www.speakeasygroups.com

Effective Networking Skills:

How to guarantee the LIKE in ‘Know, Like, Trust’

by Andrew Thorp

Founder of Speakeasy Groups

The Speakeasy Archive

We hear a lot about 'Know, Like and Trust' being the bedrock of all good networking.

In this short e-book, I’m going to explore the middle one - LIKE.

It's terribly important that people warm to you in the networking arena. They have

to buy YOU first and foremost, before your product or service gets a look-in.

Here are some measures (I thought of 30 - there are undoubtedly more), criteria by

which we judge people in this environment. If there's a person out there who ticks

ALL these boxes I'd be surprised. But I'm sure they're popular - and busy!

What type of characteristics would they exhibit…?

1

Smart appearance YES, but not over-

dressed for the setting.

2

A pleasant demeanour - some people

just look positive and optimistic

(Professor Brian Cox OBE, below), but

others seem to be permanently grumpy

and negative (Victor Meldrew) - usually

without knowing it!

3

Ask questions and take an interest in

others - not like an interrogation, just

pleasantly curious so that it flows in a

natural, conversational style.

4

Able to build rapport, find common

points of interest (not too eager or

forced, but again natural and conversa-

tional). Really, really good listener.

5

Willing to learn.

Open to new ideas.

6

Able to empathise (they seem to 'know

how you feel', and appreciate your

situation).

7

Don’t take themselves too seriously.

Willing to poke fun at themselves.

8

Deliver a really good overview of what

they do - not too much so they over-

whelm/bore you, but not too little that

you're irritated (What are they hiding?

Why don’t they just tell me?).

9

Intrigue you with their 60 sec pitch, so

you genuinely want to know more. You

feel there’s more to learn about them,

but that just makes you keener.

10

Able to bring things up in conversation

that are relevant and helpful to YOU

(this MAY incorporate an element of

their product or service, but it may

not).

11

Suggest potential solutions to issues

you’re facing, possible collaborations,

etc but without being pushy or overly

insistent.

12

Point out a problem they encountered,

so you can avoid it.

13

Suggest possible connections which

may benefit you, offer to help...and

actually DO it!

14

Suggest useful sources of information

(a web-site, networking event, the best

route home).

15

Have an easy-to-listen-to voice.

16

Exhibit natural, appropriate and non-

threatening body language.

17

Honest and open (but to an appropriate

level - not sharing marital problems!).

18

Able to make people feel comfortable

and willing to trust them, open up to

them.

19

Never make other people look small or

stupid.

20

Always make people feel important,

noticed and valued. Exhibit a great

memory, recalling earlier conversations

or facts about people.

21

Have some decent stories. Able to tell

them well, but only bring them out at

the appropriate moment. Never loud or

boorish or overly dominant.

22

Able to read people’s feelings.

23

Knowledgeable without showing off.

24

Able to transfer their enthusiasm, their

positivity and optimism to others.

25

Willing to share conversational air-time

fairly (probably more in YOUR favour).

26

Polite, courteous and considerate.

27

Good personal hygiene.

28

Charming but not smarmy.

29

Don't make unseemly remarks about

sex, gender, race or exhibit prejudicial

beliefs.

30

Leave you in a better place at the end

of an interaction, than at the start.

Speakeasy Archive © Andrew Thorp (November 2010)

Andrew Thorp - Profile -

Andrew draws on his hugely varied back-

ground to deliver powerful messages and

highly effective soft skills training.

Having graduated from the University of

Manchester, Andrew initially ran major

golf tournaments worldwide for the Pro-

fessional Golfers’ Association, refereeing

in the 1989 Ryder Cup at The Belfry.

He then moved into the business

arena, and for eight years managed and

marketed a number of commercial golf &

leisure clubs throughout the UK. In recent

years, he has worked as a journalist, edit-

ing a national sports publication and as a

professional coach and event manager for

the corporate market.

Andrew now works as a professional

speaker and communication skills trainer,

specialising in networking, public speak-

ing/presenting and helping people to de-

velop their personal brand.

He sits on the advisory panel for the

Sports Management Degree Course at the

MMU Business School (Manchester) and

acts as a mentor within the NWDA’s

business support programme.

Other Activities/Achievements

Spoke at the TEDx Conference March 2010.

Sits on the Business Advisory Board of the

University of Salford (SIFE).

Published first book in July 2009, entitled

“The 7 Pillars of Sporting Success: and how

to apply them in business”.

Co-manages the Manchester branch of the

worldwide phenomenon Pecha Kucha (social

nights showcasing an innovative presenta-

tion style).

Provider of pro-bono support for the iNspire

programme, helping charities survive and

thrive during recession.

Founded Speakeasy Groups in NW England

(Jan 2010) - a feedback system to improve

the way business people get their message

across.

www.speakeasygroups.com

www.andrewthorp.co.uk

andrew@andrewthorp.co.uk

Mob: 07968 083376