Networking for Success | Theresa Reaume | TEDxWindsor

TEDx Talks

14 Jun 201807:24

Summary

TLDRThis script emphasizes the importance of networking as a skill for business growth. It offers practical tips such as reading up on current events, using open-ended questions, and connecting over shared interests. The speaker stresses that networking is about building relationships, not immediate sales, and highlights the VCP process: Visibility, Credibility, and Profitability. The summary also underscores the significance of being memorable and following up after events to solidify connections.

Takeaways

🤝 **Networking as a Skill**: Networking is a skill that can be learned and improved with practice.
😟 **Overcoming Intimidation**: It's normal to feel intimidated, but there are strategies to help you network effectively.
👥 **Body Language**: Be aware of your own and others' body language when entering a room full of strangers.
🔍 **Lateral Networking**: Engage in meaningful conversations by asking open-ended questions and showing interest in others.
📚 **Add Value**: Stay informed on current events and trends to contribute to conversations and provide value.
🔎 **Research**: Before meeting someone you admire, research them to find common interests and build rapport.
🏢 **Branding**: Understand that you are your brand, and how you present yourself can influence how others perceive you.
🙅‍♂️ **No Direct Selling**: Networking events are not for closing sales but for building relationships and trust.
👀 **Visibility, Credibility, Profitability (VCP)**: Follow the VCP process to build a successful network over time.
🌟 **Be Memorable**: Make a positive impression to be remembered for the right reasons.
📧 **Follow Up**: Always follow up after networking events to solidify connections and increase credibility.

Q & A

What is the primary purpose of networking according to the speaker?
-The primary purpose of networking is to build relationships, rapport, and trust, rather than directly closing sales.
Why did the young woman mentioned in the script leave the event and cry?
-The young woman left the event and cried because she found it intimidating to walk into a room full of strangers and initiate conversations.
What is the first networking tip shared by the speaker?
-The first networking tip is about body language. It's important to approach people standing in open circles and to be aware of your own body language to appear approachable.
What does the speaker mean by 'lateral networking'?
-Lateral networking refers to connecting with others based on similar interests, such as sports, travel, books, music, or movies, to build rapport before discussing business.
Why is it beneficial to research someone before meeting them at an event?
-Researching someone before an event can help find common ground, making it easier to start a conversation and build a connection.
What does the speaker suggest doing to add value in a conversation?
-The speaker suggests staying informed about current events and business trends so you can contribute to the conversation if asked.
How does the speaker define the 'networking disconnect'?
-The 'networking disconnect' refers to the misconception that networking is about closing sales immediately. The speaker emphasizes that it's about building relationships over time.
What is the VCP process mentioned by the speaker?
-The VCP process stands for Visibility, Credibility, Profitability. It's a process where one needs to be visible, build credibility over time, which eventually leads to profitability.
Why is it important to follow up after networking events?
-Following up after networking events helps to continue building credibility and relationships, which can lead to future business opportunities.
What quote does the speaker use to conclude the script?
-The speaker concludes with a quote by Christine Lynch, stating that 'networking is marketing marketing yourself, marketing your uniqueness and marketing what you stand for.'
What should one avoid doing at networking events according to the speaker?
-One should avoid selling or closing sales at networking events, as well as being remembered for the wrong reasons such as overeating, over-sitting, or over-drinking.

Outlines

00:00

🤝 Overcoming Networking Anxiety

The paragraph discusses the challenges of networking, particularly for newcomers to the business world. It emphasizes that networking is a skill that can be learned and improved with practice. The speaker shares a personal anecdote about a young woman who felt overwhelmed by a room full of strangers at a networking event, highlighting the intimidating nature of such situations. The paragraph aims to provide networking tips to help individuals become more effective at building relationships and trust. It stresses the importance of body language, joining open circles, and being aware of one's own non-verbal cues. The concept of 'lateral networking' is introduced, which involves connecting with others based on shared interests to build rapport and trust, rather than focusing solely on sales. The paragraph concludes with a reminder that networking is about building long-term relationships, not immediate sales.

05:01

🌟 The VCP Process in Networking

This paragraph delves into the VCP process of networking as taught by Dr. Ivan Misner, which stands for Visibility, Credibility, and Profitability. It underscores the importance of being visible by attending networking events and participating in community service to build credibility over time. Credibility is built by being punctual, dressing appropriately, and conducting oneself professionally. The paragraph advises against selling at networking events, instead focusing on building relationships. It also stresses the significance of being memorable for the right reasons and the importance of following up after events to maintain and strengthen connections. The speaker concludes with a quote by Christine Lynch, emphasizing that networking is about marketing oneself and one's values.

Mindmap

Keywords

💡Networking

Networking refers to the process of building and maintaining relationships with other individuals, particularly for professional or business purposes. In the video, it is presented as a skill that can be learned and improved with practice, emphasizing the importance of face-to-face interactions and personal branding. The speaker shares tips on how to network effectively, highlighting that networking is not just about making contacts but also about building trust and rapport.

💡Body Language

Body language is the non-verbal communication through which individuals send and receive messages. The video script mentions being aware of one's own body language and that of others as a crucial aspect of networking. It suggests that open body language, like uncrossed arms and a friendly demeanor, can invite others to join conversations, while closed or negative body language can deter potential connections.

💡Lateral Networking

Lateral networking is the process of connecting with others on a level playing field, focusing on common interests rather than professional transactions. The script explains that by finding shared interests, such as sports or hobbies, one can build a personal connection that can later translate into a professional relationship. This approach is contrasted with the direct sales pitch, emphasizing the long-term value of relationship building.

💡Open-ended Questions

Open-ended questions are inquiries that cannot be answered with a simple 'yes' or 'no' and require more detailed responses. The video encourages the use of such questions during networking to foster dialogue and show genuine interest in others. This technique helps in building rapport and understanding, which are foundational for successful networking.

💡VCp Process

The VCP process stands for Visibility, Credibility, and Profitability. It is a networking framework introduced by Dr. Ivan Misner, which the video script references. Visibility refers to being seen and recognized in the networking community. Credibility is built over time through consistent and appropriate behavior. Profitability is the eventual outcome of establishing trust and credibility, leading to business opportunities. The script uses this framework to emphasize the long-term nature of networking.

💡Rapport

Rapport is a mutual understanding or connection between people. In the context of the video, rapport is built through effective networking, which involves active listening, empathy, and shared interests. The speaker stresses that networking is not about immediate sales but about creating a connection that can lead to trust and, eventually, business.

💡Brand Building

Brand building involves creating and maintaining a positive image or identity for oneself or a business. The video script discusses how one's personal brand is represented through their conduct and interactions during networking events. It implies that how individuals present themselves can significantly impact how they are perceived and remembered by others.

💡Follow-up

Follow-up refers to the actions taken after an initial interaction to maintain or strengthen the relationship. The video script highlights the importance of following up with contacts made during networking events. This could involve connecting on LinkedIn, sending relevant articles, or meeting for coffee. Effective follow-up is portrayed as a key component in converting initial contacts into lasting professional relationships.

💡Intimidating

Intimidating describes a situation or environment that causes fear or nervousness. The script uses this term to describe the feeling of entering a room full of strangers for networking purposes. It acknowledges the challenge many people face when initiating conversations with new people, which is a common barrier to effective networking.

💡Be Memorable

Being memorable in the context of the video means leaving a positive and lasting impression on others. The speaker advises against being memorable for the wrong reasons, such as overeating or overdrinking at networking events. Instead, one should aim to be remembered for their contributions to conversations, their interest in others, and their professionalism.

Highlights

Networking is a skill that can be learned and improved with practice.

Intimidation is common when entering a room full of strangers for networking.

Body language is crucial when entering a room for networking.

Join open circles and be aware of your own body language.

Lateral networking involves asking open-ended questions to promote dialogue.

Adding value to conversations by staying informed on current events and trends.

Researching individuals before events can help find common ground.

Lateral networking is about connecting on similar interests.

Networking is not about closing sales but building rapport and trust.

Building relationships through networking takes time.

Networking is about helping others without expecting anything in return.

The VCP process stands for Visibility, Credibility, Profitability.

Visibility is achieved by attending networking events and volunteering.

Credibility is built over time by showing up and conducting oneself appropriately.

Profitability comes after establishing credibility.

Being memorable is important, but for the right reasons.

Follow up after networking events to continue building credibility.

The fortune is in the follow-up, emphasizing the importance of follow-up.

Networking is about marketing yourself, your uniqueness, and what you stand for.