Giving referrals first when building your network

In some previous posts I have referred to some research that we did into building trust in business networking relationships. A key factor in building trust is to give something of value to another. Giving a referral first is a good example of this.

I was talking to the Director of a Branding Agency last week. Their target market are the Chief Executives and Managing Directors of Medium and large sized Enterprises. He had just had a 121 meeting with a Business Coach. During the meeting the Coach had referred him to the CEO of one of his large clients.

I know that the coach in question makes a point of giving referrals first and then on a regular ongoing basis. In this way in the past few years he has established a great network of Professionals and Business Owners that now regularly refer and advocate him.

Does your networking strategy include actively looking for opportunities for your network & giving referrals first. Then meeting your close network on a regular basis to share the opportunities you find for them?

Good Networking!
Dave Clarke
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Sharing your expertise with your Network

I've mentioned the Networking Catch 22 before. How do you demonstrate your expertise & give value to someone who will not be your customer?

At the Reading NRG Event last week Hanif Khan of Video Shoot Productions shot a number of videos for people to use. He showcased what he does, gave us some value and has built real trust trust in him and his service.

He even posted the video he did for me on Youtube!



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

Remember to say thank you

I received an email from a close networking contact today.

At one of our meetings a couple of months ago we had recognised a referral opportunity for him. I made the initial introduction and that has led to a great opportunity.

Do you always thank your referrers and introducers and keep them informed?

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

Networking and Business Isolation

I was speaking to someone this morning who sits on one of the Bank of England advisory sub committees. She shared the prediction that 2008 would see many business owners feeling increasingly isolated.

In a business networking survey we conducted last year the feeling of being 'isolated in business' was one of the top three reasons given for joining a Business Network. It's lonely at the top!

Your network provides you with great support in addition to business. Take some time to assess if you have the complete support, resource and advocate networks you need around you. Start now to build your network where you have any holes and continue to nurture those existing relationships. If you only start to make and maintain the right connections when you really need them that may well be too late.

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

Seasons Greetings

Networking or Selling?

A couple of weeks back a contact said to me "I really need to be networking with Companies with more than 250 employees."

We explored this a little more & established that her target market includes companies with more than 250 employees. She is selling into those companies not networking with them. The C level executives of those businesses network with their peers. As an independent professional providing service to those businesses it is important to build a network with other professionals with complimentary products and services in that space. It is those trusted relationships that are the route to market.

If you are looking for business today from the people you meet that is selling. Successful networking builds your business for tomorrow.

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

Does your network sell for you?

I was interviewed last night by Richard White of The Accidental Salesman on the theme, "Does your network to sell for you?".

This was done as a live webcast and will be available as a download to members of Richard's Accidental Salesman Club.

We spoke about some of the mistakes that people make when networking and I shared the NRG four stage model of going from first meeting someone to have them become an advocate:
1. Make contact
2. Follow up
3. Build relationship
4. Develop advocacy

Read the full article at this link, "Does your network sell for you?".

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

Morgan PR and the Great Blogging Adventure: NRG giving!

I saw this post today from someone who came to our Reading Group's networking lunch & seminar;

Morgan PR and the Great Blogging Adventure: NRG giving!

It made me feel really good. How often do you leave positive feedback & testimonials?

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

Getting serious about Word of Mouth

A couple of weeks ago I attended a seminar at a PR Company in Reading. The theme was "Grow your own business through effective sales, PR & Marketing". There were some good tips on traditional sales, PR & Marketing. Social Networking, however, was completely absent from the presentation. I asked one of the presenters if they saw it as important. I was left with the impression that Web 2.0 was not something they had embraced.

The same week I saw a presentation from Steve Clayton of Microsoft on "Web 2.0, Social Networking, Blogging & more". He underlined the importance of utilising the technology and getting serious about Word of Mouth Marketing.

As Philip Calvert put it in a recent NRG Business Networking Seminar, "If you're not on Google, Facebook & Myspace you don't exist!"

How are you utilising Social Networking in your Word of Mouth strategy?

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

Who else sells to your target market?

I had a couple of conversations this week where I raised this question.

In the first the person trained people interested in starting their own beauty therapy or related business. There are many college courses helping Women start in business developing links with those may be a good start.

In the second the person had a busines that halved the cost of fixed to mobile telephone calls. When I asked who else sold to his market he said everyone. I asked if it might be a good idea to focus particularly on developing relationships with others that sold complementary telecoms related products and services to his target market.

Who else sells to your target customers?

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