Sorry for the inconvenience - this Blog has moved

Hi Folks,

This as a quick post to let you know that after almost 3 years and over 150 posts on here I’ve been seduced by the goodies on offer over at Wordpress!

Follow the crowd over to the new site!

You’ll find all the updates, speaking and presenting tips and techniques over at: http://networkinginanutshell.wordpress.com

Hope I see you over there.

All the best Paul M Johnstone

7 Deadly sins of Networking ~ How not to Network Part 4 Paul M Johnstone

The last in a short series on networking sins, and how to avoid them. A how to guide including Network Strategy.

Letting Fear Get The Better Of You
So you feel nervous about going up to a complete stranger and introducing yourself, you feel apprehensive, this makes you normal. We were all taught as children not to talk to strangers. As a kid this strategy was given to you to protect you. In certain situations or circumstances today this may be advisable however in most cases it definitely does not apply now. In business, however, talking to complete strangers is a way to generate interest and contacts for your products and services.

If you only talk to the people you already know and deal with, you will miss out on opportunities to make new connections. Set a target for yourself before you attend any networking event. Decide how many new contacts you want to make or how many strangers you want to meet. Above all make it fun, turn it into a game and take yourself out of your comfort zone and I promise you that with practice, determination and action you will look back and think what was I worried about, you will also find it to be one of the best business decisions you've ever made.

So what next? Well that it is up to you, but I would encourage you to find a professional business networking organization, which can help you become more successful and improve those skills. I firmly believe making networking part of your marketing activity will be one of the best business decisions you can make and it will be fun too.

Here is a quick recap

1. Don’t Judge a Book by looking at the cover
   Be real look beyond the image
2.  Your Mother told you not to
   You know you should follow up ~ so please do.
3. An Own Goal
   Have a goal when you network but keep it simple
4. I’m all ears or not
   You are blessed with 2 ears and 1 mouth, use them in the proportion
5. The Four Most Useless Words In Networking.
   Use opening lines that get you a meaningful answer
6. Short Term Thinking
   Grow your networking relationships
7. Letting Fear Get The Better Of You
   Be brave and put your best foot forward

You can ask any questions regarding this blog
Please comment on this or any of my earlier Blogs. All feedback is great feedback.
To keep in touch with Networking techniques just click the ‘Join this site’ button.

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

P.S.  I’m reading a great book The DNA of success by Chris Norton, which is full of fascinating stories from leading figures from sport, politics, business, the military and the arts from some of the most influential business and thought leaders in the UK today.  So far I’m getting lots of real good information. Anyway please take a look and it would be nice if you fed that back to me. I hope you enjoy it.

© Paul M Johnstone founder of The Paradigm Shakers Ltd.  For more information e-mail him at Shaker@paradigmshakers.co.uk

7 Deadly sins of Networking ~ Or how not to Network Part 3

The third part of the how to network series


The Four Most Useless Words In Networking.

The number of times I have heard these words makes me cringe.  When you Network you want people to open up to you.  And you do that by asking open questions. So why do people inevitably ask a closed one?

The four most useless words in networking I mention is “What do you do?”

What you get is I’m an accountant / Printer / business coach which does not start a conversation naturally.  There are lots of ways to start a conversation that will suggest to the other person they have a few moments to express themselves. 

Try these as an alternative

What are you business passionate?

What drives you in your business?

Why do you do what you do?

And you will find many of your own once you practice.  Anything is good as long as the other person feels involved in the conversation and not reacting to a predictable question.

I want it all NOW!
You will benefit from nurturing connections rather than hunting or chasing that next deal.  To get the best results from your networking activities you need to take a longer term approach.  You will be best served by helping others.  Think how can I help you or how can I serve. Go out there to make a positive impact on someone's day.

The best networkers take a farming approach, they focus on cultivating relationships.  Growing relationships for mutual long term benefit, because they definitely do not chase deals or instant sales. You may attend a networking event and get business first time and that's great, but it should not be your objective.

Your best strategy for getting introductions to business will develop over time and as part of a know like and trust strategy.  When you get a introduction you want to know, that it is the type of business you want and importantly, that when you make that call it is expected.  Here are 3 simple steps to show you care:

Step one get to know your networking colleagues know what they do, know what they like and don't like, know what they stand for and what they are about.

Step two get to like them, get them to like you and build a relationship whilst developing rapport.

Step three build trust and make sure they're reliable and test their reliability on little things first. I cannot stress how important it is to know like and trust your networking colleagues, because you cannot afford to introduce the wrong person, solution or Company to your valuable network, clients, contacts or customers if they cannot perform and also more importantly you cannot expect others to put you in front or introduce you and your company to their valuable contacts if you cannot perform and successfully deliver on your promises. People who you recommend represent you so don't cut corners.


Part 4 the final part will be published shortly

Please comment on this or any of my earlier Blogs. All feedback is great feedback.
To keep in touch with Networking techniques just click the ‘Join this site’ button.

About the Author
Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

7 Deadly sins of Networking ~ Or how not to Network Part 2

And on with part to of some of the networking sins I have seen.  Here are two more and tips on how to avoid making the same errors.

 An Own Goal
You don’t go to see a prospect without establishing the objective of the visit.  So never go networking without goals and objectives.  Just turning up and being part of it will only get you so far.  Here are a couple of tips that I hope will help you explode the results of your networking activity.

When going to one of your regular networking groups, make sure you have a 2 – 5 minute business conversation with everyone there.  This is the only way you are going to get to know the others in your group.  I can’t stress just how important this technique is.   It by these short but regular conversations that trust is developed between members that leads to business between people year after year.

Now you go to an open event or a network event for the first time do you talk to friends or strangers?  My goal is always to talk to at least 6 strangers at these events.  Networking is about making connections. And all you can call the people you know after the event and let them make connections with people they don’t know.

I’m all ears or not
Why do so many people networking believe the world wants to know everything there is to know about them?  You must have met them, Hi I’m Bob and I can do this and that for you or you may want the other 100 things we do?   Why don’t they pause and listen just for a moment?  Early on in my business career I was told God gave you two ears and one mouth, use them in that proportion. . 

Your ability to listen is the most important skills to have.  Why?  Because getting information from others will give you the edge.  You will know more about them and know how to follow up.    Listening is a skill and like all skills has to be practiced.  A friend of mine listens intently to everyone Angie speaks to.  So much so the other person has the impression, that they are the only person in the room. 

Most people don't listen because they are too busy working out what they want to say next. Angie says it’s so much easier to listen and you quickly establish what is important in the other persons’ life.  Again a little practice helps.

Part 3 will be published shortly

I'ld love it if you will leave comments on what you read.
To keep in touch with Networking techniques just click the ‘Join this site’ button.

About the Author
Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

P.S.  I’m reading a great book The DNA of success by Chris Norton, which is full of fascinating stories from leading figures from sport, politics, business, the military and the arts from some of the most influential business and thought leaders in the UK today.  So far I’m getting lots of real good information. Anyway please take a look and it would be nice if you fed that back to me. I hope you enjoy it.

7 Deadly sins of Networking ~ Or how not to Network

I would like to share with you some inside tips from the top Networkers in business.

A well known fact inside the Networking community is that companies and business owners who do not network miss out on a rich stream of new contacts and new business.  This additional business can make them more successful, profitable.  It can also help them understand their customers and marketplace better. 

They can test their sales and marketing messages on real people and get an insight in to its effectiveness.

Then there are the business networkers and the mistakes they make that hinder the growth of new business.  Everyone makes mistakes, its how we learn from them that count. What follows is the Seven Deadly Sins of networking.  You probably know this stuff already, but it’s always good to recap now and again.

Don’t Judge a Book by looking at the cover.
We all do this from time to time, and we know we shouldn’t.  When you prejudge someone; you do it mainly out of prejudice or misplaced ideas.  But you have absolutely no idea who they know.   I have had some of my best introductions from people who at first glance I though would be no good for my business.  Now we are back to the book cover again.  Give people time and your attention and let your business relationship grow.  And you will all know the saying “All that glitters is not gold”, so don't jump to conclusions.

Your Mother told you not to
Remember the instructions from your mum when you were growing up?  I’m here to tell you to go against what she said.  You know one of the biggest sins in networking is not using the F word ~ Follow up!  You spend time getting the contacts, business cards and introductions but fail to follow up.  How dumb is that?

The best networkers know that the follow up is more important than the initial introduction.  Once they have done that they also know the power of keeping in regular contact.  You meet at business networking as equals, they do not want to be sold to, think about that for a moment. They do not want to be sold to! After all when was the last time you went to a network meeting with a shopping list?

Your objective at this stage is to find out about them and build rapport with the view to becoming an advocate of their business. Business like spot and Trades are about skill.  The top performers develop skill and success through persistence and a focus on continuous improvement.   It may help you to think of networking as a marketing tool, a promotional activity, not just an breakfast that you go to regularly.   So do the thing your Mother told you not to do Use the F~Word. Follow Up.

You will find in part 2 more tips and it will be published shortly

Please comment on this or any of my earlier Blogs. All feedback is great feedback.
To keep in touch with Networking techniques just click the ‘Join this site’ button.

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

P.S.  I’m reading a great book The DNA of success by Chris Norton, which is full of fascinating stories from leading figures from sport, politics, business, the military and the arts from some of the most influential business and thought leaders in the UK today.  So far I’m getting lots of real good information. Anyway please take a look and it would be nice if you fed that back to me. I hope you enjoy it.

Networking is a People Game and NOT a number Game ~ Paul M Johnstone

I saw on a blog a story about networking and it held some nuggets and truisms about networking.  The main thrust of the article was about how so many people approach networking as a numbers game.    

You know stuffing as many people in a room as possible, so in theory you are maximising the potential number of connections that can be made. 

The aim of people who think like this, seems to be to meet as many different people as possible at different events.   Or they want to collect the maximum number of connections or friends on social networking websites.

That’s the organisers view what about the attendee?  I recently attended a breakfast meeting where there were 70 people!  As impressive as that sounds it brings it’s own issues.

Interestingly I was able to have five conversations in the ‘Open networking’ time.  Two of these people I already knew, the other 3 were interesting introductions to future connections. . Even with the four sessions of table rotation (tables of 8) and a 40 second pitch Ion each, I felt I only heard one other person’s presentation. 

Probably down to the fact we were all looking towards the next table move, or being sure we had all swapped cards, or had we got our point across.  All of these feelings were a distraction from the main point.  That is to deliver a short, memorable message so others remember you.  This got me thinking about why networking works for some people and not for others.

For example, I met someone recently at networking group recently. When he explained what he did I suggested the group may not be great for him.  His business was firmly in the B2C arena, so he would probably not generate leads he wanted for his business.  He was at a group which was primarily made up of professionals, accountants, IFA’s, Solicitors, and B2B service providers.

His response was pure networking logic, which was that everyone there either used or knew people that used the types of products he sold.  Whilst true his difficulty would arise as the other members of the group did not share the same target market. And as they were not selling to consumers, especially consumers of domestic product, I suggested he would be better in a more B2C focused group.

Successful networking for business development is all about building relationships with the right people.

Some people really make networking work for them. And as a result, develop their business, by building strong relationships with a smaller number of people.  As an example there is a lady I know who runs a Catering company and generates all her business from networking. 

Sorry folks this is not a one size fits all, you need to research both your sales and marketing approach and the contact spheres of the people you meet networking. 

In some market segments there is a need to continually develop contacts and keep doing it.  Most start ups will benefit from getting out there.  Remember networking is about doing two of the things your Mother told you never to do.  Talk to strangers and use the F word…………….Follow up!

Please comment on this or any of my earlier Blogs. All feedback is great feedback

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

P.S.  I’m reading a great book The DNA of success by Chris Norton, which is full of fascinating stories from leading figures from sport, politics, business, the military and the arts from some of the most influential business and thought leaders in the UK today.  So far I’m getting lots of real good information. Anyway please take a look and it would be nice if you fed that back to me. I hope you enjoy it.

Selling for peopel who don't like selling!

 I saw these selling tips on a blog site and thought I would share them with you.   The site is Sales tips for the Non-Sales person, that’s most of us then!   There is some stuff you will know already and some that may get you thinking. 

Every time I go on a course or read posts on selling I always pick up a tip or two that replayed my time investment over and over again.

In a small business, every employee can play a role in selling your products – even if sales is way out of his or her comfort zone. That’s where our sales tips for the non-salesperson come in handy.

Customers are just people, like you or I. Focus less on selling, and more on connecting personally – about weather, sports events, or other common ground. It will help customers feel more comfortable with you, and will make talking about your company’s offering easier.

Know who you’re talking to. How does the person you’re speaking with affect the purchase decision? Will this person use the product or service, or is this person a buyer? The more you know about your contacts within a company, the simpler it is to paint pictures specific to their roles.

Ask questions. Have a handful of pre-scripted questions that will help you understand which product or service will fit the customers’ needs, and allow the customer’s responses to guide you to the right solution.

Sell benefits, not specifications. Specifications don’t sell a product, features do! For example, if you’re selling a barcode scanner, it may make sense to experts to say that the scanner’s speed is 200 scans per minute, but it will make sense to everyone to say, “A scanner with this scan speed will let you get more customers through your retail check out – in less time.”

Know the product or service. Make sure that everyone on your staff knows your products and services forwards and backwards, so that a sales presentation can be tailored to a customer’s application. Regular refresher training on more complicated products is a must!

People make decisions based on emotions. Listen to your customers and talk to them in a way that makes it clear that you were paying attention. Use their words and ideas when you explain how your product or service will benefit them.

Communicate the way your customers want. Ask each customer proactively how he or she prefers to communicate – by email, office phone, or cell phone.  Some of your clients are so busy that taking time out for a phone call is nearly impossible, so email is the way to go. Other customers may prefer the flexibility of being contacted by cell phone – especially those that are constantly on-the-go. Be sure to record the customer’s communication preferences!

Put Google to work. Research your customer on the Internet. In just five minutes, you can get a good understanding of what your customers do from their websites. The better you understand a customer’s business, the easier it will be for you to see how your products and services fit in to their business. No need to become an expert – just be sure you understand the basics!

Please comment on this or any of my earlier Blogs. All feedback is great feedback

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

How memorable is your 60 seconds?

Do you know how good your 60 second presentations are? 

How many people remember what you do, what you really do?

I ask these questions because when we network we often don’t have the best view of how others remember us. 

You know we don’t ask people we know what they know about our business, well I don’t how about you?

At many a business networking event you get an opportunity to deliver a 60 second presentation. If you want to see how well people remember what you say, ask one of the other members to deliver your 60 seconds!!!.

If you run an event why not have a week where everyone takes pot luck and picks a card out of a hat.  Ten they deliver that persons 60 seconds.  That will show you who’s 60 seconds have been listened to.

Book of the month: I’m reading a fascinating book by Chris Norton the DNA of success In it Chris shows us through interviews with successful people, Greg Dyke, Vince Cable, Frederick Forsythe Sir Peter Squire and many others,.  How the 7 key attributes of leadership and personal style have shaped their success.  I find it fascinating.

Please comment on this or any of my earlier Blogs. All feedback is great feedback

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/


Helping Real People do Real Business Through Real Networking
©Paul Johnstone

Networking Strategy, What’s yours? – Paul M Johnstone

These days so many people go to networking meetings, but how many go with a strategy?  

A Networking strategy is vital if you are to get the best out of your business to business networking.

However it’s probably best to start with a couple of No-No’s. When you find a networking club, at least you'll have a heads start.
Far too often I see people hit the room with one intention and that is to SELL.  Refreshingly I have been to an event recently, where people who engage in those in the Sell, Sell, Sell tactics are asked to leave! 

Networking is about building relationships.  These may deliver business to you, but will first they enlarge your connected network.  And by offering people help first you will find you are able to help people find what they need through your introductions. This often leads to you getting significant business down the line.

The other mistake I see all to often, is people not respecting others enough.  By this I mean that any conversation they are involved in is always one way, theirs.  OK you may not be selling but others like to feel they have at least contributed to it.  

Frequently these people look back on an event as successful, because they remember most of the information they have given away.  But what did the other people say?  Often you cannot remember a word that they said.  

I’m not throwing stones here.  Because I made that mistake more often that I can remember when I started out networking.

So networking success means you have to put the work into network.  Have a plan, a plan that you can achieve (apologies to David Hyner) When I go to a networking group for the first time I target 7 people I have never met and have a 5 – 7 minutes conversation with.  Amazingly I have got more business that way than with any other new connections I have made. 

All that takes is 40 mins and you are able to start a relationship with people you have never met before.  OK some people I meet are not appropriate for my business but lots are.  And if I had stood back and talked to people I knew, or people I had seen elsewhere that business would never have happened.

Ask yourself what other business to business networking strategies there are?
Then implement them.  More networking strategy tips next time.  Happy Networking

Please comment on this or any of my earlier Blogs. All feedback is great feedback

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

What does Powerful communications in business mean?

Our Guest Blogger This week  Is Rosemary Cooper-Clarke

When asked to put a guest blog together on business, communications,I was a little stumped. When we think about communications in business, it is often around speaking. We learn about body language, preferred communication styles of our audience, verbal delivery and content.

Communication is made up of a myriad of skills, settings, formats and delivery methods. Verbal alone includes narrating, questioning, listening, reflecting, analysing. If you run a search on the word communication on the internet, you will receive everything from personality styles to writing effectively. So I thought back to my experiences in communication (written and verbal) and particularly when I need to make an impact. In change management there are two dimensions of content creation.

Firstly, the business case. That is the rational summary of facts. The proof, evidence and detail of what we are trying to convey. The second is referred to as the "WIFM" what’s in it for me. If a marketing piece (written or verbal), this second dimension is the emotional interpretation of the facts, including benefits from your audience's perspective.

The other effective element for any long-lasting communication is the creative "take-away" reminder. This may be the brand, your logo, the memento. This third lesser-known communication style is what Harvard Business School author Theodore Kinni refers to as the "symbolic". That is, the translation of the facts to a representation that the audience can relate to, and carry away with them. Kinni refers to three styles of effective communication as being factual, emotional and symbolic.

If the huge bulk of empirical research proves the variety of personality styles, behaviours, emotional preferences, archetypes and so on, we can only conclude that effective communication is more about delivering content in a way that is most positively received by a diverse audience. This is achieved by using a balance of factual, emotional and symbolic communication styles. You may tailor the balance if you know that your audience is more aligned to the factual. Dare I say it, to a firm of Accountants or Lawyers, however including the emotional and symbolic increases the chances of success. So what do we mean by each of these terms?

1. Factual of course means the data. The evidence. The what, how, when, who and where. Also some why in terms of hard data. Perhaps costs, time, resources, market share etc.

2. Emotional. Interpretation of the facts. What does this mean? Who will it affect and how? The "so what" aspect of the facts. Storytelling interprets the data in an emotional way and can connect the audience quickly with the point of the communication.

3. Symbols bring meaning to both facts and emotions. One leader in Shell was renowned for his use of metaphors and logos, drawings and other designs are also powerful creative reminders. Awards and events are also symbolic reminders. Is there a saying, quote, strapline or song that you can use which will carry the message after the communication has ended?

Rosemary Cooper-Clark is a Leadership Coach and Consultant. You can read her blogs at http://highflyingdivas.wordpress.com or visit her website at http://ccconsulting.org.uk

This is just one in a list of Blogs written by guest bloggers. To be kept informed with all the guest bloggers and the Blogs Paul wrotes, please follow the 'join this site' link which you can see on teh right hand pannel, Thanks


Please comment on this or any of my earlier Blogs. All feedback is great feedback

Paul can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

Helping Real People do Real Business Through Real Networking

Also you may like this blog on communication skills http://paradigmshakers.blogspot.com/

©Paul Johnstone