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1 why networking doesn't work 2 why do people find networking valuable? 3 how do i get in front of the right people? 4 how do i choose a networking event? 5 how do i get the most out of networking meeting? 6 how do i build my network? 7 how do you answer the question what do you? 8 how do you tell a good stiory? 9 how do you get the most out of networking? 10 how do i build trust within my network? 11 how do i follow up? 12 how do i get the best from 121 meetings? 13 how do i get people to refer me? 14 how do i manage my network? 15 how do i nurture my network? 16 how do i build advocates?
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Business Networking Blog

The value of networking for advocates
Many people in Business to Business Services report that the cost of lead generation is rising. My colleague Martin Davies was telling me about a conversation he had last week with someone who had calculated the value of Networking for Advocates against paying for leads.

This person had built 10 advocate relationships through his NRG Networking Group. His investment was about £200 per Advocate. His advocates generate about ten leads for him per year each. That's 100 leads for an investment of £2000. In his industry the cost of a good lead is about £100 to £200.

The cost of buying the same number of leads would therefore be between £10000 & £20000. Up to 10 times more! That makes Networking for Advocates a pretty good return on Investment.

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 10:02:00, 03 Sep 09
Tags: Business Networking,Networking for Advocates,Business Networking Groups,Return on Investment
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Is the idea of a sales funnel now outdated?
In 'McKinsey: Shooting holes in the Sales Funnel' Bob Apollo writes about an article in a recent McKinsey Quarterly review on the consumer decision journey.

Bob writes how the conclusions can equally be applied to the B2B buying process. As Bob says "the increasing importance of word of mouth, recommendation and reputation in the B2B buying process has transferred information power into the hands of the prospect".

I have reported similar findings on the increasing importance of word of mouth previously. So if you are in the the B2B or B2C space make sure that you have a strategy for influencing the people your prospects turn to for this word of mouth.

Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 14:14:00, 02 Sep 09
Tags: Business Networking,Word of Mouth,Selling,Reputation
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Giving yourself extra time for following up
At a recent seminar on Social Media most of the attendees said they struggled with doing what they need to do in the time available. I have written previously about the importance of following up, but one of the big things that takes a lot of time is dealing with email.

It doesn't need to take up that much time. I have just dealt with nearly 2000 messages in a couple of hours after returning from a 2 week family holiday. I used the system I mentioned in my post, Time Management and Networking Follow up, to go through them.

Since I started dealing with my emails in this I have saved about one hour every day! That's five hours extra each week for the important stuff. For more good advice on dealing with email see this article from Graham Jones entitled 'Check your email - quick - another one might be in....!'

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

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Business Networking Blog > Posted by Dave Clarke at 10:14:00, 01 Sep 09
Tags: Business Networking,Business Networking Techniques,Email,Networking Follow Up,Time Management
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Getting results from networking in a Group
Yesterday I wrote about how a Networking Group can be a great investment of your time. In this podcast I share eight things that successful networkers do. If you put these things into practice, you too can begin to get the same sort of results.


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

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Business Networking Blog > Posted by Dave Clarke at 9:42:00, 28 Aug 09
Tags: Business Networking,Business Networking Groups,Business Development
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Would a networking group help you manage your time?
Someone said to me last week "I can't justify taking the time out to attend networking events in the day". It's a common view especially amongst professionals who bill for their time. My view is that quality networking is time invested rather than time spent.

Time is a really precious resource so you want to make sure you invest your business networking time wisely. This podcast explains how networking groups can actually save you a lot of time.

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

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Business Networking Blog > Posted by Dave Clarke at 10:10:00, 27 Aug 09
Tags: Business Networking,Business Networking Techniques,Business Networking Groups,Business Development,Time Management
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More on the difference between networking and selling
In 'Do you know enough people already?' I wrote about the different reaction of two Professionals to the same networking group. In one of the comments Andrew Sansom said he suspected that one was really selling.

If you are looking for business today from the people you meet, that is selling. Successful networking builds your business for tomorrow. This podcast explains the difference in approach between selling and successful networking.

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

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Business Networking Blog > Posted by Dave Clarke at 9:42:00, 26 Aug 09
Tags: Business Networking,How Networking Works,Business Networking Techniques,Selling
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How do you get people to advocate you?
One question that I get asked by people is how to get regular business from networking relationships. Getting other business people to recommend and advocate you is what networking is all about for many people.

This podcast explains how to set about motivating others in your Inner Network to advocate you.

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

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Business Networking Blog > Posted by Dave Clarke at 10:21:00, 25 Aug 09
Tags: Business Networking,Business Networking Techniques,Networking for Advocates,Inner Network
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Who should be in your Inner Network?
At an event last week someone asked me who would be an ideal connection for me? I explained that it would be someone running another network or providing complementary services to large numbers of Service Business Owners and Partners in Professional Firms. He said that gave him a great insight into the people that would be ideal connections for him.

In this podcast I talk about building close relationships with others who provide a complementary service to the same target market as your ‘Inner Network’. This will help your networking to become a regular and reliable source of new business.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Business Networking Blog > Posted by Dave Clarke at 10:10:00, 24 Aug 09
Tags: Business Networking,Business Networking Techniques,Networking Relationships,Business Development,Inner Network
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How to answer that awkward question
I wrote yesterday about how to start a conversation at a Networking Event, but what if you are on the receiving end? Someone asks "What do you do?" and all of a sudden it becomes one of the hardest questions you have ever faced.

In this Podcast I explain how you can always answer quickly, confidently and effectively.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success

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Business Networking Blog > Posted by Dave Clarke at 9:42:00, 21 Aug 09
Tags: Business Networking,Business Networking Techniques,Proposition,Networking Introductions
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How to start that important conversation
I enjoyed reading a recent article from Andy Lopata - "Do you Come Here Often?" The ten best (and worst) ways to start a networking conversation'.

Andy polled various people in his network for their best and worst conversation starters. "What do you do?" was one of the most popular, but Andy suggests that's the networking equivalent of "Do you come her often?". Read Andy's top ten at the link above.

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

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Business Networking Blog > Posted by Dave Clarke at 9:37:00, 20 Aug 09
Tags: Business Networking,Business Networking Techniques,Networking Connections,Business Networking Groups
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