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

Your Networker’s Tool Kit

Paul Johnstone ©  
There are a couple of important items that every serious networker should carry, at all times:

·    Business cards
·    A pen
·    Something to write on


These are the only things that need to be taken to an event. The business cards are pretty self-explanatory. Networkers should always carry pocketfuls of these to hand over to relevant people. A pen is also useful, for jotting down any notable details about people spoken to during the function.  However there is an assumption you will have something to write on, I use a WH Smith 99p notebook that slips into a pocket easily. 

All business networking groups and networking events offer different formats and ways of networking.  Almost all groups include a method of getting you to present your business to the group.   You do this because these events usually include a number of standard elements.

Just like any business, networking events have a target market, so different groups will attract different types of people. There are many networking groups specifically for women.   As there are groups targeted at start-up businesses, as well as small or large businesses. There are groups where the members all do business with professions, so have material prepared for who the others do business with.

Format of Networking Events
It is usually possible to find out the precise format before attendance at a business networking event and this will help ensure the best use of time at the meeting. Someone will run the event and will explain what happens when- also, other attendees will help newcomers to understand what to do at the right time.

Business networking events usually start on time - business people are busy. Some events start with an opportunity to meet and chat over coffee, others start immediately with the agenda. It is important to be punctual, turning up early or on time, as being late gives an immediate and noticeable impression.

A Speaker to the Business Group
A speaker, who may be a member, is often invited to talk to the group on a topic of interest to the members. The information is targeted to the group and usually gives some help to the attendees. For example, providing information on the latest technology (e.g. blogging, auto-responders, new printers) or on business opportunities in the local area (e.g. local government initiatives and how to access them).

Speakers often provide handouts or will email details of the talk after the event. These talks are not meant to be sales pitches and usually deliver valuable information. They tend to be short, around ten to thirty minutes in length and often invite questions at the end. If there is a speaker, preparing questions before the event will help ensure a business gains the most from the topic and also provides an opportunity to build a relationship with the speaker.

60 seconds to success
Business events usually provide an opportunity for attendees to present a short summary of their business. Sometimes known as a sound bite, elevator pitch or one minute, typically between thirty seconds and one minute per attendee is allowed.


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

Rules for Successful Networking

Paul Johnstone ©
I recently read the Rules for my local golf club. You may imagine how strict their rules are. At the door, you have to show your ID, sign a rules and regulations agreement, all the usual stuff.  All guaranteed to guide behaviour and set a tone of respectability.

When networking at a business meeting or event, wouldn't it be great if everyone around you knew what they should and shouldn't be doing?  How great would that be if everyone that attended association events, Networking Groups, Business event, B2B club, chamber events, conferences, and cocktail parties had to read, understand, and sign off on the Networking Rules and Regulations?

By accepting a behavioural pattern we fit into our surroundings.   We'd also do a ton more business with the right approach.  Without knowing the rules, it's no wonder so many sales people and business owners are fearful and uncomfortable when it comes to swinging into the event.

You will always get the best out of your business networking events if you know what is expected of you.   This can be difficult if you are new to business networking groups. More so if you are a start up taking your initial steps into the B2B market place

Below are some networking Rules and Regulations that might make the list. Swim at your own risk.

Dress for success (no flip flops or singlet’s).
Determine ahead of time if the event requires business, casual, or very casual attire. There's enough on your mind—why let your appearance be something else to worry about?

Take business cards, a pen.
It amazes me how many people at business functions don't have a business card with them. Business cards breed business and seasoned pros know that. Or they should.

Know who you will be playing a round with.
Do you know who rounds out the guest list? Have you determined ahead of time if your prospects, clients, referral sources, colleagues, associates, counterparts, competitors, or advocates will be in attendance?

Networking only; no selling allowed
Repeat after me—networking, networking meeting. Selling, sales meeting. Got it? Networking and selling are two completely different techniques.

Be prepared to ask questions—about other people.
Know what questions you will ask those you'll be meeting. It's the best way to start a conversation, learn about other professions and industries, and attract people to you. If you're authentic, genuine, and a little lucky, you may be asked questions. Imagine that!

Greet and introduce others with passion.
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?

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 re-connect?

Hand out your business card (when asked).
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.

Use your Call to Action—when asked.
Know what your purpose is and only share it when asked. If you don't know or can't share your purpose, it will be difficult making solid business connections.

Spend more time listening and less time talking (especially right after eating).
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.

Know when the conversation is over and mingle with others.
Once the chat is over, say your goodbyes and ask for a card. That is, if it's worth chatting again. If not, say your goodbyes and offer them an opportunity to meet others.

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.

Do what your mum told you never to do, Use the F word – Follow Up
In golf a swing is only as good as the follow through.  In networking a connection is only as good as the follow up.  And the more networking you do the more follow up’s you need to do..

Of course, there are plenty more. This is a good start and a nice way to … get your feet wet. Establish these Rules and Regulations as your standard and help provide a safe and enjoyable golfing (networking) experience for all! Thanks for your cooperation.


Helping Real People do Real Business Through Real Networking

Getting business quickly

How to win Quick Business in the networking jungle

Paul Johnstone ©


The great thing about success through networking is it gives you wonderful opportunities to work with other people you would not normally meet.  You never know who you may talk to at your Network event, business event or social you have opportunities.

The issue here is many people don’t quite get the balance between business and social. At a B2B event or regular network meeting, people expect you to talk about your business. So how do you transfer this at a business social?

Stuck for words, full of yourself, or cautious, I have been all these over time. Well the truth is you need to direct a conversation. You don’t go into full on sales mode, which will guarantee you a cold shoulder.

The technique is straightforward. During the conversation you will be asked what you do. Now how you answer this will have an immediate effect, and should get the other person asking you questions. Now you have the opportunity to tell your story. And what’s more they will ask you for the details.

At this stage I will say that when you are asked the age old question “What do you do?” If you say, Bank Manager, IFA, Marketer, please don’t expect to be killed in the rush for your business card.

It really does not matter what you do, the result is more often than not the same.

Why is that?

It’s because you answered the question incorrectly.

The question was “what do you do?” and you answered with what you are!

We all do it, it’s natural and it’s been with us since we started work, I’m a plumber, I’m an insurance broker, I’m a sales manager.    All these tell people your status, when all they wanted to know was how you could help them.

Once you get the habit of telling people in a short 2 – 4 second phrase what you do. You will get them to ask you more questions.

Then use one of your practiced ‘elevator pitches’ 

An elevator pitch is so named after an opportunity to present to the client of your dreams in an elevator between floors. One of the most important things a businessperson can do - is learn how to speak about their business to others. Being able to sum up unique aspects of your service or product in a way that excites others should be a fundamental skill. Yet many business people pay little attention to the continuing development of "the elevator pitch"—the quick, succinct summation of what your company makes or does.

Get this right and you should find closing for a cup of coffee meeting a stroll. It’s that that the hard work you put into thinking about what to say when you meet strangers, or your dram client, delivers business to you.

And the secret to all this new business - is a phrase used by Vince Lombardi:-

“Practice alone doesn’t make perfect. It's Perfect practice that makes perfect” 

So work out in advance what you want to say, practice it and you will never let an opportunity pass you by. No more foot in the door, just a conversation you have prepared for.

Helping Real People do Real Business Through Real Networking

B2B success Keys

Paul Johnstone ©

The key to your life and business is relationships.  And Networking is the key to your success.

To be successful you need a helping hand.  So many small business people struggle on alone, believing round the corner comes the deal that will make them.  This may happen.  But for small to medium sized companies a helping hand is always useful.  

Attending business events, networking events and business clubs is a great way to meet like minded business people.  Events that attract small to medium sized business people is always helpful. 

The following quotation sums this up perfectly- “Networking shouldn’t be a hit and miss affair.  Business needs to actively seek out opportunities where they can meet and mix with others in the business world.   As well as being highly motivational these kinds of events throw up contacts and ideas that can significantly boost your business potential.”  Sir Digby Jones

To succeed in any networking venture you need to know which key to turn.  It’s OK going to lots of network groups, and networking events.  Whether these are B2B, small business networking or business clubs, there are some actions that will help you succeed.  
So which key do you turn?

Here are are three things you should always keep in your mind.

1. Be clear that you make a difference in every business situation. Know why people work with you. Ask those with whom you have the best relationships why they work with you? 

2. Be confident that how you relate to another person is your real product. Engage one person a day in a business conversation, and connect to what they need

3. Do what you say on your tin. This is so people know exactly what they get from you.  Use testimonials to back up your promises.  Talking of promises, always under promise, then amaze your client by over delivering.

Developing trust based relationships is by far and away the best way to connect with business people as well as get a fantastic reputation. 

OK how do I get to meet the people so that I can get on working with these three keys? 

Network – A simple but often misunderstood word.

On the subject of help getting where you want to be.     There is a book called the Law of Attraction by Michael Losier which talks about how people, ideas and issues are attracted to each other.  In business finding the correct people to work with is often a problem.  The Law of Attractions works like this.   You get back what you send out.

Remember the last time you were not the most polite driver on the road, and you got tooted at.  That is an example of the Law of Attraction at work.  You get back what you send out.   In business networking if you help others they will help you, fact.  If you find a business opportunity for someone they feel compelled to look for one for you.

We have all seen this ourselves. 

So remember the three points: be clear, Be confident and do what you say you will. 

Guess what?  Your reputation amongst your networking colleagues will grow quickly and it will go well beyond them. 

The Law of Attraction will see to that.


Helping Real people do Real Business through Real Networking

How to Network

©Paul Johnstone

Top 10 Networking etiquette Tips 

I was asked recently at a networking breakfast by a Refer-On member.

"What is the best way to behave at networking events that is polite yet achieves business goals?" 

After our conversation finished, I though it would be good to share these with you.  

1.    When you are at your network club.  Forget the"what is in it for me?" or the “where’s my referral ”and adopt a "How can I help you?" attitude
2.    Have at least three open questions which will help the conversation flow. (What sort of business are you in? Where do you find most of your customers? What business connections are you looking for? What is special about you product/service?)
3.    You have two ears and one mouth for a reason: listen more, talk less.
4.    Give your networking relationships time to develop, don’t rush with fellow networkers.  Your investment in time will reward you handsomely.  After all we all have a view on the foot in the door salesperson,!
5.    Make sure you're on time and have your networking "Kit" with you: business cards, a pen, decent grooming and a can-do attitude.
6.    NEVER put a business card in your pocket without looking at it
7.    At business clubs, always be willing to include a fellow networker who looks as though they're having trouble getting into a conversation.
8.    Be the one who gives the first referral - you have nothing to lose
9.    Let your fellow networkers know what you need and leave it at that - labouring the point is off- putting
10.    Thank everyone who gives you a referral and FOLLOW IT UP within 24 hours.  However the mark of a great networker, is that you keep the person who gave you the referal,up dated all the way through the process.

 A few  Extras That May Help you.

• Be willing to set up one-to-one meetings outside the usual networking meetings.
• There are two types of networker, Farmers and Hunters:  Be a farmer and work to develop long term relationships, as these will drive business to you year after year.
• Meet. Greet and move on: For open events work on a form of words you're comfortable with that will get you from one conversation to another.   Then practise saying them so that when necessary you can swiftly but politely move on to another conversation.
• Know WHY you are networking: always have a plan and be sure it is a SMART plan.   Have a target speak to 6 people you don’t know – Speak to other members about business every week.
• Less is More.  Be brief and to the point. Your life story may be fascinating, but save it until you're asked! You may have a short time slot, use it wisely with only pertinent words.
• WIIFM- What’s in it for me? People don’t want to know how long you have been in business or where your office is.  What they want to know is what they gain from your product or service, so walk a mile in your customers shoes and your offering will much more appropriate.
• Elevator Pitch:  this is your business proposition that can be given in 30 seconds. It comes from finding yourself in a lift with Bill Gates.  Can you deliver you business proposal between floors in an elevator journey.

Helping Real People, do Real Business Through Real networking