What you say is less important ...

Have you ever agonised about what you are going to say to others at a networking meeting? Perhaps you have changed your mind as you listened to others. This could be in a 1 or 2 minute presentation or when someone asks the dreaded question, "what do you do?".

What you say is not the most important thing. What others say when you are not there is key. So spend less time trying to craft the perfect pitch and more time listening to others to find a connection and spark a conversation. It's during the conversation you find ways to help and demonstrate your value. People remember and talk about that far more then your initial pitch.

Success in business networking is not down to what you say about you, it's what others say. That makes what you do more important than what you say.

Good Networking!
Dave Clarke
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Something we don't know about you

Have you ever been to a business networking event and left feeling that you didn't really get to know anyone? The conversations at business networking events can be very dull if everyone just talks about their business.

At the more 'formal' part of NRG Business Networking Events we have an aide memoire to help people introduce themselves and their business. This includes the usual business stuff - name, business, target market and ideal connections. It also invites the person to share something about themselves that we would not know in the ordinary course of business. Often this is when people come alive, smile and reveal their true nature. Especially when they talk about one of their passions.

That often is the spark for a conversation with someone and a real connection where you get to know and like each other. It's those connections that lead to follow up and a good business relationship based on trust where you become advocates. That's when networking really starts to work.

Good Networking!
Dave Clarke
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How does this networking work then?

In a recent three way conversation at a networking breakfast someone asked "how does this (networking) work?" and one of the others, a wealth management professional, told a quick story.

He explained that he had met an estate planning consultant about 6 months ago. He had got to know him and introduced a few people. He was then invited to a conference of lawyers, accountants and other professionals with an interest in estate planning. He had got to know a few of them and made a few more introductions. Recently the Estate Planner had given him a referral into one of the specialist family law firms he was hoping to build a relationship with.

He finished by saying "So that's it in a nutshell. I go to the networking groups where I will meet the right people for me, get to know some of the others, find out what they need and help where I can. Then good stuff happens for me."

Good Networking!
Dave Clarke
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Talking about Politics and Religion when Networking

Conventional wisdom says you should avoid talking about politics and religions, but then someone once said to me that conventional wisdom is almost always wrong!

Many people think that the conversation at a business networking event has to be just about business, but in my experience people want to get to know you first. What makes you tick and what are you passionate about. That may well be business, but you will often make connections over your other interests first. So if your passions include politics or religion it's perfectly ok to talk about them as long you are engaging in conversation and not up on your soapbox!

Good Networking!
Dave Clarke
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I know you don't do this, but ...

Do clients ever say to you "I know you don't do this, but do you know anyone who can help with ..." or something similar?

I asked this question to someone last week who shared that they were finding it difficult to find referrals for their network. If you are the person your client contacts first with any request you can make yourself pretty much indispensable if you have a good recommendation for them each time.

It also means you have a steady supply of referrals that you can make for your network. In turn that should generate a similar number flowing back to you.

Even if they are not asking you now then next time you talk to them ask them some questions about other help they may need. If you can help them by referring someone else you are helping to cement trust with your client and the person you refer.

Good Networking!
Dave Clarke
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Are business cards a necessity for business networking?

At a recent networking lunch one of the other people on our table apologised for forgetting their business cards and promised to send everyone their contact details afterwards. They did this thereby demonstrating an important part of networking follow up - doing what you promise you will do.

I know some people who deliberately have no business cards and always make a point of following up after receiving cards. This generally provokes a reaction in the people they meet. Some people think their approach is good and different. Others hate it and feel they are not really participating in the right way.

What do you think?

Good Networking!
Dave Clarke
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Are you attending too many business networking events?

In a One2One meeting last week with someone I was discussing the importance of following up in building business relationships. The person I was with said "I am going to so many events I haven't had the time to do any real follow up." Then he thought for a minute and said "maybe I will go to fewer events so I have more time for follow up".

I find it really useful to put time in my diary for follow up at the same time as I enter the event itself. It would be great to hear any ideas you might have for managing your networking.

Good Networking!
Dave Clarke
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How do you listen online?

In 'The benefits of listening first' I wrote about a couple of examples from Graham Jones which demonstrated the millions of dollars of business being generated by Companies like Dell & Starbucks from listening for and then joining online conversations. A couple of days ago Graham gave a similar talk at the NRG London City Business Networking Group.

One person asked "How do you listen on Twitter?". Good question!

Graham provided the answer. On the right hand side on Twitter is a search box. On the results page you can save the search so every time you go back you get updated results. Follow this link for a Twitter search for NRG networking to see how it works.

Good Networking!
Dave Clarke
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You don't get fit by joining a gym...

Yesterday I wrote in 'It takes more than just showing up' about the importance of following up and building relationships in effective business networking. Later on I received an email from my colleague Martin Davies with the following quote.

"You don't get fit by joining a gym...
You don't learn to swim by reading a book...
You don't build relationships without meeting people..."

He went on to say that if you follow a good process, however, you will get the results you want, whether it be fitness, swimming or building business relationships. A good networking group provides the process and the environment that allows you to turn contacts into relationships that result in business for you.

For a great story about this follow the link to 'Winning a Major New Client through A Networking Relationship'.

Good Networking!
Dave Clarke
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It takes more than just showing up

In a recent One2One meeting I was asked by someone "How many business networking events do I need to attend before I start getting business?". I said that depends on what you do after the meetings. You should be attending events, making good connections, following up and building relationships. It's investing in the right relationships that lead to business.

Woody Allen famously said "80% of success is showing up". The rest is in the follow up.

Good Networking!
Dave Clarke
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Social Networking and Business

I played golf with a number of business owners & professionals yesterday. Afterwards the chat turned to work matters and I asked the owner of a software company where most of his new business came from. He said "Much of it comes from Golf. There are lots of golf events in our Industry. After spending an enjoyable 3 or 4 hours getting to really know someone on the golf course they often ask about business. That then leads to finding opportunities for each other".

It's the same as any successful business networking where it is important to build relationships first & the business follows later.

If you are still wondering whether Social Networks are relevant for your business then think about the amount of business generated as a result of the connections made socially.

Good Networking!
Dave Clarke
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The benefits of listening first

At a couple of seminars last week on social media people asked about whether Twitter was relevant for their business. Graham Jones gave a couple of examples in his talk about how the best results come from listening out for people who are searching for answers to their problems. He cited the millions of dollars of business being generated by Companies like Dell & Starbucks.

Instead of just broadcasting what you do use the technology to find what people are searching for help with. You can then provide the answers and share your expertise. Over time people will refer others to you and will be prepared to listen to your offers. If you just shout first then nobody will listen.

Good Networking!
Dave Clarke
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Are you nervous about networking?

You have probably met people who seem perfectly at ease in any situation and talk effortlessly with people they have never met before. For most of us it is not that easy. I speak to many people who have had a bad networking experience which in some cases puts them off networking completely. This has often been at an event with no formal facilitation. I remember speaking to the organiser of events like this. He said "Yes we do networking. We put people in a room and let them get on with it".

Even seasoned networkers can get nervous about walking into a room full of strangers. A friend of mine shared recently that he had booked and paid for a Chamber of Commerce Open Networking Event. He traveled to the event at the appointed time and even got to the door. He then decided he couldn't face it, turned round and went home!

If you are nervous about networking then try a group that is facilitated to build your confidence and build those important business relationships in a safe environment.

Good Networking!
Dave Clarke
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Can you refer the other people in your networking group?

In a recent One2One meeting the person asked me for some advice about a networking group she belonged to. She said "I have given it my best for more than a year, but I haven't received any referrals". I asked about the number of One2Ones she had with other members and the referrals she made for others.

It turned out that she hadn't been able to make many as most of the others operated in completely different markets to her. I suggested some other groups where she was likely to get to know, like and trust people with similar markets to her.

A good question to ask yourself when evaluating which groups to join is whether you regularly have the opportunity to refer the types of businesses represented in the group. Then whether you can envisage getting to know, like and trust them first.

Good Networking!
Dave Clarke
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What's your story?

I facilitated a recent mastermind group where one of the issues raised was about communicating a difficult business proposition. The discussion led to the conclusion that a story would be a great way to do this. In 'Telling a story to illustrate what you do' I wrote about how useful a simple story can be in this regard.

One of the other participants shared a great tip for producing a good story. He had asked 2 clients that were representative of his ideal customers to share their stories of how they had come to choose his business. He then got a copywriter to produce these as short case studies. The stories have been instrumental in helping generate much new business.

Good Networking!
Dave Clarke
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Networking and Masterminding

One of the problems in running your own business can be taking time out from the day to day to chat about things and get ideas from other perspectives. People who are very successful in business surround themselves with people with different skills to themselves and different ways of looking at the world.

As you develop close relationships through networking it may be appropriate to find a small group where you can help each other achieve your overall goals. I am involved in a couple of these groups where the members act like a 'virtual board' for each other.

As I wrote yesterday Networking can be about much more than new business. A small mastermind group or virtual board can provide you with a much needed sounding board and challenge you to make sure your plans have a reasonable chance of success!

Good Networking!
Dave Clarke
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Much more than just new business from networking

I was chatting about a mutual friend with the seminar speaker at a Business Networking Lunch last week. He said that whenever they meet he is introduced as "the man who saved me quarter of a million in 5 minutes!".

He went on to explain that a short conversation at a previous NRG event had pointed our mutual friend at a $25000 solution rather then his original quotes of £300000.

As you build trusted business networking relationships they lead to much more in the way of support than just new business.

Good Networking!
Dave Clarke
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Where do you get your new business?

I often ask Business Owners and Professionals "Where do you get most of your new business?". The most popular answer is recommendation or referral. There is often silence after the supplementary question "so what is your strategy for generating more recommendation?".

The ironic thing is that most of them will have strategies for other parts of their marketing, but not for the most important! Listen to this short podcast for the simple steps involved in developing a strategy to generate more business from your network.

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Good Networking!
Dave Clarke
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The value of networking for advocates

Many people in Business to Business Services report that the cost of lead generation is rising. My colleague Martin Davies was telling me about a conversation he had last week with someone who had calculated the value of Networking for Advocates against paying for leads.

This person had built 10 advocate relationships through his NRG Networking Group. His investment was about £200 per Advocate. His advocates generate about ten leads for him per year each. That's 100 leads for an investment of £2000. In his industry the cost of a good lead is about £100 to £200.

The cost of buying the same number of leads would therefore be between £10000 & £20000. Up to 10 times more! That makes Networking for Advocates a pretty good return on Investment.

Good Networking!
Dave Clarke
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Is the idea of a sales funnel now outdated?

In 'McKinsey: Shooting holes in the Sales Funnel' Bob Apollo writes about an article in a recent McKinsey Quarterly review on the consumer decision journey.

Bob writes how the conclusions can equally be applied to the B2B buying process. As Bob says "the increasing importance of word of mouth, recommendation and reputation in the B2B buying process has transferred information power into the hands of the prospect".

I have reported similar findings on the increasing importance of word of mouth previously. So if you are in the the B2B or B2C space make sure that you have a strategy for influencing the people your prospects turn to for this word of mouth.

Good Networking!
Dave Clarke
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Giving yourself extra time for following up

At a recent seminar on Social Media most of the attendees said they struggled with doing what they need to do in the time available. I have written previously about the importance of following up, but one of the big things that takes a lot of time is dealing with email.

It doesn't need to take up that much time. I have just dealt with nearly 2000 messages in a couple of hours after returning from a 2 week family holiday. I used the system I mentioned in my post, Time Management and Networking Follow up, to go through them.

Since I started dealing with my emails in this I have saved about one hour every day! That's five hours extra each week for the important stuff. For more good advice on dealing with email see this article from Graham Jones entitled 'Check your email - quick - another one might be in....!'

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

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