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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

Networking and The Psychology of Persuasion

InfluenceAdvice on successful networking for building business through word of mouth has tended to be anecdotal and based on the opinion of people sharing what works for them. This was one of the reasons for the research we did into efective networking some years ago. We wanted to find the science behind it and that led to us developing the NRG Advocacy Model. The model is all about building your influence within your business network by developing trusted relationships with others who will be motivated to help you.


A basic understanding of how people are influenced is useful when applying this advocacy model to your networking. The leading text book on the psychology of persuasion is 'Influence: Science and Practice' by Dr. Robert B. Cialdini. In the book he examines the key ways people are influenced. The six are Reciprocity, Commitment & Consistency, Social Proof, Liking, Authority and Scarcity.


Many of the activities you need to undertake for building Word of Mouth through networking are under the heading of Reciprocity. Whatever it is that you want from your network then you need to be doing it for others first. The NRG Advocacy Model is all about developing business relationships to the point where you are regularly getting new opportunities, support, relevant information, the right introductions, testimonials and unqualified referrals. For people to be doing that for you means you probably need to take the lead in doing that for them.


In the course of doing that you get to demonstrate the other key ways of building your influence. You demonstrate commitment and consistency by regularly doing the stuff you say you will do. You get commitment from others by always being clear about what you want. You provide social proof to others by working this way and by introducing them to other people you do business with. It makes sense to build relationships with people you like as per the old phrase "people do business with people they know, like and trust". By being clear about your your target market and proposition and sharing your stories you build your reputation as THE expert in your niche. When someone comes across a problem that you can solve your authority and scarcity are demonstrated when your contact says, "I will introduce you to ...... They really are the best for this!"


Do you have a plan yet for building your influence and route to market through your network?


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 17:51:01, 29 Mar 12
Tags: Trust,Influence,Word of Mouth,Research,Business Networking
25979 Views 2 Comments

The Real Reason You Need to Meet in Person

TrustI read a good article recently on the importance of meeting offline from René Siegel. It was featured on Inc.Com and headlined '5 Reasons You Need to Meet in Person'. She highlighted the kinds of things you learn from an in person meeting that you can’t from a virtual or online one.


When you meet in person your communication involves much more than the words exchanged. Your eyes and body language reveal much more than words on a screen. The real reason to meet in person is because this is so important in building trust.


Most Word of Mouth influence takes place offline and trust is at the heart of this. To be effective in your business networking you need others to be your Word of Mouth Advocates. That involves building relationships with people who trust you enough to refer and recommend you. Trusting others enough to refer and recommend them often comes first. These relationships are built by real life two way interaction. They start with conversations which involve as much listening as talking. They grow by agreeing to do things, following up on these commitments and reviewing things. They continue to grow by agreeing to do more, following up on these commitments and reviewing regularly. Online communication has a part to play, but offline is where you really get to do this and build trust.


Are you spending enough time meeting in person with the right people for your business networking to be effective?


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 18:50:36, 20 Mar 12
Tags: Face to face,Trust,Word of Mouth,In Person,Offline,Business Networking
18242 Views 1 Comments

Are you spending too much time online?

Keller Fay Clout Chart

The recent article from Keller Fay 'Clout in the Real World' reveals how 90% of Word of Mouth Influence takes place offline. The picture above show a nice summary of this (click on the pictire for a larger version). The article explains how influence tools like Klout only measures influence online and do not take account of where most influence really takes place which is offline. The article also refers to academic research on how people communicate differently online and offline.


The conclusions in the article give some important lessons if you are keen to grow your business through business networking to generate Word of Mouth.


Influence is not driven by people with large numbers of Twitter followers or Facebook friends it is driven by the conversations that people have with their friends.


People also communicate differently online and offline. The research reveals that the drivers for online word of mouth are 1. Social, 2. Functional and 3. Emotional. The reverse is true in offline word of mouth where conversations are personal and intimate and the emotional drive is most important. People share emotions like excitement and satisfaction. In order to encourage conversations like that for you then you need to be engaging and sharing stories offline.


Online is important, but should not be at the expense of the offline interactions you need to have.


How much time do you spend online and offline and do you have the balance right?


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 15:28:48, 14 Mar 12
Tags: Research,Word of Mouth,Business Networking,Social Networking
23460 Views 0 Comments

The key partners for your business

Business NetworkThere was a good article from Jay Love on inc.com this week on 6 Outstanding 'Unofficial' Business Partners. In the article which is well worth a read he identified six relationships that are worth nurturing if you are using informal contacts to drive your business.


Using informal contacts to drive your business is at the heart of business networking and these key partners should not be confined to the people you meet at your regular networking groups. In a good group you will be building and maintaining relationships with complementary businesses with similar target markets to yours and these are the cornerstone of your business network. In Jay's article a good 50% of converted business leads came via this group.


You will also have other good relationships that could help you to grow your business if you asked. Theses include people you know in industry/trade associations, your professional advisors, key suppliers, customers and old colleagues. Next time you have a conversation with one of these why not explore the additional possibilities with them. You could make a point of speaking with a few of them every week to arrange a catch up.


Who are the key informal partners for you in your business and are there people who could be with just a little effort?


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 16:46:39, 09 Mar 12
Tags: Networking Relationships,Business Networking Groups,Networking for Advocates
19723 Views 0 Comments

The best way to follow up

Ways to Follow UpThere has been a good discussion on the best way to follow up with a new networking contact in the NRG Linkedin Group. The discussion was started by this question from Jo Smyth, "What's the best way to follow up with a potentially good, new contact - phone, email, text? And how long do you leave it before you get in touch? I always opt for email but I'd like other's views."


There is some great advice amongst the comments so it is well worth a read here if you have a few minutes. The consensus was that there are many ways of communicating, and you should be guided by the preferences of your contact. The other important point that came out is that you should agree at the initial meeting how and when you will be following up.


Follow up really is the key to building relationships with others and so is vital to the success of your business networking activity. Those that get the best results are proactive in their follow up with others. They use time at the regular group meetings to agree follow up activities with the people they meet. They invest time in getting to know, like, & trust them. They connect them with the things they need to know and the people they need to know to help them achieve their busines objectives. These are the things that you need to do to motivate others to reciprocate. You only get to know about these by communicating and spending time with them.


In this short podcast I explain more on the importance of follow up and share some simple tips on how to get into the habit of following up.


You can listen to it in less then 3 minutes here:


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 15:11:01, 02 Mar 12
Tags: Business Networking,Networking Relationships,Follow up,Word of Mouth,Trust
22411 Views 2 Comments

22 Ways to Create Compelling Content

22 ways to create compelling contentOne of the challenges in business networking is how to build advocacy with people who have no direct experience of your service. You are often building these advocacy relationships with your peers in business as well as your customers. One way is to share your expertise through blogs. I am often asked how you can keep generating new content.


This infographic from copyblogger has some great examples to get you started.


22 Ways to Create Compelling Content - Infographic
Like this infographic? Get more content marketing tips from Copyblogger.


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 18:27:08, 21 Feb 12
Tags: sharing expertise,blogging
29424 Views 0 Comments

Nash, Altruism, WIIFM and Social Networks

A Beautiful MindThe economic breakthrough from mathematical genius John Nash studying at Princeton is portrayed in the film 'A Beautiful Mind. Perceived wisdom from Adam Smith was that the best economic outcome was achieved when everyone did what was best for them. Nash proved that the best outcome was actually achieved when someone did his or her best for themselves and the group.


In a recent article on the Light Years Blog Elizabeth Landau wrote about anthropologist Coren Apicellaa and her study with the remote Hadza Tribe in Tanzania. Landau describes that they are one of the last remaining hunter-gatherer populations in Africa and provide one of the closest remaining approximations to how the earliest humans lived. Without modern technology and social networks they have something fundamental in common with us in their networks of social ties. The study helps explain how altruistic behaviour has survived as an essential survival trait against established ideas of natural selection and the survival of the fittest. We live in networks where cooperative behaviour has always helped us to survive.


It is no surprise, therefore. that the people who get the most benefit in business networking groups adopt these two behaviours. They constantly seek opportunities for others whilst going about their daily work and are always looking for ways they can help others in their group. Contrast that with the people who complain they get nothing out of networking. You usually find them asking what the group will do for them or 'what's in it for me (WIIFM)?'


WIIFM is a sound principle for writing marketing copy, but not a great attitude for getting on in any social network. Like most things your attitude will determine how you behave in the group and the results you get. For business networking that means behaving in altruistic, cooperative and collaborative ways.


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by at 17:24:49, 28 Jan 12
Tags: Business Networking,Social Networking,social networks,economics
20076 Views 0 Comments

Social Media Week - NRG events

Social Media Week - NRG events in London


"Twitter is cool and essential" - is it?
"Facebook is a must for business" - really?

Social Media Week in London is nearly upon us (second week in February).  We are actively involved and are working with key players in our community to explain where the web is going, what you can do now and how we can connect to each other better.

Monday 13 Feb

Making Video Rock  -  workshop with Lee Smallwood, Nick Francis and Steve Trister.

Why should you use video to boost your company’s profile?
Do you get nervous when the little red light comes on and forget what you were going to say?
Have you already created videos but they are not getting enough views?

Tuesday 14 Feb

Blogging BootCamp for Businesses  -  workshop with Phil Szomzor and Nigel Lewis

How can a blog be used as a business communications tool?
Once you start a blog, how do you keep up the momentum?
How do you get people to read your blog?

NRG West End Lunch  -  our main networking lunch event in London.  Jas Dhaliwal will be talking on
Social Media: Puncturing the hyperbole.  Jas heads up community a AVG, they have built a solid community around their product that delivers feedback, rapport and advocacy.

Wednesday 15 Feb

Location Based Marketing at PWC.  As the Olympic Games thunder towards us organisations are looking for ways to market and connect to the huge amount of people who will descend on London.

Location based marketing is quickly emerging as one of the hottest techniques to bridge the gap between brands and consumers.  It uses geo loaction and mobile to conntect to people. This ranges from facebook and foursquare checkins to QR codes that can deliver offers, discounts and information to people. 

Thursday 16 Feb

The NRG London Metropolitan Breakfast   -  our main London based breakfast event and will be buzzing as always.

Making Social Part of Your DNA  - our full day conference in London, a full on collaboration between NRG London members, we have a line up of speakers from Dell, Sony, Salesforce, Barclays, O2, Cisco, Virgin.  Not to be missed!  

We will be rounding off the day with an evening Webinar hosted by Bernie and Emily with JP, chief scientist at Salesforce.com.  We will be discussing the events of the day and answering questions.

PS  To get into the Social Media mood join us next Wednesday at SME 3.0.  Simon Gough will be talking about Collaboration Now! and
explaining  why collaboration is the only future strategy  (6pm - 8:30pm).

PPS  How are you collaborating?  Add your answer to our Linkedin Poll 

Martin Davies of NRG

Business Networking Blog > Posted by Martin Davies at 12:03:29, 27 Jan 12
Tags: Social Media Week
15886 Views 0 Comments

It really is OK to talk to the people you know

Business FriendsI met someone at a recent event who asked for some tips to make his networking effective. He said he did a lot of networking, but was not really getting anywhere. I asked him which groups he belonged to. He explained that he was not a member of any groups. He said he made a point of attending events where he did not know people and would therefore make new contacts. When I asked why he did that he said he had been on a networking skills training course. During the course he was taught that he should aim to make new contacts whenever he had a networking opportunity.


Some people think that this is the right approach to networking. That success will come just by attending many different networking events with many different people. Maybe they have been on the same training course! The problem with this approach is that it ignores the relationship building that brings networking success. If all you do is constantly meet new people then you are just creating many temporary ties.


Your network is made up of people that you know to differing degrees. You know some really well and interact regularly with them and these are your strong ties. You know some less well and interact less regularly or infrequently with them and these are your weak ties. You meet or connect with many people that you do not really know at all and these are your temporary ties.


The same is true both online and offline.


Your strong ties are the important ones in generating business through networking. You need to schedule enough time to focus on the relationships with these people to get the results you want. Belonging to a good networking group can be an important part of that process. Spending time with some of the people you know a little means you may develop strong relationships with them too so it really is OK to talk to the people you know.


Meeting new people is important too in developing new relationships. Make sure, however, that unlike the person I met recently that is not all you do. Remember also that an introduction from one of your strong ties to a new contact is far more powerful than doing it yourself.


Good Networking!

Dave Clarke

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 23:12:18, 25 Jan 12
Tags: business networking tips,Social Networking,strong ties,weak ties,Networking Relationships
22375 Views 2 Comments

How To Get Your Online Networking Working Video

Dave Clarke Public SpeakingThe rapid growth of online social networks has led many to claim that the rules have changed. Research shows that the opposite is true.


In a talk at the Cardiff NRG Group on 11 January 2012 I shared what we can learn from the research and my own online & offline experiences. I went on to explain the 3 things you have to get right to be successful in a future where your networking is both online and offline. Watch the 20 minute video here:

Using the Internet to make Your Offline Networking Really Work from Dave Clarke on Vimeo.


Good Networking!

Dave Clarke


Business Networking Blog > Posted by Dave Clarke at 11:49:07, 17 Jan 12
Tags: Online And Offline,Social Media,Offline Networking,Online Networking,Social Networking,Business Networking
27200 Views 0 Comments


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