Listen here:
If you don't have a couple of minutes to listen then this image from the NRG Networking System covers the main points:
Good Networking!
Dave Clarke
Tuesday, April 20, 2010
How to have a productive One2One Meeting
The key to building a successful relationship with someone in business networking is follow up. One2One interactions are an essential part of this follow up. It is the next step after you have invested time in getting to know someone at your regular networking group meetings. In this podcast I explain how to have a productive One2One Meeting.
Listen here:
If you don't have a couple of minutes to listen then this image from the NRG Networking System covers the main points:
Good Networking!
Dave Clarke
Listen here:
If you don't have a couple of minutes to listen then this image from the NRG Networking System covers the main points:
Good Networking!
Dave Clarke
Friday, April 16, 2010
Using the Internet to get off the Internet
In 'Using online to get offline' I briefly mentioned Meetup.com Founder, Scott Heiferman, and his talk in London about the importance of meeting offline.
Scott shared that he really began to experience the power of community in post 9/11 New York when people began again to rediscover the importance of looking out for each other. I was in London during the bombs on the underground and on a bus on 7 July 2005 and saw many people going out of their way for others in a similar way.
Scott shared that the idea for Meetup came from that time and he wanted to create a site to help strengthen community. To give people the opportunity to use the Internet to get together in local communities each day with the goal of improving themselves or their communities. Their mission today is to revitalize local community and help people around the world self-organize. Meetup believes that people can change their personal world, or the whole world, by organizing themselves into groups that are powerful enough to make a difference.
As Scott said it's about "Using the Internet to get off the Internet!"
A great insight into how to use Online Social Media and Networks in your Business Networking, a subject I addressed more fully in this article:
'10 top networking tips to increase business with the effective use of offline & online networks'
Good Networking!
Dave Clarke
Scott shared that he really began to experience the power of community in post 9/11 New York when people began again to rediscover the importance of looking out for each other. I was in London during the bombs on the underground and on a bus on 7 July 2005 and saw many people going out of their way for others in a similar way.
Scott shared that the idea for Meetup came from that time and he wanted to create a site to help strengthen community. To give people the opportunity to use the Internet to get together in local communities each day with the goal of improving themselves or their communities. Their mission today is to revitalize local community and help people around the world self-organize. Meetup believes that people can change their personal world, or the whole world, by organizing themselves into groups that are powerful enough to make a difference.
As Scott said it's about "Using the Internet to get off the Internet!"
A great insight into how to use Online Social Media and Networks in your Business Networking, a subject I addressed more fully in this article:
'10 top networking tips to increase business with the effective use of offline & online networks'
Good Networking!
Dave Clarke
Thursday, April 8, 2010
Should you lead your networking group?
In the NRG Linkedin Group last week there was a discussion about 'Making a Business out of Networking'. Some of the discussion was about leading a networking group as a way of growing your existing business.
Last month Sarah Owen of the Referral Institute presented a Networking Masterclass before the NRG Charing Cross lunch in London. One of the things she want through was their VCP Process™. This stands for Visibility, Credibility and Profitability*. A good networking group provides the platform for people to go through this relationship building process.
Leading a group can move your relationships through to Profitability when done in the right way with the right people. Sarah shared with us the experience of her and her clients who see a seven fold increase in the profitability of their networking for their existing business when they lead groups. Too often, however, people think about running a group in the wrong context. Some think it is about a new revenue stream. Others that it is just about lead generation and concentrate exclusively on the Visibility bit.
Many networking organisations have positions for people to lead groups (including ours). These positions are not usually about creating an additional revenue stream. I would treat anyone that claims that for leading a group with suspicion. Leading a group is really about increasing the overall return on investment in your networking for your main business. As Sarah said "it is about increasing the profitability of the business relationships you build through networking". A good rule of thumb is that any income generated just for running a group should pay for your networking activity.
There are some business opportunities with networking organisations that are genuinely about creating a revenue stream. These are usually a networking franchise of some description where you are investing equity to build a business. In this scenario you will building a business with the primary revenue being from the activity of networking itself.
Leading a group could be right for you if it makes sense for your business to be at the hub of the business community in that group. That could be an existing group or using a networking organisation's existing infrastructure to get a group together of the people you want to have around you in the group.
*VCP Process™ copyright Referral Institute 2010, all rights reserved.
Good Networking!
Dave Clarke
Last month Sarah Owen of the Referral Institute presented a Networking Masterclass before the NRG Charing Cross lunch in London. One of the things she want through was their VCP Process™. This stands for Visibility, Credibility and Profitability*. A good networking group provides the platform for people to go through this relationship building process.
Leading a group can move your relationships through to Profitability when done in the right way with the right people. Sarah shared with us the experience of her and her clients who see a seven fold increase in the profitability of their networking for their existing business when they lead groups. Too often, however, people think about running a group in the wrong context. Some think it is about a new revenue stream. Others that it is just about lead generation and concentrate exclusively on the Visibility bit.
Many networking organisations have positions for people to lead groups (including ours). These positions are not usually about creating an additional revenue stream. I would treat anyone that claims that for leading a group with suspicion. Leading a group is really about increasing the overall return on investment in your networking for your main business. As Sarah said "it is about increasing the profitability of the business relationships you build through networking". A good rule of thumb is that any income generated just for running a group should pay for your networking activity.
There are some business opportunities with networking organisations that are genuinely about creating a revenue stream. These are usually a networking franchise of some description where you are investing equity to build a business. In this scenario you will building a business with the primary revenue being from the activity of networking itself.
Leading a group could be right for you if it makes sense for your business to be at the hub of the business community in that group. That could be an existing group or using a networking organisation's existing infrastructure to get a group together of the people you want to have around you in the group.
*VCP Process™ copyright Referral Institute 2010, all rights reserved.
Good Networking!
Dave Clarke
Tuesday, April 6, 2010
A simple equation for networking successfully
'Can you make networking really simple?' was the headline last week when I wrote about making networking simple. Someone asked me if I could give them a simple equation for successful networkng. Here is what I gave them:
First of all you need to know what you actually want from your networking. Then you can do the things that will ensure you achieve your goals.
At NRG-networks we encourage people to use the NRG Advocate Marketing System. The 5 simple steps include the essential components in this equation - your plan and a structured approach;
1. Set your networking objectives
2. Identify your target market
3. Develop your proposition
4. Define your inner network
5. Build your advocates
Read more about this business networking system here.
Good Networking!
Dave Clarke
plan + structured approach = successful networking
First of all you need to know what you actually want from your networking. Then you can do the things that will ensure you achieve your goals.
At NRG-networks we encourage people to use the NRG Advocate Marketing System. The 5 simple steps include the essential components in this equation - your plan and a structured approach;
1. Set your networking objectives
2. Identify your target market
3. Develop your proposition
4. Define your inner network
5. Build your advocates
Read more about this business networking system here.
Good Networking!
Dave Clarke
Wednesday, March 31, 2010
Can you make networking really simple?
'Networking made Simple' is the title of a blog posted yesterday by Andy Lopata. In it Andy wrote;
"Think of networking groups as a way of meeting people who can help you achieve your goals. Now you should ask yourself:
- What am I trying to achieve?
- How can other people help me?
- Who is best placed to help me?
- What do they need to know and do?"
This is good advice and they are indeed great questions to help you clarify whether a networking group could be right for you and your business. I would add one more question:
- Who do they need to know?
Just joining the group, though, will not be enough. You have to be proactive!
The way that networking in such a group will work for you is by helping those people achieve their goals. To make sure it will work for you there are a few more questions you should ask yourself:
- Do I like the people in the group?
- Are they people that could add value to my existing client & trusted relationships?
- Am I able to give the group meetings priority over other things in my schedule?
- Am I willing to invest time outside the group meetings to really get to know them and build profitable relationships?
Good Networking!
Dave Clarke
"Think of networking groups as a way of meeting people who can help you achieve your goals. Now you should ask yourself:
- What am I trying to achieve?
- How can other people help me?
- Who is best placed to help me?
- What do they need to know and do?"
This is good advice and they are indeed great questions to help you clarify whether a networking group could be right for you and your business. I would add one more question:
- Who do they need to know?
Just joining the group, though, will not be enough. You have to be proactive!
The way that networking in such a group will work for you is by helping those people achieve their goals. To make sure it will work for you there are a few more questions you should ask yourself:
- Do I like the people in the group?
- Are they people that could add value to my existing client & trusted relationships?
- Am I able to give the group meetings priority over other things in my schedule?
- Am I willing to invest time outside the group meetings to really get to know them and build profitable relationships?
Good Networking!
Dave Clarke
Tuesday, March 30, 2010
Is networking a bit woolly?
In a workshop before a recent Networking Lunch a conversation took place between a couple of the attendees. Let's call them A and B.
A said "I am not really sure about this networking stuff".
B replied "It's about getting to know, like and trust people. You build relationships and as you help and refer others then others do the same for you".
A then said "That all sounds a bit woolly to me. I prefer things I can predict my cash flow with".
I described how I have a number of regular meetings with people in my network where we share an agreed number of referrals so we can predict cash flow. These are people for whom networking is not woolly, but a proven and reliable method of business development. We have invested time in building relationships and are happy to share our contacts with each other openly so as to maximise our referral opportunities.
Last week Sarah Owen of the Referral Institute presented a Networking Masterclass before the NRG Charing Cross networking lunch in London. One of the things she want through was their VCP Process™. This stands for Visibility, Credibility and Profitability*. People can believe the activity of attending networking events is enough. It is not as that can only really build your Visibility. Good networking groups provide the environment for you to build on this and create profitable relationships with people you know and others you want to know.
One of the elements of their Referrals for Life Programme is the Referral Pipeline where you get to spend a day with a trusted contact and execute a process that will efficiently generate enough referrals to completely fill up your sales pipeline!
Networking is only woolly if you are!
*VCP Process™ copyright Referral Institute 2010, all rights reserved.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
A said "I am not really sure about this networking stuff".
B replied "It's about getting to know, like and trust people. You build relationships and as you help and refer others then others do the same for you".
A then said "That all sounds a bit woolly to me. I prefer things I can predict my cash flow with".
I described how I have a number of regular meetings with people in my network where we share an agreed number of referrals so we can predict cash flow. These are people for whom networking is not woolly, but a proven and reliable method of business development. We have invested time in building relationships and are happy to share our contacts with each other openly so as to maximise our referral opportunities.
Last week Sarah Owen of the Referral Institute presented a Networking Masterclass before the NRG Charing Cross networking lunch in London. One of the things she want through was their VCP Process™. This stands for Visibility, Credibility and Profitability*. People can believe the activity of attending networking events is enough. It is not as that can only really build your Visibility. Good networking groups provide the environment for you to build on this and create profitable relationships with people you know and others you want to know.
One of the elements of their Referrals for Life Programme is the Referral Pipeline where you get to spend a day with a trusted contact and execute a process that will efficiently generate enough referrals to completely fill up your sales pipeline!
Networking is only woolly if you are!
*VCP Process™ copyright Referral Institute 2010, all rights reserved.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Tuesday, March 23, 2010
Networking and the 4 Ps of Marketing
In a presentation last week from Gill Hunt of Skillfair I was reminded of the 4 Ps of Marketing - product, price, placement, promotion. In traditional marketing these are taught as the four elements essential to get right in any marketing. The world has changed with the Internet, but they can provide a useful checklist to help in our networking.
Promotion is often the initial driver for a business owner or professional to start 'formal networking'. This can lead to too much emphasis initially on trying to sell to the people you meet. You quickly learn that networking is about building relationships with others in similar markets to you - your 'Inner Network'. The best way to get your network to promote or advocate you is to get in the habit of advocating them first.
The other 3 Ps are useful in working out where to network and who with. Where to find the people who will become part of your Inner Network. If your product is providing a solution to a business problem then you can work out the places you should be networking. It is in those groups where the other members provide similar value (price) services to yours. They should be working regularly with the types of businesses you work with.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Promotion is often the initial driver for a business owner or professional to start 'formal networking'. This can lead to too much emphasis initially on trying to sell to the people you meet. You quickly learn that networking is about building relationships with others in similar markets to you - your 'Inner Network'. The best way to get your network to promote or advocate you is to get in the habit of advocating them first.
The other 3 Ps are useful in working out where to network and who with. Where to find the people who will become part of your Inner Network. If your product is providing a solution to a business problem then you can work out the places you should be networking. It is in those groups where the other members provide similar value (price) services to yours. They should be working regularly with the types of businesses you work with.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Wednesday, March 17, 2010
Using online to get offline
At a networking lunch last week someone asked about how you get to meet up offline with some of the people you connect with online. Networking online & offline are about about building relationships. You can strengthen existing connections online and make good new connections. Build relationships by contributing to online conversations and sharing your knowledge and connections. At some point you will probably need to meet up to really build trust. You may not be quite ready to meet One2One so consider inviting them along to a networking group you belong to.
Last week I attended an Event on 'How real time web is facilitating offline interactivity'. One of the speakers Meetup Founder, Scott Heiferman, was talking about the importance of meeting offline and said Meetup itself was all about:
"Using the Internet to get off the Internet!"
A pretty good approach to keep in mind with your online networking.
Good Networking!
Dave Clarke
Get 10 top networking tips to increase business with the effective use of offline & online networks
offline business networking | business networking events
Last week I attended an Event on 'How real time web is facilitating offline interactivity'. One of the speakers Meetup Founder, Scott Heiferman, was talking about the importance of meeting offline and said Meetup itself was all about:
"Using the Internet to get off the Internet!"
A pretty good approach to keep in mind with your online networking.
Good Networking!
Dave Clarke
Get 10 top networking tips to increase business with the effective use of offline & online networks
offline business networking | business networking events
Tuesday, March 16, 2010
How to decide where to spend time online networking
At a couple of meetings last week people asked me which online networks they should use. People tend to read the buzz about Facebook, Linkedin, Twitter etc & assume they need to be on them all. They can often feel daunted at the prospect of somehow incorporating all these into their networking.
I replied that the approach to networking is the same as offline. It is all about building relationships where people get to know, like and trust you. The important consideration for business networking is that the people you build those relationships with are in a position to refer you in the course of their everyday experiences. You should be networking online and offline in the networks where those people are members.
As I wrote in 10 top networking tips to increase business with the effective use of offline & online networks:
"Business Networking is about finding other business people who operate in similar markets to you. Then helping them and building relationships to earn that trust so don’t expect instant results. Like anything worthwhile, networking takes time and application. Take the time to develop relationships and create a network. Don’t expect to walk into a room of strangers or simply post a profile online and come away with business – it just doesn’t work like that!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
I replied that the approach to networking is the same as offline. It is all about building relationships where people get to know, like and trust you. The important consideration for business networking is that the people you build those relationships with are in a position to refer you in the course of their everyday experiences. You should be networking online and offline in the networks where those people are members.
As I wrote in 10 top networking tips to increase business with the effective use of offline & online networks:
"Business Networking is about finding other business people who operate in similar markets to you. Then helping them and building relationships to earn that trust so don’t expect instant results. Like anything worthwhile, networking takes time and application. Take the time to develop relationships and create a network. Don’t expect to walk into a room of strangers or simply post a profile online and come away with business – it just doesn’t work like that!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Thursday, March 11, 2010
How much should you give away?
In Nigel Temple's excellent Internet Marketing Masterclass yesterday there was a discussion about how much of your knowledge you should give away. A few years ago I sat in discussions where people argued that you should give nothing away. Yesterday most people were happy with the notion of giving away about 20%, but holding back the rest to charge for. It's the old 'Sprat to catch a mackerel' notion.
Most of us, however, are unhappy when we feel someone is holding something back. It gets in the way of building relationships. If you want people to refer you or do business with you that might be a problem!
The World has been changed forever with this thing called the Internet. Most knowledge is now freely available somewhere if you search for it. Some people will pay for your knowledge, but mainly they will pay for the the value you add.
Consider this statement from someone who is very successful in developing his business with networking. This was part of his response to the NRG research into business networking:
"I do not do any cold calling. All my business comes from networking and referrals. Networking is not about selling, it's about building relationships.
Much of the business is a result of doing a presentation where I share ALL my secrets so people know how to do what I do.
Mostly, they prefer to ask me to do it for them. Even though I've explained how they can do it for themselves!”
Nigel was a living example of this in his Masterclass yesterday. The only thing the people attending were really paying for was the cost of the room for a few hours. He was then giving away his knowledge freely for a couple of hours.
Some of those people are now paying for his help to implement the stuff!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Most of us, however, are unhappy when we feel someone is holding something back. It gets in the way of building relationships. If you want people to refer you or do business with you that might be a problem!
The World has been changed forever with this thing called the Internet. Most knowledge is now freely available somewhere if you search for it. Some people will pay for your knowledge, but mainly they will pay for the the value you add.
Consider this statement from someone who is very successful in developing his business with networking. This was part of his response to the NRG research into business networking:
"I do not do any cold calling. All my business comes from networking and referrals. Networking is not about selling, it's about building relationships.
Much of the business is a result of doing a presentation where I share ALL my secrets so people know how to do what I do.
Mostly, they prefer to ask me to do it for them. Even though I've explained how they can do it for themselves!”
Nigel was a living example of this in his Masterclass yesterday. The only thing the people attending were really paying for was the cost of the room for a few hours. He was then giving away his knowledge freely for a couple of hours.
Some of those people are now paying for his help to implement the stuff!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Friday, March 5, 2010
Reducing your business risks with networking
In the NRG research into business networking conducted a few years ago the findings included the ways in which building trusted relationships through networking reduces your risk in doing business. Perhaps the more obvious ones were the benefits you get from having more people looking for opportunities for you and good honest feedback about your business.
Another one was the business intelligence that your network contains. A great example of this for those operating in the UK is the results from NRG member and Skillfair founder, Gill Hunt, for their 2010 UK Consultancy Fee Rate Survey*. This was her biggest ever survey so the results are pretty definitive. Rates by specialism, sector and region.
As Gill says "You can use this information as a guide when buying or selling consultancy and freelance services - day rate isn't everything but it gives you a place to start and confidence that you're in the right area."
I am also pleased to report that NRG members get 11% more than the average!
*Full results published here.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Another one was the business intelligence that your network contains. A great example of this for those operating in the UK is the results from NRG member and Skillfair founder, Gill Hunt, for their 2010 UK Consultancy Fee Rate Survey*. This was her biggest ever survey so the results are pretty definitive. Rates by specialism, sector and region.
As Gill says "You can use this information as a guide when buying or selling consultancy and freelance services - day rate isn't everything but it gives you a place to start and confidence that you're in the right area."
I am also pleased to report that NRG members get 11% more than the average!
*Full results published here.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Wednesday, March 3, 2010
Follow up is the difference
Someone asked me this week "What is the main difference between people who are effective in their networking and those who are not?"
I replied that there were generally a number of factors. The first being that there are those that 'get it' and those that don't. By that I mean there are those who understand how networking works and some who have the idea that is some sort of selling or purely social activity.
The big difference, though, is with those that set aside time to spend following up with others. Investing time in getting to know, like, & trust them and then connecting them with the things they need to know and the people they need to know to help them achieve their busines objectives. You only get to know the relevant content and contacts in the context that is right for them by spending time with them.
In 'A simple way of standing out from the crowd' I wrote how you can stand out by becoming one of the proactive few who regularly follow up.
One simple way of ensuring you do this is to get in the habit of setting aside time in your diary for follow up and 121s after networking meetings.
I talk for a couple of minutes on follow up in this podcast, 'Follow up, Follow up, Follow up!'
Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
I replied that there were generally a number of factors. The first being that there are those that 'get it' and those that don't. By that I mean there are those who understand how networking works and some who have the idea that is some sort of selling or purely social activity.
The big difference, though, is with those that set aside time to spend following up with others. Investing time in getting to know, like, & trust them and then connecting them with the things they need to know and the people they need to know to help them achieve their busines objectives. You only get to know the relevant content and contacts in the context that is right for them by spending time with them.
In 'A simple way of standing out from the crowd' I wrote how you can stand out by becoming one of the proactive few who regularly follow up.
One simple way of ensuring you do this is to get in the habit of setting aside time in your diary for follow up and 121s after networking meetings.
I talk for a couple of minutes on follow up in this podcast, 'Follow up, Follow up, Follow up!'
Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Tuesday, March 2, 2010
Should you be on Linkedin?
Earlier this week I was asked whether Linkedin was useful for someone in a Professional Services Business. I have experienced the growing popularity of Linkedin in the UK through the NRG-networks Linkedin Group I manage.
I replied that it was not really about just being on Linkedin, but how you use it to complement your offline networking. The reality is that the more proactive networkers are already using Linkedin to interact, build and strengthen trusted relationships with others operating in their target markets. If you do not have an active presence online then you are missing out on this.
Online networks like Linkedin are a great complement to offline networks if you are providing services on a Regional or National basis. You can read about this in more details in '10 top tips to increase business with the effective use of offline & online networks'.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
I replied that it was not really about just being on Linkedin, but how you use it to complement your offline networking. The reality is that the more proactive networkers are already using Linkedin to interact, build and strengthen trusted relationships with others operating in their target markets. If you do not have an active presence online then you are missing out on this.
Online networks like Linkedin are a great complement to offline networks if you are providing services on a Regional or National basis. You can read about this in more details in '10 top tips to increase business with the effective use of offline & online networks'.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Tuesday, February 23, 2010
How to become a proactive networker
I have been doing some work with an NRG member on developing an online training course for networking. She came back with an excellent insight this morning after reviewing the material;
"I would definitely get more benefit from my networking after doing this training by being more focused on objectives, rather than just expecting things to evolve/happen."
It is not unusual for people to wait for things to happen in networking rather than concentrating on things to make things happen. The most successful networkers, though, get on and don't wait.
In Applying the 7 habits to your business networking I wrote that habit 1* is 'Be Proactive'. You need commitment and the right attitude. Take the lead in conversations, make connections, and share your expertise.
So just how do you make yourself proactive in networking?
The first thing is to decide your objectives and then set yourself targets for the things you can do to help you achieve those objectives.
These podcasts may help you discover what you want and what you can do.
1. 'Why are you networking & are you prepared?'
2. Developing a Networking Strategy
Then it's down to you to do it!
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
"I would definitely get more benefit from my networking after doing this training by being more focused on objectives, rather than just expecting things to evolve/happen."
It is not unusual for people to wait for things to happen in networking rather than concentrating on things to make things happen. The most successful networkers, though, get on and don't wait.
In Applying the 7 habits to your business networking I wrote that habit 1* is 'Be Proactive'. You need commitment and the right attitude. Take the lead in conversations, make connections, and share your expertise.
So just how do you make yourself proactive in networking?
The first thing is to decide your objectives and then set yourself targets for the things you can do to help you achieve those objectives.
These podcasts may help you discover what you want and what you can do.
1. 'Why are you networking & are you prepared?'
2. Developing a Networking Strategy
Then it's down to you to do it!
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Tuesday, February 16, 2010
Are you trying too hard for the perfect pitch?
Many networking events have a slot where you have to introduce yourself to the group. People can get so wrapped up in this that they think this is what networking is all about and spend ages trying to craft the perfect 'elevator pitch'. Forgetting that time is better spent in building relationships.
I was asked by someone last week for feedback on their pitch as they were not getting much out of their networking. When I asked what else he was doing in the way of helping others and following up there was a long pause in the conversation!
As long as you are able to express your proposition confidently & consistently when asked that is enough. The important elements are your target market, the problems you solve and your stories.
In my top 10 networking tips I explain the really important things to spend time on. Finding other business people who operate in similar markets to you. Then helping them and building relationships to earn the trust that is vital in business networking success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
I was asked by someone last week for feedback on their pitch as they were not getting much out of their networking. When I asked what else he was doing in the way of helping others and following up there was a long pause in the conversation!
As long as you are able to express your proposition confidently & consistently when asked that is enough. The important elements are your target market, the problems you solve and your stories.
In my top 10 networking tips I explain the really important things to spend time on. Finding other business people who operate in similar markets to you. Then helping them and building relationships to earn the trust that is vital in business networking success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Friday, February 12, 2010
Three keys to networking success
Earlier this week, Jason Cobine, shared his insights into the three keys to networking success at the NRG Marble Arch Networking Group in London. Basing his talk on his own experiences he identified the three as help others, help yourself, and follow up.
The first two keys, help others & help yourself, nicely summarise how networking works. If you want others to help you then take the lead and help them first. You can help yourself my making it crystal clear what you want so people can actually help you. He is also spot on about follow up which really is 'a simple way of standing out from the crowd'.
You can read more about the three keys from Jason in his blog 'Why are some business networkers more successful than others?'
Good Networking!
Dave Clarke
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The first two keys, help others & help yourself, nicely summarise how networking works. If you want others to help you then take the lead and help them first. You can help yourself my making it crystal clear what you want so people can actually help you. He is also spot on about follow up which really is 'a simple way of standing out from the crowd'.
You can read more about the three keys from Jason in his blog 'Why are some business networkers more successful than others?'
Good Networking!
Dave Clarke
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Tuesday, February 9, 2010
Offline Social Networking
I have just returned from a weeks skiing in the French Alps with nearly 20 other business people. All people that I have met through networking in the last 5 or 6 years. The bonds built through this sort of social activity really do enhance the building of business relationships.
As William Buist put it in his Ecademy Blog on the skiing trip:
"There really is a lot of value in getting a deep understanding of how others think and seeing how they look out for you when you need support. Everyone in the party of nearly 20 was either well known to each other or to someone in the group. There's a camaraderie that's second to none."
Last year in 'Networking on the Piste' I reported on last year's trip. I have no doubt that the amount of business eventually generated between the people on the trip this year will exceed last year's as people got to know even more about each other.
Business Networking really can be fun!
Good Networking!
Dave Clarke
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As William Buist put it in his Ecademy Blog on the skiing trip:
"There really is a lot of value in getting a deep understanding of how others think and seeing how they look out for you when you need support. Everyone in the party of nearly 20 was either well known to each other or to someone in the group. There's a camaraderie that's second to none."
Last year in 'Networking on the Piste' I reported on last year's trip. I have no doubt that the amount of business eventually generated between the people on the trip this year will exceed last year's as people got to know even more about each other.
Business Networking really can be fun!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
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Tuesday, February 2, 2010
How to explain what you really do
In 'How to answer that awkward question' I included my podcast on how to answer that tricky question "What do you do?"
My latest podcast is all about giving your answer in a way that is easily understood and gives an insight into what you really do. Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
My latest podcast is all about giving your answer in a way that is easily understood and gives an insight into what you really do. Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Thursday, January 28, 2010
Serendipity and Networking
According to Wikipedia the word Serendipity is 256 years old today. I accidentally stumbled upon that fact whilst looking for something else!
It's a great word that describes some of the great benefits you get from networking with your eyes and ears open. In addition to the stuff you have planned you find opportunities and people that you never imagined.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
It's a great word that describes some of the great benefits you get from networking with your eyes and ears open. In addition to the stuff you have planned you find opportunities and people that you never imagined.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Wednesday, January 27, 2010
Are you really looking for a quick fix?
I met someone new at a networking group last week who said "It was tough last year and we need some new customers". I asked how long he was prepared to give it and he said he might come once more to see if he got any business. I asked him why he thought that it was the people who committed for the long term that got results. He said "I suppose it's really about building relationships".
Exactly right. Networking is about building a route to market for the longer term through trusted relationships. To build a relationship you first need to connect and then regularly follow up on that original connection and build trust.
Turning up once or maybe twice is hardly enough to connect and it certainly does not build trust. In fact it often has the opposite effect on your brand.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
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Exactly right. Networking is about building a route to market for the longer term through trusted relationships. To build a relationship you first need to connect and then regularly follow up on that original connection and build trust.
Turning up once or maybe twice is hardly enough to connect and it certainly does not build trust. In fact it often has the opposite effect on your brand.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Monday, January 25, 2010
Online and Offline Networking go Hand in Hand
At a meeting earlier this month people were talking about how difficult it is to keep track of all the interactions we now have both online and offline. Last month in my National Networker Column I wrote about the many different ways we have of keeping in touch with the advent of social networks and social media. Online networks give us a a really effective tool for supporting our offline business networking activities. As I have written before, though, they only do that, however, if we go about both activities strategically.
In an article on the NRG-networks website I shared my top 10 tips for building business with the effective use of offline & online networks:
1. Get comfortable with how networking works
2. Develop a plan
3. Identify the people you already know, like & trust
4. Identify the offline networks to join
5. Show a genuine interest in other people
6. Always follow up contacts
7. Identify the online networks to join and start a blog
8. Make online contacts and build relationships first
9. Arrange contact meetings
10. Develop Networking Advocates
More on each point in the article, top 10 tips for building business with the effective use of offline & online networks
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
In an article on the NRG-networks website I shared my top 10 tips for building business with the effective use of offline & online networks:
1. Get comfortable with how networking works
2. Develop a plan
3. Identify the people you already know, like & trust
4. Identify the offline networks to join
5. Show a genuine interest in other people
6. Always follow up contacts
7. Identify the online networks to join and start a blog
8. Make online contacts and build relationships first
9. Arrange contact meetings
10. Develop Networking Advocates
More on each point in the article, top 10 tips for building business with the effective use of offline & online networks
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Friday, January 22, 2010
What do you want out of networking?
If you don't know what you want from your networking how can anyone help you? There is a good discussion over at the NRG-networks group on Linkedin on 'What do you want out of networking?'.
Networking Tip 2 in '10 top tips to increase business with the effective use of offline & online networks' is 'Develop a Plan'. As I wrote there, "If you don’t know where you are going with your networking how can others help you?"
The important thing is that you know what you want rather than network without any clear idea of what you want. That way as you build relationships and help others achieve their goals you can let them know exactly what you are looking for.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Networking Tip 2 in '10 top tips to increase business with the effective use of offline & online networks' is 'Develop a Plan'. As I wrote there, "If you don’t know where you are going with your networking how can others help you?"
The important thing is that you know what you want rather than network without any clear idea of what you want. That way as you build relationships and help others achieve their goals you can let them know exactly what you are looking for.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Wednesday, January 20, 2010
Look for Synergies
People new to networking will often look to 'network' with people from completely different businesses. Last week an IT provider said he was reluctant to attend an event because many of the other attendees were also 'in IT'. I asked one of these other people who he preferred to network with. He said, "Thats easy. Other people in IT services and support. They know what I'm talking about and we very rarely compete even though it may look like we do something similar. The opportunities for working together or referring each other far outweigh any competitive concerns."
The reality is that people in similar businesses can form relationships much quicker than with those in different fields.
As I wrote in As I wrote in 'Applying the 7 habits to your business networking' habit 6 is 'Synergise'. Look for synergies whenever you meet people and add them to your network. The value of future collaboration will exceed the sum of what each of you could achieve on your own.
According to Wikipedia a synergy is where different entities cooperate advantageously for a final outcome. Simply defined, it means that the effect of the whole is greater than the sum of the effects of the individual parts. Although the whole will be greater than each individual part, this is not the concept of synergy. If used in a business application it means that teamwork will produce an overall better result than if each person was working toward the same goal individually.
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
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The reality is that people in similar businesses can form relationships much quicker than with those in different fields.
As I wrote in As I wrote in 'Applying the 7 habits to your business networking' habit 6 is 'Synergise'. Look for synergies whenever you meet people and add them to your network. The value of future collaboration will exceed the sum of what each of you could achieve on your own.
According to Wikipedia a synergy is where different entities cooperate advantageously for a final outcome. Simply defined, it means that the effect of the whole is greater than the sum of the effects of the individual parts. Although the whole will be greater than each individual part, this is not the concept of synergy. If used in a business application it means that teamwork will produce an overall better result than if each person was working toward the same goal individually.
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
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Monday, January 18, 2010
What are you doing for others?
The third Monday of January every year is a public holiday in the United States to celebrate the life of Martin Luther King. One of his famous quotes is very apt with regard to success in business networking:
"Life's most persistent and urgent question is: What are you doing for others?"
The most successful networkers are not looking for people to sell to. They are constantly looking out for opportunities to connect others to what they need. They build relationships by doing that with people who get to know, like, and trust them. As I said in 'How to make your follow up productive', it is the giving of opportunities to others that will produce opportunities for you as people reciprocate.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
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"Life's most persistent and urgent question is: What are you doing for others?"
The most successful networkers are not looking for people to sell to. They are constantly looking out for opportunities to connect others to what they need. They build relationships by doing that with people who get to know, like, and trust them. As I said in 'How to make your follow up productive', it is the giving of opportunities to others that will produce opportunities for you as people reciprocate.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
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Friday, January 15, 2010
How to make your follow up productive
A couple of days ago in 'Why follow up is so important' I wrote about the importance of follow up in networking. You get to know people by spending time in conversation with them and others at regular networking group meetings. You get to know, like and trust them by following that up with One2One interactions.
You should treat that as an opportunity to really understand the other person rather than an opportunity to pitch. If you are not regularly finding yourself able to give referrals, connect people and share your knowledge then you need to be asking better questions. It is by getting to know, like, and trust people and giving them opportunities that will produce opportunities for you as people reciprocate.
As I wrote in 'Applying the 7 habits to your business networking' habit 5* is 'Seek First to Understand, Then to be Understood'.
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
You should treat that as an opportunity to really understand the other person rather than an opportunity to pitch. If you are not regularly finding yourself able to give referrals, connect people and share your knowledge then you need to be asking better questions. It is by getting to know, like, and trust people and giving them opportunities that will produce opportunities for you as people reciprocate.
As I wrote in 'Applying the 7 habits to your business networking' habit 5* is 'Seek First to Understand, Then to be Understood'.
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
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Wednesday, January 13, 2010
Why follow up is so important
I ran a business networking seminar this week when I asked 2 questions.
1. Do you agree that all things being equal people do business with and refer business to the people they know, like and trust?
2. Do you agree that all things being unequal people STILL do business with and refer business to the people they know like and trust?
The answer to both was a resounding yes, so I asked another.
"Why then do you spend most of your networking time getting to know lots of people a bit?"
You don't get to know, like and trust people by meeting once or twice. You get to know them by spending time in conversation with them and others at regular networking group meetings and by following that up with One2One interactions. That's follow up and you don't get to know, like and trust someone without it.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
1. Do you agree that all things being equal people do business with and refer business to the people they know, like and trust?
2. Do you agree that all things being unequal people STILL do business with and refer business to the people they know like and trust?
The answer to both was a resounding yes, so I asked another.
"Why then do you spend most of your networking time getting to know lots of people a bit?"
You don't get to know, like and trust people by meeting once or twice. You get to know them by spending time in conversation with them and others at regular networking group meetings and by following that up with One2One interactions. That's follow up and you don't get to know, like and trust someone without it.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Monday, January 11, 2010
Keep in touch
In my National Networker column this month I wrote about keeping in touch;
When you agree to "keep in touch" it means to maintain communications so that you keep up-to-date with knowledge about each other. That is how you continue to get to know each other and how you can help them and they can help you. We have more and more ways of keeping in touch than ever as this illustration shows:
You really have no excuse for not keeping in touch! Become one of the who do regularly keep in touch and you will stand out from the networking crowd.
Good Networking!
Dave Clarke
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How often has someone said to you "Let's keep in touch" and that's the last you heard from each other? This excellent cartoon from the New Yorker collection shows how it is often:
When you agree to "keep in touch" it means to maintain communications so that you keep up-to-date with knowledge about each other. That is how you continue to get to know each other and how you can help them and they can help you. We have more and more ways of keeping in touch than ever as this illustration shows:
You really have no excuse for not keeping in touch! Become one of the who do regularly keep in touch and you will stand out from the networking crowd.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Tuesday, January 5, 2010
How to get your Network to Advocate You
In 'How to get what you want from your networking in 2010' I wrote about setting yourself targets for your networking activities as part of an overall strategy. The ultimate aim of your business networking is to create a network of advocates who regularly promote you and your services without being asked or paid and when you are not there.
The number one way of getting your network to regularly advocate you is to advocate them first.
Remember habit 4 of Stephen R Covey's Seven Habits of Highly Effective People is think Win/Win. Applying this in networking means developing a giving mentality and becoming an Advocate for others.
In this podcast I explain this and some of the other ways of motivating others in your Inner Network to advocate you.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
The number one way of getting your network to regularly advocate you is to advocate them first.
Remember habit 4 of Stephen R Covey's Seven Habits of Highly Effective People is think Win/Win. Applying this in networking means developing a giving mentality and becoming an Advocate for others.
In this podcast I explain this and some of the other ways of motivating others in your Inner Network to advocate you.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
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