Richard White was our expert speaker at the NRG business lunch group in the City of London last week. The full title of the talk was 'The missing piece of the networking jigsaw: how to make it easy for you to win more business'.
Richard is founder of TheAccidentalSalesman.com and specialises in helping small technology companies to gain more sales from business networking. He is also author of the recently published, 'The Accidental Salesman - Networking Survival Guide'. The book is described on the cover as the essential hands on manual for winning more business and gaining new sales leads.
Richard shared a number of insights including his number one networking tip:
"There are so many small things that can impact the results you get from networking. I think you could sum them all up into an overall tip which is to make it easy for people to help you win more business.
I come across many people who are good at building up networking relationships with other people but they do not seem to get any business from their networking. The people in their network would be happy to help but for many reasons are unable or not prepared to help. Not everyone will be able to give referrals to our ideal clients but they may be able to help us in another way.
For example, they can introduce us to people they know well where there is a good opportunity for cross referral. They could introduce us to journalists or people who could provide us with PR opportunities. They could get us invitations to exclusive events where our ideal prospects will be attending.
Probably the biggest way to make it easy for others to help us is to be able to clearly articulate who we need to be connected to and why they would want be connected with us. This is not as easy as it sounds. Whilst we might think we understand our business inside out, making it easy for others to understand it is a much harder task. A key part of this is being prepared to truly specialise in our area of maximum credibility. It’s much easier for people to help us when we have a specialist niche and a proven track record."
You can download the first three chapters of Richard's book for free at http://www.theaccidentalsalesman.com/nsg/