By Frances Kay
It really is who you recognize that actually matters...and what to do with these contacts. This useful and full of life publication is for someone who desires to be successful individually or professionally of their selected box or sphere. utilizing Frances' RAPPORT precept constructed from her personal wide event in training senior executives, it indicates the way to create your personal community possibilities and break-throughs: Relationships (upward, downward, inner, external); procedure (asking / listening); humans (the key to types); endurance (results do not come overnight); chance (imaginative, appropriate); present (coincidences and compounds); thank you (essential)
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Open questions are best rather than something that is likely to produce a yes/no answer. ' opens the conversational gambit. THE T H R E E - S T A G E P L A N : S T E P ONE - N E T W O R K I N G /25 + Be animated. This can be simply a matter of varying the your vocal tone. A demonstration of your limbodancing skills is not necessary! + Find a way to 'hook' your audience. If you propose to use humour - watch out for 'political correctness'. You can charm people by being sincerely interested in them and listening to what they say.
This is why, when you encounter someone with whom you feel 'rapport', make sure you get a half hour meeting with them shortly afterwards to follow-up. You need to spend some quality time with a new contact fairly early on in the process, to establish how best you can help each other. It could be that one of you is new to the company you work for, so you could want information on who is who and how things are done. Alternatively, you could be looking for information or researching a particular subject on which this person is an expert.
And finally, wasn't it Woody Allen who said, '80% of success is turning up'? PREPARE YOURSELF * Be positive and outwardly confident - it will make you stand out above others. Don't worry if you have butterflies, research shows that over 90% of people feel fear about walking into a room full of strangers. THE T H R E E - S T A G E PLAN: STEP ONE - N E T W O R K I N G /23 + Avoid arriving with coats, bags, umbrellas and other paraphernalia. Leave belongings at the cloakroom so you can appear calm, unflustered and unencumbered.