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