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