Saving time with organised networking

"Why would anyone join a group just for networking? said a Corporate HR Director to me last week. I explained that, as a business owner, meeting with people regularly who have a shared commitment to building business relationships is highly efficient. In this podcast I share an example of how networking in a group saved me about 3 years in business development time:

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In 'Networking saves time and money' I wrote about how networking can save you money as well as time!

Good Networking!
Dave Clarke
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Networking is not all about working the room

Last week I was chatting with some friends at a party and some new people were introduced. One asked about my business. I explained that we ran business networking groups for the owners and directors of service businesses and partners in professional firms. She said "I couldn't do that networking stuff. All that walking into a room full of strangers and working the room is far too difficult"

Her comments reflect a common concern amongst people who have no networking experience or those who have had a bad experience. Some organisations even reinforce the view that all you need is to 'work the room'. I spoke with someone who runs a business organisation who said "We do networking events - we stick people in a room and let them get on with it!" Some 'networking' training courses are focused solely on the subject of working the room. Some people are comfortable with that approach, but it's the minority in my experience.

My own view is that networking is about building mutually profitable relationships over time. Often the best environment for that is in a group where some level of facilitation is provided to help you achieve your business networking goals. There are plenty out there so try a few and find the ones that suit you and your business.

Good Networking!
Dave Clarke
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What simple tips do you have for networking?

In 'Is offline networking still relevant?' I wrote about the interview I did with Rod Sloane. After answering that question he asked if I had any simple networking tips. I answered that follow up was the big thing that makes people stand out & to be effective at follow up you need to learn to listen.

In a recent survey of first time guests at NRG networking events we found that the top three reasons for networking are:

1. More Business
2. New connections
3. Help with business issues

The most successful networkers build relationships by following up quickly and providing referrals, introductions and help to others. If you listen for where you can do the same and do it then others will do it for you.

Good Networking!
Dave Clarke
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Is offline networking still relevant?

In 'Networking has never been more important' I wrote about the answer I gave to Rod Sloane when he asked "is networking still relevant in 2009". The question comes nearly 40 second into this 2 minute Audio Clip:



Good Networking!
Dave Clarke
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Getting referrals by being the answer to their problems

Last week someone introduced himself at one of the Networking Groups I facilitate by saying that one of his main client groups were charities who often pay too much of a particular type of tax. He didn't just say he was an accountant. There were immediate referrals because he had succinctly expressed the help he was able to give for a particular problem for a specific market.

In 'Dominating your niche through Business Networking' I wrote about talking about your business with regard to the specific issues that your target market have, where they are and what they will be saying about their problems.

It is much easier to find referrals for someone obviously the answer to a specific problem for specific organisations.

Good Networking!
Dave Clarke
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Why are you networking & are you prepared?

Someone phoned me earlier and said could she come to the next NRG Business Networking Event because someone had told her she should. When I asked what she was networking for she wasn't really sure. I explained the importance of understanding why first.

In the first episode of the NRG Business Networking Podcast I talked about the importance of asking yourself why you are networking. You can then prepare yourself fully to ‘Power up Your Networking’ and get the results you want. Listen below:

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Good Networking!
Dave Clarke
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The Personal & Professional in Business Networking

Another question I was asked in my webcast last week on 'How to Effectively Combine Offline & Online Networking'was whether I made a distinction between personal & professional networks in the information I share.

My answer was along the lines that people buy people so it is important to share personal information in both business and personal networking.

I enjoyed reading supporting evidence on this issue in Graham Jones' blog post yesterday about the information you share on your website. In 'Find connections to increase your sales' Graham suggests "the more personal information you reveal, the more likely it is you will connect with your customers".

He goes on to say "As if we didn't know, people buy from people... start telling the world even more about yourself so they can start to truly connect with you".

Good Networking!
Dave Clarke
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Are online relationships more short term?

I was asked a number of questions in my webcast last week on 'How to Effectively Combine Offline & Online Networking'. One viewer said "It's more important to meet people offline and spend more time, this makes a relationship long term. Online relationships are more short term. Your views please?"

I have built long term relationships from connections I have made online. I have subsequently met many of these people so the relationships are now both online & offline. There are some I have never met because they are in countries I have not visited. This has not stopped us providing support, knowledge and contacts to each other.

I think the real answer is that most people make more offline connections than online ones and a smaller proportion of those online ones develop into real relationships. I wrote briefly about this in 'Quality versus quantity in Business Networking' yesterday.

Good Networking!
Dave Clarke
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Quality versus quantity in Business Networking

At a recent seminar on how to effectively combine online and offline networking someone said that he wanted to build a 'quality' network rather than have lots of connections like many people he sees online. I think most people would agree that quality is important. The continuing debate is around how you get there.

In offline groups you can build these quality connections from a relatively small group of people. Much of the filtering process has already been done. It's different online in that you will have quality interactions with a smaller percentage of the people you 'connect' with. In both cases quality is a result of quantity.

To be effective offline and online is is still about building relationships.

Good Networking!
Dave Clarke
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Dominating your niche through Business Networking

One of the temptations in business networking is to speak about your business in very general terms in case you miss a possible opportunity. The problem with this approach is that everyone misses the specific opportunities they could refer you to. Presenting your business in terms of the specific things you do for a defined target market produces much better results.

Last week Chris Bose explained how the Internet works in a seminar before the NRG London City Business Networking Group Lunch. The seminar was called, 'Dominate your online niche to survive and prosper'.

Chris demonstrated real expertise by explaining in simple terms how you can get well qualified web traffic through the search engines by presenting content that specifically answers the things your potential clients are asking. It is much better to get the 100 real prospects for your business than 100,000 who may or may not be interested. You can find out about real google searches with their free tool at www.google.com/sktool.

The same applies in business networking. Talk about the specific issues that your target market have, where they are and what they will be saying about their problems. There are two simple ways to establish what questions they are asking. You can use the same free google tool and you can ask them!

Good Networking!
Dave Clarke
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How to Effectively Combine Offline & Online Networking

I presented this webinar on brightTALK yesterday. You can watch the recording below.


Good Networking!
Dave Clarke
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Networking has never been more important

Yesterday I answered the question from small business marketing expert Rod Sloane, "Is Networking still relevant in 2009?". The answer I gave was based on my own experience so it was nice to find some supporting evidence from Neilsen's Global Online Consumer Survey. They found that ninety percent of the 25,000 consumers surveyed noted that they trust recommendations from people they know. The following table summarises their findings:



Building positive word of mouth has, indeed, never been more important.

Good Networking!
Dave Clarke
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Is networking still relevant?

On Monday evening this week I gave a quick interview to Rod Sloane before his talk on 'How to Barack Obama Your Business'. Rod asked me if networking was still relevant in today's Social Media World.

I replied that, in this world of huge choice, networking is more important than ever. Faced with thousands of possible suppliers on the Internet we rely on the recommendation of a trusted friend more than ever.

Rod used his iPhone to record the interview and then uploaded it from his iPhone. Listen to the audioboo interview here.

Good Networking!
Dave Clarke
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What business are you really in?

How many potential profitable business relationships do you leave behind you in your business networking without fully exploring the possibilities. The way you ask and answer questions determines the quality of the initial conversations you have and the connections you will make.

Many of the people I meet networking will give their business category when asked "What do you do?". They will say "I am a solicitor or accountant or business coach or web designer or marketing consultant or insurance broker or financial adviser or whatever their line of business is. This often means little or does not interest & engage the person who asked the question.

In an excellent talk from Rod Sloane yesterday on how to sell more products and services he reminded us of the question that Theodore Levitt asked Corporate America nearly 50 years ago. He asked what business are you really in. At the time the US Railroad companies answered Railroads rather than transport and subsequently lost out to the car industry. He argued that to to succeed your business must not focus on selling, but on providing solutions to your customers. If you focus solely on your industry your product may become obsolete, but if you focus on your customers you can adapt to changing needs. Ground breaking ideas and insights in the early 1960s and still good advice today.

So next time someone asks what you do answer with what your customers really buy from you. If you don't know that then ask a few of them.

Good Networking!
Dave Clarke
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How to Barack Obama your Business

Tonight I am attending an event where guest speaker Rod Sloane will be talking about 'How to Barack Obama your Business - a special evening programme for business owners who want to sell more products and services'. Rod first used this great headline after the US Presidential elections. It captured the imagination because of Barack Obama's great marketing and is in language that the audience can immediately understand. The sub heading addresses his target market and the problem they have.

If you struggle to get your message across think about presenting your business in the language of your clients. What is your equivalent to 'How to Barack Obama your Business' and 'business owners who want to sell more products and services'?

Good Networking!
Dave Clarke
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The killer app in business networking

In ‘Trust is the Killer App’ Leon Benjamin quotes William Davies at the Institute for Public Policy Research who recently published a ground breaking paper that examines the role of the government in the increasingly decentralised social and political activities taking place online. He states there are three sources of trust: State, Community & Online Community. Notice the absence of corporations. He goes on to say that “out of nowhere trust has become the most talked about abstractions of our times”

In the NRG research into business networking trust was identified as a central factor due to the complex nature of the relationships that develop and the possible impacts both positive and negative that may result:

"Transactions that occur within a network are not always backed with a monetary transaction. There are many levels of granularity, and this presents an opportunity to develop trust with acceptable risk.

Therefore forming a network should be based on developing trust, and trust can be defined as 'Firm reliance on the integrity, ability, or character of a person'."

So Trust is the killer application in business networking and that means you need to take a long term view. To quote the research again,

"Many businesses who network are in the establishment phase of their business. They may stay there for some considerable time. They would like to grow their sales and value. The short term pressures of getting sales and cash flows may not sit easily with developing trust, which is a long term strategy, rather than a short term tactic.

The paradox in the establishment phase is that a trusted network could offer resources, credibility, a cost saving and a time saving. Businesses who develop a strategic network have developed their businesses and their relationships. They are able to reap the benefits of trust!"

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
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Do people like you get business through networking

At a networking lunch yesterday a business owner asked me if people like him got business through networking. He was fairly new to business networking and wanted some reassurance even though he had been referred to the NRG group by the owner of a similar business who had done very well.

A couple of people overheard and asked about what he did and what he was looking for. They shared some advice on his answers and some specifics that people in the room could help him with.

Someone else shared how he had received many referrals and other intangibles in support and advice and said,

"If you have a viable business, are likeable and helpful you can get loads of business. If you only have a viable business but aren't much of a people person it will take you longer!"

Good Networking!
Dave Clarke
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The Compass, the Clock & Networking

In 'Leadership and Networking' I wrote about the Mastering Leadership Event from William Montgomery of askten. William used an illustration of a compass and a clock to help you focus on your top priorities. The compass represents your direction and the clock how you manage your time.

In networking think about the compass when working out your strategy. This includes why you are networking, where you are headed with your networking and what you need to do to get there. What networks are a good strategic fit for you. The key relationships to focus on & the time you will invest.


Think about the clock for managing your time in relation to your networking activities. When you schedule time for a networking meeting also schedule in the time for follow up & 121 meetings. When you promise to do something then schedule a specific time. If Online Networks and Social Media are important to your business then schedule specific time.

Good Networking!
Dave Clarke
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Why are you networking?

People network for different reasons. Some business and some social. Whatever your reason it's a good idea to have it clear in your own mind or you may spend time and money without a clear return. This podcast, 'Why are you networking & are you prepared?' includes some advice on the subject:

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Good Networking!
Dave Clarke
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Networking and Pipeline Building

For many people networking is a very hit and miss affair with no predictability and reliability around developing business. Earlier this week I attended a Pipeline Seminar with Sarah Owen of the Referral Institute as part of their 'Creating Referrals For Life' programme. The Pipeline Seminar is all about how to implement a structured referral strategy. On the day the attendees generated close to £750,000 worth of appointments for each other!

I have sat the Pipeline Seminar with others previously and now have monthly follow up One2One meetings where we usually give between 4 & 8 referrals to each other for the following month. It's a great complement to my networking and a way of ensuring that some of my close networking relationships are mutually profitable.

Does your networking strategy include anything like this?

Good Networking!
Dave Clarke
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Engaging with people in Networking

I was talking with an NRG member today about his experiences presenting Seminars at NRG Business Networking Lunch Events. He shared that he had received 2 referrals from people at each of the last 2 talks, but none for the 2 before those. The only thing that differed was that he did not use a PowerPoint presentation in the last 2 and felt the audience was much more engaged with him as a result.

Finding ways of engaging with the people you regularly meet networking are vital in getting to build strong business relationships. Presenting to your group is a great way of engaging and adding value to the others. An experience of you sharing your expertise first hand goes a long way to establishing your credibility and building trust in you and your services.

How many speaking slots do you have in your diary?

Good Networking!
Dave Clarke
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The Tipping Point & Online Networking

I was explaining how to integrate online and offline networking to someone at an NRG seminar recently. In '10 tips for building business with the effective use of offline & online networks' I suggest that you identify the online networks to join and start a blog. Your blog is the cornerstone of your online presence and the image below from the Logic + Emotion Blog in 'Twitter Tuesday, Influence Ripples + Tipping Points' is a great visual aid to illustrate my point.

The 3 types of networkers identified in the Tipping Point by Malcolm Gladwell are shown and described. The Salesman uses knowledge to engage and persuade, the Maven connects people through sharing knowledge, the Connector connects people to each other. To be effective online you need to be a bit of each (or get people to do some of it for you). Think of your blog as engaging and persuading, then use social media to share knowledge and social networks to share connections.


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

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