The New Year approaches

I hope you all had a wonderful Christmas with Santa bringing just what you always wanted……

Wishing you a prosperous New Year

Paul

What is networking?

By Paul Johnstone.

This question is often asked, usually by people who have not experienced the power of networking. It is the process of expanding your contacts with people.


Networking is done for a multitude of reasons. It could be to meet like-minded people, find answers to your questions, build your business contacts, career networking or to get yourself a new job.

It is by no means a new, have you heard of the old boy network?

It’s just a word given to the process of developing relationships with people. We humans have been doing since we first appeared on the earth.

What has changed though are the opportunities to expand our networks of contacts. Through the internet you can now build relationships with people all over the world and consequently the world is ‘getting smaller’. Well it seems that way with social media. There is now a global industry based around connecting people whether it be socially or for business.

There are many sites promoting social networking. Some are for friends and like minded people to share information. Some are business and the development connections that for can develop into business opportunities.

I am a passionate believer in the power of the network. During my time networking I have seen first hand what can be achieved through networking. My view is that every business person should network.

If you would like a free copy of my 10 steps to profit through networking, email me.

Helping Real People do Real Business through Real Networking

Great Customer Service

© Paul Johnstone


Good customer service is one way Networkers stand out from the crowd.


Over here in the UK we are often compared poorly to the service 'experirnce' to be found in the US.


At Refer-On we have a topic on how to deliver great customer service, so I am always on the look out for stories. When I found this piece I felt I had to pass this on to you folks out there.

Customer Service Review


Helping Real people do Real Business through Real networking

How to get Great PR for your Network Club

Or How to make the press work for you

©Paul Johnstone

Like any other networking group, forging good relationships with your local press takes work and commitment. Oh and a little effort.

Just as in all other aspects of networking, it is the trust based relationships that work best. Your key press contacts need to know, trust and hopefully like you.

The following 7 steps will help you forge great relationships with your local press.

1. Do your homework. What are the important business publications in your area? What do your business colleagues read? Your goal is to be in the major newspapers and key business and community magazines.

2. Get your foot in the door. Ask your colleagues in your networking group and at your company who they know at these organizations Better yet, ask an advertising / PR professional from your networking group to help you. This provides great exposure for them and a superb learning experience for you.

3. Research the web. Most publications have informative web sites. Identify the business editors and main business writers. A word of caution here: Before you make contact with them read their publication.

4. Make contact. There are two schools of thought here, either call or send an email. Both have strengths and weaknesses. The Phone call: This can be hit and miss but it will get you a conversation with the person you are trying to reach. Email, congratulating them on a particular article you enjoyed (beware not to appear to fawning). Let them know you would appreciate their advice on how to get the best information about your group to them. Let them take you through the process. You will have started developing a professional relationship, because you have asked them to help you make their jobs easier. In these tight economic times all journals/ periodicals have lost staff. They are looking for good material and realize you want to make their jobs easier, don’t we all?

5. Write a release that stands out. This is the time you have to start thinking like a reader. Keep this with you all the time you are writing. Readers want things that interest them, and not what interest you. Put your time to good use. It is important you know what your story is about. Understand why it will be important to the reader. Now the killer part, make sure the important information is at the start of the piece. This is what will draw readers into your article. Finally keep at it, where PR is concerned persistence often pays dividends.

6. Remember your manners and say Thank You. Once you have had a piece published thank them. This is simple good manners but so many people forget to do this. And it will repay you in spades further down the line. An additional offer to provide any support they might need, not necessarily related to your group. This is simple networking in support of business colleagues. Your thanks combined with an offer of help should help cement the relationship. Then finally stay in touch with your new media contacts on a regular basis. Ask them if you can provide them another story. All that will raise your profile with them.

7. Share stories. During your regular networking you will find literally hundreds of stories from other members. These could be your way in to more media coverage.

Helping Real people do Real Business through Real Networking

Forget The Internet Rats and Rubbish are the Future

©Paul Johnstone

Saw this interesting piece in Management today.

Stay away from the Internet the real money is Rats and Rubbish.

Honest

Check out this piece in Management Today

Enjoy

Helping Real People do Real Business Through Real Networking

Networking Your Way to the perfect Corporate clients

Paul Johnstone
At a recent Refer-On meeting I was asked why people from large companies don’t attend local networking events. Is it because they don't have the time to spend with others who they believe are irrelevant to their career? Is it because they believe all the support networks they need are ‘in house’?

Often the only place you meet these people are at Chamber of Commerce events or they invest in intra-company networking with their peers.

So if corporate decision makers never turn up at the events you attend, does that mean it's a waste of time for you to go to these functions?

It does if you spend all your time talking to people you already know. On the other hand, if you go to these events with a plan and you work you plan, anything is possible.

Here are five tips to help you crack into corporate accounts:

1. Be absolutely clear on your perfect contact: If you know who you are looking for, it’s easier to spot them. What industry are they from, what position do they hold? These are two basic questions to ask yourself before you go.

2. Talk to strangers: Talking to strangers at networking events is one of the best activities you can do. Remember people go you networking events because they want to talk to people. This gives you the opportunity to open 6 or 7 new contact doors in an hour or so. It’s a no brainer.

3. Work your existing contacts: The phrase “It’s not what you know it’s who you know that counts” should be familiar to you. So find out where else they network, who the do business with and where there is common ground and explore ways of working cooperatively.

4. Be really specific: Children the world over know something the adults have forgotten about. “If you don’t ask, you don’t get.” So ask it’s a simple thing. If your ideal client is Richard Branson of Virgin, ask if anyone knows him, or someone who works for him. Better still do some desk research and find the persons name, then ask for them by name.

5. Go where your decision makers go: The Train Robbers robbed a train – Because that’s where the money was! The same thing is true for effective networking. If buyers from a large company aren't in attendance, it's hard to meet them. So go where they go -Trade shows, Chamber events, exhibitions - Simple

In summary, to be successful at networking your way into big companies, you should think about working smarter not harder. Don't just keep going to those local networking events hoping to bump into your Plum client. Instead, get your act together and do your networking thoughtfully. That's when you'll really start to see results.

Helping Real People do Real Business Through Real Networking

Open Sesame or Knock and you the door will open

Paul Johnstone
At a recent Refer-On meeting I saw what I call the Key ring motive to getting advocates to work for you.

As a concept, most people understand the idea of Advocating for people.

If you are in a room of 20 people, simply ask everyone to take out their keys.

Take a look around and find who has the most keys on their key-ring.

Then take that key ring. You say to the roomful of people: "There are 20 people in this room. Would you agree that there are more keys than people?"

After everyone agrees, you pick up one key from the key ring you borrowed and ask, "Can anybody tell me what door this key can open?"

When most everyone shakes their head, you say, "The only person who can give me the right answer is hopefully the person I borrowed the keys from."

This simple tale demonstrates that advocating is really about opening doors for one another. Your job as an advocate is to tell us which doors you would like us to open for you; our job is to look at our keys and see if we have the right key to open that door.

It's All about Trust

You have the key, now find out if the person who gave it to you and trusted you with it. Turn to them and ask, "Can I take the keys with me?"

The person usually refuses. How do they know you are trustworthy? Trust is the key that unlocks the door.

This is the second stage of Advocacy:

Developing trust. In any relationship, someone may give up their home key or office key. But without that trust, we hold on tightly to the key, and miss out on an open door.

Helping Real People do Real Business through Real Networking

What can you do for the group?

© Paul Johnstone
Often people will try and assess a Networking Group on what it will give them. It’s the classic “what’s in it for me” approach to networking

This is often accompanied by the view that there were only 15 people in the room, that’s no good, I want to meet lots of people.

Both of these points are often raised when people approach groups with a view to joining.

The first point to consider is: is to ask yourself whether you can see yourself helping the other members. In the course of your business do you come across referral opportunities that would benefit the other members? If the answer is yes then they are likely to be able to do the same for you.

The key is to lead by example. I know a networker who belongs to an independent group who always looks for referrals for others before he expects anything in return. If you start sharing with other members, they will be motivated to help you.

There is a great quote from Napoleon Hill on the subject.

"It is literally true that you can succeed best and quickest by helping others to succeed."

Secondly: The numbers in the room perception. Some groups promote themselves purely on volume. There is no doubt that if it is managed it does have an effect. But numbers on their own do not necessarily mean more business.

Go to any Chamber event 50+ people in the room, how many will you talk to? One of the best groups I ever went to had 12 members. They met weekly and two people in the group will tell anyone who asks they get between 50 – 60% of new business as a result of another member of that group.

Recap: Its not the numbers or the people its you and your approach that will help you succeed. So remember to pput the work into network

Helping Real People do Real Business Through Real Networking

What do you do?

Paul Johnstone
One of the most common suggestions was to ask the question "What do you do?". But how many times do people actually answer the question?

People always answer in the same way:

Q: Hi what do you do?

A: I’m and financial director.

That does not answer the question; it tells you what the person is not what they do. I am not pointing fingers it’s something we all do.

Readers will be aware that I use something called a 3 X 3 X 3 to engage people at networking events. Basically this is away of answering the the now thorny question of what do you do?

When I ran a workshop on this topic at a Refer-On group recently a PR manager gave a great example of how by answering a simple question, you can get the other person to ask you for more information. All she said was “I make people famous”

I don’t know about you but that got me thinking. If I got that answer I would have asked how she did that. Not sure I could have stopped myself it is such a powerful answer. And it actually answers the question.

Thinking about your trade or profession what answers do you think you can come up with?

Hear are just a few I have encountered over the years:

I help people sleep at night: An Accountant

I shrink people bills: A utility broker

I find money other people are using: a recovery agent

I put peoples name up in lights: A sign maker.

Well that’s just the tip of the iceberg what can you come up with?

Regards

Helping Real People Do Real Business Through Real Networking

Where To Network Part 2

Paul Johnstone

As promised here are other places to network. The O - Z

Hope it stimulates you to get out there and Network.

Opening ceremonies:
Opening ceremonies, especially for notable new buildings, attract many local business people and dignitaries. You will be amazed what a smile and an introduction can get you at these events.

A note of caution the celebrity opening a new shop is unlikely to get you too many good business connections.

Other clubs:
We must all have heard about the business deal done on the golf course. Clubs exists for every hobby and interest you can imagine. By joining a local club that interests you, you will meet some new interesting people.

Pressure groups:
Pressure group meetings are strongly connected and usually attended by very active and energized people. If you are interested in the subject there will be opportunities to meet some interesting people. These situations often also have scope for volunteering and becoming involved at a strategic level.

Product launches: Product launches invariably offer at least one situation when attendees mingle. Often there are receptions afterwards. If you are able to attend where the subject is relevant to your aims, then you will find opportunities to network. The same applies to book launches and similar publicity events.

Professional body websites:
Every profession and trade is represented and connected by at least one official body. These are used for members and also offer various opportunities for outsiders to get involved and make helpful connections.

Public meetings: Public meetings are held for all sorts of reasons. Local planning consultations; presentation of local development plans.

They attract business people. At meetings like these, most attendees sit and listen for quite a while, and consequently are ready for conversation during breaks and at the close of the meeting.

Pubs: Not all pubs are good for networking, but some are great, because they are the regular haunts of local business-people. For a very long time indeed, lots of business has been done in pubs.

Seminars: Seminars attract business people of all sorts. Again there are usually coffee breaks which are ideal for making introductions and getting to know people. Try your 3X3X3

Shareholders meetings:
If you have company shares, you will tend to meet a lot of business people at shareholder gatherings. Many shareholders do not invest just for financial reasons - many invest because they have an enthusiasm for the company's technology or culture. In some cases can offer a relevant target group for your business networking aims.

Societies and associations:
Every specialist subject has its own society or association. These organizations offer various ways to meet their members.

Speed networking events:
Speed networking is a highly structured type of networking event, in which an organizer (there are several, of varying type and quality) coordinates quick introductions among a group of typically between 20-40 people. The concept is similar, and probably modelled on speed-dating formats.

But the word speed and networking should not be used in the same sentence. They are best viewed as door openers.

Sports clubs: Lots of business people enjoy sport, and enjoy mixing sport with business. Golf is the classic example for sports club networking. If the group is relevant to you and you enjoy the activity, concerned, consider becoming a member.

Training courses: Are excellent for meeting other business people. Many will encourage informal networking among delegates because this adds value to the quality of the event.

Some types of training bring people together in work teams, making it extremely easy to get to know all attendees and an opportunity for further networking.

Trains, boats, planes, etc.: Business-people tend to travel around a bit. When you are travelling too, keep your eyes and ears open and be ready to start conversation. Delays are particularly useful for making introductions. So are long plane and train journeys when you could be sat next to another business person for several hours. Make the most of these opportunities.

Twitter:
Twitter is a great way to get your business message out to thousands quickly. The only downside is that you can get caught up and unless you are disciplined, the hours can slip away.

Universities and colleges:
Universities and colleges are like villages. Some are like towns. They are also now run like businesses. For the past twenty years or so, these educational establishments have been increasingly keen to engage with business people of all sorts. It's a matter of talking to them and discovering what opportunities exist for getting involved.

Website forums:
Website forums exist for every subject you can think of. Each offers a networking opportunity for the subject matter concerned.

Website user groups: User groups are typically within the websites of major internet corporations such as Google and Yahoo. Many user groups are specialised, and by implication, internet networking is second-nature to most of these people. But a lot are general business and worth investigation


And many more opportunities.

Helping Real People do Real Buisness through Real Networking

Follow up your promises and commitments

Paul Johnstone

There are two main reasons for the importance of following up:

1. Networking only produces good results when it is followed up.

2. Following up with contacts builds trust, reputation, and relationships.

Put negatively, to emphasise the points:

1. Networkers who meet people and never follow up are wasting their time.

2. Networkers who never follow up will eventually become known as time-wasters.

Follow up is a matter of relevance and commitment: If a contact or referral is not relevant, then say so, which avoids any expectation of follow up.

If there is relevance, follow it up, in whatever way is appropriate for the situation.

If you find that you are not wanting to follow up meetings and referrals because of lack of relevance then you can re-examine your group targeting strategy. You might be chasing the wrong groups and connections, and could need to redefine these issues.

Helping Real people do Real Business through Real Networking

Be a positive influence

© Paul Johnstone

To get the best out of your Networking a positive approach if helpful. Be positive when you network. If you are positive you are more likely to attract others and as a result get to speak to more people more often.

Use positive language.

Smile. See the good in people.

Be known as a really positive person. It rubs off on others and people will warm to you for being so. It is good practice if you Keep your emotional criticisms of others and personal hang-ups to yourself.

Speak ill of no-one.

Be passionate and enthusiastic, but not emotional or subjective. Avoid personalising situations and always remain objective.

Look for feedback and criticism about yourself and your ideas from others. It is the most valuable market research you can obtain - and it's totally free.

Be tolerant. Be patient. Be calm and serene - especially when others become agitated. Followers gather around people who remain positive and calm under pressure, and who resist the herding tendencies of weaker souls.

At many networking events and situations you will have the opportunity to give a presentation to the assembled group. This is a wonderful chance for you to demonstrate your expertise in your specialist area, your positive confident character, and also to pass on some useful information.

When presetting avoid the hard-sales pitch.

Networking is more about telling a storey and informing people. It’s best to inform and educate rather than to sell. In many networking situations a strong selling presentation is regarded as insulting by those present. This is especially so if you are a guest of a group that you would not normally meet regularly. You will sell yourself best by giving helpful information in a professional and entertaining credible manner.

Be confident, positive and enthusiastic, but do not let this develop into pressure on the audience, or a sense of your trying too hard.

Try to find and present within your specialism the most helpful information for the group concerned. Your aim at the end of the presentation is for the audience to have learnt something useful about your area as it applies to them, and to have been impressed with your professionalism and command of your subject.

Helping Real People do Real Business thorugh Real Networking

The Three Foot Rule

© Paul Johnstone
There are many sales manuals and Network Marketing Gurus who promote this. In many sales-oriented networking books and course, people are taught that networking is a selling tool and part of that lesson is what’s known as the Three Foot Rule: “Anyone within three feet of you is an opportunity to make a sale.”

Here we teach that networking is all about telling people how we can help. Never, Never sell at a networking event, you are not there to sell. It is at best short sighted. At worst very rude.

At a networking event the people there ARE NOT YOUR MARKET they are your route to market, and always remember that.

Some organizations are set up so you promote your product and service directly to other members or visitors. Now there is no doubt that some members will find your products or services useful to them. But many products promoted through networking are Network Marketing or MLM. That is all perfectly normal.

However many people involved in network marketing find it difficult not to pitch directly to anyone within 3 feet. The down side is it also creates a negative feeling to the whole concept of networking in the minds of others.

As a result, people begin to avoid any event or activity labeled “networking” because they neither wish to participate in this hard-sell technique, nor do they wish to be exposed to it, especially in a concentrated form, in doing so we all lose out on valuable opportunities for service, connection and growth.

But what so many people miss is the detrimental effect on others. If I have been pitched by a NLM person, I will not get involved. I am already part of a NML organization and would not want to take n another product. But basically they are telling me they want to use me so they can make money.

What they have done is close the door to my contacts.

What should they have done?

They should have told me what their product or service can do for my contacts.

Avoid the three foot rule in networking

Helping Real People do Real Business through Real Networking

The Seal of approval in networking situations, events and methods

Paul Johnstone
How many places are there to network? How many occasions are there where your networking skills can be used with effect? Far more than you might imagine.

Most of us tend to think only of the best known business networking clubs and websites. But why stop there? Business networking can be done virtually anywhere that you find business-people.

Take a look at the following list; there are some alternative situations and methods for business networking

Many of these networking situations are simply opportunities to meet people relevant to your aims, when your initiative and creativity can turn vague potential into worthwhile networking.

For all networking opportunities, your success is dependent on the relevance of the situation and the quality and energy of your involvement.

The A - M more next time...

Annual General Meetings AGMs are by their nature a regular occasion offered by corporations and membership organizations to engage with its members. Some are very formal and tightly run with little networking opportunities, but others are more sociable affairs, in which case if the group is relevant to your aims, and you can become a member it's worth consideration.

Breakfast networking clubs
There are lots of these -so start the day with some business with your Corn-Flakes. Some companies will run one-off events to connect with the local business community. There are two primary types of club. Fixed and Forum. Chose the type that suits you.

Business networking websites Since the development of interactive website technology in the late 1990s there are increasing numbers of online business networking organizations. There are lots but LinkedIn is probably the biggest and most useful. You can find lots quite easily by searching the web.

Chambers of Commerce Every county has at least one 'chamber of commerce', and many towns have chambers. Many run networking events and/or other meetings and activities which are ideal for networking.

Community social websites
Facebook is the obvious example. There are many others. Culture and demographic profile are different in each. Some of these websites and memberships are vast. Bigger than countries. This is because of the social aspect, which might initially be appealing, but making a business impact can be very challenging due to the scale of these operations.

Conferences Conferences are full of people with common interests. Coffee breaks are an ideal time to make introductions.

Conventions Conventions are organized for all sorts of special interest groups. If the group is relevant to your aims in any way, then their convention could offer excellent networking opportunities.

Exhibitions Are obviously full of business people with a common interest. Most exhibitions rightly do not like visitors to canvass the exhibitors, but there are plenty of other situations to meet people and network. The coffee bar is a great place just to start a conversation and see where it leads you.

Foreign trade visits
Local chambers of commerce, regional development agencies, routinely organize trade missions and gatherings to promote international trade for their region and/or members. Scratch the surface and you will be amazed at the connections you can make at these events.

Hospitality events Fewer these days but they still happen. They are usually organized by corporations to get to know their suppliers and customers. If you find yourself involved in one of these it will present some of the best conditions for business networking that you will ever experience. Elevator pitch and memory magic will serve you well.

Institutes for industries Every industry has its own institute or similar. Various events and methods generally exist by which outsiders can engage with the institute's membership.

Interactive special interest websites Networking has been made much easier with the advent of interactive membership websites. When you have identified your target groups, there will be a specialist membership website somewhere which represents and brings them together.

Lectures and seminars These occur widely and are held or promote various organizations. Obviously they attract a common grouping of people interested in the subject concerned. Practice talking to open groups at these events.

Local networking events Anyone can set up a networking event, so you can find isolated or more permanent networking operations cropping up near you.


So there you have it the A - M - Fill your boots as the saying goes. N - z follows shortly

Helping Real People do Real business through Real Networking

Help others first and you will get better rewards

Paul Johnstone
It is always better to give than it is to receive, as the old saying goes….So prioritise helping and giving to others ahead of taking and receiving for yourself.

Be helpful to others and you will be helped in return.

There are lots of sayings about the joy of giving and the rewards you get as a result of your actions so why not get on with it?

Networks of people are often highly complex organisms. Frequently it is not possible to see exactly how and why they are working for you. Therefore you must trust that goodness is rewarded, even if the process is hidden and the effect takes a while to come to you.

Use the principle of 'what goes around comes around' because it does.

Giving first shows to members of the network you are serious about contribution to the group. It sets you apart from the hunters and fishermen in the networking community.

Good deeds and helpfulness tend to produce positive effects. They are usually remembered and frequently repaid. The giver builds reputation and trust. Referrals tend to result.

Imagine yourself having lots of personal connections like this. You become known as a helpful person. Word about you spreads, and your reputation grows.

People who give are seen to have strength to give. Followers gravitate to strong giving people.

Helping others extends far beyond your personal speciality or line of work.

Networking is about working within a system of people, enabling relevant high quality introductions and cooperation’s, which get great results for the participants. These enabling capabilities transcend your personall ability and area of speciality.

Giving works on so many levels. In networking you reap what you sow many times over.

Helping Real People do Real Businees through Real Networking

Who sais That?

Paul Johnstone
I spoke a business coach at a Refer-On breakfast recently and asked him what his favourite quote was. He responded that he had two favourite quotes. However I will focus on one quote to demonstrate a point.


The coach said that the quote was often attributed to Einstein, but he had seen variations of the quote. He wanted to find out definitively who the quote was by. The quote is “Insanity is doing the same thing over and over but expecting to get a different result.” I did a quick search on the Internet and here is what I found:


“Insanity is doing the same thing over and over but expecting to get a different result” Albert Einstein


“The definition of insanity is doing the same thing over and over but expecting to get a different result” Benjamin Franklin


Now we have a dilemma because these are the same quote. I went to the library and asked them to check their quotations reference books to see who the quote was attributed to. Either version of the quote wasn’t in any of the reference books that they checked.


Doing some additional research, I found “The New Quotable Einstein” by Alice Calaprice, senior editor at Princeton University Press. I went through the entire book manually because there was no way to do it electronically, and I couldn’t find the quote.


Should I assume that the quote must be by Benjamin Franklin? Not likely! I have not been able to find a definitive answer so whenever I use the quote I say popularly attributed to Einstein and Franklin.


The point I wanted to illustrate to you is that because several people are citing information and attributing it to a source, doesn’t mean that the information is accurate. It simply means that they are all citing from the one source so you have to exercise some due diligence.


I was so exasperated I goggled it and guess what Einstein and Franklin came up time after time. This looks like the perfect example of someone wants to believe one particular person said something, no matter what the facts are.

Moral, check your facts first and don’t go on believing everthing you read. And check your facts if you are presenting at a networking event.


Helping Real People do Real Business through Real Networking

How do you maintain a Twitter presence?

Paul Johnstone

Twitter is a great way to generate business, but it can eat into the time you have top devote to your business.

There are some techniques to success on twitter and Nancy Williams from Tiger Two has some great ideas on who to follow and why.

In her article ‘Do you follow Back’ she opens up the dabate on how to get peole to follow you

I hope you enjoy it as much as I did.

Helping Real People do Real Business through Real Networking

Its Not Apple - Trust is the killer app

Trust is the killer application:
Paul Johnstone

Research produced by IBM concludes; "Individuals in higher-trust societies spend less to protect themselves from being exploited in economic transactions. Trust is an economical substitute for extensive contracts, litigation, and monitoring in transactions and thus economizes on transaction costs."

Lack of trust kills Organizations again and again. This lack of trust stifles innovation and productivity. Look at non competitive agreements. Most have been through the courts and appear not to be worth the paper they are written on. Time after time Judges have thrown them out of court. So far the only one not challenged is the 6 month non competition contract. The reason? I don’t know of anyone who has one or has been asked to sign one.

William Davies at the Institute for Public Policy Research published a ground breaking paper that examines the role of the government in the increasingly decentralised social and political activities taking place online.

He states there are three sources of trust: State, Community & Online Community. Notice the absence of corporations. He goes on to say that “out of nowhere trust has become the most talked about abstractions of our times” and notes that online communities have an unusual propensity to create environments of trust.

One of the most comprehensive studies of the open source community was conducted by Yochai Benkler to understand how Linux, a free operating system, and a raft of other Internet facing software products that have come from nowhere. They all challenge mainstream paid for products from Microsoft, IBM and others. Benkler concludes:

“Removing property and contract as the organizing principles of collaboration substantially reduces transaction costs involved in allowing these large clusters of potential contributors to review and select which resources to work on, for which projects, and with which collaborators.”

Microsoft formally has for many years acknowledged the threat from Linux to its revenues. It has even started to play this new game by releasing portions of its Windows code ‘open source’ style. I wonder why?

So how do networkers develop trust based relationships that counter the large company threat? If we don’t trust corporations why should people trust us?

The short answer is through B2B networking take time to develop trust based relationships with other people who will advocate for you. Develop and advocate marketing strategy to generate business year on year.

Helping Real People do Real Business through Real Networking

The A B C of networking

By Paul Johnstone

DO you measure up?

The A. B. C of Networking
A list of things you may have missed.

Enjoy

A. Aspire to reach your full networking potential
B. Believe in your self and your offerings
C. Create good offerings to fellow networkers
D. Deliver what you promise
E. Enthuse others
F. Forgive others, we all make mistakes so help them
G. Give before you receive
H. Help support and encourage other to succeed
I. Integrity is vital to your success.
J. Join In; help your group by contributing.
K. Kindness and manners will repay you in spades.
L. Local networking = local business miles
M. Mentor new members to success
N. Nurture others so they reach their potential
O. Organise your networking activities
P. Planning is essential to your success
Q. Quality in everything.
R. Respect others in the group
S. Sixty Seconds hold the key
T. Think before you act
U. Understand you networking goals
V. Volunteering will help your club
W. Work the Room
X. Excuses are never the best way ahead
Y. You should strive to improve
Z. Zest for life and networking

Helping Real People do Real business through Real Networking

A Crash course in networking

I received a telephone call yesterday from a journalist. He was writing a piece for a local paper and wanted to pick my brains on the subject of networking.

He wanted to know how quickly you could expect a return on your money from Networking activities. And he was asking the usual polemic questions about Networking clubs and money.

What are the keys to success in networking and again how much does it cost. How quickly you see results.

I had to tell him he had missed the point.

Why had he missed the point? Simply because everyone is different and every company will have different objectives form the next. If you are a jobbing printer you should start to see a return quickly.

But if you are selling conservatories, one quality connection a year will more than cover any networking expenditure.

Don't expect results immediately - it's all about developing relationships and that takes time. Time to create trust based relationships that deliver business year after year after year. Take time to invest in your networking.

Nurture relationships. Grow people and your investment will be rewarded many, many, many times.

Paul

Helping Real People do Real Business through Real Networking

Taking the ……

I was at an event the other day where everyone was given the usual 60 seconds presentation slot.

You know it’s funny how often some people push the envelope and think they are being smart.

If the club you go to offers you 60 seconds, the perfect presentation will finish just short of 60 seconds.

Yesterday there was a presentation that went on and on and on. A colleague later told me tit had gone on for a few seconds short of three minutes.

One of the attributes that helps you win more business with your networking activities, is Good Manners. 60 seconds is the norm in most weekly clubs and it is good manners to stick to that.

If you have been at a networking club where someone overruns have you noticed the rest of the group? Almost all of them have stopped listening. Once the 60 second rule is established people expect 60 seconds. When you push the envelope what usually happens is the speaker looses focus and starts to ‘Dump’ information on the audience.

The net result is people don’t listen, visitors are confused, and you have lost your audience.

Its 60 seconds for a reason, it’s the time most people are comfortable with. Speaking and Listening.

Paul

Helping Real people do Real business through Real networking

The 7 Keys to profitable Networking PART 2

Being Regular

The More Often -The Better and it Builds Trust

Two things influence how others see you at networking events are Trust and how often you attend. It’s funny that some people believe you can dip in and out of a network and still be regarded as someone to do business with.

Attending regularly helps build trust with fellow members. When you go to every meeting, or as many as you can other members really get to know you. With your regular attendance you have the opportunity to talk each time with all the other members.

OK so stuff happens in business and there are times when you really can’t attend, and that should be accepted by your network group. If your group cannot accept that occasionally business needs attention I would question them.

Be honest it is the regular attendance that helps you build the trust based relationships that generate connections year on year. It is this constant contact that works, not being told you must come every time or we will not let you join in the meetings.

It’s interesting I have been involved in Networking for many years. And I have never lost a customer or lost the opportunity to present to a prospect through attending my networking club.

I am always pleasantly surprised that when I asked for a 9AM meeting when I answer: “I have a breakfast appointment with my marketing person, that is due to end at 9. Is 9:30 or 10:00 OK with you?

Not once have I been turned down or lost an appointment. In fact the opposite has happened. I have gone up in the estimation of prospects that I meet people for breakfast to improve my business.

Paul

Helping Real People do Real Business through Real Networking

The 7 Keys to Profitable Networking PART 1

In the beginning!

Many years ago when I first got involved in Business to Business networking I was keen, and eager. Why? Because I could see what networking could do for my business!


I got the benefits - I got the ethos and bought into the ideal.

But, boy I missed lots of opportunities, I missed out on business.

All because I was the centre of the universe and it was my universe.

All because my techniques of by being eager and enthusiastic, I failed to grasp the main point.

It was like when I just passed my driving test, all I looked at was the road straight in front of me, and missed 80% of the other information essential to success.

What I focused on was only one tiny aspect of networking.

There are those who simply measure their success by counting times someone attends, or the number of pieces of paper passed between attendees. Or spend time working on how many times people interacted with the web site.


Then there are those who graze and talk occasionally to people, or attend a function and spend most of the time at the food / drinks table.


All of these examples are real and they exist and they miss the point of networking.


“Networking is the single most cost effective route to market there is.” Don’t take my word for it, all of the dragons from Dragons Den say so on their web sites, blogs and publications.


My main error: When I started out was thinking business to business networking was selling. Not on your life. It is NOT selling; it is telling people how your product or service can help them with their clients.


You may like to take a moment to reflect on the previous point:- Networking is “The most cost effective route to market there is.”


You have the opportunity to tell your story. Show how you can help. Demonstrate how you have helped other members. Teach members how you can solve their problems and how you can help them with their customers.


At one off networking events you have the opportunity to talk to people who can do great things for your company. But this needs focus and that is covered in part 4 of this series, talking to Plum Prospect.


Lets say you want to get an introduction to a company and provide them with your accounting software. Talk about saving time on sales and general ledgers. Talk about access to problem solving on accounts packages. Talk about how businesses upgrade from a ‘simple’ system to a suite of programmes and how these can grow with them and their business.


What you are doing is demonstrating to the prospect you understand the issues business people have and you are interested in them.


By focusing on one single aspect of a multi facet opportunity is a false economy. By looking at what else is around the road you will be better prepared to take advantage of the situation.


Paul


Helping Real People do Real Business through Real Networking

Have Good Manners, keep your integrity - build trust and reputation

When you get invited to someone’s house for a dinner party or just a social gathering, it is important to introduce yourself as well as say good by to the host when you leave. Networking is just the same and good manners count for a lot. It is the same with following through on a promise which helps keep your integrity.

Sometimes a situation arises which tempts us to do something for a quick return that is harmful in the long run. It could cause harm or upset that could have been avoided. Making such a mistake can damage personal integrity.

We are all human; mistakes happen. If you do make a mistake or wrong decision - whether it significantly undermines your integrity or not - always admit it and apologise. Far too many people these days live in business by the creed of never apologise. I believe that is because they do not have confidence in their products, or are naive enough to believe that is the way to behave.

Failing to apologise when you are in the wrong- damages a person's integrity and reputation far more than the original misjudgement itself.


Having the ability to own up to an error not only shows you care but actively demonstrates that you are grown up enough to understand. By that understanding you demonstrate to your client / fellow networker you have integrity.


We only need to think of how we view people in high and public authority, notably politicians, when they fail to take responsibility and admit their mistakes, then complain that voter numbers are down!


People of low integrity sooner or later find that the only friends they have left are other people of low integrity. Or as you may call them the cowboy tradesmen, sharp practice suppliers and foot in the door salesmen.

Significantly, integrity and good manners are vital for trust to develop. Trust is simply not possible without integrity. And networkers depend on the trust based relationship that develop over time and deliver business year after year.


So next time you visit a networking event make sure you shake hands with the host on the way out as well as on the way in


Paul


Helping Real people do Real business through Real Networking

No 2 Be different and be ambitious

Networking can be a great advantage when assessing the strengths and weaknesses of your offering to the market. In any market place to succeed you must have something that sets you apart, better customer service, a personal touch, better quality products, more competitive pricing or a quicker response time?

Because, if there is no special difference between you and other providers, then people have no reason whatsoever to choose to work with you. All you are is what some people call a ‘me to’ company. As in we do that and we sell that, why should people use you over the competition? Look again at how you describe your business offering or yourself as a person, what's different or special compared with all the others?

If there is no difference, it is important for your long term prosperity that you find a way to create one.

Sometimes this is as simple restating or placing different emphasis on what you already are and already do.

Your difference must be something that plenty of people will find appealing. It is a killer if you can also make it irresistible. If you are struggling to find a difference or market advantage, look at your competitors and talk to your customers, and find out what's missing. Better still find out what can be improved to give you the edge. There is always something you can improve, often as simple as bundling two or three market advantages together.

This difference needs to shine out in your elevator speech, and be echoed in your subsequent discussions whenever initial interest develops towards supplying something, or putting a collaborative project together.

Always set your sights as high as possible when thinking about and expressing yourself and your aims. Remember though to be realistic, but aim to be the best and to lead in some way, in whatever specialism you operate in.

Your aims should also suggest what you are seeking from business networking - otherwise, there's no reason for you to be networking.

One of the 7 keys to successful networking are mutually beneficial one-to-one meetings, where each party gets something from the other. These can, if you are not careful turn into selling sessions. And as we know Networking is telling and NOT selling.

One-to-one meetings work best when you exchange information and connections. This is building a strong network through connections that are helpful for your aims.

Top-Tip Take your contact list with you when you next have a one-to-one and share your top three clients with your networking colleague.

Business networkers want to work with other networkers, especially those who are ambitions. It makes sense to align yourself with those who are going places. The sort of people who are always looking for things that will enhance their offering and help them grow. Sometimes called change, .but the end result is improved market offering.

These attitudes make things happen.

Isn’t it great to meet like-minded networkers, who you can share these attitudes with? Why, you know, your network will grow because they'll see you can make things happen too. So remember you have two ears and one mouth, please use them in that proportion and you will be successful.

Paul

Helping Real people do Real Business through Real networking