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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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

Are you writing in a mono?

Paul Johnstone ©

Ever listened to someone deliver a flat 60 seconds? Or heard a speaker who uses exactly the same vocal inflection from beginning to end?

It’s annoying, it’s boring and it’s a bit of an insult to the audience. This is not because we humans are predisposed toward modulation and rhythm in our language.

When we’re listening, we also depend on the speaker to use vocal inflections to tell us what’s important.
For instance, if they’re speaking quickly and then suddenly start drawing out their words, we know to pay attention. The change in inflection means something important is happening.

Likewise if they build to a crescendo then pause, you know to reflect on the point that has been made or there is something pretty important coming.

We all know when we have given a good 60 seconds, and average 60 seconds and a howler. But did you know your written words convey the same good, averages and bad rhythms?
That makes sense, right?

How do you avoid writing in mono?

Paragraphs are the rhythms and inflections of the written word. There are writers who vary the length of their paragraphs to show the reader what’s important.

Some paragraphs will be 3-5 sentences, but every once in a while, they’ll throw in a one-sentence paragraph in order to emphasize a particular point. It stands out, and it tells the reader to pay attention.

Check out tabloids and see almost all the sentence length is the same paper top paper, why? It’s easier to read and easier to make a point.

As well as sprucing up your 60 seconds take a look at your web site or your marketing material and see if you can add tone, rhythm and punch by changing a few words. Try writing for people with two ears who want the world in sterio.

Try it for yourself.

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

A little winter networking

Paul Johnstone ©

I don’t like making excuses for things that have not happened but last weeks weather saw several events cancelled and those that took place were down on numbers.

However the good side of this inclement weather was the quality of meetings. Real valuable discussion with some tremendous outcomes took place and many people got the connection they needed.

Anyway to cheer you up follow this link for a little well, warmth check this out

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