What Your Business Card says about YOU – Paul M Johnstone

Yesterday I blogged about my experiences at a business start up exhibition http://ow.ly/4Z3kS

A fantastic show with lots and lots of networking opportunities.  One of the highlights was the speed networking session where I made contact with over 40 people in less than Two hours.  What a result!

If you have ever been Speed Networking you’ll know you need to condense your message into a short concise format and get it into about 40 seconds, which allows time for the other speed networker to ask question.   

Think about it a bit like coffee!  If you want that hit of caffeine in the morning an espresso is what you need.  When you think about it your espresso is your brand.  Or a condensed passionate which drives an experience your customers can feel,  “That’s fantastic” I thought.  Then my usually unreliable memory kicks in.  I’ve heard that before and after a little shuffling of the grey cells I remembered it.

Angie Eagan a colleague of mine at the Professional Speakers Association has written a book called ‘Espresso yourself’ subtitles ‘The Taste of Your Brand’ where she explores this theme, ho hum back to the drawing board for me!

But that theme of the taste of your brand kept nagging a way as I thought back to the exhibition.  Branding, what is it?  Well this is a subject that can run and run.  But for the purposes of this blog lets look at the first time you meet a prospect what usually happens?

I don’t know about you but I usually offer my business card.  In the blog I referred to at the start of this piece, I spent time discussing some business cards that I believe missed the mark.  This morning when I returned from a networking breakfast I decided to take a random selection form my card box(over 2,000 cards) and see how they stack up.

After picking at random 150 cards here is what I found:

2 Had no first name on their card: Why? What is to hide about your first name?

21 Had No physical address: This gives a less than professional impression.  You can get a PO Box number for less than the cost of a glass of wine a week, and they deliver the mail to you door. No more driving to a sorting office to collect your mail.

32 Crammed too much information on the card:  The net result is the reader has to have super vision if they want to get any information off the card.  The idea is to give people information not get them to reach for a magnifying glass!

35 Printed one side only:  A business card is a valuable piece of real estate, so use it well.  A graphic designer friend of mine told me that for a business card to do it’s job the front should say who you are, and the back should say what you do.  Simple stuff name contact details on the front and your area of business on the back.

Worst of all is turning up at an event with no business card.

Remember you only get one chance to make a first impression – so make it a professional one.  To read my previous piece, please follow the link http://ow.ly/4Z3kS

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

How to be You and stand out from the crowd. - Paul M Johnstone

 Be different and ambitious be You

It has been said there are two types of business, those that sell on price and those that sell something different.  If there is no special difference between you and other providers, then people have no reason whatsoever to choose to work with you:

Look again at how you describe your business offering (or yourself as a person) - what's different or special about it (or you) compared with all the others?

If there is no difference, you must find a way to create one.

Sometimes this is merely a matter of redefining or placing different emphasis on what you already are and already do. 

This difference must be something that plenty of people will find appealing; ideally irresistible. If you are struggling to find a difference or market advantage, look at your competitors and talk to your customers, and discover what's missing and what can be dramatically improved out there. There is always at least one thing, usually more - perhaps you can bundle two or three powerful market advantages together.

This difference needs to shine out in your elevator speech, and be echoed in your subsequent discussions whenever initial interest develops towards supplying something, or putting a collaborative project together.

Aim high, very high when thinking about and expressing yourself and your aims. Be realistic, but aim to be the best and to lead in some way, in whatever specialism’s and market-place you operate.

Your aims should also suggest what you are seeking from business networking - otherwise, there's no reason for you to be networking.

Business networking is not simply finding customers in one-to-one meetings and connections; it's building a strong network of connections.  These connections should be helpful for your aims. Accordingly project yourself as a great networker, as well as being a great supplier or specialist.

Business networkers want to work with other networkers who aim high, who have great ambitions; people who see what can be, not merely what is; and who strive for change and improvement. 

These attitudes make things happen. 

When you meet like-minded networkers with these attitudes, your network will grow because they'll see you can make things happen too.

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

Something we don't know about you

 

Paul Johnstone ©

 
Does any of this sound familiar?

Have you ever been to a business networking event and left feeling that you didn't really get to know anyone?

The conversations at some business networking events can be dull even lifeless, especially if everyone just talks about their business.

Now one of the main reasons we go networking is to increase our sphere of influence.  This works because other members start to understand what it is that makes us special. 

There is more to business than business itself. 

A truism in business is this.  “People buy People” they don’t necessarily buy from people in the same group.  This is where your social skills come to play.

Ask others about their family, hobbies and so on.


We are all taught to ask questions and then respond.  The problem with this technique is that it is not conversation, it is interrogation.  “Who are you?”  “What do you do?”

A conversation in real live usually starts with a statement or an observation.  “You’ll never guess what happened to me today.”  Or “”What a fantastic time I’ve just had” 
 “What did you think about that great show on the TV last night” Ok that’s a question but it’s one that starts a conversation.

When you’re out networking, a good idea is to build up a pool of knowledge about others in your group.  If you like a bag of facts that will help you enjoy a conversation with them.  Once you have taken an interest in their interests, they will become interested in you.

Often this is when people come alive, smile and reveal their true nature. Especially when they share one of their passions with you..

That often is the spark for a conversation with someone and a real connection where you get to know and like each other. It's those connections that lead to follow up and a good business relationship based on trust where you become advocates. That's when networking really starts to work.

Helping Real People do Real Business Through Real Networking

Keeping track of your referrals

Paul Johnstone ©  

Make sure you know where your referal came from.

At a Refer-On Breakfast last week a guest came up to me with these words: 
She told me that the Refer-On business networking group she belonged to had been the main reason she had become more successful.    Much of her business was a result of the relationships she had made in the group. It was not all, however, down to direct referrals. It was sometimes 2, 3, 4, 5 or even 6 steps removed.   But by tracking back to the initial source she knew which relationships were critical to maintain & nurture.

If you don't keep track in this way you run the risk of upsetting your referral sources.  By not keeping them up to date with the results of the positive Word of Mouth they are generating for you.  You could potentially miscalculate the return on investment on some of your activities and end up dropping some for the wrong reasons.

You may think that is limited to direct contact of some sort, but I have also found that much of the business generated via the internet has its root in referrals and word of mouth.

During a conversation with a prospective New Hub manager, he wanted us to open a Refer-On Hub in his area. I asked how he had found us?  He said through LinkedIn.

When we met I asked the question again. Whilst it was true that he had found our website via LinkedIn it was because someone we both know had suggested me to him.  It’s often a complex path that referrals follow so it’s worth tracking them at all times.  I was able then to thank the referral source and keep them informed.  After all we all like to be told we have done well, and a short email is a fantastic way to keep people informed and tell them how their introduction turned out.

Many of the people who found us through the net or social media turn out to be via Word of Mouth. As often as not, people who find the Refer-On web site have been directed there by a colleague or a friend.  Don’t underestimate the power of the web when recording your referrals.


Helping Real People do Real Business Through Real Networking

Read All About The News

Paul Johnstone © 
 
A quarter' of students and Scouts plan to launch a business - and could woggles replace ties in offices across the UK?

That headline has been all over the place recently.  The hidden message in that headline is that we should all be kind to students!

Check out the full story in Management Today late  http://tiny.cc/1985p

Good news
UK economy grows at the fastest pace in four years, so the Telegraph on line tells us

Check out the full story:  http://tiny.cc/f7fov


You thought money was tight.  This story says otherwise.  Heard the one about the £7,000 car wash?  Read all about it  http://tiny.cc/omaa1   


Helping Real People do Real Business Through Real Networking

How to benefit from business networking

©Paul Johnstone
The business benefits of networking are well known.  Peter Jones of Dragons Den is quoted as saying “Networking is the most cost effective route to market there is”. But what is networking?  You may be familiar with word of mouth marketing, or business by referral or Advocate marketing.   These are terms for this powerful and underused marketing technique.

To get the most out of your networking, plan for success.  A good tip is to set yourself some goals.  Add to the goals the right tools, a pen, some business cards, a note pad and a badge, and you are ready to network

Once you have decided the right place for your networking.  You should attend regularly, if the group meets weekly, attend weekly, the same for monthly and so on.   This regular attendance is one of the cornerstones in building the trust based relationships that will deliver business to you, year after year

It helpful to have a 3 – 5 minute business conversation with all the other members of your group each time you meet.  This usually means you will arrive early, so you can fit everyone in.

At open networking meets such as Chamber of commerce events, work the room.  This is a simple technique where you move from one conversation to another effortlessly.  It’s a technique you may like to practice with people you know first so you are at ease when doing it with strangers.   

 
On the subject of strangers, go against what your mother told you never to do, and talk to strangers.    This works wonders for your business.   

Networking should not be confused with selling.  Networking leads to business but is not a sales pitch.  The customary phrase is networking is telling not selling.  So listen and comment, and don’t go for the hard sell.  The people who don’t succeed networking, usually try to sell all the time.  This often antagonises people who just stop listening.

It’s a good idea to have a tale to tell.  Being prepared with an outline of how you can help people is a fantastic introduction.  After all, you have only a short time to tell people what’s in it for them.   If there is a 60 second presentation, stay focused by telling people about one activity.  Either the one that is most profitable or the one you want to develop, but stick to one. 

By staying focused on one product or service you are making it easier for your audience to remember you.  Stay focused and tell them why you and how you can help them. 
Now for the Killer Ap in networking:  The Follow Up.  Take tip from some of the most successful networkers, who always follow up.  An email or phone call are good.  All you want to do is make contact.  You are not selling you are at the beginning of a journey with a potential client.  Don’t put them of with a sales pitch. 

Helping Real People do Real business through Real Networking

Networking for beginners

Paul Johnstone ©  

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

Whatever your reason for networking, it takes self confidence to walk into a room full of strangers.

Lets be honest you don't know anyone, you may feel unsure of yourself, often under prepared and you're about to turn round and walk out when a friendly looking person approaches, with their hand extended.

But the good news it that’s the hardest part over.  You are normally met at a network group by some one someone placed strategically by the door.  They should welcome you to the event.  If they know a visitor is a newbie a good network group will go out of their way to help you be at ease with the group.  

Lets be honest they want you to return and just about all B2B groups want return visitors.
One of the first questions you will be asked if "How can I help you?" and they mean it! They want to know who you want to talk to, who would you like to be introduced to?

So do a little homework before hand. Who are you looking for introductions to? If you're a florist you may want to link up with a wedding planer, or a photographer. Usually when you ask specifically that’s what you get, a specific introduction requirement for success - showing up.

Networking - The Planning
Do you have a networking strategy?  It's quite likely that you'll have a business plan, a financial forecast and probably a marketing plan, so why not a business networking plan?
In today’s financially stretched market, networking is seen as a great way of generating new business leads.

Think about this situation; you regularly attend a pay on the door often at a cost of £15 per visit.  Now to get a return on your investment (ROI) is relatively easy.   Now multiply it by the other 3 ad hoc events.   Then add in the annual subscription to the breakfast club you're committed to and suddenly you have a significant outgoing cost.

How do you decide which events are worth attending?

OK you’ve planned where to go and what to say so how do you decide if it’s the place to be?  You look at your ROI.

I measure my ROI on a simple basis.   Which event brings the highest return?

Over the years one fact has held up time after time.  Interestingly you may think that the group with most people would bring the highest returns.  I can honestly say that has never been the case.   It is always the group where there are more synergies, or the groups ethos is to help others.   So beware playing the numbers game.

In terms of time invested but let's be honest, we network to generate new business. But no one is going to buy your product at the first meeting.   If they do it could be a bonus, but it may be the group want one of you and have decided to hook you with a quick order.
It's after the event that the important part takes place - following up and those 1 to 1's. That's where the true value lies.

It's at those 1 to 1's that decisions are made, based on the relationship you've created. People buy from people, and networking is a way of making the connections that you wouldn't otherwise have made.

The other point is that networking works once trust based relationships are forged.  And these don’t happen overnight.  So when you're considering an event, make sure you can attend regularly, again with the emphasis on building trust.

Decisions Decisons!

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

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

Helping Real People do Real Business Through Real Networking

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

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

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

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

Be a positive influence

© Paul Johnstone

To get the best out of your Networking a positive approach if helpful. Be positive when you network. If you are positive you are more likely to attract others and as a result get to speak to more people more often.

Use positive language.

Smile. See the good in people.

Be known as a really positive person. It rubs off on others and people will warm to you for being so. It is good practice if you Keep your emotional criticisms of others and personal hang-ups to yourself.

Speak ill of no-one.

Be passionate and enthusiastic, but not emotional or subjective. Avoid personalising situations and always remain objective.

Look for feedback and criticism about yourself and your ideas from others. It is the most valuable market research you can obtain - and it's totally free.

Be tolerant. Be patient. Be calm and serene - especially when others become agitated. Followers gather around people who remain positive and calm under pressure, and who resist the herding tendencies of weaker souls.

At many networking events and situations you will have the opportunity to give a presentation to the assembled group. This is a wonderful chance for you to demonstrate your expertise in your specialist area, your positive confident character, and also to pass on some useful information.

When presetting avoid the hard-sales pitch.

Networking is more about telling a storey and informing people. It’s best to inform and educate rather than to sell. In many networking situations a strong selling presentation is regarded as insulting by those present. This is especially so if you are a guest of a group that you would not normally meet regularly. You will sell yourself best by giving helpful information in a professional and entertaining credible manner.

Be confident, positive and enthusiastic, but do not let this develop into pressure on the audience, or a sense of your trying too hard.

Try to find and present within your specialism the most helpful information for the group concerned. Your aim at the end of the presentation is for the audience to have learnt something useful about your area as it applies to them, and to have been impressed with your professionalism and command of your subject.

Helping Real People do Real Business thorugh Real Networking

A Crash course in networking

I received a telephone call yesterday from a journalist. He was writing a piece for a local paper and wanted to pick my brains on the subject of networking.

He wanted to know how quickly you could expect a return on your money from Networking activities. And he was asking the usual polemic questions about Networking clubs and money.

What are the keys to success in networking and again how much does it cost. How quickly you see results.

I had to tell him he had missed the point.

Why had he missed the point? Simply because everyone is different and every company will have different objectives form the next. If you are a jobbing printer you should start to see a return quickly.

But if you are selling conservatories, one quality connection a year will more than cover any networking expenditure.

Don't expect results immediately - it's all about developing relationships and that takes time. Time to create trust based relationships that deliver business year after year after year. Take time to invest in your networking.

Nurture relationships. Grow people and your investment will be rewarded many, many, many times.

Paul

Helping Real People do Real Business through Real Networking

The 7 Keys to profitable Networking PART 2

Being Regular

The More Often -The Better and it Builds Trust

Two things influence how others see you at networking events are Trust and how often you attend. It’s funny that some people believe you can dip in and out of a network and still be regarded as someone to do business with.

Attending regularly helps build trust with fellow members. When you go to every meeting, or as many as you can other members really get to know you. With your regular attendance you have the opportunity to talk each time with all the other members.

OK so stuff happens in business and there are times when you really can’t attend, and that should be accepted by your network group. If your group cannot accept that occasionally business needs attention I would question them.

Be honest it is the regular attendance that helps you build the trust based relationships that generate connections year on year. It is this constant contact that works, not being told you must come every time or we will not let you join in the meetings.

It’s interesting I have been involved in Networking for many years. And I have never lost a customer or lost the opportunity to present to a prospect through attending my networking club.

I am always pleasantly surprised that when I asked for a 9AM meeting when I answer: “I have a breakfast appointment with my marketing person, that is due to end at 9. Is 9:30 or 10:00 OK with you?

Not once have I been turned down or lost an appointment. In fact the opposite has happened. I have gone up in the estimation of prospects that I meet people for breakfast to improve my business.

Paul

Helping Real People do Real Business through Real Networking