoy human interaction. As I said before I think everything comes back to people.

I think networking is easy; and yet while I'm quite 'gutsy' I can occasionally find it difficult to go up to people I don't yet know. I guess that the way you respond is the challenge, and being able to positively manage any apprehension is vital.

I'm a good listener - I can repeat back what people have said, and I seem to have the ability to naturally 'absorb' what people say and anything about them.

Do you have a personal mission and or vision when you network?

Helping people and asking people's help - it gives me great satisfaction! I also think I “walk the talk” when it comes to “doing as you would be done by”.

I think it comes down to simply making a difference to others, it doesn’t have to be a “grand gesture”, just the right thing at the right time and place.

MJB Saturday, March 25, 2006

Michael

(01908) 506563

PPI Business NLP Ltd

Technorati Tags NLP Business Executive coaching

Thoughts on networking - Ron Bates

noreply@blogger.com (Michael) — Wed, 05 Oct 2005 17:53:00 +0000

Networking modeling project – Michael Beale interviews Ron Bates on his approach to networking.

Ron Bates is a Managing Principal with the retained executive search firm Executive Advantage Group, Inc.

Compiled by Michael Beale 14th June 2006

Please note there is a new Ron Bates Inteview and Podcast, April 2008 - However this original is still well worth reading.

What is networking?

To me networking is about understanding someone’s needs and genuinely trying to help them whenever possible. In return it creates “good will”, helps raise my profile and gives me exposure in ways I’ve never even dreamed.

Experience has shown me I'll get a business return down the road - but it isn’t something I can predict the where and when of specifically.

The growth of electronic networkingIn the US, especially within geographically dispersed corporate business realities, electronic networking is becoming increasingly important with corporate business professionals as many of the individuals important to the success of a project/business deal are in different states, regions or countries.

This makes face to face networking almost impossible and therefore electronic networking is essential to keep dialogue going. Possible exceptions to this are in areas like Silicon Valley where face to face networking is still key as many people who are key to particular corporate projects live within close proximity.

Electronic on-line forums are also a fantastic way to bridge the gap between a Group, Club, or Organization’s face-to-face networking events.

On-line forums are also a way to get people to increase their participation and actually extract value out of membership by giving members a way to simple way to interact with each other through their computer keyboards 24X7.

What is the difference between networking and selling?

A complex question. There are different types of selling just as there are different types of networking.

Selling to an individual is different than selling to a large organization where an individual can get fired for making the wrong buying decision - and the success of a buying decision can depend on the reaction and support of a number of diverse customer decision influencers at many different levels within a corporation.

In one aspect, networking is a critical part of the selling process to large organizations. It plays a key role in navigating complex corporate political realities. This is also true with respect to the – internal – selling process when you work for a large geographically dispersed organization.

Where and when do you network?

Most of the time! Mostly on LinkedIn, Ecademy, email, Skype, and the phone of course.

Networking has been an important part of my business life my entire career.

What are some of the things you do?

I'm proactive in that I initiate contact and invite people to connect to me. I then tend to be reactive in that I'll respond and attempt to help/assist whoever reaches out to me. My bandwidth makes it hard to invest time proactively putting people together that I think would benefit from an introduction, but every once in a while I get lucky.

I'll also write articles and respond to blogs when appropriate, and I put effort into maintaining a presence on the Internet.

I was one of 3 guest speakers in a Webinar about developing a personal presence on the Internet. Cindy Kraft personal branding consultant stated, “Some people say, If you aren’t in Google; do you even exist?”

She also offered up some interesting statistics stating, "In a recent survey by Execunet [a career-services network for executives earning $100,000 a year or more], 63% of recruiters said they Google a candidate's name prior to talking with them, and almost half indicated they eliminate a candidate based on their findings.

A recent Harris Poll showed that 23% of individuals Google a colleague prior to meeting with them. Those statistics will continue to grow … and grow rapidly in the next few years.

If you were going to teach me how to network; what would you ask me to do?

I couldn't answer that until I knew the reason that you wanted to network. If, like me, you wanted to develop and raise your profile I'd suggest similar things to what I say here.

I'd also emphasize starting with the approach that believe you have to lead with value (i.e., how you can help someone) first and not your own needs/objectives.

Otherwise why should people want to make contact with you? What else do you have that enables you to do this?

As a recruiter I have my own database, which typically translates into having more points of contact than people that don’t do what I do for a living, and the associated relationships that comes from being exposed to a lot of executive’s career paths over the years.

How did you learn how to do this?

Trying to learn from other people’s success, but also a lot of trial and error. Diving in and taking part, making my own mistakes and being flamed once and a while, and learning from all of it.

I remember a mentor at Hewlett Packard saying, “Skills can be taught. Hire people with the attributes you think are important since they can’t be taught.”

For example, you can’t teach “good judgment”. Unfortunately the only way you test and develop judgment is through experience - and often the best experience follows bad judgment!

What do you believe about yourself when you network?

I believe I’m extremely good at what I do, and thanks to the experience I’ve gained over the course of my career, I can add a lot of value given the right situations and variables are in play.

What do you believe about the person you're networking with?

Everyone is unique and has a unique value in this world and worthy of someone reaching out extending a helping hand.

I also know my approach or style won't appeal to everyone and that's OK.

Do you have a personal mission or vision when you're doing this?

Develop a better world by helping people, and as a result provide financial independence for myself and my family.

You've helped me in answering these questions; what can I (or readers) help you with?

Give me the benefit of the doubt. Connect with me.

Know that I’m open to constructive feedback, and that I'll always attempt to assimilate it even though I may not always act on it.

In the context of what I do for a living, remember that in executive search, recruiters work for their clients rather than for the candidate; however I'll always try to make the effort to help candidates where possible.

Ron Bates is a Managing Principal with the retained executive search firm Executive Advantage Group, Inc. His search practice focuses on mission critical retained searches for pre-IPO Venture Capital backed start-ups to Fortune500 clients.

He has delivered personal executive coaching projects to former SAP, E&Y, Oracle, and WorldCom Exec's responsible for multi-billion dollar business units, and co-founded http://www.cv-advantage.com/ a self guided job search oriented executive coaching process.

Ron can be reached at rbates@executive-advantage.com.

Any questions give me a call.
Michael
(01908) 506563
PPI Business NLP Ltd

Copyright 2006 PPI Business NLP

Thoughts on networking - Judith Germain - Updated

noreply@blogger.com (Michael) — Sun, 04 Sep 2005 23:07:00 +0000

Networking modelling project – Michael Beale interviews Judith Germain on her approach to networking and how it has changed in the last year.

Judith is a speaker, writer and leadership consultant, specialising in Troublesome Talent™. She can be contacted by emailing: jude@dynamic-transitions.co.uk

Updated by Michael Beale 7th July 2006.

What is networking?

I think networking is not all about business; in fact it’s the social interactions that really make networking work. People want to help those that they like, which is why networking solely for business isn’t as successful as networking to establish relationships for mutual benefit, even when you currently don’t need anything.

I believe if you maintain this approach then your connections will want to do the same for you, especially when you take the time to really get to know them.

Networking is about advocacy and finding a route market, rather than seeing the individual you are talking to AS your market. This distinction, I believe is really what networking is all about, because if you adopt this way of thinking you are more likely to get the results from your networking that you want.

Interestingly enough, random connections with others rather than focused networking targeting specific people can be far more likely to achieve your networking goals.

I guess this is because you never know just who people know – this randomness will lead you to the market you are looking for. You do not often get business from the person you are connecting with but if your business proposition is clear then they will remember you and pass your details on to others at the appropriate time. This is especially true if you have built a good relationship with them.

I think understanding the philosophy of ‘givers gain’ makes networking easier and more successful. This means for me, spending time genuinely trying to help the people you connect with, without thought about what that individual can give back to you.

Givers gain is about realising you will gain more if you give more to others. This is an unselfish act, I try to find out as much as I can do about the people that I’m connecting with, so that I can understand their needs and help them fulfill them. I aim to connect the person I’m networking with to someone who will be useful to them. I think givers gain is one of the things that good networkers believe in. People ‘buy people’ after all.

An example is when people are buying cars. They may have chosen a car that they want and go to a showroom with the expectation of buying the car they have already chosen. When they arrive they meet a salesman that they dislike and do not trust. In those circumstances, customers often buy the car somewhere else, perhaps because they didn’t want to give the commission to someone that they didn’t gel with or trust.

You see, networking is also an extension of your personal brand. It’s about who you are, what you do and what you want to be known for. It’s also about how you convey your professionalism to others and how you manage trust and reputation. What I mean by this is the way you behave and the referrals that you provide to others, is a reflection on yourself.

Networking is a series of story based conversations, which build relationships and make it easy for others to understand you and your business.

Where and when do you do it?

I guess answering this depends on what you see networking as. If you see networking as meeting interesting people in a random way and doing whatever you can to help them on their journey, then I do this all the time!

It’s hard to see networking as a singular activity.I network on and offline, in much the same way. I try to establish relationships with others, and have as many one to ones as possible. Networking online is a great way for making the first connection and deepening connections once made.

One to ones is where the real value added connections are made though, I definitely prefer doing this face to face. At times however, this isn’t possible so conducting one to ones by phone is a great alternative.

Although I maintain profiles and connect on a few online networking sites, I prefer by far networking online via Ecademy. Ecademy is great for enabling deeper connections to be made to others and to build trusted relationships; this is particularly true within the BlackStar community. BlackStar is a group committed to quality networking and building advocates within a trusted community.

I also run the Soft Selling for Leaders Club on Ecademy to bring together knowledge and expertise in leadership. This helps build awareness about leadership, and has the pleasant side effect of building my reputation. I also give freely by sharing my knowledge in other clubs and forums on Ecademy.

This helps people that I haven’t met to get to know me and what I stand for.

I also, regularly attend networking meetings and meet people in Central London, as it is a convenient place to meet for most people.

What specifically do you do?

I try to find ways to establish a connection – a rapport with the other person.

I like to know who they are and what they believe in. I ask questions to elicit what it is that they really need. My questions are about clarity, I concentrate on helping the other person articulate what their expertise is, and how they would like to deliver it.

My intention is to help them with the delivery if possible, find out what value I can add to them, and to connect them to others.When I introduce myself I am clear what my message is and how to articulate this. This clarity helps me achieve better results. I concentrate in finding out about the other person and do not tell people about myself until asked.

If you were going to teach me about it, what would you ask me to do?

It’s key to decide on what your networking purpose is and to know specifically how you can help or what you have to offer others.I’d also suggest you focus on the ‘other’ person. If you genuinely have their interest at heart they will be drawn to you. Remember what their interests are and key facts, like what projects they are working on and where their interests lie. There is nothing worse in meeting someone the second time and discovering that you can’t remember them!

A definite networking faux pas!I also suggest that you don’t use ‘elevator pitches’, unless you can use them in a way that is interesting or engaging. People often switch off to ones that sound too factual or over rehearsed. I believe that telling stories about your work is a much better way of putting your message across. People can connect with your essential message better.

It’s important to actively listen to the other person, not to interrupt, be genuinely interested and not to pitch them on your product straight after saying hello!There is etiquette to networking – although some people do not realise it!I help people who are not confident in networking, by providing practical advice and tips and working on the root cause of their discomfort.

How did you learn to network?

Before I began working for myself, my career as a senior HR Manager involved meeting new people and putting them at ease quickly, and finding solutions to their problems. I had to become comfortable training new groups of people and representing the companies I worked for at functions as well as surviving the inevitable office politics!I guess I was ‘networking’ without realising it!

I’ve learned to network for business by just getting out there, meeting people and helping them out, where I can. I have also learnt a great deal from other good networkers such as Richard White (Soft Selling), William Buist (Social networking), Thomas Power (networking for life) and other experts within the BlackStar community.

I learnt that networking is about asking better questions and defining your business proposition in a way that you will be remembered. This includes helping others articulate theirs and connecting them to the right people.

What do you believe about yourself when you network?

I believe that I can help people achieve their goals and I have unique skills that will be valuable to the people that I meet.

I believe that networking is fun.

What do you believe about the people you network with?

That the people I network with, will be interesting people and I will be able to offer some assistance to them. Even if that is just connecting them to someone else.

People always have a positive intention for any behaviour, and you should always look for this intention when you are communicating with them. That way everyone wins.

I believe that ‘givers gain’ is a great philosophy to have when networking.

Do you have a ‘mission’ or ‘vision’ when you network?

My mission is to help others achieve what they need and understand their core talents and express them in a way that will make them more successful.

It’s been a year since we spoke about networking – how has your networking changed and evolved?

My networking is more targeted in an unfocused way. What I mean by this is that my message is more targeted but my networking is more random. I’m not targeting certain groups of people (although I do look out for particular groups) because I firmly believe I will achieve my end goal by the law of attraction.

In very simple terms, the law of attraction states that you will attract what you are looking for.
I don’t have an expectation of business because I’m looking for advocacy rather than customers.

I also understand the importance of deepening the connections that I have and ensuring that I know who’s in my network. This enables me to provide more qualified contacts, because I know what the people in my network is looking for, what problems they face, and the goals that they want to achieve.

This type of knowledge about your network is very important, and when I meet new people, I listen out to what they say, so that I can match them to a contact if it’s appropriate.

I also ask better questions than I used to, which means I provide better value. My questions are focused on finding out what the other person really needs and how I can deliver that to them.

I know that competition shrinks the market and collaboration grows it. I’ve realised that there never is a need for competition, because everyone has a niche area. I seek out people others see as my competition so that we can find ways to work together to maximise the market. I never thought hat would be a result of networking.

And as a last question – how do you think big companies can benefit from networking?

Big companies can extend their brand identity by networking and improving their supplier, customer and employee’s experience of them.

It’s a more personal way of them identifying who they are and who they want to be remembered for, in a way that mass marketing cannot achieve.

I think that if big companies taught their employees to network internally and externally then they would see better results. Once employees network effectively internally they enhance their knowledge of the company and facilitate better communication between departments and become more productive. They are also more likely to be promoted as they become more influential and noticeable. When they network externally, they tend to be more proud of the company and can share great stories of the company and what it has achieved.

This can be quite powerful and is likely to enhance the company’s standings to others, and add to the marketing messages already distributed. It can also have the effect of making recruitment easier for the company as others become impressed of the personal messages that they hear, and want to become part of the company.

Judith owns Dynamic Transitions Ltd™ which focuses on developing leadership talent. A particular specialty of the business is working with Troublesome Talent™.

Judith can be contacted by emailing: jude@dynamic-transitions.co.uk

Copyright 2006 PPI Business NLP

Any questions?

Give me a call,

Michael
(01908) 506563

PPI Business NLP Ltd

Technorati Tags NLP Business Executive coaching

Thoughts on Networking - Steve Westall

noreply@blogger.com (Michael) — Sun, 14 Aug 2005 13:29:00 +0000

Networking modelling project – Michael Beale interviews Steve Westall on his approach to networking - Updated

Steve Westall is a leading trainer and coach who co-founded Pansophix with his business partner, Ian Clarke, and can be contacted through his website http://www.pansophix.com/

What does networking mean to you?

To engage with new opportunities and keep the link going with existing contacts

Where and when do you do it?

Everywhere and a lot!
Electronically I use email, text messages and the phone

For example I met a lady back in February this year (she was linked to us by another contact) – I dropped her an email yesterday asking how she was getting on, and we’re meeting next month to discuss our projects. I have many contacts within my outlook express folders – many who I would like to keep in touch with but work pressure can divert you away from doing this well.

When I’m using the phone, often someone elses name in the phone directory will catch my eye and I’ll drop them a text there and then asking how they’re getting on.

I tend to use the phone to get some commitment to meet up (there are too many occasions when people say “we must meet up sometime” and nothing ever materialises).

I’m a member on ecademy and linkedIn and use LinkedIn a bit to keep in contact with colleagues from previous companies – I might use these systems more if I took the trouble to understand them better.

Physically I tend to meet people around Liverpool Street or Holborn in the City, often in a Starbucks if the meeting is informal. I find the IoD in London is convenient – it’s air conditioned and has good Tube connections.

What specifically do you do?

Basically it’s a chat, gossip, update, explore common ground session which often leads to business (but this is not the overriding motivation – if it happens it happens). I normally allow between one and two hours depending on time constraints.

If you were going to teach me about it, what would you ask me to do?

Make a list of all the people you know (within reason!) – most people find that they know more people than they realise.

Choose 4/5 individuals seperately on both a social and business basis as a start and just contact them – don’t think about it too much – and do it from a perspective of being interested about how they are getting on.

Some people have a problem when they think about what they want to say. I recommend simply coming up with three or four generic questions in advance to help eg: What are you up to? Where are you located? How does that work out? Keep focused on them and eventually you will have a chance to say what you are doing – but keep it short.

The key aspects are:

Listen
Don’t talk too much
Keep it upbeat – Make it a pleasure rather than an interrogation

I also reinforce to people what they are good at; sometimes people are too close to what they do to realise they have some real and unique skills. It’s worth looking out for these and acknowledging them back to the person when you’ve found them.

How did you learn to network?

I’m quite shy but have a desire to chat to people. I seem to have developed a ‘toolbag’ of techniques that enables me to start. As I said previously I have a number of key questions to ask and I focus on it being a positive experience.

What do you believe about yourself when you network?

I’m a nice person to know
I can always help in some way; from being encouraging to introducing a new contact.
I don’t judge people
I have a good balance between seriousness and fun

What do you believe about the person you're doing this to?

I can come away from speaking to anybody and learn something – however big or small
Everyone has unique skills and everyone can benefit from meeting me (not meant to be arrogant at all!)

Do you have a personal mission or vision when you're doing this?

To share and help

How do you know that you're good at this?

Mostly feedback. For example I just received an email from someone saying “It’s always a pleasure to see your emails in my inbox…my latest work has been inspired by a meeting with you.”

In turn this motivates me to do more networking

What emotional and physical state are you in when you do this?

I often think of myself as a ‘polite lunatic’ , - other describing words would be entertaining, listening, checking understanding, energised, inspiring.

I like to leave people feeling energised, inspired and with a smile on their face

What happened for you to be good at this?

I used to be in ‘serious’ finance (I am an accountant by profession) but had a secondment to work with some top marketeers during my Corporate life. Previously I thought they were perhaps a little “smoke and mirrors” and somewhat eccentric and flamboyant– but they had an inspirational quality that (I think) has rubbed off on me. They were extremely talented and creative.

What are you trying to achieve when you do this?

Enjoy myself and give value

What else?

I started by talking about a toolkit which can be a ticket to start, however I think too much of a structure can get in the way. It’s as much about business, personal and spiritual exploration – being able to help as an objective sounding board (and people have to have 100% confidence that what they share with me is never going to leak out to other parties. 99% is not good enough here – there must be total trust and confidence)

I want people to realise that if they have a genuine issue I would always take their call or meet them to disuss it with them

Steve Westall is a leading trainer and coach who Pansophix with his business partner, Ian Clarke, and can be contacted through his website http://www.pansophix.com/

Thoughts on networking – David Regler

noreply@blogger.com (Michael) — Mon, 06 Jun 2005 15:18:00 +0000

Thoughts on networking – David Regler

Michael Beale interviews David Reggler to discuss how David networks. David is a Business Consultant that specialises in working with clients to improve B2B Sales. David can be contacted through http://www.maine-associates.co.uk/

Compiled by Michael Beale 29th May 2005

What is networking?

It’s about connecting with people, becoming aware of what they want and letting them know what you want. It is then about cultivating the relationship for mutual benefit.

It’s also about understanding the value of not only the person but also their network

While I network primarily for business I enjoy doing it.

Where and when do you do it?

Face to face and online, any time.

I use different strategies for different mediums. I keep in contact electronically – not much telephoning.

What specifically do you do?

I engage with people – find out about them first and then let them know a little bit about me. If I think there is a ‘mutual connection’ between us I’ll keep in contact.

For me it’s not a numbers game. If people are too ‘overt’ and ‘push’ or too ‘closed’ I tend to avoid them.

If you were going to teach me about it, what would you ask me to do?

Start! Make contact with people, find out about them and find a way of keeping in contact.

How did you learn to network?

Getting out and doing it; noticing the response I get

What do you believe about yourself when you network?

I believe its OK to initiate contact and that I can establish a connection quickly if there is some genuine mutual benefit.

I believe my immediate network is very important to me.

I don’t have to network with everybody and I can network with people at different levels.

What do you believe about the people you network with?

Everyone is interesting in some way.

Everyone has the potential to introduce me to somebody else.

I never know what might come up.

How do you know when you’re networking well?

It’s about the positive reaction I get from the person I’m networking with.

It ‘feels right’ and I believe I’ve left the other person with a good impression.

Do you have a ‘mission’ or ‘vision’ when you network?

It’s about searching out opportunities.

It’s to learn about anything.

It’s to expand my perspective.

What are your best ‘states’ for networking?

Open, attentive, looking for opportunities for me and my network.

Anything else?

The key is thinking through what you can give the other person.

The ‘connection’ is more important than the numbers.

Networking is my most successful way of generating business.

Copyright 2005 PPI Business NLP

PPI Business NLP Ltd
The Business NLP provider of choice

NLP Modelling Project

noreply@blogger.com (Michael) — Sat, 04 Jun 2005 14:32:00 +0000

NLP Modelling projects - A possible approch

As part of our practitioner accreditation we ask students to identify someone who has skills or achievements that they admire - and present back with three or four ideas that will help both themselves and other members of the group improve their performance in whatever field is chosen.

The following is our 'starter brief' that can be used by almost anybody. Try it a couple of times and you may find that you have some very valuable skills in this area. This modelling is based on Robert Dilts 'logical levels' rather than the 'deep trance identification' used by Bandler and Grinder; however it provides a useful and pragmatic introduction to modelling.

Firstly decide who you would like to model or what skills or capabilities you would like to develop. Remember NLP is about modelling the best - so set your sights high, you'll be surprised who'll see you if you come over as genuinely interested. And there are lots of others to see if they don't.

Use a tape/mini disc recorder and preferably arrange to see people in their offices -I have some very interesting recordings in bars and clubs - but the background noise blanks out the content!! And remember to listen - sometimes questions that don't make any sense to you get the best answers.

Mix and match the following question sets:

Introduction

You've chosen someone because they're good - so let them know, and keep any confidences that are important to them.

You have a reputation at being good at 'people networking' (adapt to your topic) are you happy that I ask you some questions about it?

Environment
Where and when do you do it?

Behaviours
What specifically do you do?
If you were going to teach me to do it, what would you ask me to do?

Capabilities
What skills do you have that enable you to do this?
How did you learn how to do this?

Beliefs
What do you believe about yourself when you do this?
What do you believe about the person you're doing this to?

Identity
Do you have a personal mission or vision when you're doing this?

Other questions
How do you know that you're good at this?
What emotional and physical state are you in when you do this?
What happened for you to be good at this?
What are you trying to achieve when you do this?
Who else do you recommend I talk to about this?

Please give me a ring if you would like to discuss this further. (Michael 01908 506563)

Business methodology

To build this into a very powerful process for a business, for example empowering a sales force or customer service unit we would tailor the questions and add a number of other stages.

Desk research
Questioning top performers
Questioning key customers
Observing in action
Building an effective model
Implementing the model

See the results of our modelling exercise on people networking skills

Copyright 2005 PPI Business NLP