Networking and Communication Tips from Enterprise Toronto Seminars [MaRS News]
Enterprise Toronto organizes free seminars on a wide range of topics to help aspiring entrepreneurs and small businesses. Here are some tips from facilitators.
Networking can lead to new contacts
Networking is important at any stage—whether a person is thinking about starting a business, in the process of launching it or already has it up and running. “Networking gives you an opportunity to meet potential clients, investors and friendly competitors who can provide you with sales, capital, lessons learned and valuable resources,” says Wendy Woods, principal of Watershed Training Solutions (www.watershedtraining.ca). “You’ll meet people who might be able to make your path that much easier in terms of information or contacts.”
These are some suggestions that Woods discusses in her seminars:
- Go to about four networking events a month—about one a week. Select events most likely to attract your networking targets. For example, for some people that may mean joining an association in their field. Evaluate each event afterwards, reflecting on whether or not you obtained a return on your time and your dollar investment.
- Rather than waiting to be introduced, put out your hand and introduce yourself. Approach individuals or groups of three or more. When you approach two people it often is difficult to break into their conversation.
- When talking, focus on the other person rather than yourself. Treat that person like he or she is the most important person in the room. Ask about the person’s interests or business challenges and look for common ground.
- Giving is really the premise behind networking—being able to help people in any way that you can, whether it is a contact, a resource or knowledge of a networking event. Take time to think about how you can help someone and what you have to offer, because people’s natural reaction when you help them is for them to want to help you back. The more you give to your network, the more you are likely to receive.
Personality styles andcommunication
“Networking doesn’t replace learning how to sell, and selling doesn’t replace learning how to network,” says Michael Ballard (mhballard@sympatico.ca). “We have to do both.”
His seminar about selling to different personality styles looks at four styles and traits people should be aware of to communicate more effectively. “We all use all four styles but we usually have one or two favourites and one that we don’t use enough,” Ballard says.
Here are some of the points he discusses in his seminars:
- Action-based people are eager to get started, they are competitive and they are risk-takers. When communicating with them, you don’t want to be overly structured in the beginning because they just want to float an idea, throw up a trial balloon and see who salutes or shoots it down.
- Those who prefer a relationship style expect sincerity and co-operation. They want to see enthusiasm for what you do, but not over the top. They are into flexibility and will tire easily of someone who is very competitive. They expect answers to all their questions and will understand if you say you do not have all information at your fingertips and will get back to them. But if you do not get back to them, they will see it as an affront to them.
- People in the planning style are into dotting the i’s and crossing the t’s of the process. They are goal- and task-oriented and organized. They want to create rules and procedures before moving forward and to get a budget in place. They are sticklers for punctuality and accuracy. When dealing with them it is crucial not to stray off topic.
- People with a questioning style really value wisdom or intellect. They want lots of time for questions and answers. When dealing with them, you want to encourage problem solving because they see all the problems you are going to solve and create by your new technology or service. You also want to encourage independent thinking because they might come up with a different use for your product or service or a potential problem that you never thought of, even though they may not have any degrees or education in your field.