TAILIEUCHUNG - how to make your communication stick phần 5

các địa chỉ liên lạc kinh doanh của bạn, nhưng bây giờ chúng ta hãy giữ nó rất đơn giản. Hãy tự hỏi: "Ai sẽ biết rất nhiều người trong danh sách những con cá lớn của tôi Ví dụ, một luật sư giỏi sẽ biết rất nhiều ngân hàng. Vì vậy, mặc dù một luật sư không phải là một tiềm năng khách hàng, họ biết những người. | 86 THE JELLY EFFECT And don t forget pretty much everybody is nervous when networking. So you re not alone if you feel awkward sometimes. ENSURING YOU ARE IN THE RIGHT ROOM On page 23 I told the story of George and Mary. George had tried to buy Mary some jewellery from a book store. The purpose of the story was to emphasize the utter pointlessness of looking for thing A in a place that contains only thing B. And just as you won t find jewellery in a bookstore you won t find any lawyers at an event which doesn t have any lawyers in it. To work a room effectively you have to be in the right room one which contains your big fish. When I used to be an accountant we used to have our accountants joke Accountants joke Question Why did the accountant cross the road Answer Because he did it last year. All right it s not the best joke you ve ever heard. But for accountants that s as funny as we get. But just like the accountant in this joke business people often go to the same type of networking events over and over again even if they have never previously met any big fish at them. Yet they keep going. Because we did it last year. TEAM LinG NETWORKING 87 So if we assume you want to meet lawyers simply find where lawyers hang out. For instance Law Society events trade events annual dinners networking clubs technical briefings legal updates etc. policy meetings bars restaurants which lawyers frequent or ask any lawyer you know where all lawyers hang out. Then get yourself invited to as many of the above as possible. Also before attending any multi-profession networking events - like Chamber of Commerce - contact them and ask if lawyers tend to attend their events. Simple summary Stop attending events that based on past experience are unlikely to provide business contacts for you. Start networking at events frequented by lots of your big fish. SO WHAT NOW This whole section is crammed with information. As I was writing the book I carried on asking myself Is this section too .

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