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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 Tipping Point & Online Networking
I was explaining how to integrate online and offline networking to someone at an NRG seminar recently. In '10 tips for building business with the effective use of offline & online networks' I suggest that you identify the online networks to join and start a blog. Your blog is the cornerstone of your online presence and the image below from the Logic + Emotion Blog in 'Twitter Tuesday, Influence Ripples + Tipping Points' is a great visual aid to illustrate my point.

The 3 types of networkers identified in the Tipping Point by Malcolm Gladwell are shown and described. The Salesman uses knowledge to engage and persuade, the Maven connects people through sharing knowledge, the Connector connects people to each other. To be effective online you need to be a bit of each (or get people to do some of it for you). Think of your blog as engaging and persuading, then use social media to share knowledge and social networks to share connections.


Good Networking!
Dave Clarke
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Business Networking Blog > Posted by Dave Clarke at 14:13:00, 01 Jul 09
Tags: Social Networking,Business Networking,Offline Networking,Social Media,Online Networking,Twitter
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Making yourself indispensable to clients
One of the attendees at NRG in Birmingham last week shared his reason for networking, "it helps make me indispensable to clients".

He explained that he is often contacted by clients who say "I know you don't do this, but do you know someone who does ...?". He is able to refer people from his network and that strengthens his existing relationships and helps make him indispensable. He is also very attractive to the people he meets networking.

A great approach to have, and very profitable too!

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 15:19:00, 30 Jun 09
Tags: Business Networking,How Networking Works,NRG
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Offline still most important for Word of Mouth
A couple of years ago in 'Word of Mouth: The real action is offline' I wrote about research from the Keller Fay Group revealing that 72% of all word of mouth interaction took place face-to-face.

A recent report from Mintel finds people still prefer real-life recommendations to online.

So while Social Media and Social Networks are becoming increasingly important in maintaining and building relationships don't forget to focus on the offline.

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 8:00:00, 29 Jun 09
Tags: Social Networking,Business Networking,Offline Networking,Word of Mouth,Social Media,Research,Online Networking
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Finding your existing contacts on Linkedin
Yesterday I wrote about adding online networking to your offline activity. Someone asked how they went about finding their existing contacts on online networks generally and Linkedin specifically. Most of the online networks allow you to add a free profile and upload details of your contacts so that you can see if they are already there.

In Linkedin you go to the contacts menu, add connections and follow the instructions from the wizard you see below:

You can find and connect with me at http://www.linkedin.com/in/daveclarke

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 8:00:00, 26 Jun 09
Tags: Business Networking,Networking Connections,Linkedin,Online Networking
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Extending your networking online
I enjoyed reading a couple of NRG member blogs on the subject of online networking yesterday from Nancy Williams of Tiger Two and Keren Lerner of Top Left Design. I have written before about integrating your offline and online networking and more and more people are asking how and where! I believe that online networks give you a real opportunity to strengthen relationships with existing contacts as well as making new connections.

In 'Personal Power' Nancy makes the point that she spends more time on those online networks where she has met the people and it is part of a relationship building process. She says, "On the sites I am intimately involved with, I know the people I am speaking to on there personally. I have met many of them, I have shared lunch, drinks or an event with them. I have got to know them as human beings rather than as avatars. That makes my interaction with them a lot deeper because I know I am talking to a real person whom I like and look forward to building more of a relationship with."

In 'Networking – combining online and offline' Keren explains the power of combining the two and says, "We really would encourage you to get in touch with people when you have met them in real life via searching for them on one of the online networks where you may both be a member."

If you are not networking online ask your network where they are and join them there. If you are already networking online then have a fresh look for the people you may already know.

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 8:00:00, 25 Jun 09
Tags: Social Networking,Business Networking,Offline Networking,Online Networking,Networking Relationships
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Networking and Strategy
A couple of weeks ago in my post, 'Leadership and Networking', I wrote about the lessons learned in an excellent session on 'Mastering Leadership' presented by William Montgomery of askten. A key lesson was the importance of thinking strategically.

Most of the people I meet networking do not have a strategy for their networking. The danger with this is that you can be very active and very busy but with no positive outcome. If you don't know where you are going any road will do.

William shared some simple ways of starting to think strategically;
1. Know where you want to go
2. Know where you are
3. Know what you need to do to get there
4. Take positive action

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 8:40:00, 24 Jun 09
Tags: Business Networking,Strategy,Leadership,Networking Objectives
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Connecting with people you can work with
Networking can be a great route for finding people to collaborate on bigger projects.

I had a meeting with a couple of people yesterday about their new email marketing venture. One of the most interesting things for me was the history of how this joint venture had come about. They had both met whilst networking and as their relationship developed they had increasingly supported and referred each other. They had helped each other develop their marketing strategies and built some very sophisticated tools for systematic and effective approach to email marketing.

Over time this lead to collaboration on a number of projects and ultimately to this new venture through which they both expand their respective businesses and generate new revenues in new markets.

A great example of real business development through networking.

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 12:32:00, 23 Jun 09
Tags: Business Networking,Networking Relationships,Business Development,Collaboration
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Taking the guess work out of networking
The primary business networking driver for many people is to generate more business from the people they meet. Not directly but by introductions to other people they know. Many opportunities to make referrals are missed by people because they do not see the possibility at the relevant time.

It takes time to build a relationship where people recommend and refer you as a matter of course when they spot an opportunity. At NRG-networks we call this Networking Advocacy and facilitate this relationship building process.

One of the great advantages of online networks is that they let you see who your contacts are connected to so that you can request an introduction. This means that online networks are becoming increasingly important as a valuable resource for your offline activities.

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 17:23:00, 22 Jun 09
Tags: Business Networking,Offline Networking,Networking for Advocates,NRG,Online Networking,Referrals,Networking Introductions
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Mapping the Business Problems You Solve
I mentioned Grant Leboff and his seminar on how marketing has changed in my last post, 'Benefits are only benefits when someone is ready to buy'. A couple of people asked me yesterday how they can work out the real problems they solve with their business services. Grant's book, 'Sales Therapy: Effective Selling for the Small Business Owner' includes a whole section on Problem Maps.

It's worth buying the book for the section on Problem Maps alone without the other good stuff! For an example see this blog from Grant on the Marketing Donut, 'Get your sales messages right: Part 3 – Getting clarity in your sales process'. Helpful stuff for your networking and marketing in general.

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 9:17:00, 19 Jun 09
Tags: Business Networking,Business Development,Proposition,Blog
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Benefits are only benefits when someone is ready to buy
Grant Leboff the author of 'Sales Therapy: Effective Selling for the Small Business Owner' presented the seminar before a recent NRG-networks networking lunch. His talk was about the way marketing has changed with the emergence of the World Wide Web.

During his talk he spoke about how many people talk about their products & services in terms of benefits. This is irrelevant to most people and as the title of this post says "Benefits are only benefits when someone is ready to buy!".

In the new world created by the web you need to engage with customers and deliver value before they are ready to buy. Build your marketing messages around the issues that your customers have and the problems you solve rather than the benefits.

Sound advice for when you are thinking about how to introduce what you do at your next Networking Event.

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

business networking | business networking events | business networking podcast


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Business Networking Blog > Posted by Dave Clarke at 13:05:00, 18 Jun 09
Tags: Business Networking,Marketing,Networking Introductions
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