How much time do you get for conversations whilst networking?

A couple of days ago I blogged about a question that is often asked, 'How many people will be at the event?'. There were some great insights shared in the comments.

The underlying theme was that context, philosophy and actions were far more important than just the number of attendees. This brings us on to another issue. You need to have meaningful conversations to really connect with someone before going on to follow up and build a relationship.

So when you are thinking about attending an event or joining a group it might be important to ask a different question.

'How much time is dedicated to genuine 2 way conversation and is the meeting facilitated in any way to assist with those conversations?'

Good Networking!
Dave Clarke
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What happens next?

At an event last week someone asked if he could have a private mentoring session. He said he was making good connections at networking events and was having a number of One2One meetings, but that was usually as far as it went. He said "I think my One2Ones are a bit woolly".

Meetings with no agenda or agreed outcome can often be woolly! That does not mean you have to always work to a rigid agenda or be too attached to a specific outcome. It is, however, worth taking a minute or so to agree some ground rules and set the right expectations for both parties.

The purpose of a first One2One in a networking context is often to decide whether you will both invest some time in building a relationship. If that is the case then share that with the other person. If you are taking the lead in the meeting you could open with a reminder of how you connected originally and why you thought there may be synergy between you. Then add the time the meeting will take together with what you would like to cover:
* What you would like to find out about the other person and their business.
* What they would like to find out about you and your business.
* Agreement of any continuing fit between your respective businesses.
* The next steps (typically connections to people & information) that you will undertake before meeting again.
* The date of the next meeting or catch up.



As I develop networking advocates with further interactions I always keep this loose agenda structure in mind.

Good Networking!
Dave Clarke
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How many people will be there at your networking event?

People often ask me "How many people will be at the event?". I usually ask them what they consider to be a good number. That can prove to be a difficult question to answer. Many people will start with a fairly high number.

The question came up in a conversation yesterday so I asked the person for an example of an event with a good number. He mentioned an open Chamber of Commerce event with 150 people there. I asked him how many people he had really good conversations with during that evening and he said 2 or 3.

Then he said "I guess what I really mean is that I consider a great event to be where I can have good quality conversations with up to 6 people. More than that & I can't do the follow up".

My own experience is that the knowledge sharing and relationship building takes place much faster in a smaller group. I know from our own NRG groups that the format works very well for between 8 & 40 people. At the upper level the dynamics change and then it's probably time to open another group.

Good Networking!
Dave Clarke
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Are you an expert?

At a seminar this week before the NRG-networks Lunch in the City of London the speaker, Sue Richardson, was presenting 'Be seen as the expert, publish a book'.

She opened by asking if everyone considered themselves to be an expert. The dictionary definition of an expert is 'a person who has special skill or knowledge in some particular field'.

The learning that came out of the session for many people was that we actually know far more than we think we do. We have a tendency to assume that everyone else knows what we do. This can mean that we undervalue our knowledge and insights. These have great value to our respective networks. As we share them in conversations and by presenting we build our reputation as experts.

The help we give to those others motivates them to help and advocate us. So it is vital to communicate how they can do that whilst continuing to give generously.

Good Networking!
Dave Clarke
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Baby Boomer Entrepreneurs - The Story Lady Has A Story About You

In the beginning, you were not having the life you wanted, but in the end you lived happily ever after.

If you like that story, you want to read some of the work of The Story Lady.

Quoting from her bio on Amazon:

Ronda Del Boccio unknowingly began her path to becoming The Story Lady as a tot when she invented skits and stories with her stuffed toys. She was born with an eye conditions that mean she will never drive or see "normally," so she lives every day with added challenges that she calls "speed bumps."



All her life people have opened up to her and shared their lives in the safe space she innately offers. Recognized globally as The Story Lady, she teaches authors, business owners, entrepreneurs, and visionary individuals just like you to reach your ideal customers, readers, and associates through the power of your story.



Along with Bonnie Tesh, she co-authored the inspirational book I'll Push You Steer: The Definitive Guide to Stumbling Through Life with Blinders On.



Her new book The Geometry of Success comes out soon. She is an award-winning author, transformational speaker and mentor who teaches you how to connect with anyone through the power of storytelling and live from your power.



"When you share facts, you touch a mind, but when you share your story, you touch a life. And when you touch one life, you touch at least a thousand lives." -- Ronda Del Boccio, The Story Lady.

Ronda Del Boccio tells us to serve before we sell. And that is exactly what she does on her blog

http://profitablestorytelling.com/blog/2009/03/15/the-story-lady-shares-guarded-twitter-tactics-for-business-success/

Please check her out to get the story of your happy ending.

Follow her on twitter at http://twitter.com/thestorylady

Shallie Bey

Do you do much cold calling?

In a previous post, 'In a world of thousands of suppliers Word of Mouth is essential' I mentioned a recent NRG-networks seminar from author Grant Leboff on how sales & marketing have changed.

One of the things that Grant discussed was the value placed on a cold call by the recipient. Before the Internet a cold call could be a very useful way of gaining information on a subject as part of a purchasing process. A relationship would often be built in this way. A quick straw poll indicated that none of the seminar audience saw that value any more and did not take cold calls.

I mentioned this to a couple of people today. One said that networking was his best route to market, but he still had some success with cold calling. He has a very clear idea of his target market, his proposition and the value he adds. He demonstrates his expertise and value with great questions and the connections he makes. The kind of actions that show a genuine desire to help and not just the let me help you buy my stuff kind!

Great lessons for all kinds of business development activity.

Good Networking!
Dave Clarke
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A great way to help the people you meet business networking

Whether you are at a structured or unstructured event you will often meet someone who presents their business and leaves you with no idea what they are talking about.

I recall meeting someone regularly and getting to know him quite well. Over time I got to like and trust him & would definitely have referred him if I knew what he did. At one event we were chatting over a coffee and someone else joined us. Neither of us knew the other and eventually she turned to my friend and said "so what do you do?".

"This will be interesting" I said.

He explained what he did very vaguely to start with and then in ever more complicated fashion! That's not unusual. To her credit our new acquaintance said.

"It's probably me, but I don't really understand what you mean".
He then tried to explain again, but what came out was even more complex. He noticed her puzzled expression and said

"That's meaningless to you isn't it?"

Her face said it all, and he said, "Have you ever experienced situations at work where people need the equivalent of their heads knocking together?"

"Yes" she said.

"Well, I help teams resolve those situations."

Crystal clear all around!

So the next time someone you like isn't explaining themselves very well could you ask some questions to help give them some clarity?

Good Networking!
Dave Clarke
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Are you prepared to go out of your way for others?

At an NRG-networks lunch meeting yesterday someone asked me how you get others to advocate you.

Someone else shared his view and said "When I meet someone I try and find out as much as I can about them and their business. That allows me to connect them to the contacts and information they need. Recently I met someone from a fantastic conference venue. They were already doing some business with a top four accounting firm and I was able to put her in touch with someone very senior in the organisation to help cement the relationship and gain further opportunities. She subsequently gave me a great referral to a partner in another accountancy firm."

A great example of how you develop networking advocates. A networking advocate goes out of their way to recommend your goods and services without being asked or expecting anything in return. Take time to develop the relationships with key members of your network. Go out of your way to connect them to key members of your network and introduce them to people who might benefit from their services. Become an advocate for them. And, guess what? What goes round comes round. People will eventually become advocates for you – and this is where the networking dividend really pays out!

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

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In a world of thousands of suppliers Word of Mouth is essential

At a recent seminar before a London NRG-networks lunch author Grant Leboff was explaining how sales & marketing have changed.

To illustrate the impact of the Internet he talked about how things were beforehand. In the world of business to business products & services if you needed something you probably had a choice of 2 or 3 local suppliers. You probably saw them all before making your purchase decision and relied on personal recommendations to help in your decision.

Now that you have a choice of thousands on the Internet how do you decide which one to use?

You cannot possibly see them all.

Are you like the seminar audience?

They said they rely more than ever on the recommendation of a trusted contact.

So in this world of enormous choice Word of Mouth is more important than ever.

Good Networking!
Dave Clarke
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What does a company like that look like?

I received a message from a business contact last week advocating the services of one of her contacts. At the end she said would you be prepared to introduce him to any of your contacts that spend more than £20,000 per year on utilities?

Based on our relationship I said "Of course. If you are advocating him he must be good, but how would I know if a business was likely to be spending that amount?" Good question she said and put me in touch so that I could ask directly.

The person was able, very quickly, to paint a picture I could understand by describing how big the premises would be or how many offices they may have. Also how many people would be working in the organisation.

How good are the pictures you are giving to your advocates to promote you?

Good Networking!
Dave Clarke
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