Which conversation would you join?

If you walked into a networking event & the subject of everyone's conversation was in a speech bubble above their head which one would you join? During a recent seminar from Ecademy founder Penny Power about what online social networking means for you and your business Penny got the attendees to split into groups. After a few minutes she invited everyone to share the subject of the conversations. In spite of being at a business event the majority of the conversations were not business related. They were about the things that people were interested or passionate about.

Most of the time we will not have a useful 'speech bubble' so ask questions to find common ground. Be interested and you will find as I wrote yesterday Everyone has something to say. Finding what someone has to say and giving them the time to say it means listening first. That's what the people who do really well in networking do all the time. Listen and engage first rather then pitch and move on.

Good Networking!
Dave Clarke
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What is important in your World?

In response to my post 'What you say is less important' Christopher Neufeld said "An excellent point, although it should take note that you need to get the other person to open up and start discussing what is important to both of you."

He is right about the need to engage with someone in order to start a conversation or get them to 'open up' as he put it. The things that really engage someone are those that are important in their world. I was speaking at a recent event for the owners of independent retail and catering businesses about generating business in the run up to Christmas. The brief was excellent because it summarised the main concerns they have right now which meant the speakers could address those immediately and engage from the start.

It's the same in a One on One or small group. To engage and start a conversation ask questions about the issues they have. It's those conversations that create the connections that start the networking process.

Good Networking!
Dave Clarke
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Are you keeping up with your conversations online

I have blogged before about using Social Media and Social Networks to listen and engage in conversations. Here are a couple of examples from the last couple of days to illustrate this.

On Friday I blogged 'What is this #FollowFriday on Twitter?' and one of the people I mentioned was Jon Davey. Yesterday I received an email from Jon in reply because he had been alerted by Google Alerts. One of the thing he uses that for is to listen for mentions of 'Business in Berkshire'.

Yesterday I blogged 'Does it really cost that much?' and Nigel Morgan replied on Twitter, "If you question the value of networking, check the mirror!". A couple of people replied to Nigel on Twitter and then Nigel replied again, but on my Linkedin profile this time.

Are you listening and engaging online about things relevant to you and your business?

Good Networking!
Dave Clarke
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What you say is less important ...

Have you ever agonised about what you are going to say to others at a networking meeting? Perhaps you have changed your mind as you listened to others. This could be in a 1 or 2 minute presentation or when someone asks the dreaded question, "what do you do?".

What you say is not the most important thing. What others say when you are not there is key. So spend less time trying to craft the perfect pitch and more time listening to others to find a connection and spark a conversation. It's during the conversation you find ways to help and demonstrate your value. People remember and talk about that far more then your initial pitch.

Success in business networking is not down to what you say about you, it's what others say. That makes what you do more important than what you say.

Good Networking!
Dave Clarke
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The benefits of listening first

At a couple of seminars last week on social media people asked about whether Twitter was relevant for their business. Graham Jones gave a couple of examples in his talk about how the best results come from listening out for people who are searching for answers to their problems. He cited the millions of dollars of business being generated by Companies like Dell & Starbucks.

Instead of just broadcasting what you do use the technology to find what people are searching for help with. You can then provide the answers and share your expertise. Over time people will refer others to you and will be prepared to listen to your offers. If you just shout first then nobody will listen.

Good Networking!
Dave Clarke
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Are you listening or shouting online?

I have listened to Graham Jones speak at seminars at NRG Business Networking Events a couple of times recently. His theme has been 'How to double your Web Site Traffic'. His advice has been gratefully received (and hopefully acted on!) by the participants.

More and more people have asked him about Twitter during the presentations and he has given a couple of great examples about how you can use Twitter (and other Social Media) to listen for conversations relevant to you and your business and then engage in those conversations. Many business people have looked at Twitter and assumed it is for shouting about your services rather than engaging in conversations. This is a bit like going to a networking event and selling to the people there. I have written in previous posts that networking is not selling.

I have a couple of automated Twitter searches set up for Networking and NRG Networking specifically. On more than a few occasions recently I have been alerted to comments about NRG from members and guests and then responded directly to questions from people who replied to those comments.

For more on this subject take a look at Graham's excellent Beginners Guide to Twitter.

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

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Getting your mind right for networking

I have seen a number of presenters over the years talk about how they get themselves in the right mindset before undertaking some activity or other. These have ranged from simple things like breathing exercises to complicated figure of eight walking patterns.

I attended an excellent networking masterclass from Nigel Temple last night. During one of the discussions Nigel was sharing how open questions were much more important than any elevator pitch and said that he always thinks CAKE before networking. Why cake you might ask. Cake reminds him of Mr Kipling (exceedingly good cakes!) and that reminds him of a verse from the poem in The Elephant's Child from Rudyard Kipling's Just So Stories:

I KEEP six honest serving-men
(They taught me all I knew);
Their names are What and Why and When
And How and Where and Who.

That reminds Nigel to prepare for asking questions and then actively listening when he meets people. That way he can listen and make relevant connections for the people he meets.

How do you make sure you get in the right frame of mind?

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

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