Face to Face or On-Line, which networking type brings you the best reward?

Paul Johnstone ©

We are more or less involved in networking of one sort or another.  I was at a Refer-On presentation the other day and was challenged about the time allocation between Face to face networking and social media networking.

The thrust of the conversation was he had analysed his time in both areas against the rewards he had in return.  Not surprisingly he got the vast bulk of his networking business form his face to face activities.  What he had not been prepared for was just hoe little he could trace to social media!

Personally I prefer face to face networking.  The reason is simple if someone expresses interest in my products, I have body language and verbal clues to help me understand what the person wants.

Face to face networking also has one other great benefit and that is you work with people regularly.  This helps in developing a trust based relationship with them, and with that comes more business.

Not that you can’t do that on line, but be honest you do not know much about the other person apart from the image they have loaded on the site.   Now don’t get me wrong I’m not saying anything about the people who use social media to network, I use it.  And I have generated business online through social media.

The point is we buy from people we know, like and trust, whenever we can.  Just think about the brands you associate yourself with.  You buy them because you know and understand what they can do for you.    It’s so much easier, I believe to generate interest in your products or services in person.

These days I tend to use sites like Facebook, LinkedIn and Twitter to generate interest in the product or offering. I find I ma spending less time

Now this is one person and s as such should not be seen as a trend.  However I would be interested to know from you what strategies you use?  Can I ask you to take a look at the following questions and post your answers.

• How you segment your time?
• What you describe as profitable networking?
• So where do you get most business form?
• And how do you review / asses your activity to rewards?

It will be good to understand what you do, and thanks for your time

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

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

Excellence is the only way forward.

Paul Johnstone ©

“Excellence is an art won by training and habituation. We do not act rightly because we have virtue or excellence, but we rather have those because we have acted rightly. We are what we repeatedly do. Excellence, then, is not an act but a habit.” Aristotle

So, let me ask, what habits have you created around your business networking?
The first habit that every business person should have is the habit of tracking your activities. Creating a tracking system requires that you track several things.

Track your networking activities.
· Who are you networking with?
· What activities are you participating in?
· Have you been specific in what you are asking for?

Track your giving activities.
· Who have you given business to?
· What connections have you been able to make?
· Did this lead to business for the other people?

Track your receiving 'in-book'.
· Who has made a connection for you?
· Bid that connection result in business?
· What was that business worth? It may not be a monetary value.

Track your thanking activities.
· Who have you thanked
· How have you thanked them?
· Have you given them a testimonial?

When you have a system for tracking your activities and you use it consistently, you begin to develop a habit. It is these habits that creates excellence in your networking business!

And as we know once you operate in an atmosphere of excellence you attract like minded people to you.  The net result is you build a contact sphere of people who share the same values and those values will ultimately help you to succeed. 

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 a professional; Victim?

Paul Johnstone ©

Have you noticed there are two sorts of people in business?  

Those that get on with the job, and those that always have an excuse for it going wrong or not happening on time. 

We all probably know one and some of us (including me) used to be one.

Our heart sinks when they say they will do something for the group because you know it just won’t happen.  Or worse still it will be half done. Or done but delivered late. 

How many people do we know who promise the world because it seems that’s the thing they should do.  But once the sweet smell of the promise has subsided all that’s left is the sour taste of late delivery.

The professional victim complains, "I didn't have a chance."

• But ask yourself, did the professional victim Ever take a chance?
• Did they ever look for a chance?
• The chances aren’t they did not.

Don’t be a professional victim become a good businessperson.

How do you do this?

Simple:-

Under promise and over deliver;

Surprise your clients with a job done early and on budget, you’ll be amazed at the repeat business that comes your way.


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

You Ever See A Pit-Bull Network?

Paul Johnstone ©
Pit-Bull Networking what’s it all about?
Most of us at some time have come across the Pit-Bull. They are in your face, they won’t leave you alone and all they can do is talk about their products. They are not natural networkers:

The Pit Bull is all business. He doesn't come to work to make friends, either with co-workers or with sales contacts. Instead, he churns through prospects until he maximizes his sales. It's all a numbers game to the Pit Bull. If he loses an account, so be it—there are more out there.

What lets the Pit-Bull down is their lack of customer service. It is usually what they have no idea about or they think customer services is showing up on time and pitching for all they are worth. This lack of customer service often leads to them losing repeat business!

There are Pit-Bulls that use a soft technique, but don’t be fooled its sell, sell, sell for them. And they don’t mind whose toes they tread on to make a sale. They will usually be successful but they will have enemies both in house and in the field.

How can you spot a Pit-Bull at a networking event? Well here are a few tips that may help spot the Pit-Bull.

Focus: Business, the bottom line.

When the Pit Bull thrives: Pit Bulls prosper when they're let off the leash. They appreciate having the freedom they need to do deals on the spot.

Here are some of the places you are more likely to find Pit-Bulls in full cry:
Property,
Car sales,
Telemarketing,
and stock brokering over the phone.

What the Pit Bull needs from you to succeed:
· Independence.
· Enough pricing fredom to close the deal as soon as possible.
· Customer service support, to mitigate the weak points.
· If appropriate, adjust compensation to account for the added costs.
· A simplified closing process, so he can move on to the next sale.

What motivates the Pit Bull: One word—money.

He wants to be appreciated for his drive,he thinks its all there is to selling.

So next time you go networking you know how to spot a Bit-Bull and take the appropriate action!

Paul

Helping Real people do Real Business through Real Networking

Help Me I’m Drowning

Paul Johnstone ©

It's one thing to ASK people to lend you their support on your great new project. But it's quite another to GET it.

Have you ever wondered why is it that some people get the help we need on a new venture? And others don't!

It’s just that some people know how to ask for help.

They understand that getting people to help you is a negotiation technique. It’s a technique that requires a blend of vision, skill and perseverance.

Problem is, most of us hail from the "Why don't we get together for lunch sometime?" school of negotiation. Our requests are usually limp, ineffective, poorly timed, and do not get us where we want to be.

The reasons often include we:

· feel undeserving of support
· are unwilling to support others
· inadequately communicate our ideas
· present our requests as either/or propositions
· never ask for commitment or closure
· don’t follow up on our requests

Is there a way out of this mess?

Yes there is. And the following guidelines will help to get others to help you

GET THEIR ATTENTION!
Don't assume that your potential "helpers" have been waiting all week for you to approach them. Chances are good that they are already up to their armpits in other projects. Start your conversation by asking them if they have a few minutes to talk. If they do, great. If they don't, at least you won't be stealing their time for no good reasons, apart from the coffee. Simply agree on another time to talk and take it from there.

SET THE CONTEXT
Let your potential supporters know what the ensuing conversation will be about before you go rushing into your impassioned requests. A simple sentence or two will do, something like, "Is now a good time to talk? I'd like to tell you about a fascinating new project I'm working on."

DESCRIBE YOUR PROJECT
Now that you've got their attention and created a context for your discussion, provide a few details about your venture to engage your listener more deeply, i.e. "I'm inventing a new way to mow the lawn.”

ASK IN OVERALL TERMS
By this time, your listener's interest should be yours. However, they will not necessarily understand what it has to do with them. This is your time to invite them into the project. Phrases like "It looks like I'm going to need some help to achieve this and I wonder if you'd be available to be part of the people I access from time to time?"

BE SPECIFIC - ASK THEM FOR WHAT YOU REALLY WANT.
If your ally hasn't put the shutters up and is still be interested. Help them buy showing them a simple way to be involved, i.e. "Great! I'd really appreciate it if the two of us could have lunch once a week and I can pick your brains.”

ARE YOU OPEN FOR NEGOTIATION?
Remember when negotiation you want a win – win situation. Lets be honest not everyone you approach will either want to or be able to help. That’s not a problem. Work with them on an alternative way they can help you. Offer alternatives, lie different days, times and places for them to input to your project.

OFFER YOUR SUPPORT
You are far more likely to create a network of support if you remember to offer your support to others. Beware of the tendency many aspiring innovators have of only asking for help, but never giving it. The Golden Rule applies: What goes around comes around. "Is there some way I might be of support on one of your projects?" you might ask.
AND NOW A QUESTION FOR YOU:
Who are you going to ask for help? And when are you going to ask them?
Helping Real People do Real Business Through Real Networking

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