The Business Bulletin

In this edition, we're going to explore networking - how you can get the most of it with some dos and don'ts; as well as being conscious of people's body language and how that may help you develop and enhance relationships.

If you want more insights into networking, then join the following Facebook Group and tune into the live stream looking at this topic at 1pm today (or watch on replay): https://www.facebook.com/groups/learnandshareandgrow

Plus the usual top tips and resources.

Networking not working? The ins and outs of making the most out of your networking activity

Networking isn't just a case of rocking up and hoping for the best. You need to put some effort into in to make your investment of time and money work for you.

So let's look at some dos and don'ts when it comes to networking.

Dos of Business Networking

1. Set Clear Objectives: Understand why you are networking. What do you want to achieve from attending a networking meeting? Have some goals set prior to any meeting. It could be to arrange a 121, meet someone specific, identify a potential referral partner, and so on.
2. Listen Actively: Networking isn't just about talking; it's more about listening. Paying genuine attention to what the other person says can provide invaluable insights and help build strong relationships. Remember the old adage: two ears, one mouth!
3. Follow Up: One meeting rarely results in a strong connection. Send a thank you note or a short email mentioning something specific from the conversation. This helps in keeping the relationship active. If you've committed to do something or you had a lead make sure you follow it up.
4. Be Genuine: Build relationships based on trust and authenticity. Be yourself, don't put on a persona or a front. Build rapport and generate connections.
5. Be Prepared: If attending an event or setting up a meeting, do your research. Understand who's at the meeting, who you want to connect with. Make sure you have your elevator pitch sorted, you have business cards, any marketing material and a diary (paper or electronic) to set up future meetings with interesting connections.

Don'ts of Business Networking

1. Oversell Yourself: Networking isn’t a sales pitch. It’s about building genuine connections. Share your accomplishments but don't overdo it. No one wants a pushy salesperson. Nurture relationships over time and get to know people.
2. Just Take: Networking is a two-way street. Think about how you can help the other person, not just what you can get out of the relationship. Think about how you can contribute to a group. What are you going to bring to the party?
3. Disregard Anyone: You never know who might be a good connection for you, so don't jump to conclusions about someone you're meeting for the first time. Engage with as many people and see where that leads.
4. Be Negative: No one wants to meet someone who's miserable, full of doom and gloom. Bring your 'A' game and be a positive contribution to the group. Always wear a smile!
5. Be Late: turning up 10 minutes after the meeting has started is not going to endear you to others that were there on time. So, if travelling, give yourself enough time to get to a venue (allowing for possible delays). If virtual, start the process of logging in, 5 minutes before just in case technology decides to rebel! Better early than late.

Ultimately networking is about building relationships with others, taking a supportive and collaborative approach and looking for mutual gain along the way.

Call to action: Think about how you prepare for networking events and whether you set yourself goals to make the most of the events you attend.

Recognising Body Language and Enhancing Relationships

Body language is a powerful form of non-verbal communication. By understanding and interpreting it effectively, we can strengthen our interpersonal connections, build trust, and foster deeper relationships.

Here's how you can recognise various forms of body language and leverage this knowledge to cultivate stronger bonds.

Recognising Common Body Language Signs:

• Open Posture: Arms and legs that are uncrossed, and standing tall, can signify comfort, openness, and confidence.
• Mirroring: When someone mimics your body language, it often indicates they are trying to connect or are in agreement with you.
• Eye Contact: Holding someone's gaze signifies interest and attention. However, prolonged staring can be seen as aggressive or creepy.
• Touch: Gentle touches, like patting someone's back or touching their arm, can show empathy and comfort. However, it's essential to recognise boundaries and ensure the touch is appropriate.
• Facial Expressions: Smiles, frowns, raised eyebrows, and pursed lips can convey a wide range of emotions, from happiness to scepticism.

Enhancing Relationships with Body Language:

• Be Attentive: Pay attention to the body language of others. This shows that you are present and value the conversation.
• Mirror Subtly: Use mirroring to build rapport but do it genuinely. Don't mimic every gesture; it might come off as insincere or mocking.
• Use Open Gestures: Open gestures, such as showing your palms or keeping your arms uncrossed, make you appear more approachable.
• Regulate Facial Expressions: Ensure your facial expressions align with your emotions. A genuine smile can lighten the mood, while a scowl can push people away.
• Maintain Appropriate Eye Contact: It can help build trust and make the other person feel heard.

Avoid Misinterpretations:

Recognising body language is essential, but it's equally important to remember that everyone is different. Cultural, personal, or situational factors can influence body language. For instance, while maintaining eye contact is seen as a sign of trustworthiness in many Western cultures, it can be seen as aggressive or impolite in others.

Understanding body language is a potent tool in our communication toolkit. When combined with active listening and empathy, it can significantly enhance our relationships, both personally and professionally. It allows us to connect with others on a deeper level, fostering mutual respect and understanding.

Call to action: Be conscious of yours and other people's body language and what it might be conveying in the communication process. Don't just focus on the words.

Top Tips

To enhance your networking even further, consider these golden rules:

1. Quality Over Quantity: It's not about how many business cards you collect, but the depth of the relationships you form. Don't be the person thrusting your cards and marketing material on everyone in the room. It is better to find one quality connection and develop that relationship rather than take a scatter gun approach.
2. Be You: There's no need to put on a front or persona when networking. Others are likely to see through it and it'll be difficult to sustain over time. Just be the authentic you - you'll develop relationships quicker by establishing emotional connections with other networkers.
3. Stay Organised: Keep a record of your connections, where you met them, and any significant details from your conversations. Connecting on LinkedIn is always a good first step. Consider a CRM to help manage your contacts' details.
4. Be Patient: Building a strong network takes time. Not every connection will be fruitful immediately. Be prepared to invest a certain amount of time before you start to see a return. People need to get to know you and understand what you do before they buy from you or refer you.

Tools & Resources

Interpreting body language is a skill that can be honed through study and practice. Here are some useful resources to help you delve deeper into the subject:

Books:

• "What Every Body is Saying" by Joe NavarroA former FBI counterintelligence officer shares his insights into non-verbal communication. Navarro provides clear illustrations and examples, making the content very accessible.
• "The Definitive Book of Body Language" by Barbara Pease and Allan PeaseThis book is often regarded as one of the go-to resources for understanding body language. The authors delve into various gestures and what they might mean.

Online Resources:

• Paul Ekman Website

The website offers a variety of tools, training resources, and blogs about facial expressions and emotion.

• TED Talk: "Your Body Language May Shape Who You Are" by Amy Cuddy

This talk delves into how our body language not only influences how others see us but also how we see ourselves.

Hopefully you've found this edition engaging and useful. If so, feel free to like, comment, share or all of the above!

Until we meet again online...