Thursday, March 27, 2008

Behaviours that build trust

I read an excellent piece from Stephen M.R. Covey on 'The 13 Behaviours of a High Trust Leader'. The behaviours that he describes apply equally in networking.

He describes Character Behaviours, Competence Behaviours, and those that combine both Character and Competence.

1. Talk straight
2. Demonstrate Respect
3. Create Transparency
4. Right Wrongs
5. Show Loyalty
6. Deliver Results
7. Get better
8. Confront Reality
9. Clarify Expectations
10. Practice Accountability
Character and Competence
11. Listen First
12. Keep Commitments
13. Extend Trust

You can download the paper here >>>.

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

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Thursday, March 6, 2008

Getting your network to sell for you

I was interviewed a couple of month's ago for Richard White's Accidental Salesman Club.

The theme of the interview was "Getting your network to sell for you".
Richard wrote, "Everyone in selling knows that receiving qualified and personal referrals from a trusted contact makes selling so much easier. But what does it take for your network of contacts to be prepared to make those connections for you?" In the interview I explained the effort and activities required in order to get people to recommend your products and services to their best contacts.

You can listen to and download the interview at http://www.theaccidentalsalesman.com/daveclarkev4.mp3

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

Wednesday, March 5, 2008

Giving referrals first when building your network

In some previous posts I have referred to some research that we did into building trust in business networking relationships. A key factor in building trust is to give something of value to another. Giving a referral first is a good example of this.

I was talking to the Director of a Branding Agency last week. Their target market are the Chief Executives and Managing Directors of Medium and large sized Enterprises. He had just had a 121 meeting with a Business Coach. During the meeting the Coach had referred him to the CEO of one of his large clients.

I know that the coach in question makes a point of giving referrals first and then on a regular ongoing basis. In this way in the past few years he has established a great network of Professionals and Business Owners that now regularly refer and advocate him.

Does your networking strategy include actively looking for opportunities for your network & giving referrals first. Then meeting your close network on a regular basis to share the opportunities you find for them?

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