How many people do you need to meet?

If business networking is a vital part of your business development strategy you may want to ponder a few questions if you haven't already:

1. How many qualified referrals do you need every month
2. How many advocates do you need to generate those referrals
3. How many relationships do you need to have in progress to grow those advocates
4. How many people do you need to meet 121 to start & progress those relationships
5. How many people do you need to connect with to get those 121 meetings
6. How many groups do you need to belong to in order to get those 121s arranged
7. Which groups do you need to attend to decide which ones to join

Good Networking!
Dave Clarke

To meet your competitors or not

Some business networking groups only allow one representative from each trade or profession. That works for some and not for others.

I met an accountant a couple of weeks ago and he asked me if we imposed such a limit at NRG. I said no and asked him where he got most referrals. He thought for a minute and answered, "Other accountants!"

Good Networking!
Dave Clarke

Do you make time for 121s?

I met someone today who said he had been finding it difficult to make the time for 121 meetings. He knew that they were the single most important thing for building trusted relationships. His solution has been to set aside one day at an easily accessible location with coffee bar, restaurant and wireless internet.

He then schedules meetings from morning until evening and has seen an immediate benefit in his networking results. Make sure you find a way to make time for developing those all important business relationships.

Good Networking!
Dave Clarke

Become a good listener

Some of the best networkers I have met are introverted and shy people. Why? Because they build relationships, which builds trust. Most importantly, instead of pushing themselves forward, they tend to be good listeners. As such, they usually find out more than those looking for the next opportunity to hear their own voice!

Shy professionals also tend to reflect on what people tell them. This ability to remember what others say and value is critical to fostering good relationships.

Good Networking!
Dave Clarke

What do you do?

I saw Andy Lopata speak at the Wellbeing Network yesterday and he delivered a thoroughly entertaining, informative and interactive session on practical networking.
You can get some of Andy's thoughts at his blog here >>>

One thing he said rang true for most of the audience. He said "When someone asks you 'what do you do?' at a networking event, it's the networking equivalent of 'do you come here often?'"

He then went on to explain how important it is to build relationships first. As you build on those relationships you can then communicate exactly what you do and how you make a difference.

Good Networking!
Dave Clarke

Give before you receive

In some research we did into business networking we asked 200 active & successful networkers which statement best described their approach. The majority chose:

"I develop a network of individuals that I can trust. I help and support those people, and expect the same in return."

Good Networking!
Dave Clarke

The importance of PR

I saw Marketing Expert Nigel Temple deliver a great session on Internet Marketing last night. He gave some highly practical advice including the growing importance of blogging. See Nigel's blog here >>>.

We spoke beforehand when Nigel shared some advice on PR in building your brand. Coincidentally we had a piece in the local paper, the Swindon Advertiser today. See this link:
Networking lunch club is spreading net far and wide

Good Networking!
Dave Clarke

Synergy

Is your strategy in business networking to avoid competitors or to look for things in common?

If you concentrate on synergies then the value of your network will be greater than the sum of its parts. Each connection will give you new insights and facilitate new opportunities.

Good Networking!
Dave Clarke

World Storytelling Day

I noticed on the BBC website that today is World Storytelling day. You often hear the expression 'people buy people' and illustrating your introduction with a story is a very useful aide in business networking. A quick story can give meaning to the information you are trying to convey.

For example I was talking with a member of NRG in London last week about the importance of building trusted relationships and how that can take time. He said that's so true and described how, almost imperceptibly, over the course of six or seven months he had built a pipeline of new business worth about £250,000.

Does technology rule you...

...or do you use it to support your business development activities? This is a great cartoon: