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Stress Free Networking – Breaking the Ice
Research published in the New York Times tells us that the No.1 fear that people experience is the Fear of Public Speaking – Death comes 7th in the Top Ten fears. We are not just talking about giving speeches to large groups of people – this also includes being the first to initiate discussion and contact at business and social events. They say, I will feel better once I have calmed down and had a glass of wine.” This maybe so for some people, but it is not resolving the real problem of lack of confidence and self esteem in having the ability to form simple relationships and dialogue.
For many who are professional service providers breaking the ice is a serious problem. I have worked with many business Firms including Banks, Legal Firms, Accountants, Auditors, Risk Managers, Quality Assurance, Insurance Brokers, Property Managers and Professionals in a range of functions from the Public Sector, Local Government and the NHS who find it difficult meeting others and initiating discussion.
Just watch how they stand when they enter a room for a Corporate event. many are standing adjacent to the wall - just hoping that someone will come over and talk with them. Many feel extremely reluctant to make the first move. Read through the case example below.
Case Example: Lost Opportunities
Ben had hired a Client’s offices to run an open event on Leadership & Quality. Many attending the event would have a direct interest in using the Services of Ben’s Client. What an opportunity for the Client staff to Network and establish rapport with potential customers.
Ben had informed the Managing Partner that it would be a good idea for some of his colleagues to join the delegates for lunch and use the opportunity to get to know them. This is a great chance to win new contacts - and perhaps some new business.
Lunch arrived but there were few people in attendance apart from the course participants. Staff from Ben’s client who did attend spent more time talking to their business partners than to the course delegates. Apparently they seemed ill at ease and did not know what to say. What an opportunity lost.
Ben told me he talked to Chris the Managing Partner about the event. Chris responded, “I am not surprised. My colleagues are top of their field and renowned for their technical experience, they are just not good with people.”
Further, he stated that if he broached the subject of Business Development and Networking training for senior staff in Partner Meetings there followed a deathly hush.
This does not surprise me, I see it every day in the business setting and especially in formal Networking events, Conferences, Training Workshops and general Business Events such as ‘Cheese & Wine’ events or monthly networking lunches for trusted clients, potential clients, suppliers and others who could interact with our business.
So, knowing that people generally don’t like to initiate contact at such events – what can you do about initially establishing relationships with others? It’s not about ‘Working a Room (an awful phrase), it’s not about manipulation or being false. Relationships are based on valuing and liking the other person, which eventually should evolve into trust.
Authenticity is Critical – You are not a used car Salesman
You have to be you. To be successful introducing yourself to others you have to be authentic. If you try to emulate others they will see it. We call it ‘leakage’. If people are being false or adopting a style that works for a colleague – the recipient of your approach will probably know that you are doing something to them and that you are uncomfortable in that behaviour.
Now thinking personally, what do you experience when you walk into a room full of strangers at a business or social event? Do you have any of these fears or concerns?
· How do I know what to say?
· How do I join a group?
· How do I generate a good first impression?
· How can I make myself interesting and stimulating?
· How do I feed the conversation with a small group?
· How do I join a small group and introduce myself?
· How do I politely introduce myself to the group without coming over as pushy?
· When is it okay to move from the small talk to talk about what I do in business?
· How do I move on after a conversation?
· How do I introduce my business cards and explain what I do?
· How can I ensure I get as much out of the experience as possible?
· How will I manage potential rejection?
Developing these skills does not come about by accident – you have to prepare and rehearse in a safe environment. That is why we have designed a series of activities in Workshop format that will prepare you for any encounter you will experience in a Networking event.
Through attending these short workshops you will gain the confidence to attend more events and even host similar events when you are featuring your own business. The learning from these Workshops will enable you to positively impact your business and lead to new Client acquisition. This puts you in the driving seat and dispels the myth that new clients do not find their way into your business randomly. Enabling you to develop strong relationship building skills soon banishes the fear of Networking.
Stop Client & Customer Migration – Win Client Acquisition
May I also add that all these skills considerably help with retaining existing Clients who may be thinking of migrating to another service provider? They help because the focus on Customer and Clients becomes quite intense, and we can work with you to identify the critical incidents at any point in time when your Client base could be at risk. We use our ‘client retention processes. To do this this includes using our (CSI’s) Client Service Indicators using the red, amber, green dashboard.
We also focus on the business networking process:
· Why people attend Networking events
· Planning and preparing to get the most from the event
· Exercises to prepare for any encounter
· Positive actions when you first attend the event, addressing major fears and ensuring that you gain as much from attending whilst retaining your personal authenticity
We would never ask you to change your style but we would encourage you to apply those activities and behaviours which are natural for you.
In today’s highly competitive world, being effective and displaying your natural confidence when business networking sets you apart from the crowd. You become more visible, always feel in control and will always create more business opportunities than the average attendee.
Practical Steps to Break the Ice
· 90% of people dread the participating in business networking; this Workshop will enable you overcome all your fears and concerns. Our Workshops are designed to help you achieve the following outcomes:
· Assessing your communication style and exploring the style of others so you can better tailor your introduction
· Arriving and breaking the ice – there’s never a second chance to create a good first impression by starting conversation with strangers
· Mental preparation – identifying your personal USP and your company USP
· Creating the right impression, for instance: remembering names, answering clearly to the question……. "what do you do?”
· Dealing comfortably with small talk and demonstrating being ‘Interested’ and being ‘interesting in your own right’
· Explore the secrets to help you eliminate the fears of meeting others for the first time
· Showing you how to approach the appropriate people and with ease join small and large groups of people
· Identify what it is that makes people interested in you, your company and what you do
· Outlining a process for following up with your new contacts to create new potential business opportunities
· Revealing to you how to raise your profile and meet more people
Advanced Influencing Skills
As part of a longer programme we can support you with:
· Influencing and presentation skills
· Networking for women and men
· Networking using webinars and web-casting
· Conference speaking.
