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                     

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
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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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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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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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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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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
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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
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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
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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
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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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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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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
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Networking Lessons from the Law of Contract

One of the first subjects I studied in Law was the Law of Contract. In order for a contract to be a legally binding agreement a number of distinct elements need to be in place:

1. Offer and acceptance
2. Intention
3. Capacity
4. Consent
5. Consideration
6. Legality
7. Possibility

These indicate that the parties have not just discussed a possibility, but have a definite agreement about a desired outcome and the specific things required by each to fulfill this.

There are great lessons to be learned from this in networking. Many people are not really getting the most out of their networking. They are just meeting people and hoping for the best. Success in networking is something that will remain a possibility rather than a probability.

Those that follow a structured and systematic approach to building trusted relationships do really well. They do the things they need to do for others in their network and those others will know what they need too.

It is a good idea to get together with your really good business contacts and find out if you can agree specific things to help you each achieve your business goals.

Dave Clarke
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Your past can connect you with your future

At a networking meeting lunch last week someone said to the person sitting next to me "what did you do before this new business of yours?" He talked about his previous Corporate role and said "but that won't be relevant to anyone here". He could not have been more wrong!

One person had worked for another division of the same corporate and another was engaged in a project with them currently. It's a big mistake to think that the people you used to work with are not relevant or not interested in what you are doing now. As you build new relationships that will be very important in the future don't forget the people you have worked with in the past. You have already invested in these relationships and built trust. If you have moved on then they might have too.

In 'How to get started with this networking stuff' I wrote about the importance of keeping up with existing relationships.

Good Networking!
Dave Clarke
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You had to dance

I remember an Uncle telling me about Saturday nights at the local dance hall. It was the night when young men and women would go to meet their dates or in the hope of finding someone to date. My Uncle told me that in order to get to know someone you first had to dance. This was easier when it was organised to ensure everyone got to dance with someone. Other times you just had to pluck up enough courage and ask a stranger.

I was reflecting with a couple of people yesterday that this is very similar to networking. You have to have the equivalent of a dance before you can get to know the other person and build trust in a business relationship. In networking that means having a meaningful conversation and creating a connection first.

The people I was chatting with all said they found it easier to do this at networking events where there is some facilitation and structure.

Good Networking!
Dave Clarke
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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
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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:

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Good Networking!
Dave Clarke
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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
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