Do you network to find advocates or customers?

During the seminar before an NRG Business Networking Lunch today we were discussing different approaches to networking. I explained that networking to build trusted relationships and develop advocates was far more productive than networking for customers.

One member shared his experience to support that view. When he first started networking he was looking for customers directly. He had some limited success. When he changed his approach to helping others and building relationships first his results increased dramatically.

He also won more customers from his networking contacts!

Good Networking!
Dave Clarke
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Crash course in networking

I received a telephone call just before one of our lunches from a journalist. He was writing a piece for Management Today about networking and wanted to pick my brains.

What are the key things about networking, he asked. Decide what you want to get out of it (be strategic), I said. Also, don't expect results immediately - it's all about developing relationships and that takes time.

His article is in the August edition of Management Today and is called Crash course in networking.

Martin Davies
NRG Business Networks

Where building relationships can lead

At NRG we recently surveyed our members to find out what our members got out of the NRG relationship. I was (pleasantly) surprised to find that over half our members were actively collaborating with other members.

Then one of our more mature and wordly-wise members sat me down and explained things to me.

"You make a big thing about developing relationships don't you" he said.

"Absolutely, it is fundamental to successful networking" I said.

"Well, think about it - if your members do spend time getting to know other members in depth surely you shouldn't be surprise when a lot of them want to work together, share projects, jointly go to market - in other words, collaborate!"

Silly me - why didn't I think that through!

Martin Davies
NRG Business Networks

If only I could get in front of the right person

I often hear business owners say 'if only I can get in front of more people'. When I ask who those people are they can't name them.

Recently I have heard NRG Business Networks members ask for specific connections in named companies. In one instance someone knew the boss of the Finance Director the member wanted an introduction to. In another someone had been at school with the Marketing Director.

Do a bit of research on people in your target market in advance. Help your network to help you get in front of the 'right people'.

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

Try getting someone else to do your one minute pitch

At a business networking event on Monday I was one of the 10 doing a 1 minute pitch to the group. Instead of doing it myself I asked a long standing NRG Business Networks member if he would do it for me. He agreed and instead of me saying how good it was he was able to focus on the benefit from a client perspective.

He concentrated on why he was happy to give the one minute, why he was a member and what he gave and received as a result. Everyone I spoke to afterwards commented on what a powerful endorsement it was.

Next time you have the opportunity why not give the approach a go?

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

Effective Networking

I found this step by step diagram demonstrating some great tips for attending networking events at the Effective Networking Inc. site:
http://old.xplane.com/explains/effectivenetworking/

What a great idea for explaining stuff.

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

How not to win friends and influence people

I was at a Chamber of Commerce event last night. It was a good opportunity to catch up with some contacts and meet some new people. I started talking to one person who perhaps should have slowed down on the free wine.

A lady approached us and introduced herself. I recognised that she would be a great possible ally for the other person, but when he came to introduce himself he couldn't pronounce his company name! She was clearly unimpressed.

If you've taken the time and trouble to attend an event that is primarily business focused it may be best to wait until afterwards to unwind :-)

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

Who is really in the room?

I was in a training session yesterday with a new franchisee. Part of the session was about a seminar that we run on effective business networking and the questions that crop up from attendees. A colleague, Kim, related a story from a seminar in Gloucestershire.

One of the attendees at the end said, "That's all very well, but I need to talk at Director level in Financial Services Companies. Nobody here will be able to help"

Kim challenged him to name a Company and ask who had contacts. He named the largest insurance company in Cheltenham. 30 out of the 40 people there knew Directors either personally or professionally!

It was down to him then to connect with people and form relationships that would lead to an introduction.

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

How to make an impact in 60 seconds

Someone asked me today for any tips on making an impact during a 60 second introduction at a networking event. I hear a lot of 60 second (or more!) presentations and so I thought about the most effective ones I had heard.

They are the ones where the person is clear and enthusiastic about who they are, the problems they solve, their target market, and what they are looking for. Spoken in language that we can all understand, and they are being themselves, genuine and authentic.

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

When creating a good impression pays dividends!

I was at a lunchtime networking meeting the other day and my neighbour, Richard, told me a great story. He has a successful web design business and was bidding recently for a medium sized company's redesign. It was a competitive bid and he was one of a number showing their wares. He was not hopeful, especially as the Managing Director was reputedly a 'toughy' and feared by his employess. The presentation was going to be difficult.

The Managing Director walked into the room, espied Richard and exclaimed "I know you!" It happened that some 18 months earlier Richard had presented for 5 minutes to a local IoD networking meeting. The Managing Director was also a member of the IoD and had seen Richard present. They didn't meet but the Managing Director had a good memory.

Richard was welcomed as a member of the same club, breezed through the presentation and, guess what, he got the business.

The moral of the story is not to join the IoD (unless you want to), rather it is to take the opporunity to 'put yourself about' whenver you can. You never know when a future client may be listening!

Martin Davies
NRG Business Networks