The document discusses networking and provides tips for how to effectively network. It states that networking is necessary for business and is how contacts are made that can lead to new opportunities. It then provides advice on attending networking events, introducing yourself, making small talk, asking for business cards, following up after events, and focusing on others rather than self-promotion in order to build strong professional relationships.

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CHAPTER-26
NETWORKING
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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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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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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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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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• 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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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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• 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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• 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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• 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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• 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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• 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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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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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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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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• 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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• 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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• 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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