Joining a networking group can be like joining a Gym

A couple of people have asked me recently, "What will I get if I join one of your networking groups?". My answer is that we concentrate on recruiting quality people and facilitating quality networking. What you get will be a direct result of how you follow up and the effort you put in. Consider the analogy of joining a gym or fitness club.

We are approaching the time of year when many people join a gym with the aim of getting fitter or losing some weight. However, we all know that paying the money is not enough. You only get results if you put the effort into training, and often you need a personal trainer to really get going. The same is true of networking and you have to put the effort into getting to know people and investing in relationships first. Understanding how networking works is a good start. As Bob Burg said:

"All things being equal, people will do business with, and refer business to
— those people they know, like and trust."

Business Networking is about finding other business people who operate in similar markets to you, and building relationships to earn that trust. Once you understand and commit yourself to making it work you can actively do the things that will make your networking effective and productive.

Over the next few posts I will revisit some of these things for you:

http://business-networking.blogspot.com/2008/12/do-you-know-what-you-want-from-your.html
* Have you got a System?
* Who do you know already?
* What is your Target Market?
* Is your Proposition clear?
* Who is in your Inner Network?
* How do your grow your Advocates?

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

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Sell through the room not to the room

I had an email from a Professional in a large firm a couple of days ago about the experience of one of his colleagues networking at NRG-networks. He said it was one of the more productive groups for his firm and generated useful referrals leading to chargeable work.

He shared that his approach is on a 'sell through' the room rather than 'sell to the room' basis. He is absolutely spot on with that.

If you are looking for business today from the people you meet, that is selling. Successful networking builds your business for tomorrow through the relationships you build with the people you meet.

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

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business networking | business networking events | business networking podcast

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How to identify your typical customer

Over the last couple of weeks I have run a couple of effective business networking seminars and spoken on the subject at a conference for business consultants.

On each occasion people have struggled with the subject of their target market. When networking (as in marketing generally) it is essential to focus on a specific market segment. If you have more than one type of client then the most effective thing is to pick the client type most relevant to the people you are with. So, if you are with other owners of other service businesses, think about who their clients are likely to be. Talk about your typical clients in the markets they operate in.

During one session an accountant helped explain the point by sharing how he always focused on one specialism, International Tax. His firm can do other work, but that is his primary focus and he gets great results. Over time that is the expertise that he has become renowned for. He also knows where to invest his time and effort in finding referrals for the people that can refer him.

You can hear some more on this subject of target market in a recent NRG Podcast, 'Your target market – Who is your right person?'

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

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business networking | business networking events | business networking podcast

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Networking produces results that grow exponentially

In a recent post, 'Networking saves Time and Money', I wrote about how your cost of doing business reduces over time with networking.

It was great to see in my inbox today the latest mailing from the IoD (Institute of Directors). They agree on the cost effective nature of networking and are urging their members to pursue more networking opportunities:

"If you’re tightening your company spend over the unsettling months ahead, networking is an effective resource to leverage your contacts and generate new business.

Aggressively pursue your networking opportunities over the turbulent months ahead; be seen and be heard while your competitors hibernate. Networking produces results that grow exponentially; people do business with people they know."

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

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business networking | business networking events | business networking podcast

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Join a networking group and save 2 years

A number of NRG-networks members shared some experiences recently on how long it took them to get results from networking. Each of them owned a specialist consulting business operating with Corporate Customers. Typically it had taken them a couple of years to work out the importance of being structured and targeted with their networking.

At the end one of them said the reason that he liked our NRG groups so much was that they were structured so he could identify and build his Inner Network much more quickly than in other groups he had tried and in a lot of random activity. In fact it had taken him 2 months to achieve what had taken him 2 years elsewhere.

If your networking seems to be going nowhere take some time to work out what the right groups are for you and your business. A good question to start with is "Where do the owners of other businesses with similar markets to you network?"

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

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business networking | business networking events | business networking podcast

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