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

---

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
Get 7 networking secrets for business success

---

business networking | business networking events | business networking tips

---

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

---

business networking | business networking events | business networking tips

---

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

---

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

---

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
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

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
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Social, Learning & Business

At a recent networking meeting the discussion turned to why people were networking. The consensus was that it was about business, but it was important to build relationships first.

One of the members said for him it was social first, learning second and then business. He drew this picture to demonstrate.

He explained it further by saying,  "firstly it's social as it can be lonely working in a small business so it's great to meet other relevant professionals. Secondly it is important to learn new things from your peers. Then as you get to know, like and trust the others a natural consequence is business."

It reminded me of a quote from someone at a networking seminar a couple of years ago when I asked what networking was to him and he said, "Networking is about making friends you can do Business with".


The key point is that it is the relationship first and business follows.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Advocacy by Penny Power

I was really pleased when Ecademy founder Penny Power asked if she could quote me on Advocacy in her new book Know Me, Like Me, Follow Me - what online social networking means for you and your business.

Penny was at a meeting when I presented and subsequently wrote about here a couple of years ago on networking for advocates. She wrote about this in her book and what she learned about advocacy.

"The greatest aspect of 'like me' is is the power of creating advocates around your knowledge, people who will 'talk about you when you are not in the room'. To me this is real network value. 'Know me' cannot achieve this ... you cannot achieve this advocacy without having a relationship with that advocate."

Read more from Penny at the Know Me, Like Me, Follow Me Blog.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Who do you want to talk to?

In a One2One this week a mutual acquaintance was mentioned by my friend. She said this about him "I really like and trust him, but I have no idea how to help him in business because he is really vague about who he wants to talk to".

Later I was able to relay this message and ask the person who would be a good prospect. After a few minutes I understood clearly the frustration felt by my friend. He committed to work on the problem and come up with something to help his network to help him.

It is really important to get people to know and like you, but it's equally important to be clear about who and what you are looking for.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Does your website tell us about you or some Corporate We?

In an excellent talk at an NRG networking lunch in London this week Ecademy founder Penny Power was sharing some of the insights from her new book. Know Me, Like Me, Follow Me is all about what online social networking means for you and your business.

One of the points was that building trust is fundamental. Your clients are more interested in the person behind the brand not the brand. One of the mistakes that small businesses make is to try and look bigger and more corporate than they really are. You can see this in many websites which are all about some 'Corporate We'. People are much more interested in YOU than that.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

How to really connect with someone

Last week in 'How many business cards are in that desk drawer?' I wrote about the meaningless swapping of business cards that sometimes takes place in networking.

Networking is not about swapping business cards and moving on. You need to engage in conversation first to start the relationship. Listen to more about really connecting in this podcast:

Powered by Podbean.com

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Do you spend too much time meeting new people?

In a couple of seminars and One2One sessions this week we have discussed the amount of time spent on Networking. We have then broken that down into time spent in different aspects of networking:

1. Meeting new people
2. Getting to know existing contacts better
3. Spending time with your Inner Network
4. Building trust with your close contacts or advocates

Most people agree that before people buy from you or refer you they need to know, like and trust you and that takes time. You need to meet first, but then you need to keep meeting the people you like to really get to know them and build that trust.

The people I discussed this with during the week were spending nearly all their networking time on meeting new people with almost no time left for the most important relationship stuff. Getting to know the people they like and have already met. Then building trust with the ones they know and like.

Do you need look at your networking time?

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Ways of helping your advocates to refer you

I spoke at an event last night about the NRG Networking Advocacy Model*. The model suggests that effective networking is a result of building trusted relationships with your Inner Network. Others that share the same target market as you and provide a complementary service to yours. Over time you will actively refer and introduce some of these as you get to know, like, trust and rate them. Some of these will form your Advocate Network, the small group of people who regularly go out of their way to find introductions and referrals for you.

The speakers at the Referral Institute Conference last week all reinforced this view of networking. Sarah Owen addressed the subject of helping others to advocate you as you advocate them. The very act of advocating someone else is motivation for them, but only if they know! Unless you educate them on this and what you are looking for they will probably miss opportunities.

In your One2One interactions have you made sure they really know what you do and where? Can they pass on why you are good and what you love about your business? Do they know how you want to be promoted and who specifically you want to meet? Is there anything else that would make you stand out?

They may be saying things about you that you could use yourself.

*My previous post 'The Advocacy Model: Develop Advocates' has more detail and links to further posts on this subject.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Social Networking and Business

I played golf with a number of business owners & professionals yesterday. Afterwards the chat turned to work matters and I asked the owner of a software company where most of his new business came from. He said "Much of it comes from Golf. There are lots of golf events in our Industry. After spending an enjoyable 3 or 4 hours getting to really know someone on the golf course they often ask about business. That then leads to finding opportunities for each other".

It's the same as any successful business networking where it is important to build relationships first & the business follows later.

If you are still wondering whether Social Networks are relevant for your business then think about the amount of business generated as a result of the connections made socially.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Can you refer the other people in your networking group?

In a recent One2One meeting the person asked me for some advice about a networking group she belonged to. She said "I have given it my best for more than a year, but I haven't received any referrals". I asked about the number of One2Ones she had with other members and the referrals she made for others.

It turned out that she hadn't been able to make many as most of the others operated in completely different markets to her. I suggested some other groups where she was likely to get to know, like and trust people with similar markets to her.

A good question to ask yourself when evaluating which groups to join is whether you regularly have the opportunity to refer the types of businesses represented in the group. Then whether you can envisage getting to know, like and trust them first.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

Can you explain what you do so others can pass it on?

Many providers of business to business and professional services find it hard to explain their expertise in simple terms. In 'Dominating your niche through Business Networking' I wrote about how Chris Bose did just that.

Chris explained in simple terms the relationship between complex Power Laws and Internet Traffic. He did it so well that others are able to pass on his message and his expertise. I overheard a conversation during a London NRG-networks lunch yesterday where someone was explaining Chris' ideas to someone else struggling with generating enquiries from their website. This was someone who had attended one of Chris' Seminars at NRG a year ago!

If you can find a way that others can pass on your message, no matter how complex, in simple terms it's a real help to those that want to advocate you. Those that have got to know, like and trust you.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

How to get started with this networking stuff

I was chatting with someone last week who had just started her own leadership development consultancy. She had recently left corporate life and invested in a franchise business. We spoke about the importance of networking and how to get started. She explained that she had begun by contacting all of the people she already knew.

I congratulated her on doing this because many people that I meet forget about the people they already know and concentrate all their efforts on meeting new ones. In this podcast, 'How to start building your network', I talk about how to identify the people already in your network. Listen here:

Powered by Podbean.com

I don't suppose there are people who know, like and trust you that you haven't been in contact with for some time!

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---

A great way to help the people you meet business networking

Whether you are at a structured or unstructured event you will often meet someone who presents their business and leaves you with no idea what they are talking about.

I recall meeting someone regularly and getting to know him quite well. Over time I got to like and trust him & would definitely have referred him if I knew what he did. At one event we were chatting over a coffee and someone else joined us. Neither of us knew the other and eventually she turned to my friend and said "so what do you do?".

"This will be interesting" I said.

He explained what he did very vaguely to start with and then in ever more complicated fashion! That's not unusual. To her credit our new acquaintance said.

"It's probably me, but I don't really understand what you mean".
He then tried to explain again, but what came out was even more complex. He noticed her puzzled expression and said

"That's meaningless to you isn't it?"

Her face said it all, and he said, "Have you ever experienced situations at work where people need the equivalent of their heads knocking together?"

"Yes" she said.

"Well, I help teams resolve those situations."

Crystal clear all around!

So the next time someone you like isn't explaining themselves very well could you ask some questions to help give them some clarity?

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

---

business networking | business networking events | business networking podcast

---