7 Deadly sins of Networking ~ How not to Network Part 4 Paul M Johnstone

The last in a short series on networking sins, and how to avoid them. A how to guide including Network Strategy.

Letting Fear Get The Better Of You
So you feel nervous about going up to a complete stranger and introducing yourself, you feel apprehensive, this makes you normal. We were all taught as children not to talk to strangers. As a kid this strategy was given to you to protect you. In certain situations or circumstances today this may be advisable however in most cases it definitely does not apply now. In business, however, talking to complete strangers is a way to generate interest and contacts for your products and services.

If you only talk to the people you already know and deal with, you will miss out on opportunities to make new connections. Set a target for yourself before you attend any networking event. Decide how many new contacts you want to make or how many strangers you want to meet. Above all make it fun, turn it into a game and take yourself out of your comfort zone and I promise you that with practice, determination and action you will look back and think what was I worried about, you will also find it to be one of the best business decisions you've ever made.

So what next? Well that it is up to you, but I would encourage you to find a professional business networking organization, which can help you become more successful and improve those skills. I firmly believe making networking part of your marketing activity will be one of the best business decisions you can make and it will be fun too.

Here is a quick recap

1. Don’t Judge a Book by looking at the cover
   Be real look beyond the image
2.  Your Mother told you not to
   You know you should follow up ~ so please do.
3. An Own Goal
   Have a goal when you network but keep it simple
4. I’m all ears or not
   You are blessed with 2 ears and 1 mouth, use them in the proportion
5. The Four Most Useless Words In Networking.
   Use opening lines that get you a meaningful answer
6. Short Term Thinking
   Grow your networking relationships
7. Letting Fear Get The Better Of You
   Be brave and put your best foot forward

You can ask any questions regarding this blog
Please comment on this or any of my earlier Blogs. All feedback is great feedback.
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About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

P.S.  I’m reading a great book The DNA of success by Chris Norton, which is full of fascinating stories from leading figures from sport, politics, business, the military and the arts from some of the most influential business and thought leaders in the UK today.  So far I’m getting lots of real good information. Anyway please take a look and it would be nice if you fed that back to me. I hope you enjoy it.

© Paul M Johnstone founder of The Paradigm Shakers Ltd.  For more information e-mail him at Shaker@paradigmshakers.co.uk

7 Deadly sins of Networking ~ Or how not to Network Part 3

The third part of the how to network series


The Four Most Useless Words In Networking.

The number of times I have heard these words makes me cringe.  When you Network you want people to open up to you.  And you do that by asking open questions. So why do people inevitably ask a closed one?

The four most useless words in networking I mention is “What do you do?”

What you get is I’m an accountant / Printer / business coach which does not start a conversation naturally.  There are lots of ways to start a conversation that will suggest to the other person they have a few moments to express themselves. 

Try these as an alternative

What are you business passionate?

What drives you in your business?

Why do you do what you do?

And you will find many of your own once you practice.  Anything is good as long as the other person feels involved in the conversation and not reacting to a predictable question.

I want it all NOW!
You will benefit from nurturing connections rather than hunting or chasing that next deal.  To get the best results from your networking activities you need to take a longer term approach.  You will be best served by helping others.  Think how can I help you or how can I serve. Go out there to make a positive impact on someone's day.

The best networkers take a farming approach, they focus on cultivating relationships.  Growing relationships for mutual long term benefit, because they definitely do not chase deals or instant sales. You may attend a networking event and get business first time and that's great, but it should not be your objective.

Your best strategy for getting introductions to business will develop over time and as part of a know like and trust strategy.  When you get a introduction you want to know, that it is the type of business you want and importantly, that when you make that call it is expected.  Here are 3 simple steps to show you care:

Step one get to know your networking colleagues know what they do, know what they like and don't like, know what they stand for and what they are about.

Step two get to like them, get them to like you and build a relationship whilst developing rapport.

Step three build trust and make sure they're reliable and test their reliability on little things first. I cannot stress how important it is to know like and trust your networking colleagues, because you cannot afford to introduce the wrong person, solution or Company to your valuable network, clients, contacts or customers if they cannot perform and also more importantly you cannot expect others to put you in front or introduce you and your company to their valuable contacts if you cannot perform and successfully deliver on your promises. People who you recommend represent you so don't cut corners.


Part 4 the final part will be published shortly

Please comment on this or any of my earlier Blogs. All feedback is great feedback.
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About the Author
Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

Networking is a People Game and NOT a number Game ~ Paul M Johnstone

I saw on a blog a story about networking and it held some nuggets and truisms about networking.  The main thrust of the article was about how so many people approach networking as a numbers game.    

You know stuffing as many people in a room as possible, so in theory you are maximising the potential number of connections that can be made. 

The aim of people who think like this, seems to be to meet as many different people as possible at different events.   Or they want to collect the maximum number of connections or friends on social networking websites.

That’s the organisers view what about the attendee?  I recently attended a breakfast meeting where there were 70 people!  As impressive as that sounds it brings it’s own issues.

Interestingly I was able to have five conversations in the ‘Open networking’ time.  Two of these people I already knew, the other 3 were interesting introductions to future connections. . Even with the four sessions of table rotation (tables of 8) and a 40 second pitch Ion each, I felt I only heard one other person’s presentation. 

Probably down to the fact we were all looking towards the next table move, or being sure we had all swapped cards, or had we got our point across.  All of these feelings were a distraction from the main point.  That is to deliver a short, memorable message so others remember you.  This got me thinking about why networking works for some people and not for others.

For example, I met someone recently at networking group recently. When he explained what he did I suggested the group may not be great for him.  His business was firmly in the B2C arena, so he would probably not generate leads he wanted for his business.  He was at a group which was primarily made up of professionals, accountants, IFA’s, Solicitors, and B2B service providers.

His response was pure networking logic, which was that everyone there either used or knew people that used the types of products he sold.  Whilst true his difficulty would arise as the other members of the group did not share the same target market. And as they were not selling to consumers, especially consumers of domestic product, I suggested he would be better in a more B2C focused group.

Successful networking for business development is all about building relationships with the right people.

Some people really make networking work for them. And as a result, develop their business, by building strong relationships with a smaller number of people.  As an example there is a lady I know who runs a Catering company and generates all her business from networking. 

Sorry folks this is not a one size fits all, you need to research both your sales and marketing approach and the contact spheres of the people you meet networking. 

In some market segments there is a need to continually develop contacts and keep doing it.  Most start ups will benefit from getting out there.  Remember networking is about doing two of the things your Mother told you never to do.  Talk to strangers and use the F word…………….Follow up!

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

About the Author

Paul M Johnstone is a Professional networker, and executive coach.  He has build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ and http://www.pmjohnstone.co.uk/

P.S.  I’m reading a great book The DNA of success by Chris Norton, which is full of fascinating stories from leading figures from sport, politics, business, the military and the arts from some of the most influential business and thought leaders in the UK today.  So far I’m getting lots of real good information. Anyway please take a look and it would be nice if you fed that back to me. I hope you enjoy it.

Too shy to network? Let social media take the strain!

A first for Networking in 60 seconds, we have a Guest Blogger,  Gemma Thompson from Social Media Illuminations Check her blog at http://tinyurl.com/425vz6h  We would love to get feedack on these commenst


Today I want to tell you a story, it's a story about a kind business lady called Sarah, and how she was too shy to network.

It's also a story about how she overcame that shyness, and it's a story about you, and me, and how we can become better business people by following Sarah's lead.

A couple of years ago Sarah was unhappy at work, her employers swung between ignoring her and exploiting her until they were finally hit by the recession and made her redundant. Of course she wasn't alone in this, thousands of British people have gone through similar recently, I wonder, were you one of them?

Sarah decided to use her redundancy money to support her while she started her own business as a virtual assistant. She also moved back to her home county where the house prices were cheaper and her money would last longer.

She faced many of the same struggles you did when starting your business, the interminable form filling, finding reliable suppliers, trying to define her service and USP! But her biggest problem (and I'm sure you'll sympathise with this) was finding customers.

Having recently moved Sarah didn't know too many people and she knew deep in her heart that she would have to get out and meet some. But she was so shy, the thought of going along to a chamber meeting or a BNI chapter terrified her.

"Imagine, me in a room full of all those successful business people! They'll probably laugh at me,” She thought, shuddering.

She searched the Internet, looking for smaller networking groups in her area and found one that had an online forum attached, she browsed through the posts the members had added and found one that seemed to tell a story she could relate to, it was about using social media to strengthen your networking skills. She posted a comment, thanking the author and explaining she really was shy but was going to take the plunge and come along.

What happened next shocked Sarah!

Several of the group members instantly got in touch to reassure her that she would be welcome and they also offered to connect with her on other social media sites. She took them up on this and found out a lot more about her fellow networkers by perusing their LinkedIn profiles, she even shared a couple of jokes with them on Twitter.

The posts author offered to meet her for coffee alone first so she wouldn't walk into a room full of strangers! This really helped build Sarah's confidence and by now she was looking forward to the meeting.

Her online reception meant she built a strong network within the group very quickly, and happily accepted invitations from them to other networking events, even groups she had found a little scary at first now held no fear for her!

She continued to build her online network too and now is well known throughout her home county and beyond. And, more importantly has got business from network!

How do I know all this? Because I was the author of the post she commented on, and I'm so glad she did because it allowed me to meet another new friend and business associate!

So if you share any of Sarah's previous situation, or just want to grow your network, imagine what saying hello online could do for you ... In fact don't just imagine it, do it! We'd love to meet you!


Gemma Thompson is a communicator and endlessly curious. Use of Facebook & Twitter led to excellent brand awareness for her start-up business a few years ago. In less than a year she had a substantial ROI – £4,083 of business for £950 hours spend, and was being asked to teach others how she was doing it! She is now a full time social media consultant. For help growing your business through twitter, facebook, blogging or LinkedIn get in touch – www.socialmediailluminaton.co.uk.
http://tinyurl.com/425vz6h

Eyes wide Shut

Getting business quickly

I met with a couple of people in my network on Saturday in town, people I advocate. I've known them for a few years and they have both invested their time in building trust in their relationships. 

They are embarking on a joint venture alongside their other commitments. One of them won a pitch this week with another long term contact. They are now getting a real return on the relationships they have built networking.

By chance I also spoke to someone today at the start of his independent consultancy business. He is long enough into it to have discovered that his ex corporate colleagues and contacts are longer the connections he now needs. 

They are part of his old corporate network, that, while useful do not fulfill his current needs. It surprised him that they weren't there for him, as it surprises a lot of people. 

He recognizes that he needs to build the sort of trusted relationships. And he also has the financial imperative to find some clients quickly.

It's absolutely essential for him to get clarity on 3 things quickly;

• His target market
• The problem he solves for them
• The positive outcome of his intervention

Then he needs to identify some targets. Companies & names of people in them and the problems he can solve for them. The network can help him if he helps them.

About the Author

Paul M Johnstone is a Professional networker, he build two businesses by using the power of the network and with almost no other marketing. He has worked for 3 of the largest networking organisations in the UK and is a network mentor. He can be reached at +44 (0)7711 324362or through his website at http://www.paradigmshakers.co.uk/ 

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

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

What can you tell from Body Language? 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. 

Body Image:

Body image is a term which may refer to a person's perception of his or her own physical appearance, or the interpretation of the body by the brain. Essentially, body image describes how one perceives one's appearance to be to others, which in many cases may be dramatically different from one's objective physical condition or how one is actually perceived by others.  How you look at a networking event influences others in their view of you and the business you run.

Body Language

Part of your non verbal communications; Well that’s a bland statement of fact!

Body language is a book in itself. There are however some simple pointers to improving and using body language beneficially while networking.

Body language is a form of non-verbal communication: Consisting of body pose, gestures, and eye movements. Humans send and interpret such signals unconsciously.
It is often said that human communication consists of 93% body language and paralinguistic cues, while only 7% of communication consists of words themselves - however, Albert Mehrabian, the researcher whose 1960s work is the source of these statistics, has stated that this is a misunderstanding of the findings   Others assert that "Research has suggested that between 60 and 70 percent of all meaning is derived from nonverbal behavior."  Next time you are at a networking event check other and see if you can work out what they are thinking.

Body language may provide cues as to the attitude or state of mind of a person. For example, it may indicate aggression, attentiveness, boredom, relaxed state, pleasure, amusement, besides may other cues.

The technique of 'reading' people is used frequently. For example, the idea of mirroring body language to put people at ease is commonly used in interviews. Mirroring the body language of someone else indicates that they are understood.
Body language signals may have a goal other than communication. Both people would keep this in mind. Observers limit the weight they place on non-verbal cues. Signalers clarify their signals to indicate the biological origin of their actions.

Physical expressions like waving, pointing, touching and slouching are all forms of nonverbal communication. The study of body movement and expression is known as kinesics. Humans move their bodies when communicating because, as research has shown, it helps "ease the mental effort when communication is difficult."

Physical expressions reveal many things about the person using them. For example, gestures can emphasize a point or relay a message, posture can reveal boredom or great interest, and touch can convey encouragement or caution. 

One of the most basic and powerful body-language signals is when a person crosses their arms across the chest. This can indicate that a person is putting up an unconscious barrier between themselves and others. It can also indicate that the person's arms are cold which would be clarified by rubbing the arms or huddling. 

When the overall situation is amicable, it can mean that a person is thinking deeply about what is being discussed. But in a serious or confrontational situation, it can mean that a person is expressing opposition. This is especially so if the person is leaning away from the speaker. A harsh or blank facial expression often indicates outright hostility.

Consistent eye contact can indicate that a person is thinking positively of what the speaker is saying.  It can also mean that the other person doesn't trust the speaker enough to "take his eyes off" the speaker. Lack of eye contact can indicate negativity.

On the other hand, individuals with anxiety disorders are often unable to make eye contact without discomfort. Eye contact is often a secondary and misleading gesture because we are taught from an early age to make eye contact when speaking. If a person is looking at you but is making the arms-across-chest signal, the eye contact could be indicative that something is bothering the person, and that he wants to talk about it. 

Or if while making direct eye contact a person is fiddling with something, even while directly looking at you, it could indicate the attention is elsewhere. Also there are three standard areas that a person will look which represent different states of being. If the person looks from one eye to the other then to the forehead it is a sign that they are taking an authoritative position. 

If they move from one eye to the other then to the nose, that signals that they are engaging in what they consider to be a "level conversation" with neither party holding superiority. The last case is from one eye to the other and then down to the lips. This is a strong indication of romantic feelings.

Disbelief is often indicated by averted gaze, or by touching the ear or scratching the chin. When a person is not being convinced by what someone is saying, the attention invariably wanders, and the eyes will stare away for an extended period. 

Boredom is indicated by the head tilting to one side, or by the eyes looking straight at the speaker but becoming slightly unfocused. A head tilt may also indicate a sore neck or Amblyopia, and unfocused eyes may indicate ocular problems in the listener.

Interest can be indicated through posture or extended eye contact. Such as standing and listening properly.

Deceit or the act of withholding information can sometimes be indicated by touching the face during conversation. Excessive blinking is a well-known indicator of someone who is lying. Recently, evidence has surfaced that the absence of blinking can also represent lying as a more reliable factor than excessive blinking. 

It should be noted that some people use and understand body language differently, or not at all. Interpreting their gestures and facial expressions (or lack thereof) in the context of normal body language usually leads to misunderstandings and misinterpretations (especially if body language is given priority over spoken language). It should also be stated that people from different cultures can interpret body language in different ways.

Here are some examples for your next network meeting:

·         Hands on knees: indicates readiness.

·         Hands on hips: indicates impatience.

·         Lock your hands behind your back: indicates self-control.

·         Locked hands behind head: states confidence.

·         Sitting with a leg over the arm of the chair: suggests indifference.

·         Legs and feet pointed in a particular direction: the direction where more interest is felt

·         Crossed arms: indicates submissiveness.

Check back for more A - Z of Networking

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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

Networking Tips from Paul M Johnstone

Following on from yesterdaya post here are some more 'A's from the A - Z of Networking.   Here are todays pair.

Active not Passive:

In all you’re networking activities its best for you to be active.  Don’t sit and wait for connections to come your way.  You need to put the work into network to make these connections profitable for you.   Being an active networker does not mean you attend every event possible.  If you did that when would you get any work done?

Being an active networker means you pay attention to the details and make the phone calls, send the emails and write the letters in support of your fellow members.   

You ask visitors about their business and make them feel you care about them.  Once you get into the habit of helping others the rewards will come flooding back to you.  A quick word of caution, don’t expect miracles and please be patient.

Advertising:

Is the traditional way to promote a companies, products and services:  Using Advocate Marketing and Word of Mouth strategies you can reduce your reliance on this form of promotion. 

Some people may try to tell you that by using word of mouth marketing you will never need to advertise again.  Let me tell you it won’t.  

What it will do, once you have mastered the techniques of networking is, reduce your reliance on advertising as a medium.  Once you understand how Advocate Marketing works, you will need less and less advertising to reach your annual targets. 

Check back for more A - Z of Networking

Helping Real People do Real Business Through Real Networking

©Paul Johnstone

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

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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The Network Sandwich

Paul Johnstone ©


In management there is a technique called the "feedback sandwich", which is where you are supposed to accentuate the positives of a workers performance band in the middle lays the criticism you need to get across.

You know the formula:

• A specific positive comment is made
• Criticism or suggestion for improvement
• Overall positive comment

This is also known as an Incompetency Attack (other phrases have been used), I am sure at some time we have all been the subject of one of those meetings.  

But we are smart people, once we hear the first part we know what’s coming so why do managers still use this formula?  I guess it's because they believe it still works.

What’s this got to do with networking?  Everything is the answer.

Networking is your interaction with other people.  Like Management in a company you are interacting with colleagues.  You are working for them and they are working for you.  Well that’s what should be happening.


When people refer you to inapropriate clients or provide dead leads, what then?  In these times when thigs do not go according to plan.  You now have two options:  Let it slide after all they are only doing you a favour.  Dangerous as that breeds the attitude if you don’t care I don’t care and everyone looses.  Or Correct their behaviour so they work for you in the way you would like them to.

We all know if someone is not doing the best for you and their only reward is the feeling of contribution, which makes them feel good.

A technique now being used in business forbids the use of criticism and uses anchor words in the process.   The words we use condition the outcome.  Just like your 60 seconds- If every week you sat, I am, I work for, my firm has been in business for and we are located at.  What you are doing is filling time, no one is the least bit interested, Why not? 

What they want to know is what’s in it for me, not how long you have been in business. How can you help my clients not what qualifications you have.

The same principle applies with the fellow networker who is not doing what you would like them to do.  You know the member who puts you forward to people you will never be able to help!

The formula is this:

• Make a suggestion.
• Give 2 reasons why you think it’s a good idea: one states what the suggestion would accomplish, and the other states how the problem would be prevented or solved.
• Make an overall positive comment about the person’s ability.

This has two benefits for you.  Your colleague never believes they are being told of and they feel valued because you have taken the time to work with them. Often as not this tuns into referals that are spot on for you.

Networking is held together by cooperation.  The power of the group is far greater than the power of the individual.  The more individuals in the group feel valued by you, the more likely they are going to be to work for you.

So no more Network Sandwich.

Helping Real people do Real Business through Real Networking

I'm looking for an introduction to Mr A Stevens Financial Director of Bloggins & Co in Macclesfield, Are you able to help?

Paul Johnstone ©

Its funny how often I sit round a table with other networkers and hear them ask for anyone you know, Blah, blah, blah.  How many of you have heard the same old, same old when it comes to looking for a connection.

We all know the facts that the more specific you are, the more likely you are to find someone who can help you make a connection with one of your business targets?

Urban myth exploded:-- by being specific you are not shutting the door on other potential connections.  Far from it!

At business networking events, many people have the belief that if you don’t asking for everything and everybody, you will miss connections, miss business and miss orders.   In reality when people in your group ask for anyone you know who is in need of organising, or for people who you know who are starting a new business, or for high net worth individuals. Do you remember what was being asked for an hour later?

Well when you are specific the brain has a better chance of remembering what people want.  It’s called your reticular activator (all theses long words for memory) and it reacts to triggers.

And it’s the triggers that work so well once your reticular activator has been fired up.  It lets you know when you should mention the Accountant, designer, solicitor, florist and business coach.

But if you don’t feed peoples trigger how will they ever remember what you are looking for?

There are four ways of getting to connections that can help you achieve your business objectives:

1 Name – Rank and all that. Ask for an introduction to Mr A Stevens, Financial director of    Bloggins and Co In Macclesfield, because you can help them with……

2 If you don’t know their name ask for the Financial director of Bloggins and Co In Macclesfield, because you can help them with……  However a little desk side research and Google should help you identify the person you want an introduction to.

3 Something memorable:  I would like an introduction to people you know who cycle to work because.  People you know with a swimming pool because…. People you know who live in X street in Y Town  All are memorable.  So much better than I want to meet anyone you know who lives in a house.

4 And finally when you are looking to be introduced to a particular type of business.  Florists in Falmouth - Accountants in Accrington - Insurance Brokers in Ipswich, or Solicitors in Stevenage - Because I can help them with ………

Remember always to add why you can help, or what service you supply that will help them in business.  It’s often this last part that is remembered first.  This is a crucial tip for business startups, the quicker your requirments are out there the quicker you will get the introduction.

This dramatically improves your chance of meeting the person you want.  There are many testimonials to this method and I will forward several to you so please ask for them

Helping Real people do Real Business through Real Networking

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

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 MD or the FD 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, MD, ABC Industries, London), 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 can you do for the group?

© Paul Johnstone
Often people will try and assess a Networking Group on what it will give them. It’s the classic “what’s in it for me” approach to networking

This is often accompanied by the view that there were only 15 people in the room, that’s no good, I want to meet lots of people.

Both of these points are often raised when people approach groups with a view to joining.

The first point to consider is: is to ask yourself whether you can see yourself helping the other members. In the course of your business do you come across referral opportunities that would benefit the other members? If the answer is yes then they are likely to be able to do the same for you.

The key is to lead by example. I know a networker who belongs to an independent group who always looks for referrals for others before he expects anything in return. If you start sharing with other members, they will be motivated to help you.

There is a great quote from Napoleon Hill on the subject.

"It is literally true that you can succeed best and quickest by helping others to succeed."

Secondly: The numbers in the room perception. Some groups promote themselves purely on volume. There is no doubt that if it is managed it does have an effect. But numbers on their own do not necessarily mean more business.

Go to any Chamber event 50+ people in the room, how many will you talk to? One of the best groups I ever went to had 12 members. They met weekly and two people in the group will tell anyone who asks they get between 50 – 60% of new business as a result of another member of that group.

Recap: Its not the numbers or the people its you and your approach that will help you succeed. So remember to pput the work into network

Helping Real People do Real Business Through Real Networking

Where To Network Part 2

Paul Johnstone

As promised here are other places to network. The O - Z

Hope it stimulates you to get out there and Network.

Opening ceremonies:
Opening ceremonies, especially for notable new buildings, attract many local business people and dignitaries. You will be amazed what a smile and an introduction can get you at these events.

A note of caution the celebrity opening a new shop is unlikely to get you too many good business connections.

Other clubs:
We must all have heard about the business deal done on the golf course. Clubs exists for every hobby and interest you can imagine. By joining a local club that interests you, you will meet some new interesting people.

Pressure groups:
Pressure group meetings are strongly connected and usually attended by very active and energized people. If you are interested in the subject there will be opportunities to meet some interesting people. These situations often also have scope for volunteering and becoming involved at a strategic level.

Product launches: Product launches invariably offer at least one situation when attendees mingle. Often there are receptions afterwards. If you are able to attend where the subject is relevant to your aims, then you will find opportunities to network. The same applies to book launches and similar publicity events.

Professional body websites:
Every profession and trade is represented and connected by at least one official body. These are used for members and also offer various opportunities for outsiders to get involved and make helpful connections.

Public meetings: Public meetings are held for all sorts of reasons. Local planning consultations; presentation of local development plans.

They attract business people. At meetings like these, most attendees sit and listen for quite a while, and consequently are ready for conversation during breaks and at the close of the meeting.

Pubs: Not all pubs are good for networking, but some are great, because they are the regular haunts of local business-people. For a very long time indeed, lots of business has been done in pubs.

Seminars: Seminars attract business people of all sorts. Again there are usually coffee breaks which are ideal for making introductions and getting to know people. Try your 3X3X3

Shareholders meetings:
If you have company shares, you will tend to meet a lot of business people at shareholder gatherings. Many shareholders do not invest just for financial reasons - many invest because they have an enthusiasm for the company's technology or culture. In some cases can offer a relevant target group for your business networking aims.

Societies and associations:
Every specialist subject has its own society or association. These organizations offer various ways to meet their members.

Speed networking events:
Speed networking is a highly structured type of networking event, in which an organizer (there are several, of varying type and quality) coordinates quick introductions among a group of typically between 20-40 people. The concept is similar, and probably modelled on speed-dating formats.

But the word speed and networking should not be used in the same sentence. They are best viewed as door openers.

Sports clubs: Lots of business people enjoy sport, and enjoy mixing sport with business. Golf is the classic example for sports club networking. If the group is relevant to you and you enjoy the activity, concerned, consider becoming a member.

Training courses: Are excellent for meeting other business people. Many will encourage informal networking among delegates because this adds value to the quality of the event.

Some types of training bring people together in work teams, making it extremely easy to get to know all attendees and an opportunity for further networking.

Trains, boats, planes, etc.: Business-people tend to travel around a bit. When you are travelling too, keep your eyes and ears open and be ready to start conversation. Delays are particularly useful for making introductions. So are long plane and train journeys when you could be sat next to another business person for several hours. Make the most of these opportunities.

Twitter:
Twitter is a great way to get your business message out to thousands quickly. The only downside is that you can get caught up and unless you are disciplined, the hours can slip away.

Universities and colleges:
Universities and colleges are like villages. Some are like towns. They are also now run like businesses. For the past twenty years or so, these educational establishments have been increasingly keen to engage with business people of all sorts. It's a matter of talking to them and discovering what opportunities exist for getting involved.

Website forums:
Website forums exist for every subject you can think of. Each offers a networking opportunity for the subject matter concerned.

Website user groups: User groups are typically within the websites of major internet corporations such as Google and Yahoo. Many user groups are specialised, and by implication, internet networking is second-nature to most of these people. But a lot are general business and worth investigation


And many more opportunities.

Helping Real People do Real Buisness through Real Networking