You're listening to Business English Pod, the Business English podcast for professionals on the move.
Welcome back to Business English Pod.
My name's Edwin and I'll be your host for this episode, the first of a two-part series on networking.
In business, so much depends on who you know.
A network is a group of business contacts that have the resources to help each other out.
Former and current colleagues, outside business associates, vendors, friends, acquaintances.
These can all be part of your network.
The term networking refers to developing this group of contacts.
Most business people are looking to expand their networks for sales leads, job referrals, information and advice.
Networking also means being helpful to others.
There should be mutual benefits for all involved.
Networking often involves approaching people you don't know, which can be a little awkward.
How do you network in a way that seems genuine?
In this lesson, we'll look at ways to approach people.
We'll also cover greetings and introductions, 10-second elevator pitches and talking about your industry.
Today, we'll listen to Ian and Marissa's first interaction at a pharmacy conference.
Ian is a sales rep for a pharmaceutical company.
Marissa is a manager of a hospital pharmacy.
A pharmacy is a place that distributes medicine and drugs.
As you listen to the dialogue, try to answer the following questions.
1.
How does Ian break the ice with Marissa?
In other words, how does he start their first interaction?
2.
How did Ian learn about the flu vaccine clinics?
3.
Why is Marissa frustrated with her supplier?
Great seminar, wasn't it?
Have you read much of the research on these meds?
Just a little, but not in great depth.
And you?
Just a bit.
I'm Ian, by the way.
Ian Walker.
I'm with Stoddard Pharmaceuticals.
Good to meet you, Ian.
I'm Marissa Loomis.
I manage the clinical pharmacy at Children's Hospital.
Children's?
My cousin was a nurse there for years.
Really?
Yes.
You know, I just saw on the news that your hospital is sponsoring flu vaccine clinics for kids.
Locations all over the city, I heard.
Yes, well, we're trying.
The plan is to give out seasonal flu vaccines to kids who might not get them otherwise.
How's that going?
It's been impossible to get supplies in on time or delivered properly.
It's such a hassle.
That must be frustrating.
It sure is.
Now, let's analyze the conversation in detail.
At the beginning, Ian wants to talk to Marissa, but they've never met.
How does he approach her?
Great seminar, wasn't it?
Have you read much of the research on these meds?
Ian notices that Marissa attended the same seminar, so he uses this common tie to break the ice or start the initial social interaction.
He also asks Marissa a question, designed to spark some conversation.
And since Ian is a pharmaceutical sales rep, it makes sense that his question is about medications, or meds in the shortened form of the word.
Breaking the ice can seem awkward, but finding something in common with the person you'd like to approach makes it much easier.
You might have seen the person elsewhere attended the same function or noticed a company name on a name tag.
In any case, you can make a remark about something you have in common, as in these examples.
You were in the morning workshop, weren't you?
I see you attended the London School of Economics.
I also studied there in the mid-1980s.
Looks like we're both in the software training field.
Did you happen to catch the speaker's name?
I see you work for Cisco.
I guess that makes us rivals.
Let's go back to the dialogue and see how their conversation begins to take shape.
Just a little, but not in great depth.
And you?
Just a bit.
I'm Ian, by the way.
Ian Walker.
I'm with Stoddard Pharmaceuticals.
Good to meet you, Ian.
I'm Marissa Loomis.
Marissa hasn't read the research in great depth or detail yet.
She adds and you to the end of her reply to repeat the question back to Ian and keep the conversation going.
Next, they introduce themselves.
Notice how Marissa repeats Ian's name when she says, good to meet you.
Repeating someone's first name personalizes the introduction and can help you remember their name.
Let's listen to a few more examples of how you can do this.
Nice to meet you, Tony.
I'm Carolyn Summers.
Hi, Peg.
My name is Kurt Lang.
Good meeting you, Paul.
I'm Jean DuPont.
Pleasure to meet you, Frank.
My name's Laura Chang.
So what else does Marissa say when she introduces herself?
I manage the clinical pharmacy at Children's Hospital.
Marissa gives a 10-second elevator pitch, concisely stating what she does, what business she's in and where.
An elevator pitch should be short and to the point, as if you only had a few seconds to tell someone about yourself.
You never know when you might meet someone to add to your network, so it's best to have something prepared.
You can mention your title, company, where you're based, or what your specialties are.
Background information, such as your education or family, is usually not included.
Let's practice some more ways to use this technique.
I've been director of marketing at Hudson for 10 years.
I'm Food World's district manager for the tri-state area.
I own several auto body repair franchises.
I'm the head buyer of women's apparel for Colbert's.
What happens next?
Children's?
My cousin was a nurse there for years.
Really?
Yes.
You know, I just saw on the news that your hospital is sponsoring flu vaccine clinics for kids.
Locations all over the city, I heard.
Ian sees some more common ground that will keep the conversation flowing.
Marissa manages a clinical pharmacy.
Ian can surmise that she probably is in charge of buying pharmaceutical products.
As a salesman.
He wants to keep her talking, so he tells her about his cousin's connection to Children's Hospital and mentions a news story about the hospital he saw on TV.
Marisa explains that Children's is sponsoring or providing financial support for the flu vaccine clinics.
Vaccines are medicines used to prevent disease.
They are often injected with a needle, which is why they're sometimes called shots.
Let's go back to the dialogue and see how Ian keeps the conversation going.
Yes, well, we're trying.
The plan is to give out seasonal flu vaccines to kids who might not get them otherwise.
How's that going?
It's been impossible to get supplies in on time or delivered properly.
It's such a hassle.
When Marissa says we're trying, Ian sees another opportunity.
Marissa's tone implies that the hospital is trying to get the clinics underway, but the process isn't going well.
Ian asks about it, and Marissa shares her frustrations about supplies.
Here, Ian and Marissa are talking shop.
They're talking about their industry as two experienced professionals, knowing that the other is familiar with pharmacy supplies.
One note about talking shop and politeness.
Talking shop sometimes happens in settings where it isn't expected.
Some people don't like to talk about work during a social event, or people can feel excluded if they're not familiar with your industry.
Here are some examples of how industry professionals might talk shop with one another.
Notice how each comment is presented as an open question in order to keep the conversation going.
Have you seen the latest statistics on home sales?
What do you think will happen with stocks this year?
We're having trouble with the temp agencies this year.
How about you?
If you would like to practice more tips and language for keeping a conversation going, you can refer to BEP 45, which covers this skill in detail.
Now, let's practice some of the language we've covered today.
First, we'll practice language you can use to break the ice.
Remember, these are ways to approach someone you don't know.
In this exercise, you'll hear a brief scenario description followed by a prompt.
Use the language in the prompt to break the ice.
For example, if you hear, Scenario.
You notice that someone works for your competitor.
You can say, I see you work for 3M.
I guess that makes us rivals.
We'll play an example answer after each exercise.
Are you ready?
Let's give it a go.
Scenario Someone is holding the latest issue of Accounting Today magazine.
Prompt Looks like Accounting Example answer.
Looks like we're both in the accounting field.
Scenario.
You notice someone from a workshop you attended.
Example answer.
You were in the afternoon workshop, weren't you?
Scenario You see on someone's name tag that he attended the same university.
Prompt Studied there.
Years ago.
Example Answer I see you attended the University of Sao Paulo.
I studied there 20 years ago.
Scenario You want to know a speaker's name.
Prompt Happened to catch Example answer Did you happen to catch the speaker's name?
Now, let's practice useful vocabulary and idioms.
You'll hear a series of sentences with a word replaced with a beep.
Repeat the whole sentence, saying the missing word.
For example, if you hear... I haven't had time to read that report in... yet.
You can say, I haven't had time to read that report in depth yet.
After each response, we'll play the correct answer.
Let's begin.
Every time we go out, Kara wants to talk... Answer.
Every time we go out, Kara wants to talk shop.
Answer.
Our health plan covers annual flu vaccines.
When I say we're competitors, I mean we're Answer.
When I say we're competitors, I mean we're rivals.
What can I say to the ice?
Answer.
What can I say to break the ice?
We've reached the end of this episode, the first of a two-part series on networking.
We've discussed breaking the ice greetings and introductions, 10-second elevator pitches and talking shop.
Be sure to listen next week when we'll hear more of Ian and Marissa's conversation.
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Thanks for listening, and see you next time.
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