The Three Stages of Networking

two women and man talking

The Three Stages of Networking

In my recent blog post “Should we replace the word “Networking”? I spoke about the love/hate relationship that business owners have with networking.

Networking can give you the edge in business Click To Tweet

My survey results indicated that although 68% recognised the importance of networking for their business, attendance at networking events is relatively low. I attended a networking talk by Kingsley Aikins recently. He spoke about how “Life is a game of inches” and networking can help to give you the edge, push things in your direction. Yet, in my survey, 65% of respondents attend 2 networking events or fewer per month.

There are a variety of reasons for this, including fear of public speaking and the 60 second pitch. For many, the anxiety of entering a room full of strangers is enough to keep them away. At my Networking Masterclass on behalf of Kildare Local Enterprise Office for National Women’s Enterprise Day in October, I shared some tips for the Three Stages of Networking.

Before the Event

A little preparation in advance could help. If you have been invited by someone to attend, ask about the format of the meeting, who might be there etc so that you know what to expect.

If you’re going along for the first time to a regular event where you don’t know anyone, maybe contact the organiser to let them know you will be attending and ask about the format. Remember, you’re not gate-crashing a party here, new faces are very welcome at networking events.

Remember, you're not gate-crashing a party Click To Tweet

Ask if there is going to be an opportunity to deliver a 60 second pitch so that you can be prepared. If you’re not comfortable with small talk, plan some general questions you could ask and how you can keep the conversation flowing.

If it’s a larger event, follow the hashtag in advance, see who is going to be speaking. Maybe research them a little so that you have some material for conversation during breaks.

During the Event

The second stage is the event itself- that walking into the room. Be aware of your body language here. You want to appear warm, friendly and open to conversation. No one is going to try to strike up a conversation with you if are standing arms folded, unsmiling, all the vibes saying “stay away”.

To tell you the truth, I find it easier walking in to a networking event than into a party, because most people at a networking event are open to meeting new people. But joining a group can be tricky, so be aware of the body language of others.

Approach the person on their own and introduce yourself Click To Tweet

When you enter a room, and don’t know anyone, it might be easier to find the person on their own, approach them, shake hands and introduce yourself. Chances are, they will welcome the chance to talk to someone.

Next is the conversation. As I mentioned, introduce yourself and shake hands. Repeat the other person’s name to try to remember it. Keep conversation general- this is not the time to start handing around your business card, as one survey respondent called it, “drive-by card flinging”. Remember, networking is about building relationships. Business might come later- remember “know, like and trust”. 

So, imagine that you have successfully joined a group and engaged in conversation and you have found out about each other’s business. But you can’t spend the entire event with one person. After a few minutes it’s time to move on. How do you exit the conversation?

Keep it simple. This could be the time to exchange business cards and arrange to follow up with a 1-2-1.

Then you join a new group new and repeat the process. Have a goal in mind when you come to a networking event- how many people do you intend to meet?

After the Event

You have spent time, energy and possibly money attending the networking event. So, make it work for you! My survey results showed that 73% of people “always or “usually” follow up after a networking event, with connecting online being the most popular. I try to follow up within a day or two by sending a Linkedin connection request. I personalise it by sending a message with the request. That means that if something from that person pops up in my timeline in a few weeks or months’ time, I can easily track back how I know them. It helps keep the relationship going. You never know where it might lead.

You have invested time in networking, so follow-up after the event  Click To Tweet

The most effective way to follow up after a networking event is arranging a 1-2-1. That’s the best way to really get to know the other person’s business and talk about yours. And that’s where business owners can really help each other. Maybe it’s by making a referral, maybe it’s by passing on a piece of advice, or a suggestion. It’s all about adding value to the other person building the relationship.

 The true value of networking doesn’t come from how many people we can meet but rather how many people we can introduce to others. Simon Sinek

 

 

 

Should We Replace The Word “Networking”?

The word “networking” has a bad name! I recently delivered a Networking Masterclass on behalf of Kildare Local Enterprise Office for National Women’s Enterprise Day. I carried out a survey beforehand to get opinions about the purpose and benefits of networking.

Many have a love/hate view of networking Click To Tweet

The results were interesting and suggest many people have a type of “love/hate” relationship with this business activity.

65% attend 2 events or fewer per month

68% of respondents said that attending networking events was “Extremely important” or “Very Important” for their business. They enjoy meeting new people, building relationships and making connections. Yet the majority of respondents (65%) attend 2 or fewer networking events per month. I found this interesting. As a start-up, networking is essential for my business, to create awareness of who I am and the services I offer, and I attend 2-3 events per week. I enjoy meeting new people and learning about their businesses.

Of course, there are many reasons why business owners might not network more frequently- time, family commitments and these cold dark mornings aren’t easy for early events. For a lot of people, attending networking events makes them feel awkward and uncomfortable. There is uncertainty about how to join in a group, talking to new people, and dealing with people who only talk about themselves. For many, they dread the 60 second pitch that is a core part of many networking events. Yet, the advantages and benefits of networking are evident in their business.

Find an event that is right for you Click To Tweet
Find an event that is the right fit

There are a huge number of networking events available, and it is important to find the ones that are the right fit for you and your business. You are investing your time – and usually your money- so establish beforehand what return you would like to see. Maybe it’s new connections and business referrals, but it could be support and collaboration. Set your targets for what you want to achieve- do you want to have conversations with new people? Set up 1-2-1s for afterwards? Make introductions?  

The most successful networkers I know attend a variety of events and make meaningful connections and introductions. Networking is about building relationships, connecting with others and helping them. The benefits to your business come as a result of others getting to know, like and trust you.

Check out the softskillsuccess.ie/workshops for details of our next 60 Second Pitch workshop

3 Key Ways To Make Your Business Voice Heard

Businesses- particularly SMEs- can struggle to be heard among all the noise nowadays. Those who have a strong social media presence can carve out a spot for themselves. If the business doesn’t have the time or expertise to run their own social media campaign, they can hire someone to do it for them. But people buy from people. Therefore, face-to-face communication is crucial, and no-one else can do that for you.

Make Your Business Voice Stand Out and Be Heard

There are many ways in which you can make your business voice stand out and be heard. It could be your 60 second networking pitch, pitching to a prospective client or delivering a signature talk. Regardless of format, there are some key points that you need to consider.

Identify, Communicate and Present

Firstly, the speaker needs to identify their message clearly. They must then communicate that message in a way that is relevant, so that the audience understands and remembers it. Finally, they need to present that message competently and confidently.

You are informing the listeners about what you do in a general way, rather than pitching for business. Click To Tweet

3 Ways to get Heard:

  1. 60 Second Networking Pitch

In most cases, you are informing the listeners about what you do in a general way, rather than pitching for business.

  • 60 seconds is a short period of time- definitely not enough to explain all that your business entails- so don’t include too much information.
  • Begin with an attention-grabbing opening. It could be a question, or a relevant statistic- something that makes the listener sit up and take notice, and listen out for who you are.
  • State your name and business name clearly.
  • Outline one aspect of your business, linking it back to your opening. It could be an explanation of what you do, or a short client story.
  • Show how your business solves the client’s problem.
  • Repeat your name and business name clearly
  • Don’t try to pack too much in- 150/180 words is plenty.
  • Check my website for details of upcoming workshops
  1. Creating a Signature Talk
Identify the audience, their level of knowledge and interest in your topic Click To Tweet

Preparation is key to an effective signature talk. This is where you can expand on your business story and go into more detail about the products or services you offer

Your first task is to identify the audience, their level of knowledge and interest in your topic

  • Identify the purpose of your talk: are you going to inform the audience? Persuade them? Is there a call to action?
  • Brainstorm all of the information on the topic, and then remove anything that isn’t appropriate for this particular audience or purpose.
  • Decide on your structure. Is it chronological? Cause and effect? Topical?
  • Try to group the body of the speech using the rule of three, as it’s easier for the audience to remember. If there’s one main point, have three subpoints. If there’s more than one point- have three. They can also be sub-divided if needed.
  • Decide on your opening. Plan this carefully, as you only have 30 seconds to get the audience’s attention. You could use a story, a question, a quote, a statistic, an image.
  • Have a memorable ending. You could summarise key points and have a strong call to action. There might be an opportunity to refer back to your opening statement, which creates a memorable conclusion.
  • If slides are relevant to your presentation, prepare those after you have prepared your speech.
  • Slides are useful if they help the audience understand your message, or if it makes it more memorable for them. Slides are not a crutch for the speaker to remember what they want to say! Images are always more effective than text, which should be kept to a minimum.
  • When everything is prepared- practice! Practice your content and your timing. Be prepared for things going wrong on the day- distractions; your speech being cut short; technology not working.
  • Focus on the audience, rather than on any nervousness you might be feeling.
    1. Using storytelling in presentations

We love stories. They are a very effective way of communicating our message- when they are relevant and told well. They need a clear structure to make it easy for the audience to follow.

 

The story can demonstrate very clearly the value of your product or service. Click To Tweet

The story can demonstrate very clearly the value of your product or service.

  •         Begin by setting the context and introducing the character. Outline their problem. It should be something with which the audience can identify. 
  • Highlight the pain caused by the problem.
  • Explain your role and how your product or service provided a solution for the problem, and the result for the client.
  • Make sure there is a clear link between what your product or service offers and the solution to the client’s problem.
  • If you are telling your own story, keep the audience in mind. It’s your story, but they have to be able to relate to it, or they won’t care about it.
  1.  

If you would like to find out more about how I can help you develop your business voice, email maureen@softskillsuccess.ie

who will be in your audience

7 Steps to Making your Audience Central to Your Presentation

The Local Elections took place recently. We had the usual parade of candidates calling to the door, handing us their literature and asking us to give them our number one vote on polling day. It’s a tough job. I admire anyone who puts themselves forward for public office, and I don’t envy them the task of canvassing door to door for weeks on end.

But what has this to do with public speaking?

One candidate stood out for me. My husband answered the door, so I overheard the interaction. Instead of the usual asking for the vote, this candidate asked was there anything my husband wanted to know about him, or about the Council. This impressed me, and it’s a lesson we can learn when delivering a speech or presentation.

During our presentations, we need to show awareness of our audience. Click To Tweet

 

It’s about the audience. The candidate showed an awareness of the voter and was open to addressing any concerns the voter might have. During our presentations, we need to show that same awareness of our audience. What are their concerns and interests? If we are telling our story, it needs to relate to the audience. If they can’t identify with it, then they won’t listen.

7 Steps to Making the Audience Central to Your Presentation
  1. It begins with your preparation. Think about the audience- who they are, what their concerns are. What previous knowledge do they have about your topic? What questions might they have? What resistance could they have to your ideas?
  1. How can you clearly demonstrate that what you are offering will be of benefit to them? Why should they listen to you?
  1. Keep jargon to a minimum and use as little data as possible. Keep your presentation easy for them to understand. There is no benefit in bombarding the audience with lots of information. If they need more, they can ask!
  1. Involve them! Create opportunities for them to engage with your presentation. This could be done with relevant stories, questions or humour, for example.
  1. If you’re using slides, make them easy for the audience to read. That background colour you choose might look great, but if the audience can’t read the font against it, then you’re wasting your time. Make sure the text is large enough to read in the room where you will be presenting. Slides should help the audience to better understand, or remember, your presentation.
  1. Eye contact! Make sure that you connect with the audience by having eye contact throughout your presentation.
  1. You need to be heard clearly from all parts of the room. Do a soundcheck in advance so that you know the volume required, or if you need a microphone.

If you follow these steps, you are showing care for your audience, and you are setting yourself up for a better presentation.

As for the politician- even though I didn’t meet him, his approach made me more open to reading his material and considering him for a vote. Open up your audience to receiving your ideas.

If you would like to see how I could work with you or your team to help create and deliver presentations with impact, contact me for a no-obligation call.

 maureen@softskillsuccess.ie

Unlock Your Public Speaking Confidence

Padlock
Rosette prize

When we were asked to bring a prop to describe our business to last night’s Network Ireland Kildare Branch event, I didn’t have to think about it for very long!

I brought a padlock with me. Why?

So many people are trapped by their fear of public speaking.

Business owners attend networking meetings as ambassadors for their business. They need to communicate clearly in their networking pitch what they do , how they do it and for whom. Poor presentation skills can hinder that communication. 

Maybe their team members are held back by public speaking nerves from contributing at meetings or  avoid delivering work presentations, potentially stalling their career progress.

Or maybe it’s in a social setting- the father of the bride who is dreading the speech on his daughter’s big day. 

Public speaking is a skill, and skills can be learned!

We help individuals unlock 🔓 their public speaking confidence.

We provide presentation skills training that helps individuals to identify their message, create and deliver presentations that communicate their message clearly and competently. 

I was delighted to win “Best Prop” on the night. Thanks to Tara Lane from Centrepiece Rosettes for the lovely rosette prize! 

If you would like to discuss how we could help you or your team unlock your public speaking confidence, contact us for a no-obligation call

https://softskillsuccess.ie/contact/ 

 

 

Preparing for your presentation

7 Step Preparation- Your Key to Successful Presentations

“Before anything else, preparation is the key to success” – Alexander Graham Bell 

In my previous Blog post, I spoke about the impact of the fear of public speaking. It can prevent people from speaking up at meetings or they can decline opportunities to deliver presentations. It can even cause their career to stall.

I outlined the 3 P’s to successful presentations- Prepare, Practice and Post-Presentation feedback. Of these, the most important is undoubtedly “Prepare”. This post takes a look at 7 areas that you can focus on in your preparation.  I also have a series of short videos on YouTube  that look at each area.

Audience

who will be in your audience

Establish who will be listening to your presentation. What level of information do they need? Is it a helicopter view, or do you need specific details? What information do they already have that you can build on? What level of resistance might they have and how can you address that?

Purpose

What is the purpose of your presentation? Do you want to inform? Persuade? Motivate? Educate? Decide this at the very start. Write a single sentence stating the purpose clearly. “At the end of this presentation the audience will……..” All content for your presentation revolves around the purpose.

Gather& Filter  

post it notes for brainstorming

Your next step is to brainstorm all possible content that you could include. Write down all your ideas on post- it notes or on a mind map. When you have exhausted all possibilities, start to filter. Use the two criteria that you have established. Ask yourself two questions:  Does it fit with your purpose? Does this audience need to hear it? If the answer to both questions is “Yes”, then keep it. If it’s “No”, then discard it.

Structure

Now that you have the main points that you could include, see how will you structure the main body of the presentation. How long will it be? Will you have one main point with three sub-sections, or will you use three points and sub-divide each? Is there a logical flow between your points? Have you supporting material for each point- a statistic, an example, a story?

Opening

opening your presentation

You have the audience’s full attention at the opening, so use it to your advantage. Grab and hold their attention by using a technique such as telling a story; asking a question; or making an intriguing statement.  

Closing 

presentation closing

Finish on a strong note. If you are taking questions, consider taking them throughout the presentation, or as your second last item. This allows you to summarise your points at the end and conclude with your call to action.

Slides

If you’re using slides, leave their preparation until last so that you know the flow of your presentation. Do you need them? Are they adding to the audience’s understanding, or are they a crutch for you during your presentation? If it’s the latter, then leave them out! There are numerous articles online about how to prepare your slides and I will do a post about it in the future. For now, suffice to say that less is more!

If you would like to see how I could work with you or your team to improve your presentation skills, email me to arrange a no-obligation call. maureen@softskillsuccess.ie

Heading for communication skills

Are You Held Back by Fear of Public Speaking ?

fearful eyes

A Fate Worse than Death?

You probably have heard Jerry Seinfeld’s oft-quoted joke:

“According to most studies, people’s number one fear is public speaking. Number two is death. Death is number two. Does that sound right? This means to the average person, if you go to a funeral, you’re better off in the casket than doing the eulogy.”

The accuracy of public speaking  being the number one fear nowadays could be questioned. The original study carried out by R. H. Bruskin Associates took place in 1973.

However, for many people, there is no doubt that the fear of public speaking is real and that fear can prevent them making progress in their careers .

Does any of this sound familiar?

  • You avoid speaking up at meetings
  • You decline the opportunity to give presentations
  • You feel you career has stalled because of your inability to speak in front of others

There are steps you can take to help you become more confident when delivering your presentations or speaking out at meetings. Over the next few weeks, my blog posts will share some tips and techniques to help. In this post, I will give you a brief overview of the 3 P’s of delivering a confident presentation. 

Sharpen the Axe

Abraham Lincoln said “Give me six hours to chop down a tree and I will spend the first four sharpening the axe”

Sharpen your axe before the presentation.

Prepare.

Prepare carefully. What is the key message that you want your audience to take away? When you establish that, build your presentation around it. 

Practice.

Practice the material – be familiar with it. Practice your timing. Practice using your slides. 

Post-Presentation Feedback. 

Before you congratulate yourself on delivering your presentation, think about how you can improve the next time. Maybe you can ask a colleague to give you feedback on certain aspects of the presentation. Or maybe you could video your presentation and watch it back later. Watch to see what went well, and where you can improve next time. 

Effective public speaking takes practice, so start gradually, notice improvements and build on them. 

If you would like help developing public speaking and presentation skills for you, or your team, feel free to contact me to arrange a free 15- minute no-obligation call.

maureen@softskillsuccess.ie

Infographic 3 p's confident presentation