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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

Sharing your expertise
In some research that we conducted a couple of years ago one of the main findings was how business owners build trust. The key factors are "do I like them?" together with ability, and reliability. They have a range of strategies that they use to check out these factors in some depth over a period of time while building that all important trust. For instance they may well want to see you at work!

This can pose a problem in business networking. The network is your route to market so you need to have a strategy for sharing your expertise with someone unlikely to be your customer so that they get some experience of what you do.

You might do this in 121 sessions, public speaking, a 'free' consultation, a report, a blog or other ways appropriate for what you do.

Good Networking!
Dave Clarke
Business Networking Blog > Posted by Dave Clarke at 22:09:00, 13 Mar 07
Tags: Networking for Advocates,NRG
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How To Educate a Community
Great quote from Frank Kanu's blog from an African proverb:

"When you educate a boy,
you educate an individual,
but when you educate a girl,
you educate a community."

Let's all learn from the girls.

Business Networking Blog > Posted by Dave Clarke at 23:57:00, 12 Mar 07
Tags: Other,NRG
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NRG six rules of good networking.
Thanks to Mark Lee for sharing this in his blog here >>>>. He says they are great advice for his audience of ambitious professionals. A reminder of the rules:

Rule 1. Don’t network to network. Define your purpose. For instance, your purpose may be to find contacts who can open doors for you, to find people for whom you can open doors (you are less likely to get the former without doing the latter), and to hear the gossip on the grapevine.

Rule 2. Build your network before you need it. People can tell the difference between desperation and an earnest attempt to create a relationship.

Rule 3. Never eat alone. If you’re in a strange city, look up someone on our website who you’d like to meet and have lunch with them.

Rule 4. Ask for what you want. People might say yes!

Rule 5. Don’t keep a tally, so open doors for other people generously, time and again, without counting the score. What goes round, comes round.

Rule 6. Be there!

Business Networking Blog > Posted by Dave Clarke at 18:15:00, 11 Mar 07
Tags: How Networking Works,Networking for Advocates,NRG
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That's AMORE

I like this presentation tip acronym which originally appeared in "The MediaCoach", a free ezine produced by Alan Stevens, and available at www.mediacoach.co.uk:

A - Audience. The first thing you should consider. Who are they? What are they interested in? What will move them to take action?

M - Message. Your key theme, which should be brief, simple and relevant. Keep this in mind throughout your speech.

O - Opening. The first 15 seconds are crucial. Don't waste your time on pleasantries, get right to your message.

R - Recap. Hey! What happened to my speech? Well, that's the easy part. It's important that whatever you said, you provide a summary to reinforce your message.

E - Ending. The killer closing line that will hammer home your message and bring you a standing ovation.

With apologies to Dino, That's Amore. (Geddit?)

Business Networking Blog > Posted by Dave Clarke at 9:29:00, 09 Mar 07
Tags: NRG,Networking Introductions
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What sort of people attend the event?
I'm asked "what sort of people attend your business networking events" and usually ask "who are you looking to meet?"

I'm always amazed when someone says "The CEO/MD of a business employing at least 50 people as they are the sort of customers I deal with". CEO's of those businesses network with other CEO's. Networking is not selling and your aim should be to find networks where the attendees also supply your target market or where your best introducers are. Concentrate first on relationship building and your leads follow.
Business Networking Blog > Posted by Dave Clarke at 23:13:00, 08 Mar 07
Tags: How Networking Works,NRG
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How quickly do you follow up?
I was reminded tonight about someone I met last year who spent so much time in networking meetings that he never had any time to follow up. In fact someone at the same meeting told me not to refer anything to him as he was unreliable. The more networking meetings he attended and the more people he met the worse his reputation was getting!

Make sure you put enough time in the diary to follow up. Especially those you have promised something to. It's the beginning of that all important process of building a relationship.
Business Networking Blog > Posted by Dave Clarke at 23:00:00, 06 Mar 07
Tags: NRG,Networking Follow Up
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Big opportunities for audio & video professionals
How many audio & video professionals do you currently have in your business networking groups? NRG Business Networks member Chris Bose reports in his blog that Google is testing radio advertising which will be available at a fraction of normal radio advertising costs. Read more here >>>>.
Business Networking Blog > Posted by Dave Clarke at 9:58:00, 06 Mar 07
Tags: Other,NRG
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Write notes on the business cards you collect
Do you make notes about the people you talk with at a networking event? If so, how do you do it? I've met quite a few people who use a pocket notebook.

I usually use the person's card so it's really annoying to receive a plastic card, or a CD, or a card that's so full there is no space to write.
Business Networking Blog > Posted by Dave Clarke at 22:32:00, 05 Mar 07
Tags: Networking Connections,NRG,Networking Follow Up
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Follow Up

Many people think that making contact with new people is what networking is all about. Not true! Following up is the most important part of networking - otherwise why make new contacts?

When you first meet someone you make a judgement about whether you like them. As the relationship progresses, you make further judgements about their ability and reliability. NRG research has shown developing trust is the key to reducing risk in relationships.

The most effective way of building relationships is by having a face-to-face, or 1-2-1, meeting. Here is a simple, pragmatic list when choosing who to arrange follow-up meetings with:

  • Do I like them?
  • Are they interesting?
  • Are there points of contact?

The objectives of having a 1-2-1 meeting are to:

  • Confirm you like them;
  • Build rapport;
  • Research their business;
  • Appraise skill level, experience, qualifications and ability;
  • Establish if continuing to developing the relationship further is a good use of your time.

Here are some questions you might ask that will give you a great understanding of the other person:

  • Why did you choose your present role?
  • What is your expertise?
  • How do you know you did a good job?
  • What is your biggest project currently?
  • What contacts are looking for?
  • How can I help you? (make sure you mean this!)

Note they are all open questions and geared to understand what makes them tick. People enjoy talking about themselves and these questions are designed to get people talking passionately about what they do, and about their successes.

If there is a key objective for networking, it should be for you to try and make connections and introductions for the other person. This should be your top networking objective.

If you agree to do something as a result of this meeting, make sure you do it in the time you agreed. It's all about building trust.

Finally, find something you can do to add value to your network that demonstrates your value and expertise. This may be as simple as a regular telephone call or email sending them a relevant article. You may wish to develop the relationship further and offer to help them (to demonstrate your expertise) or even work together on a joint project.

The key to developing relationships is to follow up!

Business Networking Blog > Posted by Dave Clarke at 12:20:00, 03 Mar 07
Tags: NRG,Networking Follow Up
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Be prepared
If you were in the scouts you will recognize the motto 'be prepared'. It's a useful tip in business networking as illustrated by an example this week. At NRG we always have an educational seminar before the Open Networking session and the Networking Lunch. The seminar is aimed at helping attendees learn essential business development skills. It's a great opportunity for members to share their expertise with the group.

The speaker for this week's event in Birmingham had to cancel unexpectedly. Fortunately NRG member Martin Firman was prepared to step in at the last minute. Always be ready for the opportunity to share your skills with an audience. It also happened to me at a breakfast a few weeks ago when the speaker for the education slot didn't show, and I was given the slot.
Business Networking Blog > Posted by Dave Clarke at 21:52:00, 01 Mar 07
Tags: How Networking Works,NRG
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