Network better with Jeremy Marchant: Recent Episodes
Jeremy Marchant
In this story, Jeremy Marchant recounts how his business obtained work through networking, referral and not selling.
Duration: 7:23
Jeremy Marchant outlines the five components of emotional intelligence
Duration 5:29
jeremy@networkbetter.org
www.networkbetter.org
Our behaviours are dictated by our feelings and our beliefs. These are, in turn, generated by our experiences (or, more accurately, by our memories of our experiences). In this story, Jeremy Marchant talks about how his avoidance of dogs was changed by an experience.
Duration 5:05
jeremy@networkbetter.org
www.networkbetter.org
In this story, Jeremy Marchant describes how a businesswoman overcame her severe fear of networking. It took just one event to do it.
Duration 2:42
In this podcast Jeremy Marchant explains that 'selling' is about making the seller's need to make the sale more important than the client's need to to solve a problem they have. As such, it isn't the most useful approach to take to acquiring clients.
0:00 Introduction
0:33 Why should a networker care about (not) selling at a networking event. A useful definition of selling
1:50 Story: double glazing salesman
5:27 Get to know people before attempting to discover what they might need. Networking is about finding people who might know people who might be clients
7:50 Story: NHS training contract. ‘Talk. To. Jeremy. Marchant.’
15:26 What you want a referrer to say about your business should be as little as possible
Duration 18:50
jeremy@networkbetter.org
www.networkbetter.org℗ 2019 Jeremy Marchant Limited
from Series 2, episode 3
Being clear what your purpose is when networking, or running a business, or indeed carrying out any activity is essential if you want to be successful.
Duration: 5:50
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Jeremy Marchant and Dave Harries discuss some 'rules' of networking
0:00 Introduction
0:58 ‘The meaning of a communication is what the recipient makes of it’
10:20 ‘There is no failure, only feedback’. Dealing with criticism
16:30 ‘Seek to understand the other person’
19:36 ‘All perception is projection’
Duration 23:02jeremy@networkbetter.org
www.networkbetter.org℗ 2019 Jeremy Marchant Limited
From series 2, epsiode 4
Jeremy Marchant uses a restaurant to illustrate the four ways people process information and make decisons.
Duration: 3:09
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
0:00 Introduction
0:40 Structure for clarity and concision
1:26 Preparing and practising is essential
4:11 Two related stories: Alsatians
9:48 How did the structure of the story aid its reception? Analysis into five parts (This is illustrated here: http://www.emotionalintelligenceatwork.com/resources/structure-story-well/)
17:28 Point is to be remembered
17:46 Stories need to have various lengths
Duration 19:27
www.networkbetter.org jeremy@networkbetter.org
from Series 2, episode 1
http://www.emotionalintelligenceatwork.com/resources/stages-business-relationship-summary/
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Jeremy Marchant and Dave Harries discuss further ways people get in their own way when networking
0:00 Introduction
1:03 Scarcity model. Story of accountant. 'Giving in order to get'. Quid pro quo. How to get out of this trap
8:40 Being dependent
10:45 Hubris: risk of thinking your service/product is so good you don't need to promote it.
14:24 More on dependency
16:20 Comfort zone. Stretch zone.
Duration 19:34
www.networkbetter.org
jeremy@networkbetter.org
This, and podcast 14, expands on podcast 3. In it, Jeremy Marchant discusses with Dave Harries some more ways in which networkers can get in their own way.
0:00 If you think an idea is not relevant, it probably is
1:24 Making it up as you going along
1:40 Not doing it often enough
3:06 Limiting beliefs
3:30 Attachment to a need to be right
5:29 Neediness
7:35 Being inauthentic; a cover for the networker’s lack of belief in themselves and/or their business. Openness.
13:38 Dave on authenticity.
14:50 Is the self I am the most useful self I can be? We can change ourselves…
16:18 Story of Maggie, who made a huge change in her attitude to networking in just one event. Anticipatory shame.
Duration 20:13
jeremy@networkbetter.org
www.networkbetter.org
In this podcast, Jeremy Marchant discusses with Dave Harries how the five principal characteristics of emotional intelligence affect business networking.
0:00 Dave Harries’ introduction
1:30 What is EI? How does it apply to a networking event?
3:00 EI is five things: a Identification of one’s emotions
3:50 b managing your emotions
4:50 c motivating yourself
6:18 d recognising emotions in others
7:25 e handling relationships with others
8:55 1 Identifying our own emotions thoroughly
12:55 Dave’s example
13:56 Emotions in an event signify unfinished business; how to deal with unhelpful emotions at work
17:35 How this stuff applies to partners and spouses
18:10 2 Managing our emotions
22:30 3 Motivating oneself
22:55 Comfort zone
25:55 4 Recognising emotions in other people
29:10 5 Handling relationships
31:02 Conclusions
Duration: 32:58
http://networkbetter.org/
Series 2, episode 6
0:00 Malcolm Gladwell’s ‘The tipping point’ and its relevance to networking
1:00 Definition of connectors, mavens and ‘salesmen’
1:52 How to tell the difference
2:47 Applying these ideas to networking events—connectors
4:08 Mavens
5:38 What if you are not a connector or a maven?—practise—become one—act as if
Duration 7:56
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Series 2, episode 5 /
0:00 Why leadership is helpful to networking
0:41 ‘Serve to lead’ (Royal military academy, Sandhurst)
1:16 What does being ‘in service’ mean—and not mean?
1:41 Why is this useful in networking?
2:13 What do leaders do that people who aren’t leaders don’t so?—they create a facilitating environment
3:50 Leadership is showing the way
4:50 Example: story of charity CEO
6:55 Example: how Red Arrows debrief and admit errors
8:21 How this benefits networking and one’s networking group
9:39 The flip side—how politicians don’t adopt leadership positions—it’s not about telling people what to do
11:10 Women ought to better leaders than men
Total duration 13:24
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
From series 1, episode 2
Duration 4:15
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Season 2, episode 4 /
People process information in four ways—thinking, feeling, knowing, sensing. It’s directly relevant to how we decide to network and, of course, is widely applicable in business and in life.
One point to aim for is that we should trust our intuition (‘knowing’ in this model).
00:00 Think/feel/know/sense model
03:13 Thinking
04:11 Feeling
04:35 Knowing (intuition)
05:13 Sensing
06:08 Example of going to a restaurant
09:32 How to apply this model in business?—story of the father and three children
12:00 Giving a presentation
13:29 Are you at risk of being someone you’re not by seeking to modify your communication with others?
15:50 Trust your intuition (knowing)
Duration 17:59
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Season 2, episode 3 /
00:00 Purpose and outcomes model introduction
01:50 Purpose gives rise to outcomes―no purpose is wrong, but some are more useful
06:10 Actions—global purpose
08:45 Defining a useful purpose
10:35 Choice of purpose and outcomes—story of the election candidate
13:28 Is your purpose the first/most important thing to communicate?
14:57 Use of purpose to guide how you communicate with others, and to make strategic decisions
17:02 Summary
17:42 Tip on refining definition of purpose
Duration 18:57
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
season 2, episode 2 /
Follows on from season 2, episode 1, ‘Stages of a business relationship’ podcast
00:00 Introduction
03:38 How these stages are structured
05:15 Positive/negative fight
06:12 Dependence/independence fight
07:16 Three ways through the power struggle
09:02 Showing the way
10:06 Transition to dead zone
10:49 Roles, rules and duties—way thorough
12:29 Competition—takes time, resources and effort from progressing the business—way through
14:38 Being stuck—Fear of the next step—way through
16:20 Summary
17:24 It’s not difficult and it won’t take a long time
Duration 18:40
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Season 2, episode 1 /
00:00 why don’t people succeed in building referral relationships?
01:48 Even when people are willing it still doesn’t work. Why? We develop business relationships the same way that we develop relationships outside business.
02:40 Stages though which a relationship goes
03:50 Time commitment in building a referral relationship
04:35 …back to the stages. Honeymoon stage
05:40 Story about the Honeymoon and using the next stage, Power struggle, to destroy the relationship
07:21 Power struggle stage
08:42 Dead zone stage
10:21 Dead zone is a trap
11:12 Getting out of dead zone—fear of the next step—need to commit
13:30 Partnership stage—more commitment
16:55 Leadership stage—‘Serve to lead’—politicians aren’t leaders
21:13 Summary
Duration 24:27
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Season 1, episode 5 /
Many networkers would find networking more successful if only they let go of various misconceptions they have acquired over the years. (The fact that lots of other businesspeople hold these misconceptions, too, dosn't make them any less unhelpful.)
00:57 Overview of why people have misconceptions
02:20 ‘Networking events are opportunities to sell to the room’
06:00 ‘Networking events are places to find clients’
09:13 ‘Something will happen without me doing anything’
10:42 ‘Networking is something I can do when I don’t have anything else in the diary’
12:58 ‘Networking events are places to have private meetings’
14:35 ‘If I don’t reply ‘anyone’ when I am asked who I work for, I may lose business’
18:04 ‘I have to have a ‘unique selling proposition’ ’
19:35 ‘I need an elevator pitch’
23:50 ‘I have to worry about the competition’
27:30 ‘Word of mouth marketing works’
total duration: 31:00
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Season 1, episode 3 /
0:00 introduction to the importance of stories—‘what do you mean by ‘stories’?’
0:55 story of directors and their malevolent PA / story of the two monks and the lady of the night—identifying with the people in the story
7:19 content of story: should it be more specific to one’s services
10:11 what do you say when someone asks you what you do and you’ve only just started out?
11:54 story of the navy’s most advanced submarine
13:25 use of humour in stories—prepare your stories—source of stories—treat the networking event with the same seriousness as you would treat a meeting with a client
15:45 stories from your own life—purpose of being at a network event—reluctance of others to give invitations to one-to-ones—don’t have expectations
19:27 summary so far—it’s about being entertaining—credibility
21:33 authenticity
timing 22:14
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Season 1, episode 4 /
0:30 Practise
2:40 Attitude. ‘Givers gain’. What is your intention behind gibing?: ‘giving to get’. Story of the accountant. Scarcity model
5:19 How do you measure the success of networking?
7:50 There is limited value in trying to measure success
9:05 There are other benefits to going to events, other than getting leads. Use intuition to evaluate value.
11:00 Pitfalls, eg clinging on to people at the event
12:00 To be better, address the issue you don’t think is the issue: what is the payback you get from it nor working?
16:22 Attitude. Drop expectations: be curious
19:17 80% of success is showing up. Being present.
jeremy@emotionalintelligenceatwork.com
www.networkbetter.org
Season 1, episode 2 /
00:00 Introduction. What to say or do? Entertain others.
02:12 How to answer the question, ‘What do you do?’ Tell stories.
07:00 Why you should never sell at a networking event (or anywhere else). Don't let your expectations be disappointed. How people select suppliers.
11:44 How people do (or usually don’t) get their suppliers form the networking group.
16:26 ‘Good enough’. Trust your intuition.
19:35 Don't talk about the benefits or the costs. Find out what the prospect (thinks they) needs
22:52 Summary. Businesses aren’t ‘just people’. Prioritise networking events. Show up. Purpose of going to a networking event is to be remembered: entertain others.
Total duration 27:51http://www.networkbetter.org/
Season 1, episode 1 /
00:00 What is the purpose of networking? The basics. How business people form working relationships
04:31 What do you say when you’re talking to someone at a networking event (and afterwards)?
07:07 Listening is the key thing to do. Get an idea whether the other person is someone with whom you could form a profitable business relationship. One-to-ones are the way of developing connections and relationships.
09:08 The purpose of going to networking events is not to find clients
11:02 Types of networking event; one to one meetings are the thing.
14:41 ‘My next big client may be in the room, but I don’t know who it is’. Find the ‘connectors’ in the room.
17:50 Dealing with nerves. Be first. ‘Use’ the organisers.
20:00 How do you move on to the next person?
21:58 The ‘one-to-one’. Arrange one to ones without judging whether you’ll get something from them. Purpose of one-to-ones. ‘Givers gain’.
Duration 24:24jeremy@emotionalintelligenceatwork.comhttp://www.networkbetter.org/