How do you win more high value business? We help clients with high value work through hands-on support and business development training and coaching for individuals and teams

In this module:


Other Modules:

  • Following up from a networking event
  • Gaining a potential client’s commitment
  • Warming up an old contact
  • Phoning to arrange a meeting
  • Using coaching skills with your client
  • Leveraging client relationships
  • What’s your target client thinking?
  • Practical Challenges of Managing Clients
  • Key Client Management ‘Best Practice’
  • Conducting a post project review with client


Networking

Step 4 – Action points to take away

Consider this real life example...
Through engaging a fellow passenger sitting next to him on a flight to Hong Kong a lawyer earned himself a fee of more than $300,000. Here’s how. He simply asked ‘So what’s taking you to Hong Kong’? The passenger replied that he was looking into the possibilities of a business agreement with an enterprise out there on behalf of his company.

The comment led to the lawyer sharing some information about the Asian market, which he knew well, and ways of doing business that were important to know, and offered to help his conversation partner informally if he needed any other advice after his meeting which he did. A short while later the lawyer was advising formally on the legal aspects of a joint venture arrangement. And it all started with one easy question ‘So what’s taking you to Hong Kong’

Making networking work for you
The purpose of small talk is to make people feel comfortable with you; to give them a chance to settle into the conversation and find common ground and topics of interest. It doesn’t have to be serious or clever, just show that you are interested in engaging with your conversation partner. So think about what you will do differently in this situation next time. Remember, what makes the most impact on your conversation partner is the interest, warmth and enthusiasm you demonstrate.

Need more help in building your network and networking? Click on the tools below

  • How to widen your network - Click here for our hints and tips

  • Map your networkClick here for our pdf download

  • Networking skills - 10 tips to help you along the way - Click here for our pdf download

  • Looking for ways to get back in touch with a client or contact? – why not Click here for a list of excuses?