1 Networking for Novices Jenny Owen Head, Kings College Careers Service

2 Aim of this session To understand the relevance of networking for building relationships Have practical tools and techniques for engaging with contacts, clients and prospects in less formal and social situations The importance of small talk in getting to know people and building rapport in different environments.

3 Why network?

4 Dispelling Myths What is networking for? What does networking involve? What is good about networking? What is bad about networking?

5 Networking is…work and life enhancing Increasing creativity by exchanging ideas with other people. Extending your own continuous development by learning from other people with different life experiences. Increasing your contribution by collaboration with others Managing your stress by collective security – finding support from others. Source: John Lockett Powerful Networking (2000)

6 Network ology n. interconnecting a group of people ology the science of thinking

7 Six Degrees of Kevin Bacon Six degrees of separation would be all that separated individuals in modern society. Marconi 1895

8 Your own networking style Social networking Face-to-Face Telephone Letter

9 Social networking ITS NOT ALL ABOUT FACEBOOK!

10 Social Networking What are the personal benefits of social networking? How can you use it professionally?

11 Who are your agents of change? Connectors: the people who link us up with the world with a truly extraordinary knack for making friends and acquaintances Mavens: information specialists, people we rely upon to connect us with new information, almost pathologically helpful. Salesmen: charismatic people with an indefinable trait that goes beyond what they say, which makes others want to agree with them. The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell

12 Free Thinking What networks do I need to build? TASK Write down one or two networks you would like to build/tap into –for example, I am interested in developing links with SMEs in relation to graduate employment). You have two minutes to write down what contacts, thoughts or ideas you have Pass the piece of paper to the person to your left. This person then writes down any thoughts, contacts or ideas and passes this on and so on.

13 Mind Mapping

14 Targeted networking Identify 5 people you dont see on a daily basis who are/could be important work related contacts Identify what you want from them and also what you have to offer When/how might you meet these people next?

15 Building relationships Alliance Advocacy Assistance Advice Answers

16 Effective networking ultimately depends on… Knowing what you want to achieve (where you want to go) Knowing who will be useful in achieving it Knowing how to build a useful relationship

17 Preparing to network The importance of setting objectives, even for networking Preparing to talk about yourself –The 30 second pitch

18 Overcoming nervousness - Think of one or two questions - Breathing exercises - Visualisation/mantras - Look up as you walk into the room - Say a quick something to someone on the way in, even if just a hi - Remembering names

19 Networking strategy 1.Ask yourself why you are going 2.Know who you want to meet 3.Establish your goal for the event 4. Follow up

20 Who to approach Talking to people you know first, and asking them to introduce you to others Approach individuals and open groups only

21 What to say 1.Getting into the conversation 2.Talk about them 3.Talk about you 4.Chat 5.Get out of the conversation

22 Keeping the flow Talk about things that matter to you Ask questions and listen to the answers When and how to move from small talk to bigger talk The etiquette of exchanging cards Knowing when to move on in an event and exit

23 A few more tips Thank you letter Update contact on your progress Tell contact how they have helped Keep notes on interests of contact to help build relationship Can you help the contact in return?

24 Making the most of your next networking session (and maybe an opportunity to try out mindmapping?) What is the next opportunity for networking? Who will be there? What do you hope to achieve What tactics might you use?

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26 Aim of the session To understand the relevance of networking for building relationships Have practical tools and techniques for engaging with contacts, clients and prospects in less formal and social situations The importance of small talk in getting to know people and building rapport in different environments.

27 & if you are interested in finding out more… Carole Stone –Networking: The Art of Making Friends (2001) John Lockett -Powerful Networking (2000) Malcolm Gladwell - The Tipping Point: How Little Things Can Make a Big Difference Mindmaps - – –