Networking is simple but not easy

I spotted that headline in a recent Ecademy Blog by Ivan Misner. It's a great headline and a worthwhile read.

It got me thinking too. Like many things networking is a simple process, but not easy to do. I am reminded of a quote from Bob Burg:

"All things being equal, people will do business with, and refer business to — those people they know, like and trust."

Business Networking is about finding other business people that operate in similar markets to you and building relationships to earn that trust. One thing that makes it easy is finding those networking groups where those people already are.

Good Networking!
Dave Clarke
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Are you prospecting or networking?

At a speednetworking event recently I introduced myself to one of the other attendees. He had three different business cards for himself and gave one of those to me. I asked why that particular one & he said "That's the service most relevant for you to buy"

I asked about one of the other cards & he said "That's a service for Corporates so not for you"

Nothing wrong with representing different businesses in different networks. It may, however, be more effective in the long run to look for others with clients & contacts in similar markets to you. Then build relationships with them as an ongoing route to market rather than look for one off prospects.

At Networking Events are you looking for opportunities to build your network or for prospects?

Good Networking!
Dave Clarke
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The power of unsolicited endorsements

I attended another organisation's networking lunch in London earlier this week. I had been invited by another NRG member & there were 2 NRG members on the round table. At the start of the lunch we took it in turns to introduce ourselves.

As I began one of the NRG members, the owner of an IT support business, interrupted me. He said, "Do you mind if I share something? We have just completed an analysis of our new business pipeline and over 80% is due to introductions and referrals through the NRG network"

The other member, a partner in a professional firm, added "We have just signed a new client as a result of the recommendation of another NRG member"

I had nothing to add to this great demonstration of the power of advocacy. My message had been shared much more powerfully than anything I could have said.

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

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Does it help to think of your inner network as a channel?

In a recent 121 meeting with a member of NRG-networks in London I was explaining the idea of a networking inner circle. Probably about 6 or 7 close relationships with business people who provide complementary services to yours in similar markets. By meeting regularly to share experiences, support and contacts you can quickly build a very powerful and regular source of well qualified referrals.

We discussed how to formulate a networking strategy to build this close network. It involved much more clarity around networking objectives and key messages.

Towards the end she said "That's just like channel marketing. I understand that completely!"

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

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If 80% of success is showing up what about the rest?

Woody Allen famously said "80% of success is showing up".

So how do you ensure 100% success from your networking?

Assuming that you know what it is that you want and have found the right group here are a few suggestions.

* Show up consistently
* Explain simply what you do & who for
* Connect with others operating in similar markets to you
* Connect with others providing services that complement yours
* Follow up with them
* Build relationships with them
* Become an advocate for them
* Look out for ways that you can connect, help & support them

Some of the ways to complete that vital other 20% & ensure success.

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

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Reputation, Friends and Generosity

Nancy Williams of Tiger Two presented a seminar on 'Online Reputation Management' before the NRG business networking lunch in London Charing Cross last week. She presented 13 top tips and I picked out 3 as being equally applicable to networking 'offline'.

1. Check out your reputation - Nancy shared how you can easily check your online reputation. In fact her blog has detailed instructions on creating an online reputation management dashboard.

Why not ask some of your customers and networking contacts for their thoughts on your reputation? Ask them particularly to focus on what it is they think you do and who for. That way you know where you need to concentrate your message.

2. Make friends - Nancy spoke about being strategic about social networking sites and choosing your friends carefully. Those with similar interests in the same field as you.

It is the same in networking. Are you networking in those groups and places where you can build business relationships with other professionals operating in similar markets and fields to you?

3. Be generous - Nancy suggested that you give before you receive.

Exactly the mindset for successful networking. Are you connecting others, providing useful information and giving referrals first?

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

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10 top tips to get sustainable business through networking

The latest Synergy Business Networking Newsletter from NRG-networks includes 10 top business networking tips from my colleague, Martin Davies.

1. Develop a plan
2. Don’t expect early results
3. Build relationships first
4. Show a genuine interest in other people
5. Know your target market
6. Prepare your proposition
7. Listen more than talk - and ask open questions
8. Always follow up contacts
9. Arrange contact meetings
10. Develop Networking Advocates

Read the full article at this link,
10 top tips to get sustainable business through networking

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

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Are you always ready to speak?

I learned yesterday that I was speaking at a breakfast meeting this morning in the 'education' slot. I asked a few questions before deciding which aspects of business networking to concentrate on.

There are a lot of opportunities for you to share your expertise and raise your profile at events. There are many more if you are prepared to speak at short or no notice! I have stepped in at the last minute on a number of occasions including some paid ones.

I don't prepare exactly what to say, but I have identified certain key messages and outlines for;
30 seconds
1 minute
2 minutes
5 minutes
10 minutes
40 minutes
1 hour 2 hours
Half Day
Full Day

I have, however, seen people refuse opportunities to speak because thay are not ready. If you don't feel ready then prepare a few options and the next time you get the opportunity take the plunge and volunteer to speak. Your audience will be on your side and it's a great way of helping people understand when and how to advocate you!

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

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Who is in your inner network?

In a recent 121 meeting with another member of a breakfast network I belong to we spoke about the importance of building relationships with others who provide a complementary service to the same target market.

One of the services she provides is a diagnostic as part of the Investors in People standard. This often identifies opportunities for her as a trainer & for other professionals operating in the same space. She mentioned others involved in compliance and standards. For example HR, Health & Safety, ISO9000 & Employment Law.

A ready made list of the type of professionals for her to form close business relationships with!

In the course of your conversations with clients and prospects who else could you regularly refer? Could it be that those are the very same people who could be regularly referring you?

Find and join the networking groups where you can get to meet those other professionals regularly.

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

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Lowering the risk and increasing the speed of business development

I had a great meeting last week with someone interested in a franchise territory for the NRG-networks Business. We progressed much further and faster than normal during that meeting. The reason? We were introduced by someone we had both known for years. Someone who was a trusted contact & an advocate for both of us.

He went out of his way to make sure we spoke and arranged the meeting. A great example of how business can develop much faster when you have built close trusted relationships first.

How much time are you taking to develop relationships with a few close contacts? Contacts that operate in the same target market as you and provide services that are complementary to yours. Building the trust that lowers risk, reduces cost and increases the speed at which you can transact business when the opportunity arises.

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

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