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                     

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:

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                     

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

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
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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

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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
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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
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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
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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:

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Good Networking!
Dave Clarke
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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?'

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2. Developing a Networking Strategy

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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

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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
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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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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
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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
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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.

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Good Networking!
Dave Clarke
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What do you want from your networking in 2010?

As you reflect on the year gone by and maybe make some resolutions for next year it is worth thinking about what you want to achieve through your business networking activity.

In 'Applying the 7 habits to your business networking' I wrote about Stephen R Covey's Seven Habits of Highly Effective People. Habit 2 is Begin with the End in Mind. Unless you know what you want from your networking then how can others help you?

Once you have clearly identified what you want that's a great start. Combine that with going about it in the right way and you are well on the way to achieving your networking goals.

Take a listen to this podcast on the subject;
'Why are you networking & are you prepared?'

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Good Networking!
Dave Clarke
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Networking with Decision Makers

"I need to be networking with decision makers and budget holders" or something similar is a phrase I hear often. It is often a result of a misconceived idea about networking. The idea that networking is about finding a room full of prospects, exchanging business cards then moving on to the next. That is not networking, it is selling.

Business networking is about building relationships with your peers so that over time you help, support and introduce each other to opportunities to sell your services. Over time you build trust through a series of exchanges or networking transactions. The people you meet in business networking are decision makers and the route to those budget holders you want to meet. They are constantly making decisions about whether they like you, trust you and are prepared to refer you.

The quickest way to get them to make a negative decision is to constantly sell to them. In short, as I have said and written before, networking is not selling!

Good Networking!
Dave Clarke
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Survival of the kindest

On his blog this morning Internet Psychologist Graham Jones poses the question "which kind of people do you like the most? Those who divide and rule, or those who are less selfish and try to help others?".

He asks this in his article, Helping others online could boost your business, which is well worth a read. He writes about recent research from the University of California at Berkeley which suggests that the helpful, altruistic individuals around us are the ones that are doing best in our modern society. The article referred to by Graham is entitled Social scientists build case for 'survival of the kindest'. The article includes this

"In a wide range of studies, social scientists are amassing a growing body of evidence to show we are evolving to become more compassionate and collaborative in our quest to survive and thrive."

Good to see some solid academic research into the whole ethos of how networking works. As we know the more you help others the greater your chances of success.

Good Networking!
Dave Clarke
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Networking and starting a new business

Someone said to me yesterday, "there are a lot of people starting new businesses so where you advise them to start networking?"

My advice was that they should start by listing all the people they already know. They will already have trusted relationships amongst their existing social and work contacts. They should make contact with those people and re-establish those relationships if necessary. They will then be able to identify any gaps in their network and where they need to start addressing those.

In this podcast, 'How to start building your network', I talk about how to identify the people already in your network. Listen here:

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Good Networking!
Dave Clarke
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Building friendships that will lead to business

I was chatting on Friday with someone about my last blog post, Should you join that networking group? She agreed with the view that you need to like the people when joining a networking group.

She said that she also looked for groups with professionals from similar backgrounds to hers and who operate in similar markets. She is not looking to just make friends, but build her business along the way.

It struck me that 'building friendships that will lead to business' is a pretty good definition of the process of business networking in a group.

Good Networking!
Dave Clarke
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