Networking rules that measure up!

Paul Johnstone ©

I recently read the Rules and Regulations for my local swimming Pool which got me thinking so I asked a colleague for a copy of his code of conduct for his golf club. . There were such a lot of issues about member’s badges and ID. There were rules about bringing food on to the premises and rules about dress codes. At least while you are exercising in the morning you know what everyone else should be doing.

But what are the rules and regulations for Networking?

When networking at a business meeting or event, wouldn't it be great if everyone knew what they should and shouldn't be doing? Just think what it would be like if everyone that attended association events, Networking Groups, chamber events, exhibitions business social events had to read, understand, and sign off on the Networking Rules and Regulations?

Just how much more could we achieve? Imagine the business contacts we could all make by following the rules? Without knowing the rules, it's no wonder so many sales people and business owners, are fearful and end up splashing around in the swimming pool.

Take a peek at the rules for networking and see how you can improve your success rate.

Dress to impress!
Think about how you come across to others and what the event dress code is. If its casual dress then go casual, it its jacket and tie, you know what to do. However, if you are attending your weekly network meeting dress as you would when visiting your clients. The only tip here is if you are in trade, dress in clean preferably branded top.

Business cards, a pen, and note pad.
It amazes me how many people at business functions don't have a business card with them. Business cards breed business and seasoned networkers know that. Or they should.

Know who you will be networking with.
Who is attending? Why are they there? Have you found out if your prospects, clients, referral sources, colleagues, competitors, or advocates will be in the room?

Networking only; no selling allowed
Repeat after me—networking, networking meeting. Selling, sales meeting. Networking and selling are two completely different techniques. Use this event to meet and greet, make a good connection, and take it from there. If you go only to sell you may get the cold shoulder from those in attendance.

Be prepared to ask questions—about them.
Be interested in the other person. The best way to start a conversation is ask about them If you're authentic, genuine, the odds are you will be asked questions. Imagine that!

If there is a connection, ask for their business card.
Don't be shy. If you've spent time with a quality contact and you're interested in continuing the conversation at a later date, ask for their business card. They might just ask you for yours. How else are you going to follow up?

Be prepared to hand out your business card.
I only hand out my card when asked. It seems rude to offer a business card to someone who may not want it. If they wanted it, they would ask.

What’s your Call to Action?
Know what your purpose is and only share it,. If you don't know or can't share your purpose, it will be difficult making solid business connections.

Be a passionate conduit.
I love introducing people I know to other people I know. It helps provide an easy connection for others, I'm helping the cause, and I feel pretty good about myself. What can be better than that?

Spend more time listening and less time talking.
We spend way too much time thinking about what we'll say next rather than listening to others. If we listen and learn, we may have something more worthwhile to say.

You must make a friend (or two) and have fun!
Once you meet a few great people and get the breathing down, you will be much more comfortable in the deep end and it could even be fun! Heck, you may even get some business out of it.

Of course, there are plenty more. This is a nice way to start. Get to know these Rules and Regulations as your standard and help provide a safe and enjoyable networking experience for all!

Helping Real People do Real Business Through Real Networking

Know what you want and manage it

© Paul Johnstone
All projects need managing.

Business networking is a project, so it needs managing. You can use various tools to manage your networking.

If you don’t manage your networking, it will manage you.

Look there are lots of ways to manage your time therefore I suggest using the one that works best for you. The key is be comfortable with it and it most be easy to use.

Plan and monitor ALL your networking activities.

Clarity: This point helps you get more from less. If you are focused on the connections you want to make, you have a better chance of making them.

It is important to know exactly what you want,. Why? Well if you are asked a directly by a potential client, you will need to give a concise answer.

An activity which has no clear planned outcomes is called a daydream. As we know goals are nothing more than daydreams with a time line. Go networking with a plan. Use simple measurable goals:

• How many people do you want to talk to at this meeting?
• What will I say when I meet them?
• What follow up actions am I targeting?
• What would be my plum client if they were in the room?

The last one is last for a reason. You could spend all meeting searching for your plum client and let lots slip through your fingers while you are searching.

I have simple targets when I go networking:

If this is an occasional meeting like a Chamber event, I want to speak to 6 strangers and have between a 5 – 7 minute conversation with each of them. My follow up goal is to get a cup of coffee meeting with a minimum of 2 people. Both achievable both will help me expand my business.

If I am attending a regular Refer-On meeting my objectives are different: I want to have a meaningful business conversation of about 3 – 5 mins with everyone in the room. This is part of building the trust based relationships that are key to developing your own personal referral system.

Paul

Helping Real People do Real Business through Real Networking

Business to Business Marketing sucks!

© Paul Johnstone

Lets sink some myths: Business to Business (B2B) marketing is traditionally seen as more difficult and less sexy than consumer marketing.

Look at the evidence. Unless you have deep pockets your marketing will probably be not much more than local press advertising, flyers, local trade shows, with maybe the occasional visit to a networking event such as a Chamber lunch.

It may be that in the B2B sector, marketing is viewed as a necessary pain in the neck.

The Big Boys, get away with good B2B advertising because they have the financial power. DHL and other couriers spend on TV advertising. Just like other B2B companies Royal Mail are a good example.

There is also another ‘fog’ facer clouding the issue (if you will excuse mixed metaphors). Many marketing specialists point to the segmentation of the market and the overlapping decision making chain. Add to that the designers who do not fully grasp the B2B market place and try to attract with an inappropriate image. It might be smart, clean and eye catching, but not appropriate for the market sector.

So what do you do if your pockets are not deep enough?

There are several quick and simple techniques for attracting customers in the B2B space.

The two I prefer are these: Direct Sales (by an expert) and Face to Face Networking.

Both have strengths and both have weaknesses. A quick overview may help.

Direct Sales: engage a professional direct sales company to use their expertise, a good way is for them to make appointments for you or your sales people. Or get interest in an exhibition or to take up a special offer.

Face to Face networking: Your investment is in time. That time should be spent first up learning the rules of networking, its easy to offend without knowing. Benefits you get to present to a range of other business owners, who will advocate your services for free.

Paul

Helping Real People do Real Business through Real Networking

Using the F-word when networking………..

© Paul Johnstone
You know the story, well tell our children to abide by the rules and especially we tell them never use the F word. Networking is different. Here the F word stands for follow up.

We all meet hundreds of people when we network. But how good is our follow up? Following up is the killer AP in networking and a much under used technique.

Think of your own networking activity and pin point just one person you told. “I will get back to you on that.” Or “We should have a 1:1 to discuss that further.”

Hey I’m not throwing stones here, I am as guilty as the next person. Because I can highlight occasions where I have not followed through on a 1:1 or an update meeting, or I just didn’t get round to sending that email, or signing up for the newsletter.

We all do because time is precious and other things got in the way.

Think about this. In a recent survey people were asked how many times did they talk to, visit a web site, trade emails with a supplier before they bought the product.

The answer was 5 times. So have you followed up 5 times? If not keep that as one of your networking goals - The F word times 5

Paul

Helping Real People do Real Business through Real Networking

Getting to your plum client

Paul Johnstone ©

I know a lot of us are finding business tough at the moment. A lot of decision makers are tied up and we are finding it difficult to attract there attention.

This is where a simple B2B Networking technique gets to the heart of the matter. When you are trying to get through to the Managing Director or the Financial Director or one of the companies managers, it pays to do some desk side research. Find out who the person is you want to get through to, you should quickly be able to get their name.

Once you have their name and position (Mr Big, Managing Director, ABC Industries), the next step is be direct. At your regular network meeting you now have all the ammunition you need. You ask to be introduced to that person.

It’s that straightforward. Ask you colleagues. “I want an introduction to Mr Big of ABC Industries in London” You will be surprised just who is able to send Mr Big an email or phone them up and open the door for you. This technique works.

I have used it successfully and I have seen countless people use it successfully. Remember when you were a child?

The expression that springs to mind is, “If you don’t ask you don’t get.” So you now know how to get to Mr Big, ask for a connection.
Happy hunting.

Helping Real People do Real Business Through Real Networking