0845 40 80 639
Email Us
my profile my membership details seating requests bring guest (pay for) invite guest (via email) send substitute arrange 1-2-1
case studies
people we work with - verbatim business networking podcast resources
connectors club event structure nrg group leader sponsorship the nrg team nrg videos
Show AllBusiness Networking BlogBusiness Networking ArticlesMastermind BlogMember StoriesNRG Expert SpeakersBusiness ArticlesMember Offerings & EventsNRG Advocacy Training - The BasicsNRG Advocacy Training - Practical Steps
Show AllBathBristolLondonMetropolitan LondonMetropolitan London CitySwindonWorcester

Business Networking Blog

Your past can connect you with your future
At a networking meeting lunch last week someone said to the person sitting next to me "what did you do before this new business of yours?" He talked about his previous Corporate role and said "but that won't be relevant to anyone here". He could not have been more wrong!

One person had worked for another division of the same corporate and another was engaged in a project with them currently. It's a big mistake to think that the people you used to work with are not relevant or not interested in what you are doing now. As you build new relationships that will be very important in the future don't forget the people you have worked with in the past. You have already invested in these relationships and built trust. If you have moved on then they might have too.

In 'How to get started with this networking stuff' I wrote about the importance of keeping up with existing relationships.

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

business networking | business networking events | business networking podcast
Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 8:08:00, 19 Nov 09
Tags: Business Networking,Trust,Networking Relationships
41010 Views 0 Comments

Share
Does Your Selling have the Partnership approach?
Many business owners and professionals are strangers to the world of selling and can run into problems with a misunderstanding of the approach required. Richard White's The Accidental Salesman® is often a very apt description. Successful selling is not about being pushy and looking to 'close' everyone you meet. The best networkers are very clear about what they do and for who - their target market. They are friendly, helpful and constantly looking for opportunities to connect their network with people, knowledge & opportunities. They also understand that people will buy from them when they are good and ready and adopt the same approach of helping and educating prospects.

I attended an excellent Client Attraction Techniques Masterclass from Small Business Marketing Expert Nigel Temple yesterday. I am sure Nigel's stuff will inspire a good few blogs in the days ahead. He touched on the psychology behind the new sales & marketing several times. A powerful illustration was the experience of shopping at the John Lewis Partnership. The Sales Assistants there are truly deserving of that 'assistant' title. They are`there to assist us in making an informed buying choice. Always ready to answer questions and leaving us with the decision at all times. They understand something I learned from a Sandler trainer about Newton's Third Law and the way it also applies in selling. The law of reciprocal actions states, 'To every action there is always an equal and opposite reaction: or the forces of two bodies on each other are always equal and are directed in opposite directions'. If you try and push someone to buy something they will push back. I know what my reaction is when I get pounced on as I walk through a shop door.

Nigel suggested spending some time in John Lewis watching them in action. Not a bad idea if you have the time.

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

business networking | business networking events | business networking podcast
Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 9:43:00, 18 Nov 09
Tags: Business Networking,Target Market,Marketing,Selling
30474 Views 0 Comments

Share
Which conversation would you join?
If you walked into a networking event & the subject of everyone's conversation was in a speech bubble above their head which one would you join? During a recent seminar from Ecademy founder Penny Power about what online social networking means for you and your business Penny got the attendees to split into groups. After a few minutes she invited everyone to share the subject of the conversations. In spite of being at a business event the majority of the conversations were not business related. They were about the things that people were interested or passionate about.

Most of the time we will not have a useful 'speech bubble' so ask questions to find common ground. Be interested and you will find as I wrote yesterday Everyone has something to say. Finding what someone has to say and giving them the time to say it means listening first. That's what the people who do really well in networking do all the time. Listen and engage first rather then pitch and move on.

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

business networking | business networking events | business networking podcast

Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 8:08:00, 17 Nov 09
Tags: Business Networking,Listening,Conversations
37738 Views 0 Comments

Share
Everyone has something to say
Ecademy have been running a series of blogs about members to inspire others and show the power of social networking. In the 11th Community Story Steven Healey shares his story and provides great a couple of great insights into networking in general:

"To me networking is about listening... everyone has something to say.

To me networking is about doing... unless you take action nothing happens.
"











If you have the time read the whole story at the link above.

If you are wondering how to get started then follow Steven's challenge:

"My challenge is a simple one - Take the first step.

If you start networking online, and simply create a profile on a website then sit back waiting for the world to beat a path to your door... nothing will happen.

You need to be the one who takes the first step.

Write a blog, and interact with the people who comment... then write another blog.

Write an email, and interact with the person to whom you sent it , then write another email. Greet people at meetings , listen to what they have to say. Repeat until you know everyone in the room. Take the first step if someone needs help and you (or the people in your network) can
."

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

business networking | business networking events | business networking podcast

Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 10:21:00, 16 Nov 09
Tags: Social Networking,Business Networking,Offline Networking,Online Networking,Ecademy,Community,Blog
37657 Views 0 Comments

Share
You had to dance
I remember an Uncle telling me about Saturday nights at the local dance hall. It was the night when young men and women would go to meet their dates or in the hope of finding someone to date. My Uncle told me that in order to get to know someone you first had to dance. This was easier when it was organised to ensure everyone got to dance with someone. Other times you just had to pluck up enough courage and ask a stranger.

I was reflecting with a couple of people yesterday that this is very similar to networking. You have to have the equivalent of a dance before you can get to know the other person and build trust in a business relationship. In networking that means having a meaningful conversation and creating a connection first.

The people I was chatting with all said they found it easier to do this at networking events where there is some facilitation and structure.

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

business networking | business networking events | business networking podcast
Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 15:19:00, 13 Nov 09
Tags: Business Networking,Business Networking Techniques,Business Networking Groups,Facilitation,Trust
39413 Views 0 Comments

Share
Does your website tell us about you or some Corporate We?
In an excellent talk at an NRG networking lunch in London this week Ecademy founder Penny Power was sharing some of the insights from her new book. Know Me, Like Me, Follow Me is all about what online social networking means for you and your business.

One of the points was that building trust is fundamental. Your clients are more interested in the person behind the brand not the brand. One of the mistakes that small businesses make is to try and look bigger and more corporate than they really are. You can see this in many websites which are all about some 'Corporate We'. People are much more interested in YOU than that.

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

business networking | business networking events | business networking podcast
Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 11:43:00, 12 Nov 09
Tags: Like,Social Networking,Business Networking,Know,Trust,Social Media,NRG,Online Networking
45835 Views 0 Comments

Share
When did networking start working for you?
At a recent networking group lunch one of the guests on the table asked a member "does this work for you?"

"It does now!" he replied and then went on to explain that for about six months he had attended the meetings and nothing else. He said "It took me that six months to take note of Dave's advice and start having One2One Meetings. That's what has made the difference."

If you haven't started then why not try and schedule a couple of One2Ones with people in your network. If you're not sure what to do in one of these meetings see my earlier post, 'How to have a good One2One meeting'.

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

business networking | business networking events | business networking podcast
Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 9:45:00, 11 Nov 09
Tags: Business Networking,One2One,How Networking Works,Business Networking Techniques
48225 Views 0 Comments

Share
Competition or Collaboration?
I was speaking at a seminar last week when someone with an IT support business said "I want to find Networks with fewer IT people because that means more opportunity for me". When we explored the subject he agreed that he actually got most referrals from other IT related service providers and said "Forget I said that. What I actually mean is that I want to find Networks with MORE IT People!"

Looking at others as competition is perfectly natural, but very few small businesses really compete directly. Very often other providers will provide complementary services and as you speak to the same buyers you can quickly build a referral relationship. Over time that will often lead to collaborating on bigger projects than you may be able to win on your own.

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

business networking | business networking events | business networking podcast
Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 11:18:00, 10 Nov 09
Tags: Business Networking,Business Networking Techniques,Referrals,Collaboration
42817 Views 0 Comments

Share
How to really connect with someone
Last week in 'How many business cards are in that desk drawer?' I wrote about the meaningless swapping of business cards that sometimes takes place in networking.

Networking is not about swapping business cards and moving on. You need to engage in conversation first to start the relationship. Listen to more about really connecting in this podcast:

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

business networking | business networking events | business networking podcast

Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 16:41:00, 09 Nov 09
Tags: Podcast,Like,Business Networking,Know,Networking Connections,Trust,Networking Relationships,Networking Follow Up,Conversations
67230 Views 0 Comments

Share
Do you spend too much time meeting new people?
In a couple of seminars and One2One sessions this week we have discussed the amount of time spent on Networking. We have then broken that down into time spent in different aspects of networking:

1. Meeting new people
2. Getting to know existing contacts better
3. Spending time with your Inner Network
4. Building trust with your close contacts or advocates

Most people agree that before people buy from you or refer you they need to know, like and trust you and that takes time. You need to meet first, but then you need to keep meeting the people you like to really get to know them and build that trust.

The people I discussed this with during the week were spending nearly all their networking time on meeting new people with almost no time left for the most important relationship stuff. Getting to know the people they like and have already met. Then building trust with the ones they know and like.

Do you need look at your networking time?

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

business networking | business networking events | business networking podcast

Share/Save/Bookmark
Business Networking Blog > Posted by Dave Clarke at 8:08:00, 06 Nov 09
Tags: Like,Business Networking,How Networking Works,Know,Trust,Selling,Referrals,Networking Relationships,Inner Network
42200 Views 0 Comments

Share


pages : 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39