Bad Habits in Business!

Blogging is habit forming, yes it is.  And as habits go it’s pretty safe and non intrusive. But news just in would suggest otherwise.  Wordpress that bastion of bloggers the world over has been accused of censorship.

Tod Fast writes in today’s Technorati about recent issue where he was not able to edit or update a piece he wrote on Lady Gaga. Lightweight, or a serious review of her music is surely just an opinion and as anyone he is entitled to his. Check out his piece http://bit.ly/hcaDdH in Technorati for the Goss!

This brings me to censorship of the Internet, OK not my usual fair.  Has anyone not heard of Wikileaks?  Now there are a plethora of look alike sites sprouting up all over the place  http://huff.to/fNCRsS sheds light on this fascinating issue.

Back to my habits – Blogging gets to you and it’s a great way of reaching people.  Lots of business people I meet say they just don’t have the time to blog.  The opposite view is the one I stand by “You don’t have the business not to blog”.  Just like networking is the most cost effective route to market there is. One of those things we all should be doing.

A while ago I was told by a marketing person, he spends 30% of his time working on his business.  Now that will include blogging, social media, email shots as well as more traditional marketing activity.  But 30% is a day and a half spent on his business. 

Well this obviously works as the company is one man and some outsourced support and it turns over in excess of 150K a year - He must be doing something right!  Iguess there are not many bad habits here.

So back to blogging:  It always surprises me when I check my short url statistics to see just how many people have followed them.  And once I got the technique so many people started visiting my site and interacting with me.So blogging is good for business, once you get the ball rolling.

However I’m not sure if I could spend a day and a half writing blogs and working social media, the Jury’s still out on that.

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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A quick message for the weekend

Big firms getting Social media right

 

Here's a thing- Big companies are teaching small businesses an online lesson. And it's usually small companies that have the ability and flexibility to teach bib business lessons about on-line smarts.

Anyway this Graham Jones fellow puts it across better than I can why not check out his message.  http://bit.ly/bOM5u4

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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Networking for Beginners by Paul Johnstone

Networking for Beginners

Paul Johnstone ©

• Are you a small business owner? 
• Or you may run a home based business?  
• It could be you're just starting out and you need to make contacts.   

Whatever your reason for networking, it takes self confidence to walk into a room full of strangers. Lets be honest you don't know anyone, you may feel unsure of yourself, often under prepared and you're about to turn round and walk out when a friendly looking person approaches, with their hand extended. But the good news it that's the hardest part over.  You are normally met at a network group by some one someone placed strategically by the door.  They should welcome you to the event.  If they know a visitor is a newbie a good network group will go out of their way to help you be at ease with the group.  

Lets be honest they want you to return and just about all B2B groups want return visitors. One of the first questions you will be asked if "How can I help you?" and they mean it! They want to know who you want to talk to, who would you like to be introduced to? So do a little homework before hand. Who are you looking for introductions to? If you're a florist you may want to link up with a wedding planer, or a photographer.

Usually when you ask specifically that's what you get, a specific introduction requirement for success - showing up.

Networking - The Planning Do you have a networking strategy?  It's quite likely that you'll have a business plan, a financial forecast and probably a marketing plan, so why not a business networking plan?

In today's financially stretched market, networking is seen as a great way of generating new business leads. Think about this situation; you regularly attend a pay on the door often at a cost of £15 per visit.  Now to get a return on your investment (ROI) is relatively easy.   Now multiply it by the other 3 ad hoc events.   Then add in the annual subscription to the breakfast club you're committed to and suddenly you have a significant outgoing cost.

How do you decide which events are worth attending? OK you've planned where to go and what to say so how do you decide if it's the place to be?  You look at your ROI. I measure my ROI on a simple basis.   Which event brings the highest return? Over the years one fact has held up time after time.  Interestingly you may think that the group with most people would bring the highest returns.  I can honestly say that has never been the case.  

It is always the group where there are more synergies, or the groups ethos is to help others.   So beware playing the numbers game. In terms of time invested but let's be honest, we network to generate new business. But no one is going to buy your product at the first meeting.  

If they do it could be a bonus, but it may be the group want one of you and have decided to hook you with a quick order. It's after the event that the important part takes place - following up and those 1 to 1's. That's where the true value lies. It's at those 1 to 1's that decisions are made, based on the relationship you've created. People buy from people, and networking is a way of making the connections that you wouldn't otherwise have made. The other point is that networking works once trust based relationships are forged.  And these don't happen overnight.  So when you're considering an event, make sure you can attend regularly, again with the emphasis on building trust.

Decisions Decisons! Are the people in the room the decision makers in their business? Or are they the leading influencers? Do you need to speak directly to the MD? How often should you attend? If it's ad-hoc networking then we would suggest 3 times to get a real feel and understanding for the leads generated. A structured weekly breakfast meeting may suit you and will generate more business. This kind of event builds long-term relationships but may come with its own stipulations.

Track all the events you attend and review them at least quarterly. If they are taking too much time and money with little return you need to discontinue your membership. Be ruthless, as the time and money you save can be re-invested in more beneficial activities. But enjoy meeting people and growing your business at the same time. 

 

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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Social networking what’s it all about?

As networkers, we often deliberate between face to face networking, and the networking that can be done on line.    Some of you plump for face to face and don’t understand the benefits of online networking.  While others are glued to the number of connections that can be made and accessed in your online networking circles.  Often we spend time wondering which is best.

The simple answer is that both types of networking fits into the jigsaw that is our network puzzle.  Face to face builds trust a lot quicker than online networking.  This is countered by the volume of connections you can influence with offers and requests online.

So where do I spend my time?   The ROI or return on investment needs to be measured as both are not free.   The time you spend face to face networking is easy to qualify.  How long do you spend getting to the venue, the length of the meeting and the return home and any time you spend preparing.  But are you getting the most from your networking?

On line it’s different because you just do it.  Or do you?  In truth you spend a lot of time at your PC on the move using your smart phone on twitter and that time needs to be accounted for.

Here are a couple of videos that may help you do things smarter

and on Networking face to face:

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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Where building relationships can lead

At Refer-On we recently surveyed our members to find out what our members got out of the Refer-On relationship. I was (pleasantly) surprised to find that over half our members were actively collaborating with other members.

This means they are using the extended network of advocates to generate more and more business. As the business community tightens it’s belts now the economy is slowing down the more we can leverage these introductions the easier it will be for us to ride out the storm.   

This is fundamental to successful networking. No if’s or but’s advocates out seeking out opportunities for like minded individuals.

One member put it this way. “"Well, think about it - if your members do spend time getting to know others in depth surely you shouldn't be surprise when a lot of them want to work together, share projects, jointly go to market - in other words, collaborate!"

 
Oh how simple it is when you think about it like that 

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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Referral Partners Selling the smart way.

Smart Networking

Do you ever get annoyed by the people you meet at networking events when all they can do is sell to you?  Why do they do this?

When people sell at networking meetings they tend to put your back up.  Instead of asking open questions and looking for ways to help you, it’s more common for them to hit you with qualifying questions.  What they are doing is looking for an opening, looking for a sale, instead of looking to develop strategic relationships.

In the short video David Donnelly puts it eloquently.

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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Fun with ditloids

First of all what are ditloids?

Some of you may be familiar with them others in the dark. 

Ditloids are puzzles for quizzes, icebreakers, team building activities and can be great  fun.

They provide an easy source of materials for organizational development and team building exercises, team building games and quizzes of all sorts.

Ditloids work because the format is very quick and simple, and they combine aspects of maths, logic, lateral thinking and general knowledge.

Ditloids are very quick and easy to create, so you need never be at a loss for some light relief at any gathering. For example, as an exercise ask teams to create their own ditloids puzzles for the opposing teams - using terms from their own organizational context. Creating ditloids puzzles in workgroups enables all sorts of otherwise dry materials to be brought to life in an interesting way.

Ditloids are also fun in training coffee-breaks, or as ice-breakers, especially if created for a relevant or topical theme.
The ditloids below generally include connecting words like 'in' and 'to', which is not always the case in ditloid puzzles.

The origin of the word ditloid is apparently from a cryptic crossword clue which appeared several years ago in the UK Daily Express newspaper: 1 = DitLoID, whose answer was One Day in the Life of Ivan Denisovich, which incidentally is a novel written by Aleksandr Solzhenitsyn.

Many ditloids adhere to the structure of the original crossword clue, that is, a number followed by the equals sign (=) then the abbreviation. Others have a more flexible format, which enables a wider variety of information and facts to be used in their creation, like the ditloids below.

Here's an example of the format used in the ditloids puzzles below: 12 M I T Y - (Answer, 12 months in the year)

How many of the following ditloids can you answer?

Easy ones first...
Answers at the bottom of the post

Here are some easy-ditloids for the weekend

7 B F 7 B  
101 D
3 B M
T 10 C
366 D I A L Y
T 39 S
6 W O H T E
A B A T 40 T
T 7 W O T W
50 W T L Y L
N 10 D S
12 S O T Z
16 O I A P
T 3 W M
13 I A BD
26 L I T A
10 G B H O T W
4 L O A H
A T W I 80 D
2 W O A B
52 C I A D
2 P I A Q
Let me know if you enjoyed this

Oh Here are the answers

Seven Brides for Seven Brothers
 101 Dalmations
 3 Blind Mice
 The 10 Commandments
 366 days in a leap year
 The 39 Steps
 6 wives of Henry the Eighth
 Ali Baba And The 40 Thieves
 The 7 Wonders Of The World
 50 Ways To Leave Your Lover
 Number 10 Downing Street
 12 signs of the zodiac
 16 ounces in a pound
 the 3 wise men
 13 in a baker's dozen
 26 letters in the alphabet
 10 green bottles hanging on the wall
 4 legs on a horse
 Around The World In 80 Days
 2 wheels on a bike
 52 cards in a deck
 2 pints in a quart
 20,000 Leagues Under The Sea


Helping Real People do Real Business Through Real Networking

©Paul Johnstone

Please Comment on this or any of my earlier Blogs 

Make more of your networking and your web site can help

Like Networking your web site must be fit for purpose.  When we go networking we go prepared!  Taking cards, badge our 60 seconds, note pads, and we have our elevator pitch ready for action. We dress to impress and are usually prepared to meet all who come to the event and spend time with them to understand their needs. Our aim is to get to know people a little better, so we can position our services to help solve their issues.  

When networking we talk, and more importantly we listen.  Listening helps us meet prospects needs, it helps us interact with others, it shows we are interested in what others have to say.  In fact we do what we need to, so we can make things happen.  The good networkers are prepared for whatever the event throws at us, and many make things happen. 

Your web site should be suitably fit for purpose.  Here I may upset a few readers well designers anyway.  A great design can be multiplied by other futures. The most emphasis has to be placed on the Headline.  As in copy writing, 90% of your effort should be spent on the headline and the first paragraph.  Secondly it has to get people to interact with your web site, just get them to do something.  Once they do that they are closer to becoming a client.  But your landing page has only 3 seconds to capture their interest.

On my search for information I came across this site.  Copybogger is a great place to get tons of free information, why not take a look at this for some great information http://bit.ly/fGhH2e.  It is also one of the top 50 most visited Blogs on the net, so they are doing something right.

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

Business Networking a How to Blog

How should I act at a business to business networking event is an often asked question.  There are so many doo’s and don’ts at these events.  Networking skills are important for your success, so it’s important to get it right.  

Here is a video on using business cards at a networking event.  It also touches on working the room and how to use your business cards Tom is an Australian and Ex BNI

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

A Networking Resource

Networking resource

You know there is a ton of information on networking on the net. 

So I thought I would use this piece to point my friends at a couple of sites and Blogs with interesting content.

The first one ties in on and off line networking as is written by Dave Clare who started NRG networks and is one of the good guys.  http://bit.ly/g7VFi3

The second is an article from BNI (Love’em or Hate’em there is no halfway house) which looks at why exhibitions are so good for networking. http://bit.ly/habFSZ

Speaking of Exhibitions did you know, the largest business to business exhibition in the UK takes place at the NEC from the 6th to the 10th February The Spring Fair. 

There are over 3,000 exhibitors and it takes up pretty much the whole NEC for details see www.springfair.com.  If you have a B2B offering it’s well worth investing a day or half a day there, The catalogue is one of the best B2B databases there is.

Helping Real People do Real Business Through Real Networking

©Paul Johnstone