The ability to make the right contacts. How to make useful connections? What mistakes can be made in networking

Well: "Networking: how to make useful connections" . Wonderful material, which did not regret the label exclusivity. Course in psychology, management and self-development. Material from a famous author. The course is good and will be useful to many. Most importantly, read the description. Material sent Webwith comment: « I bought a steep course on building up useful connections from the warehouse. Suitable for many who are engaged in business, and it will be interesting for beginners to look for self-development. The course is only an hour and 10 minutes, but during this time you will receive valuable information. I advise! PS. I don’t know how users of this resource will go, but if it’s interesting, I will share similar materials. I put a weekly Hyde on this material.» Material can be removed at the request of the copyright holder! Evaluate

Course Description:

On the course, you will learn how to make business acquaintances and build mutually beneficial relationships. Learn to identify useful contacts and prepare for meetings by evaluating the resources of time and effort. The author will tell you what to talk about with a stranger, how to present yourself briefly and effectively and maintain a friendly disposition.

A journalist is looking for an expert for an interview, a manager wants to negotiate with a supplier, and a student cannot get a job. We often lack good business partnerships. Where to look for the right people and how to find a common language with them to solve your problems?

Look for interesting people, expand your social circle and share contacts. Use the methods of the course, and you will stop being afraid of new acquaintances and discover the talent of a negotiator.

Reviewed by Vladislav Chelpachenko May 20 Rating: 4.5

Hello dear colleagues and friends!

What do you know about dating at public events? How to prepare for a meeting with an important person for you? How to behave during a conversation and after a meeting?

In this article, you will learn the answers to these questions, and I will also cover some basic communication skills.

How to make useful connections.
What is important to know before dating?

We talked with you about what networking is and analyzed one of the most important tools - elevator speech. From my own experience, I can say that most likely you won’t be able to come up with a good self-presentation right away, but with practice you will improve your presentation.

If you know exactly who you want to meet, then you have an advantage. What is it?

It is important for you to make a good first impression on a person, so the following points are important:

  1. neatness in clothes;
  2. correct and adequate behavior appropriate to the situation;
  3. have topics of conversation with the person.

All points are quite logical and understandable, but let's focus on the last point. There are a huge number of topics for conversation! But what is right for your conversation?

The answer is simple. Thanks to modern technology, you can find this person on the Internet and find out enough information for a first acquaintance. Even an ordinary page on a social network can say a lot about a person. The time has come that even when applying for a job, they look at your page. I will tell you about how to make your profile on a social network and how to behave there in the next article. And now let's focus on the main points that you should pay attention to:

  • Avatar;
  • a list of groups (for example, in VK, the groups that are most important to a person or to which he has recently subscribed are higher);
  • What does he post on his "wall";
  • a completed profile (they usually indicate favorite films, books, place of work, etc.);

There you can find common ground, where your interests coincide. But you should not take a topic that you do not understand, otherwise a very negative impression of you as a person may develop. Feel free to speak up if you are asked how you know this person's interests. He will be pleased that you took the time to find common topics for conversation.

How to behave during a conversation? Networking Rules

This is a fairly broad topic, on which many books have been written and quite a lot has been said. I will tell you just a few important points. If you are interested in this topic, then I will write several articles on how to behave when talking with a person you do not know. And now, a few important points (the main rules of networking) when talking:

  • Name. It is very important that you remember it, for a person it will be pleasant. Try during the whole conversation sometimes (not always) to call him by name. So the person will feel your respect and attentiveness to him. There is one life hack: say the name of a person 3 times in a row (in 3 sentences) and you will most likely remember it.
  • Handshake. Here it is worth paying attention to 2 important points: strength and position. It's not worth it with all the dope, if you want to go to the fitness room a few, squeeze your hand with everyone in a row. There should be a strong, but not strong handshake, for each pair of people this strength is individual. The palms of the hands should be perpendicular to the floor. If your hand is on top, then thereby show your disrespect, and if below, then your humility and servility. You must respect yourself and the person.
  • Questions. The one who asks questions controls the conversation. Remember this.
  • Sight. Pay close attention to how the person behaves. If he constantly turns away, then do not stubbornly look him in the face, look for a few seconds in the same direction.
  • Sometimes let's understand that you are listening to the person. He wants to say something, and not think: "Are you sure he / she is listening to me?". Keep up the conversation.

You may not succeed at first, but with practice you will learn to make time for such things. But the most important thing, which is more important than all these points, is attentiveness to a person and to what he says, it is important to listen to him.

Remember to exchange business cards at the end of the conversation so that you have each other's data.

What to write to a person after a conversation?

At networking meetings (special events where people come to exchange contacts) or various master classes, a lot of acquaintances take place. A person is not able to remember everyone with whom he communicated and got acquainted, so you should remind him of yourself and do it so that he remembers exactly who you are.

This technique is called follow-up - a cover letter. No more than 24 hours should pass from the moment you met, otherwise it will be extremely difficult for a person to remember you. How to write such a letter:

  1. Say hello and explain why you are writing, that is, remind where you met.
  2. Remind yourself, tell those things that you said about yourself. If you stand out in some way, it is all the more worth writing it, for example, you had a bright red dress or a bright red tie and the person paid attention to it. It can also be a joke or some memorable situation.
  3. Write your impressions about the person or his work, which pleasantly surprised you, but do not lie and suck up.
  4. Ask questions about topics that interest you in the person (what he was talking about).
  5. Remind me of your agreements, if any.
  6. Make an appointment if it is acceptable and necessary for you.

Such a letter can fit in SMS or send a message on social networks.

In the next article I will tell you about how to behave in social networks. We will also consider with you how to properly design your page. See you in the next article!

To achieve success in many professions, personal acquaintances are often more important than existing knowledge. Therefore, finding business or useful contacts is an important aspect of career development. Learn to connect with the right people to find opportunities, get interviews, and even get a job.

Steps

Part 1

Basic moments

    Start with an existing circle of acquaintances. As a first step, remind old friends, distant relatives, classmates, and classmates about yourself. This will temporarily save you from having to approach strangers. Start with a group of fairly close people and only then move on to those with whom you have not communicated at all before.

    Define the contacts you want. A beginner or already established professional understands the value of their time. Try to think selectively and astutely, because it is in your own interest. Approach the person in question confidently, reach out and introduce yourself. This is not always easy, but with experience this direct approach will prove to be the easiest.

    Prepare a short story about yourself . A short presentation allows you to quickly describe yourself from the "professional side" - for example, during a fleeting conversation in an elevator. This is not a speech that needs to be remembered, but some general theses, on the basis of which the story can be adapted to a specific situation. For example:

    • "I graduated from the Faculty of Biology of Moscow State University. My specialization is anthropogenic impact on the animal world. Now I am leading a campaign to protect snow leopards and Amur tigers."

  1. Learn to have casual conversations . Any interesting conversation often begins with an exchange of casual remarks. They allow interlocutors to “probe the soil”. There is an opinion that conversation is a ladder, and secular conversation plays the role of the first step. Don't worry if the first step is difficult at first. Smile, be confident, and listen carefully.

    Think twice about your words. In normal conversation, it's normal to adjust to the pace of the conversation and be wary of awkward pauses. If we start to focus on keeping up with the conversation, we often forget to listen carefully to the interlocutor and think about meaningful responses.

    Consider dating search from the point of view of "How can I be useful to a person ? " Sometimes it seems to people that the search for useful contacts is a manifestation of selfishness, since some people perceive the process as a means to an end, and not the end itself. This is one possible, but too superficial view of the situation. Instead, try to approach the matter first with the thought of how you can help the person. If you sincerely try to help people, then they want reciprocate. Therefore, mutual aid has good intentions.

    Assess the person's circle of acquaintances. When talking with people, seek to find out what they do for a living and how they play, including the work and hobbies of their spouses or partners, relatives or close friends. Try tagging this information in your address book so you don't forget anything.

    • Let's imagine that you met Masha at a book club and found out that her cousin is a windsurfer. A few months later, your nephew tells you that he wants to learn how to sail a board. Find Masha's phone, make a call and see if her brother can give your nephew a private lesson as a birthday present. Masha gives you a positive answer and convinces her brother to make a discount for his friend. The nephew is delighted. A month later, your car breaks down and you remember that your nephew works in a car repair shop...
    • Look for extroverts. In the process of searching for useful acquaintances, it will be discovered that some people have succeeded better than you - they already know everyone in the world! First of all, it is important to get acquainted with such people, because they can introduce you to those who share your goals and hobbies. In other words, introverts should look for extroverts who "organize everything."

  2. If successful, ask for a business card and say that you are happy to continue the conversation. After a pleasant conversation, exchange of opinions, or sympathy for an obnoxious boss, don't be afraid to say that it was a pleasure to talk to you. For example, say, "I'm glad we're talking. You seem like a very knowledgeable and respected person. How would you like to meet again?"

    Don't get lost. It makes no sense to take a business card or email address to forget about them. Stay in touch with the person. Maintain your connections, as they are like a tree: without nourishment, they die off. Give people the attention they need.

    • For example, share articles with a person that may be of interest to him. If you hear of an approaching tornado, riot, or power outage nearby, call and see if the person is okay.
    • Write down all birthdays in the calendar and do not forget to send postcards to your friends. You should remember people so that they don't forget you either.

Part 2

Business dating on the Internet

  1. Be active on the Internet. Why not make useful contacts while playing chess online or searching for information about your husband's autoimmune disorder on an Internet forum? The Internet greatly simplifies the task of meeting like-minded groups. Follow forums, bulletins, announcements, and mailing lists to stay up to date with local events or meetings attended by people with interests, hobbies, or activities that are close to you.

    Arrange for an informational interview. This is an informal meeting with a professional to discuss work issues and exchange ideas. You can meet for coffee after work or talk via Skype during lunch. The duration of the conversation usually does not exceed 30 minutes, and the bill in the cafe is paid by the initiator of the meeting.

    • An informational interview is an opportunity to get to know a person better, as well as develop the skills to ask competent questions and listen to answers. Perhaps you will make such an impression on a person that he decides to offer you a job. For many, this is more convenient than risking a resume.
    • After the interview, you should express your gratitude and ask for the names of three other people with whom it would be useful for you to talk. Reach out to them and tell them who gave you the recommendations.

  2. Review your list of friends periodically. When you need something (a job, a date partner or a tourist trip), try using your contacts. Make a few calls or send a friendly email describing the situation: "Hi, I'm having a bit of a problem. I have two tickets to the concert on Saturday, but I don't have anyone to go with. This is one of my favorite bands, so I would like to go to the concert with someone who might be interested. Do you have anyone in mind?"

    Never limit yourself to online communication. You can meet wonderful people online, but for a successful result, such acquaintances must end with face-to-face meetings. A joint lunch, coffee or stronger drinks will allow you to get to know each other better. You can also do things together that are of common interest. If you know a person from the cavers club, then why not invite him on a joint tour along a new route? The point is to have more intimate communication than online messaging. To do this, it is desirable to meet in person.

Part 3

Necessity and motives

    Break your stereotypes. If you are reading this article, then you are probably familiar with the various benefits of useful connections. You may have avoided dating for any reason (even a number of reasons!) and preferred the easier way out. Get rid of stereotypes! Don't justify your fears. Try to believe in yourself and understand that people make useful connections out of good and powerful motives.

    Don't view dating as insincere, fake behavior and manipulation. You should understand that sometimes this happens. Some people view helpful connections as a superficial process and mindlessly take advantage of others. But at the same time, there are people who strive to build sincere and mutually beneficial relationships. Some desire to do noble deeds out of a desire to help others. Many people enjoy the sense of community that a wide circle of acquaintances gives, as well as the idea of ​​mutual assistance.

    • In the process of searching for acquaintances, you will have to weed out people who think only about myself to find really good of people. This is an essential aspect of making new friends, but the good news is that with experience, you'll get better at understanding people before you even meet them.

  1. Don't consider yourself too shy or shy . It really takes a certain amount of courage to search for acquaintances. Today, with the advent of sites for such a task, if you are not an extrovert who loves to chat, such a task can be tiring. Why bother then? Yes, the search process takes time and effort, but it also saves a lot of time and effort in the future. Just imagine how much less worry and time you would have to spend if what you wanted or needed were only a phone call or two away from you. Dating is an investment in which the profit outweighs the initial cost. man. It will soon be much easier for you to start a conversation with a stranger.

  2. Start small. Don't schedule 12 meetings in a month. Sustained effort over a long period of time is better than a single burst of activity and subsequent burnout. Remember that acquired connections must be maintained, so do not overestimate your strength.
  3. Make connections among politicians and their aides by volunteering for elections or participating in party life.
  4. Use all available Internet opportunities to expand your circle of acquaintances in the real world. For example, messaging apps are sometimes more convenient than calls. Also, the Internet allows you to meet and maintain communication with people from all over the world.
  5. Can't find a local club or interest group? Create your club!
  6. If you are starting a personal business, then it will be doubly useful for you to get to know other entrepreneurs.

The oldest business wisdom says: connections are everything!; If personal life can somehow be arranged all alone (purely theoretically), then business is always a relationship between people. There is nothing to do here without the ability to make the necessary connections. And such social connections, thanks to which the success (or failure) of any business is ensured, idle Americans gave a separate name "networking" (from the English net - network, and work - work).

Of course, we all know how important personal connections are. Well, we know something, but what do we do? Or nothing, or... So, we make chaotic "body movements", attend some "events" ... To the question "What is networking?" the answer can be given quite simply - this is the science of how to make the necessary, useful social connections for business. To the question "Why is this necessary?" also no one will hesitate to answer. It's just necessary. But the question “How to make these very connections?” will confuse many. Well, do not get acquainted on the street with the first person you meet. How do you know if a person will be useful to you in the future, if he will “set you up” after learning some secret information? These are the questions networking answers. So, let's go in order.

The benefits of "the right people" in business cannot be overestimated. Moreover, this “necessity” often cannot be determined otherwise than experimentally, practically. This includes the expansion of influence, and the faster implementation of business processes, and the effective solution of external and internal problems ... And business ideas can be thrown up by people who are far from your business in general.

But how to find these "right people"?

1. Pay attention to your friends.

Usually experts call these people "the first circle of acquaintances." Get a mini-file cabinet, collect the information that you can find on each more or less useful person. Separately highlight the categories - relatives, colleagues, friends (girlfriends, classmates, classmates ...), those with whom we communicate on "non-work" interests (sports, hobbies, etc.). Maybe there are people with whom you have not communicated for a long time. How are they? What has changed in their lives? How can all these people be useful to you personally? What is their circle of acquaintances?

2. Analysis of "acquaintances of your acquaintances."

This is the "second circle of acquaintances." Surely, if you think carefully, you can isolate among your acquaintances your acquaintances who can be useful to you in some way. Even purely theoretically.

It is necessary to make a personal acquaintance with them. Through a personal introduction, the recommendation of people from the first circle. So these people will move from the “second circle” to the “first”, and, in addition to benefiting from them, you will already have access to their “first circle”. By expanding your own network of personal acquaintances, you will not only increase efficiency, but also gain more weight in your intimate circles. And it's worth it. Especially in business circles.

3. Professional clubs,

refresher courses and even corporate events can be a great “hunting field” for the right people. Only it is necessary to approach such a “hunt” with imagination.

4. Internet.

Not using this resource can be the biggest mistake for a business of any size. Misuse too. The search for the right connections must be approached very carefully and professionally. Make an analysis of the necessary networks, communities where the people you need hang out.

5. Among people who have similar interests to you,

not directly related to work, there can also be many useful people. Ask them not only about hobbies, but also about work (and business). You look, you will stumble upon such a “gold nugget” that you didn’t even suspect about. And all you need is - a little more than an ordinary, “normal” person, to be interested in both this person and his circle of acquaintances.

Don't wait until the thunder rolls. You need to build a network of the right people long before you need these right people. When the "thunder strikes", these people should already be there. Therefore, networking should be done always, everywhere and everywhere.

The most common mistakes when finding the right people. There are few of them.

1. Only take and give nothing. The principle “You tell me - I tell you” is violated, and when it is very strong, the person may ignore your request.

2. Self-praise and outright deceit. All the secret once becomes clear. Of course, modesty is not paid, but it is better to do more than what is expected of you.

3. Inconsistency with the image. Although this cannot be considered a mistake, if, for example, you want to show yourself as a seasoned business woman, then the image of a glamorous blonde at a business meeting will clearly unsettle all participants and tarnish your business reputation. Although this is not a 100% statement, pleasant exceptions or the result of a cleverly calculated strategy can be quite the opposite.

And, of course, one must take into account not only the benefits, but also the dangers of one's environment. "Anything you say can be used against you." You need to remember this phrase from Hollywood action movies constantly. And what you do is constantly under the vigilant supervision of your inner circle. So remember, in difficult times, some of your acquaintances will inevitably turn their backs on you, and many will try to benefit from your problems. It's nothing you can do! Business and life in general is a cruel game. You should always remember this! In fact, these common truths seem banal.

101 networking tips

How to make useful connections


Alexey Babushkin

Editor Ilya Popenov

Commissioning Editor Ekaterina Romanova

Cover designer Ivan Smagin


© Alexey Babushkin, 2017

© Ivan Smagin, cover design, 2017


ISBN 978-5-4485-0857-8

Created with the intelligent publishing system Ridero

I. Strategic networking

Organize your contacts

It's hard to remember everything. A person, as a rule, simultaneously keeps in memory several dozen people - with whom he is closely acquainted, often sees or communicated recently. If you maintain a database of your contacts, you can find information about the right person much faster. It is better to maintain such a database in electronic form - in the form of an Excel spreadsheet, Google Docs, or enter contacts into CRM. Specify in front of each person the keywords by which you can search. As such words, use: specialty, position, company name, field of activity, city of residence and other information. Add new contacts to your database immediately. Change contact details and information about people's opportunities in a timely manner so that it is always up to date.

Make a list of people who will help you reach your goal

Set a goal. This is your benchmark for networking. Identify three to five people who will help you achieve your goal. Expand your network of contacts, starting with getting to know these people.

Make friends with networking hubs

Hubs are people who have many acquaintances. Among them: politicians, journalists, event organizers, PR people, professional networkers. They also include hairdressers, lawyers, headhunters, successful entrepreneurs. Establish friendships or partnerships with such people. You will get access to their network of contacts. Also, on their recommendation, it will be easier to reach the person you need.

Ask friends to introduce you

with people around them

This is the easiest and most effective way to expand connections. Invite people you know to visit or to a meeting, offering to take with you someone with whom you do not know personally. Expand your network of contacts on the principle of concentric circles, reaching out to more and more new acquaintances. Turn friends of your friends into your connections.

Meet VIPs Through the Environment

If you don’t know how to approach a famous person, then see who from his environment you can easily establish contact with. These may be members of his family, former and current colleagues, secretaries, friends, classmates. Once you have strengthened your relationship with them, ask them to introduce you to a VIP. The person from the environment will become a kind of bridge for getting to know the top.

Look for alternative ways to promote

Promote ideas not only directly to the decision maker. Pay attention to his deputies. Sometimes it's easier to get to know them. And then through them to convey your idea to the leader. Bosses often approve the decisions prepared by their subordinates.

Build connections for growth

Be equally respectful to any interlocutor, regardless of his status and position. Do not rush to “brush it off”, even if it seems to you that today it is of no use to you. It is possible that soon he will become a successful businessman, and maybe your boss. Do not neglect any connections.

Write to your former classmates

If you have lost contact with classmates, then most likely you do not know their status, and what they are doing now. During the time that you did not see each other, many of your past acquaintances took high positions, opened their own business, changed their city of residence. Restore ties with those with whom you once studied together, served, worked, went to the same section. Find out what they are passionate about, where they work, what city they live in. Tell them about yourself and your projects. Perhaps you will open up new opportunities for realizing your goals.

Pay attention to weak ties

People with whom you communicate rarely and very superficially are your weak ties. But sometimes such contacts can be more useful than close acquaintances. This is because when you move in the same circle of people, your and their opportunities are similar and duplicate each other. The information you may receive from close acquaintances rarely differs from what is already available to you. Weak ties tend to have social circles that are different from yours. For you, this is a new opportunity. Do not forget about weak ties, support them. Sometimes they can be helpful.

Build relationships for the future

Dating VIPs and tops usually requires a lot of resources. The most stable relationships are built between equals in status. Start making connections horizontally to expand your social circle faster. Over time, someone in your network will succeed, take a higher status.

II. What to do before the event

Make it a rule to attend at least one event a week

Pick an event that interests you and attend at least one of them every week. Meet at least two people at each event. Then by the end of the year you will have more than a hundred new acquaintances. If you want more, go to events more often, meet more people.

Consider topics for communication

Choose three to five topics that you can easily keep up a conversation about. It can be both a professional topic and related to your hobby. Be curious, add new topics to this list.

Have a few questions to develop the conversation

Think ahead about what you can ask the other person when you meet. For example, ask his opinion about some event that happened recently. Or discuss with him the idea of ​​​​improving something. Look up the latest news, scroll through the latest press or a profile site on the Internet. Talk about things that might be of interest to your interlocutor.

Prepare a mini-presentation about yourself

Consider in advance how to introduce yourself briefly and unusually. Try to keep your presentation original and eye-catching. Add an interesting fact about yourself or your company to it, intrigue the interlocutor.

The director of a diamond blade factory might introduce himself like this:– Good afternoon My name is Igor Petrov, I run a company that produces the hardest product.

Rehearse the text so that it sounds free and you don't forget the words. Make two or three different versions of this self-presentation. Then you will not be like a parrot repeating the same text to every new person who comes up.

Make your own badge

Don't expect the organizers to give you a badge you like at check-in. It's good if the name is written in large letters on it and what you can do to help. But that doesn't happen often. To be on the safe side, prepare your company badge in advance. Make it double sided. Now if it turns over, it will still be possible to read the information on it. Wear your badge with or instead of the one you received at the check-in desk. This way everyone can see your name and what you do.

Follow the dress code

When going to an event, dress according to the occasion or the established dress code. It would be quite appropriate to appear in jeans and a sweater in the company of IT people. But in order not to alienate your business club partners with your appearance, you should wear something more strict.

Contact the person you want to meet the day before

It could be a call, an email, or a social media post. When the connection has already been established in absentia, your acquaintance and personal communication will take place in a more favorable environment. The interlocutor will get the impression that you already know each other. Even if you do not receive a response to your message, you can mention this during the meeting - which will be the reason for starting communication.

Use the "+1" technique

If you have an extra ticket or invitation to an interesting event, use it to strengthen your network. Take with you the person you want to maintain a relationship with.

Come to the event early

So you can use more time to establish new contacts and do not miss new guests. Arriving earlier, you get a kind of "master" status. Everyone who comes later will begin to perceive you that way. You will be the center of attention, you will be approached for information and advice. And it will not be difficult for you to answer questions and make new acquaintances.