B2B success Keys

Paul Johnstone ©

The key to your life and business is relationships.  And Networking is the key to your success.

To be successful you need a helping hand.  So many small business people struggle on alone, believing round the corner comes the deal that will make them.  This may happen.  But for small to medium sized companies a helping hand is always useful.  

Attending business events, networking events and business clubs is a great way to meet like minded business people.  Events that attract small to medium sized business people is always helpful. 

The following quotation sums this up perfectly- “Networking shouldn’t be a hit and miss affair.  Business needs to actively seek out opportunities where they can meet and mix with others in the business world.   As well as being highly motivational these kinds of events throw up contacts and ideas that can significantly boost your business potential.”  Sir Digby Jones

To succeed in any networking venture you need to know which key to turn.  It’s OK going to lots of network groups, and networking events.  Whether these are B2B, small business networking or business clubs, there are some actions that will help you succeed.  
So which key do you turn?

Here are are three things you should always keep in your mind.

1. Be clear that you make a difference in every business situation. Know why people work with you. Ask those with whom you have the best relationships why they work with you? 

2. Be confident that how you relate to another person is your real product. Engage one person a day in a business conversation, and connect to what they need

3. Do what you say on your tin. This is so people know exactly what they get from you.  Use testimonials to back up your promises.  Talking of promises, always under promise, then amaze your client by over delivering.

Developing trust based relationships is by far and away the best way to connect with business people as well as get a fantastic reputation. 

OK how do I get to meet the people so that I can get on working with these three keys? 

Network – A simple but often misunderstood word.

On the subject of help getting where you want to be.     There is a book called the Law of Attraction by Michael Losier which talks about how people, ideas and issues are attracted to each other.  In business finding the correct people to work with is often a problem.  The Law of Attractions works like this.   You get back what you send out.

Remember the last time you were not the most polite driver on the road, and you got tooted at.  That is an example of the Law of Attraction at work.  You get back what you send out.   In business networking if you help others they will help you, fact.  If you find a business opportunity for someone they feel compelled to look for one for you.

We have all seen this ourselves. 

So remember the three points: be clear, Be confident and do what you say you will. 

Guess what?  Your reputation amongst your networking colleagues will grow quickly and it will go well beyond them. 

The Law of Attraction will see to that.


Helping Real people do Real Business through Real Networking

How to Network

©Paul Johnstone

Top 10 Networking etiquette Tips 

I was asked recently at a networking breakfast by a Refer-On member.

"What is the best way to behave at networking events that is polite yet achieves business goals?" 

After our conversation finished, I though it would be good to share these with you.  

1.    When you are at your network club.  Forget the"what is in it for me?" or the “where’s my referral ”and adopt a "How can I help you?" attitude
2.    Have at least three open questions which will help the conversation flow. (What sort of business are you in? Where do you find most of your customers? What business connections are you looking for? What is special about you product/service?)
3.    You have two ears and one mouth for a reason: listen more, talk less.
4.    Give your networking relationships time to develop, don’t rush with fellow networkers.  Your investment in time will reward you handsomely.  After all we all have a view on the foot in the door salesperson,!
5.    Make sure you're on time and have your networking "Kit" with you: business cards, a pen, decent grooming and a can-do attitude.
6.    NEVER put a business card in your pocket without looking at it
7.    At business clubs, always be willing to include a fellow networker who looks as though they're having trouble getting into a conversation.
8.    Be the one who gives the first referral - you have nothing to lose
9.    Let your fellow networkers know what you need and leave it at that - labouring the point is off- putting
10.    Thank everyone who gives you a referral and FOLLOW IT UP within 24 hours.  However the mark of a great networker, is that you keep the person who gave you the referal,up dated all the way through the process.

 A few  Extras That May Help you.

• Be willing to set up one-to-one meetings outside the usual networking meetings.
• There are two types of networker, Farmers and Hunters:  Be a farmer and work to develop long term relationships, as these will drive business to you year after year.
• Meet. Greet and move on: For open events work on a form of words you're comfortable with that will get you from one conversation to another.   Then practise saying them so that when necessary you can swiftly but politely move on to another conversation.
• Know WHY you are networking: always have a plan and be sure it is a SMART plan.   Have a target speak to 6 people you don’t know – Speak to other members about business every week.
• Less is More.  Be brief and to the point. Your life story may be fascinating, but save it until you're asked! You may have a short time slot, use it wisely with only pertinent words.
• WIIFM- What’s in it for me? People don’t want to know how long you have been in business or where your office is.  What they want to know is what they gain from your product or service, so walk a mile in your customers shoes and your offering will much more appropriate.
• Elevator Pitch:  this is your business proposition that can be given in 30 seconds. It comes from finding yourself in a lift with Bill Gates.  Can you deliver you business proposal between floors in an elevator journey.

Helping Real People, do Real Business Through Real networking