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怎样让日理万机的高管记住你

Andy Lark 2018年12月06日

不要只交接名片,要根据这几条去行动。

想象一下自己面对一千人演讲,讲完之后灯光亮起,你走下台,几十名观众围了上来。

很多手向你伸来,还有许多人在问跟演讲内容有关的问题。另外一些人比较淡定,只是把名片递给来,或者表示他们喜欢你的演讲。

大家可能都经历过类似场合,每个人都想和演讲者搭上话,但很容易忘记人们都很忙,特别是重要人士(要在几千人面前发表演说)或者业内资深人士。他们总要不停地会见别人,提供咨询建议,不过偶尔也会有人成功地见缝插针。怎样做到的呢?

以下几条建议可以帮助大家融入现场,而不只是换来几张名片:

1. 以人为本 - 建立联系

和某人在某次活动上交谈一分钟,并不意味着今后你能跟此人建立密切的联系。用Salesforce里现成模板写出来的无聊问候邮件发出去也是石沉大海。

要记住以人为本。回顾正在参加的活动并提出想法,尽量把谈话引向交流有价值的观点,迅速切入主题。

善于人际交往的人首先会“拉关系,找联系”。要想建立一个推销商品的关系网络,就应该通过已经认识的人认识新朋友,这样更容易亲近一些。经过朋友介绍可以提高你的可信度以及见缝插针的成功率。

2. 带着明确目标开场

明确要达到的效果。你拓展人际关系的只是为了多认识人吗?你是在找门路和新客户吗?你是需要建议或深刻见解吗?

不管目的是什么,开门见山地说出来。这样可以帮你成长为讲策略又坦诚的社交达人,进而赢得别人的尊重。

3. 要么做,要么被遗忘

如果在社交场合都约不到某人,之后就更没什么机会找他/她私聊了。要想办法让人对你印象深刻,要大量阅读。谈吐要言之有物,提问题要一针见血,学会把交谈变得愉快又深入。

善于开拓人际关系的人会积极寻找边走边谈的机会。他们不会等着过会再说,在你等出租车的时候也会抓紧机会谈几句。还有些人为了争取人脉更是不计代价,他们会帮我付回酒店的出租车费,就为了能在路上跟我谈谈;有的会在第二天早上跟我一起去机场;有的甚至改签航班,希望能坐在我附近。不过建立交际圈时注意要避开一个场所:卫生间。

4. 广泛打通人际渠道

不仅要跟台上的那个人建立联系,也要和周围的人保持好关系。大多数人都一门心思想着向上拓展关系,其实努力扩大身边交际圈的范围可能一样有价值。

和同层次的人建立联系,可以确保你们在各自职业道路上前进的过程中有一群人相互交流意见,甚至找到合适的人才。

社交达人最常抛出的问题是:“你能帮忙引荐贵公司负责我这个产品的人吗?”他们不会直接去找相关的人,而是充分利用人际渠道接近目标。

5. 要获得,先给予

一些最善长社交的人通常跟许多人保持往来。他们分享书籍、有意思的文章、观点和Ted演讲视频等等,实际上是在培养人际关系网络,以备不时之需。

记住,我们都是人。尊重每一个人,好好工作,不要总是向别人提出要求。你会发现,大门正徐徐向你敞开。(财富中文网)

作者为施乐首席营销官

译者:Charlie

审校:夏林

Imagine you are presenting to 1,000 people. The lights come up, and as you leave the stage you are confronted with a dozen or so people from the audience.

Hands thrust out, many asking direct questions about your content. Others are more subtle, and just pass you their cards or say they loved your speech.

You’ve likely attended a speech like this, eager to get a word in with the presenter. But it’s easy to forget that people are busy, especially those who are more high profile (and giving speeches to thousands of people) or have been in the business for some time. They’re constantly bombarded with requests to meet or give advice, but occasionally someone cuts through. How?

To help you work a room and achieve more than just a handful of business cards, follow these pointers:

1. Be human—be connected

Just because you had a one-minute conversation with someone at an event doesn’t give you the right to start invading his or her inbox. Robotic emails culled from on-hand Salesforce templates yield nothing.

Be human. Recall the event and offer ideas. Try to create a value exchange and get to the point quickly.

The power networker will start by drawing connections and links. If you are trying to build a network to sell something, do it through mutual contacts that have warmer relationships. It will boost your credibility and your cut-through rate.

2. Start with the end in mind

Be clear on the outcome you want. Are you networking to simply broaden your contacts? Are you looking for leads and customers? Do you need advice or insight?

Whatever your purpose, be upfront about it. It will help you become a strategic and transparent networker—people respect that.

3. Do, or be deleted

If you can’t grab a person’s time at an event, the chances of grabbing his or her time at all are slim. Figure out a way to be memorable and read widely. Form educated opinions, ask intelligent questions, and learn to hold an engaging conversation.

Power networkers will look to walk and talk. Rather than hoping to talk later, they’ll seize the opportunity to chat while you wait for a cab. More enterprising networkers have gone as far as to offer to buy my cab back to the hotel in exchange for a chat; travel with me to the airport the following morning; and have even rebooked flights in the hope of sitting near me. One place you should avoid networking, though: the bathroom.

4. Network through

Network with the people around you, not just the ones who were on stage. Most people try to network up, but networking outwards can be just as valuable.

Making connections with people who are at your level can ensure that as both of your careers evolve, you’ve got a pool of people to float ideas off of, or even hire.

The key question power networkers use most often is, “Can you introduce me to the person at your company who is responsible for my widget?” They don’t look to network to—they look to network through.

5. Give to get

Some of the most effective networkers run a book of people they are building relationships with. They share books, articles of interest, ideas, Ted talks, and more—they are nurturing the network for when they might need it.

Remember that we’re all human. Treat people with respect, do good work, don’t always approach people with an ask, and you’ll find that doors will start to open.

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