Do I know you?

These words appeared alongside a stern looking man in an advertisement in a 1950s business publication:

“I don’t know who you are.
I don’t know your company.
I don’t know your company’s product.
I don’t know what your company stands for.
I don’t know your company’s customers.
I don’t know your company’s record.
I don’t know your company’s reputation.
Now — what was it you wanted to sell me?”

The moral of the ad was that sales starts before your salesman calls and was promoting advertising in McGraw Hill Magazines. The original can still be seen on their website (http://www.mcgraw-hill.com/aboutus/images/ad_maninchair_lg.jpg).

Most business owners and partners in professional firms I meet say they have no problem selling. Their main problem is getting in front of the right person. Building trusted relationships through networking means you can refer your network to their right people and, in turn, be referred to yours.

Becoming an advocate for someone means unreservedly recommending them when you see the right circumstances. When someone is given that sort of word of mouth referral the recipient knows all about their reputation, what they do and why they are there.

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

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Walking your talk

Have you noticed the way children learn from what we do rather than what we say? The same is true of the people we network with. They learn far more about us from how we act than from how we introduce ourselves. It is vital in building a trusted relationship that you demonstrate that you are both consistent in what you do and that your actions are congruent with your message.

I hosted one of our NRG business networking groups in Reading on Friday. On Thursday I received a phone call from a business owner who wanted to come and who said to me, "I just wanted to check it was ok with you that I attend as I also run a group for another networking organisation."

I explained to him that we actively encourage cooperation and collaboration between networks. It is one way of demonstrating to our members how we build business relationships in the same way as we facilitate that process for them.

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

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How to get something done

"There are three ways to get something done:
do it yourself, employ someone, or forbid your children to do it."

That's a great and amusing quote from Monta Crane.

Many owners of small businesses and professional firms, however, seem to think there is only one way and they try and do everything themselves. There is nothing more unrewarding than spending a day trying to sort out the administration and accounting that would take a professional little more than minutes per week. We had the tax return deadline in the UK recently and there were more than a few business owners scratching their heads over carrier bags full of a years receipts!

There are a great and growing number of providers of outsourced administration, bookkeeping and VA services. You can 'employ' someone to take on that work very cost effectively whilst you concentrate on building your core business and its value.

Remember that networking is a great way of finding suppliers and team members as well as growing your business.

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

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The difference between Networking and Selling

I attended two recent networking events recently. At each of these I met someone running a property business for the 1st time. Each of them sold properties abroad to UK Nationals.

The first one described how he had got into the business after buying a property himself. His experience had been problematic to say the least and he determined that in his business he would do everything to ensure a great experience for the client so they could buy the property and enjoy it free from hassle and red tape. During our conversation we found we had various interests, friends and acquaintances in common. We agreed to meet up again and explore how we can help each other.

The second one gave the briefest of elevator pitches and then said "Is that something you would be interested in?". The conversation was very brief.

Which of the two do you think will lead to a mutually beneficial and profitable relationship?

You can hear more about the subject in this podcast on the difference between networking and selling.

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

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Pay Attention!

I can remember the words of teachers at school instructing us to "Pay Attention" at certain times. They were used to get us to focus on the teacher or the task in hand and stop paying attention to ourselves and other distractions. The teacher knew that we would only learn if we paid attention.

As we start a new working week I know where we are headed as a business in the longer term, the next two to three years. I also know where we are headed in the shorter term, the next two to three months. This means I also know which things are important right now. I also know that if I don't pay attention to them they will not happen.

Paying Attention is important in networking too. Both with regard to your objectives and to the people you meet. When you meet with someone at a networking meeting or in a One2ONe remember to pay full attention to the other person when they are speaking. Only then will you be able to listen fully to what they are saying, ask good questions and be able to identify what they are looking for and how you can help.

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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