3B's from the A to Z of Networking - Paul M Johnstone

Carrying on with the A to Z of networking, we are now at Body Image and Body Language , two topics many of us struggle with.

Business Cards:

Always carry plenty of business cards.  Being prepared is all part of being ready to achieve your objectives.  I usually carry more cards than I think I will need.  This is based on the habit of some people who will always take 2 cards when offered.

If you think back in time they used to be called - calling cards. These days they should contain a lot more than just your name and contact details.

There is a school of thought that believes you should have your name and contacts on the front and on the reverse you should have something saying what you do.

However I have recently seen cards with so much information on the reverse it detracts from the impact.  With cards ‘less is more’ is worth considering. 

But I agree print on both sides you can get your message across so much better.

Business Miles

A term used to describe suppliers who are based locally to your business. It has come from the concern over travelling long distance to supply product.  Simply: the closer you are to your suppliers and customers the less damage you do to the environment.

Some Restaurants price dishes according to the distance the ingredients have travelled. Apart from being a good marketing exercise it shows the diners they are thinking about the environment.

You may be more familiar with the term food miles.  Business miles are a variation on that term.

Business Networking

Business networking is a marketing method by which business opportunities are created through networks of like-minded business people. There are several prominent business networking organizations that create models of networking activity that, when followed, allow the business person to build new business relationship and generate business opportunities at the same time.

Many business people contend business networking is a more cost-effective method of generating new business than advertising or public relations efforts.
This is because business networking is a low-cost activity that involves more personal commitment than company money.

As an example, a business network may agree to meet weekly or monthly with the purpose of exchanging business leads and introduce connections with fellow members.

To complement this activity, members often meet outside this circle, on their own time, and build their own "one-to-one" relationship with the fellow member.
Business networking can be conducted in a local business community, or on a larger scale via the Internet. Business networking websites have grown over recent years due to the Internet's ability to connect people from all over the world.

Business networking can have a meaning also in the ICT domain, i.e. the provision of operating support to companies / organizations, and related value chains / value networks.

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Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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The A - Z of Networking Trust - Paul M Johnstone

Behaviour to build trust

There is a wonderful piece written by Stephen M.R. Covey on 'The 13 Behaviours of a High Trust Leader'. The behaviours that he describes apply equally in networking.

Here is a little of the background.

What separates the great leaders from the good ones?  What makes a manager a manager of choice by her reports, peers, and boss? What makes an individual credible with customers, suppliers, distributors, investors, and other stakeholders?  While there are many dimensions to these questions, there is one common thread throughout: being an individual who can be trusted.

Perhaps a more important question than, "Who do you trust?" is the far more personal question of, "Who trusts you?"  There are some organizations who ask all their employees directly the following simple, key question in formal 360º feedback processes:

"Do you trust your boss?"       These companies have learned that the answer to this question is more predictive of team and organizational success than perhaps any other question they might ask.   A High Trust Leader is an individual who has unquestionably strong personal credibility, has the ability to create and grow trust with others interpersonally, and who is then able to extend that trust organizationally.

High Trust Leaders are managers of choice who understand the impact trust always plays on two key outcomes—speed and cost—and how low or high trust either extracts a tax or produces a dividend on every activity and dimension within a relationship, team, or organization.

High Trust Leaders have learned how to interact with others in ways that increase trust levels while avoiding the pitfalls that deplete trust. While there are numerous actions and behaviours that affect trust accounts, we have identified the 13 key behaviours that High Trust Leaders have in common.

As you go through these behaviours, you may also find it valuable to consider the opposite of these 13 behaviours and how such "withdrawals" deplete trust.

What’s most exciting is that these 13 Behaviours of High Trust Leaders can be learned and applied by any influencer at any level within any organization. The net result will be a significantly increased ability to generate trust with all stakeholders in order to achieve better results.

He describes Character Behaviours, Competence Behaviours, and those that combine both Character and Competence.

	Character:
1	Talk straight
2	Demonstrate Respect
3	Create Transparency
4	Right Wrongs
5	Show Loyalty
	Competence
6	Deliver Results
7	Get better
8	Confront Reality
9	Clarify Expectations
10	Practice Accountability
	Character and Competence
11	Listen First
12	Keep Commitments
13	Extend Trust

By using these 13 characteristics you will be a far more successful and as a result a much more profitable networker.

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©Paul Johnstone

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Is that an Advocate I see before me? Paul M Johnstone

More from the A - Z of Networking

 Advocate Marketing for Networking

This model of "Networking for Advocates" was investigated in some research conducted by Martin Davies and Roger Croft of the University of Bath. The purpose of the research was to further understand the importance of developing trust in business relationships. The research identified certain networking transactions as the currency of developing trusted business relationships. This led to the development of the Networking System based on this Advocacy Model.

The Methods used are:

a) Make Contact;

b) Follow Up; 

c) Form a Relationship;

d) Develop Advocates

Networking Transactions are:

a) Situational Awareness;

b) Introductions;

c) Qualified referrals, High value introductions, research information;

d) Unqualified referrals, Share IP, Joint ventures, support, testimonials.

The Reasoning is:

a) Potential Reward;

b) Potential reward and Are they reliable enough? Are they able enough?;

c) Quantify reward? And / or Quantify risk?;

d) Monitor reward and Monitor risk

What Drives you:

a) Do I like them? Mutual networking transactions;

b) Initial business assessment;

c) Further business assessment and Mutual networking transactions with further feedback;

d) Rewards and Risks.

Thanks to NRG

Advocates

A simple concept, where you get other people to advocate on your behalf, they sell you as a contact that can be trusted.  You may hear the term ‘Advocate Marketing’. 

Simply put this follows how a lawyer advocates for their clients in court. 

There are many examples of Advocate Marketing in business and how they can help you succeed.

Many people in Business to Business Services report that the cost of lead generation is rising.  One way to cut this cost is to get people to do that work for you. Your Advocates are effectively working on your team.  Not for profit, that will come back as you help them find connections, they do it because they want to do it for you.  

For example if you build 5 advocate relationships through a networking group.  Your investment may be about £200 per Advocate. But your advocates will generate about twenty good connections for you a year each. That’s 100 recommendations for an investment of £1000. 

Now I am not sure what lead generation costs in your sector, some it’s as much a £200 a lead and some less.   It is a fact it costs 6 times more to generate a new customer than it does to develop business from an existing one.

Now there are sites that sell you leads and all you know is someone ticked a box on a web site, with Advocates you KNOW THEY are interested in your service. It’s a win – win so why not?

Either way all you do is work out how much a lead is worth and multiply that by 100, I bet you will find that Advocate Marketing is by far the most cost effective way of generating them.

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©Paul Johnstone

Please feel free to comment on this or any of my earlier Blogs. All feedback is great

Know - Like And Trust!! Paul Johnstone

Today, let's talk about presenting yourself in an attractive, compelling way. Because people buy from people they like.  Well taken one step further they buy from people they know like and trust. 

Everyone, you, me your colleagues and friends need to 'buy you' before they buy what you're selling. People will always buy people before they buy products and services.

This is why one member one profession is such a bad idea in a network club.  If everything else is equal, people will buy from the people they like rather than people they don't like.

Now armed with that knowledge how do you ‘help’ people to like you? 

First up it will help if you remember you are selling yourself and that is a very powerful tool.  Once mastered, you can be sure it will drive business your way time after time. Learning how to use this powerful weapon is a fantastic way of growing your business.

OK how do I do that?  If it’s not the first question on your lips it’s probably your second.  Your objective is to present yourself in an attractive and compelling way. Sounds easy – well it is once you remember three key facts.  If you want to sell yourself and make it easy for people to buy from you , here are the three key steps:

1. Be likeable. The law of attraction and how to get people to like you. This, believe it or not, is straightforward are things you can do and say to make more people like you more quickly.  Non verbal communication: before you speak to someone smile.  Then ask interesting question but importantly LISTEN TO THE ANSWER.   Always dress for the event and that’s not the latest fashions.  Look professional and you will be associated with your profession. And the killer ‘The Follow up’ Oh so important when networking.  It’s a follow up and NOT A SELLING opportunity.
2. Be credible. Your professional appearance is a great help when your natural charm is not working.  You know sometimes we don’t get people. This is when people don't just like you, but they value you, rate you and However because of your credibility they trust and listen to what you say.
3. Being Profitable.  Here you reap what you sow. The relationships you have developed now start to deliver business, so don’t stop, keep at it.  So many people think that once they have made some connections that’s it, no more networking.  How wrong they are.  Your personal referral system tends to drop off sharply when you walk away.  The answer is clear use your skills to sell yourself and keep doing it.

We all have a network conveyor belt or sales hopper, that’s what drives business.  To make your hopper work to the max, people need to like you or see you as a credible supplier and alternative to the status quo.  Here are four simple ways to help keep you on track winning more and more business. When they:

• see you, they'll like you.
• like you, they'll trust you.
• trust you, they'll buy you.
• buy you, they'll refer you.

Tell me “What are you doing that will make you more likeable today?”

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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The 7 Deadly Sins of Publicity– Paul Johnstone

Let’s look at publicity through PR or a news release.  A news release is often your only chance to make a great first impression.  And in business, face to face, written or as an on-line presence you need to be on the mark from the start.  And I am indebted to several people I have met through networking over thje years for this advice.

Newspapers, magazines and trade publications receive shed loads of them. That means sloppy, inaccurate, pointless releases are the first to hit the newsroom wastebasket. To make sure yours isn't one of them, avoid these 7 Deadly Sins:


1.    Providing insufficient or wrong information on your news releases, particularly telephone numbers, and other contact details. Releases must be complete, accurate and specific. (Note: A news release is the same as a press release.)

2.    Writing too long. They should be no longer than a page, which is about 500 words give or take depending on images and layout.

3.    Sending it too late. Mail or fax it to local media at least two weeks before an event, preferably three or four. Major magazines are different again, many of them work four to six months ahead of time.

4.    Sending a release with no news value. We all watch the evening news or catch up with the news on out PC, Why?  Because it changes and it is current. News is what happens that is different. If it isn't different, it isn't news.

5.    Blatant commercialism. Avoid hackneyed words and phrases such as spectacular, incredible, the only one of its kind, breakthrough, cutting-edge, unique and state-of-the-art.  Also loose the Cliché.  Never stoop to using phrases like think outside the box, or blue sky thinking, they are often seen as lazy by writing professionals and get dispatched to the waste bin quickly.

6.    Forgetting a contact name and phone number. At the top of the first page in the left corner, let editors know who they can call if they have questions. Include day, evening and cell phone numbers.

7.    Calling after you send a release. Questions like "Did you get my news release?" or "Do you know when it will be printed?" will brand you as a pest. Don't follow up with a phone call to see if the media got your release, unless you are absolutely sure that someone will check for you. Most reporters and editors don't have time. If you do follow up, make sure you have a reason to call. Suggest a particular angle to your story, or ask the media people if they need any other information.

Hope these help you get more recognition and ultimately more business through being seen as an expert in the press. Go to it!

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©Paul Johnstone

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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

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

Mixed Messages

Paul Johnstone ©


A lot of what determines success or failure is NOT the obvious stuff that you see and are concerned with.


Studies have shown that whether you're talking to someone their impression of you and what you say is based ONLY ABOUT only 7% are words, you use!! The other 93% is made up of 38% verbal, 55% visual in other words most of it is your body language. 

This combined with the sound and qualities of your voice. I'm sure it's easy for you to understand that if you sound uncertain, no one is going to follow you. To be successful, you must sound and look like you know exactly what you are doing.

Face to face networking should help you develop these skills. Also a great resource is the Association of Speakers clubs http://www.the-asc.org.uk who hold meeting all over the UK.  

As a networker the ability to address groups is one of the keys to your success.  We will all have seen people present who do not get their message across and as a result don’t get business.

Every 60 seconds needs a start a middle and an end, and these components need to be joined up.  A bright opening followed by an example of your skill with a nicely worded conclusion is what will make you stand out form the crowd.

Networking is not just social networking, nor is it just face to face networking.  

The great networkers have a presence in both camps.  Because they both support each other.   And the higher your profile off line as well as on-line will determine how successful your networking activity will be.

Those of you who have read my 10 steps to profitable networking will be aware that being regular when networking is one of the cornerstones to success.

At Refer-On through our meeting topics we show people how to get the most out of their networking.  It’s just part of what Refer-On does. 

You invest a lot of time, effort and money in your networking activity, and you deserve success.  This is great once you have trained yourself to be regular.  Turn up at every networking meeting you are supposed to, weekly, monthly or annually. Raise your profile on line by offering to help others first. 

Never start a social networking connection with a sales pitch, you will loose so many friends that way.  When you message people make it valuable to the reader and don’t dump on them a date, time and place of an event.

When networking face to face never start by selling your product or service, you must sell yourself first.  And if you are I in MLM never, never try to sign up distributors from your regular group.  This last one should be self evident but so many get it wrong.

Be positive when speaking to groups and help them where ever possible.  Which is where your ability to address a group, normally in your 60 seconds is worth it’s weight in gold. Show people you care and they will come with you. 

If all you do is use networking as a sales opporunity, it is probable people will turn away from you.  After all everyone has a choice who to buy from.  Most people buy from those they know, like and trust. 



Helping Real People do Real Business Through Real Networking

Target network

Paul Johnstone ©

Is your Network targeted or do you miss Gold?

If your aim is off target, you are not on your own. So many people have not been able to maximise their networking

People join groups and assume they have networking relationships with the other members. But they generally don't. Here's a fresh look at the types of networking relationships you may develop. Once you know what kind of relationship you have with someone, then the next steps to develop the relationship become obvious.

It helps to imagine your network as a bulls-eye target and just like archers, on your target each concentric circle representing a different networking relationship:

Accidents
Accidents are outside the target. You're on a train in seat 7B. Next to you, in 8B, is an Accident. An Accident is a person you'll probably never see again, unless you make it happen: exchange contact information and get back in touch. In one study, 27 percent of people developed a relationship with someone they met on an airplane or train. But it's not the best strategy to rely on meeting people by accident.

Acquaintances
The white outermost circle, think for a moment about the word Acquaintance. An Acquaintance is a person you could find again if you had to because you know someone in common. Think of the architect you met at the Chamber event you went to in December. You won't run into him in your normal business activities. Think about and involve your Acquaintances when you want to broaden your network. Cultivating an Acquaintance will bring you in touch with people whom you don't normally have contact.

Associates
Inside the black ring, next circle, imagine the word Associate. An Associate is a person is probably a member of your networking group. In other words you will meet them regularly..

Convention tells us you need 7 ‘touches’ to start to be meaningful, and develop the trust based relationship that drives business your way. Associates, meet time and again, are the easiest contacts to develop. Now the biggest error networkers make is Not To Develop these relationships. This means ou will remain only co-members of a group. You won't act as resources for each other.

Actors
Into the blue ring now. Once you have acted by exchanging something of value—a tip, a resource, some information—you convert Associates into Actors. Actors are people with whom you are actively trading. When you give first, you plug into the basis for strong networking relationships: The Reciprocity Principle. It goes like this. If you give somebody something, he will try to give you something back. Two-way swaps are the meat and potatoes of networking.

Advocates
Close to the centre now we are in the Red Ring: There are ways to make relationships even more relevant. When that happens, you and your contact will be able to help each other even more. Advocates know you so well and trust you so completely that, they look for opportunities for you. Because you've taught them so much about yourself, they'll unhesitatingly advocate your services and products. They are one of your unpaid sales people, and they do it because they feel good doing something for a colleague.

Allies
Finally, the gold target at the centre circle, you'll have a few Allies. Allies are on your personal board of directors. They know where you're headed and will do all they can to help you reach your goals. They will actually seek out opportunities for you. And you'll do the same for them. They'll celebrate with you when things go well, as well as commiserate with you—and even tell you the truth—when things go wrong.

Take a little time to think about your networking contacts. Draw the bulls-eye and decide who is in the White, Black Blue Read and Gold. . Then you'll be able to determine what your next step could be with each person. If you want to move from Actor to Advocate with a contact, for example, tell stories so your contact will be able to describe your capabilities to others. Ask for stories from your contact so you can reciprocate.

Using this model will help you create a fully developed network and help you make networking an art, not an accident.


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

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

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

The Seal of approval in networking situations, events and methods

Paul Johnstone
How many places are there to network? How many occasions are there where your networking skills can be used with effect? Far more than you might imagine.

Most of us tend to think only of the best known business networking clubs and websites. But why stop there? Business networking can be done virtually anywhere that you find business-people.

Take a look at the following list; there are some alternative situations and methods for business networking

Many of these networking situations are simply opportunities to meet people relevant to your aims, when your initiative and creativity can turn vague potential into worthwhile networking.

For all networking opportunities, your success is dependent on the relevance of the situation and the quality and energy of your involvement.

The A - M more next time...

Annual General Meetings AGMs are by their nature a regular occasion offered by corporations and membership organizations to engage with its members. Some are very formal and tightly run with little networking opportunities, but others are more sociable affairs, in which case if the group is relevant to your aims, and you can become a member it's worth consideration.

Breakfast networking clubs
There are lots of these -so start the day with some business with your Corn-Flakes. Some companies will run one-off events to connect with the local business community. There are two primary types of club. Fixed and Forum. Chose the type that suits you.

Business networking websites Since the development of interactive website technology in the late 1990s there are increasing numbers of online business networking organizations. There are lots but LinkedIn is probably the biggest and most useful. You can find lots quite easily by searching the web.

Chambers of Commerce Every county has at least one 'chamber of commerce', and many towns have chambers. Many run networking events and/or other meetings and activities which are ideal for networking.

Community social websites
Facebook is the obvious example. There are many others. Culture and demographic profile are different in each. Some of these websites and memberships are vast. Bigger than countries. This is because of the social aspect, which might initially be appealing, but making a business impact can be very challenging due to the scale of these operations.

Conferences Conferences are full of people with common interests. Coffee breaks are an ideal time to make introductions.

Conventions Conventions are organized for all sorts of special interest groups. If the group is relevant to your aims in any way, then their convention could offer excellent networking opportunities.

Exhibitions Are obviously full of business people with a common interest. Most exhibitions rightly do not like visitors to canvass the exhibitors, but there are plenty of other situations to meet people and network. The coffee bar is a great place just to start a conversation and see where it leads you.

Foreign trade visits
Local chambers of commerce, regional development agencies, routinely organize trade missions and gatherings to promote international trade for their region and/or members. Scratch the surface and you will be amazed at the connections you can make at these events.

Hospitality events Fewer these days but they still happen. They are usually organized by corporations to get to know their suppliers and customers. If you find yourself involved in one of these it will present some of the best conditions for business networking that you will ever experience. Elevator pitch and memory magic will serve you well.

Institutes for industries Every industry has its own institute or similar. Various events and methods generally exist by which outsiders can engage with the institute's membership.

Interactive special interest websites Networking has been made much easier with the advent of interactive membership websites. When you have identified your target groups, there will be a specialist membership website somewhere which represents and brings them together.

Lectures and seminars These occur widely and are held or promote various organizations. Obviously they attract a common grouping of people interested in the subject concerned. Practice talking to open groups at these events.

Local networking events Anyone can set up a networking event, so you can find isolated or more permanent networking operations cropping up near you.


So there you have it the A - M - Fill your boots as the saying goes. N - z follows shortly

Helping Real People do Real business through Real Networking

Help others first and you will get better rewards

Paul Johnstone
It is always better to give than it is to receive, as the old saying goes….So prioritise helping and giving to others ahead of taking and receiving for yourself.

Be helpful to others and you will be helped in return.

There are lots of sayings about the joy of giving and the rewards you get as a result of your actions so why not get on with it?

Networks of people are often highly complex organisms. Frequently it is not possible to see exactly how and why they are working for you. Therefore you must trust that goodness is rewarded, even if the process is hidden and the effect takes a while to come to you.

Use the principle of 'what goes around comes around' because it does.

Giving first shows to members of the network you are serious about contribution to the group. It sets you apart from the hunters and fishermen in the networking community.

Good deeds and helpfulness tend to produce positive effects. They are usually remembered and frequently repaid. The giver builds reputation and trust. Referrals tend to result.

Imagine yourself having lots of personal connections like this. You become known as a helpful person. Word about you spreads, and your reputation grows.

People who give are seen to have strength to give. Followers gravitate to strong giving people.

Helping others extends far beyond your personal speciality or line of work.

Networking is about working within a system of people, enabling relevant high quality introductions and cooperation’s, which get great results for the participants. These enabling capabilities transcend your personall ability and area of speciality.

Giving works on so many levels. In networking you reap what you sow many times over.

Helping Real People do Real Businees through Real Networking

The A B C of networking

By Paul Johnstone

DO you measure up?

The A. B. C of Networking
A list of things you may have missed.

Enjoy

A. Aspire to reach your full networking potential
B. Believe in your self and your offerings
C. Create good offerings to fellow networkers
D. Deliver what you promise
E. Enthuse others
F. Forgive others, we all make mistakes so help them
G. Give before you receive
H. Help support and encourage other to succeed
I. Integrity is vital to your success.
J. Join In; help your group by contributing.
K. Kindness and manners will repay you in spades.
L. Local networking = local business miles
M. Mentor new members to success
N. Nurture others so they reach their potential
O. Organise your networking activities
P. Planning is essential to your success
Q. Quality in everything.
R. Respect others in the group
S. Sixty Seconds hold the key
T. Think before you act
U. Understand you networking goals
V. Volunteering will help your club
W. Work the Room
X. Excuses are never the best way ahead
Y. You should strive to improve
Z. Zest for life and networking

Helping Real People do Real business through Real Networking

Have Good Manners, keep your integrity - build trust and reputation

When you get invited to someone’s house for a dinner party or just a social gathering, it is important to introduce yourself as well as say good by to the host when you leave. Networking is just the same and good manners count for a lot. It is the same with following through on a promise which helps keep your integrity.

Sometimes a situation arises which tempts us to do something for a quick return that is harmful in the long run. It could cause harm or upset that could have been avoided. Making such a mistake can damage personal integrity.

We are all human; mistakes happen. If you do make a mistake or wrong decision - whether it significantly undermines your integrity or not - always admit it and apologise. Far too many people these days live in business by the creed of never apologise. I believe that is because they do not have confidence in their products, or are naive enough to believe that is the way to behave.

Failing to apologise when you are in the wrong- damages a person's integrity and reputation far more than the original misjudgement itself.


Having the ability to own up to an error not only shows you care but actively demonstrates that you are grown up enough to understand. By that understanding you demonstrate to your client / fellow networker you have integrity.


We only need to think of how we view people in high and public authority, notably politicians, when they fail to take responsibility and admit their mistakes, then complain that voter numbers are down!


People of low integrity sooner or later find that the only friends they have left are other people of low integrity. Or as you may call them the cowboy tradesmen, sharp practice suppliers and foot in the door salesmen.

Significantly, integrity and good manners are vital for trust to develop. Trust is simply not possible without integrity. And networkers depend on the trust based relationship that develop over time and deliver business year after year.


So next time you visit a networking event make sure you shake hands with the host on the way out as well as on the way in


Paul


Helping Real people do Real business through Real Networking

Business networking – 10 quick tips

All of you who read this blog will know by now that I am passionate about having clear goals when networking. Here are ten of the best tips for effective business networking.


Consider that all sorts of professional people outside of the business community can also be very helpful networking contacts - for example, scientists, lecturers, teachers, local councillors, etc. When developing your networking plans, think beyond the people you'd typically see at other business networking events. Some of the most important connections are not business people, and consequently you need to be creative in reaching them. Below are some examples of what to have in mind when you are networking


These tips apply broadly to any sort of business networking - face-to-face, organized events, business social networking exhibitions, seminars etc.

10 top tips for networking

1. Elevator speech, or be prepared
This is how you describe yourself concisely and impressively. Have 20 – 30 seconds practiced so you can ‘drop’ it into the conversation seamlessly and naturally.

2. Be different.
Aim high. Be the best at something or become an acknowledged expert. Have a memorable hook line.

3. Help others.
This is so easy - Help others and you will be helped. Remember it is better to give than receive and in networking that simple action will come back in spades to benefit you.

4. Personal integrity.
Integrity, trust and reputation are vital for networking. This leads on to having good manners, listen first then people will feel duty bound to listen to you.

5. Relevant targeting.
Talk to strangers, this is always a great place to start after all this is a networking event. Then talk to people you may have identified as in your target group and finally talk to clients.

6. Have a goal.
Plan your networking - and know what you wan to achieve, it may be to get an appointment with 7 people in the room. It may be to get 7 strangers to allow you to send information. It may just be to collect a number of business cards.

7. Follow up.
Following up meetings and referrals makes things happen. In fact the more I think about it, the more this is the number 1 in Networking. If you do not follow up you may as well have stayed at home.

8. Be positive.
Be a positive influence on everyone and everything. Simple enough but the test is when you have been on your feet for a couple of hours and you still keep that positive approach.

9. Sustained focused effort.
Focusing on your Goals and targeting will help you succeed. Be focused - and ever-ready.

10. Life balance.
OK this is not specifically a Networking Tip but by being balanced builds assurance over time.

Paul

Helping Real People do Real Business through Real Networking