| Welcome to 'Connecting is not Enough' |
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A few months ago I attended a networking event where I was shot down for suggesting that people in large organisations need to network.
I recently attended an event hosted by The European Professional Women's Network and Morgan Stanley's Women's network where the vast majority of the 150 people in attendance recognised not that networking was an important, but a vital tool in progressing their careers.
Then last weekend I was a panellist at The Minority Lawyers Conference at The Law Society. Again, everyone I spoke to recognised the value and importance of networking. In fact, before my session, a number of people told me how important the subject was and it was great to see our session over-subscribed.
Maybe times are changing. Recession, redundancies and shrinking budgets have all meant that people have had to turn to the tool that's been there all along........their network.
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Two friends of mine, Sonya Hill and David Simpson, want to find out more about why people network and the results from current activities. Come to mention it, so do I!Sonya and David have put together a very short survey to get a snapshot of people's networking activity. It is anonymous and will only take a couple of minutes to complete. I know, because I have done so.Please take those few moments and complete the Networking Today survey. I'll feature some of the results in my blog and future newsletters.-------------------------------------------------------------------------Who do you know who is a judge, barrister, lawyer or legal executive? Caroline Newman, a consultant to lawyers, and I are putting on a one day networking strategy seminar for the legal profession. The event is on June 6th and carries the ever-important CPD Points. We'd be very grateful if you could pass on details to anyone who might be interested. More information can be found here.Thank you.-------------------------------------------------------------------------If you have received this in error and don't want to receive future editions, please use the unsubscribe link at the foot of the email and accept my apologies.If you like what you read, please feel free to forward it and invite others to subscribe.
Happy Networking!
Andy
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Listen to this....
Networking Skill Tip |
I often emphasise the importance of listening as a key networking skill. Maybe it's not enough to 'listen to' people, top networkers 'listen for' each other; taking information on board, asking how it is relevant and important to the person sharing it and who else it might be relevant to.
A colleague of mine, Neil Urquhart, shares a similar approach to the value of listening. Neil is a cross-cultural communication trainer, working with teams from different countries and helping them to work with each other. He asked me recently to write down the names of three people I consider to be great listeners.
"Do you feel you know them?" He asked once I had completed my list.
"Do you like them?"
"Do you trust them?"
The answer to all three questions was an unreserved "yes". All three people were among the closest in my network.
You may have heard it said that we refer people we know, like and trust. Neil showed how these are qualities shared by the best listeners in my network, and probably in yours.
I asked Neil to expand on this subject on my blog. You can read his contribution here. |
Avoid low hanging fruit
Networking Strategy Tip |
Beware of keeping your eyes too low when you walk into a networking event.
It is an easy trap to fall into; looking at an attendee list, people's name badges or business cards and deciding there and then what you can sell to those people or who they might know. I dread to think of the amount of business which could be gained through people you have met at networking events, but have missed because those people didn't appear to 'be the right person'.
Targetted with a certain number of leads from each event, networkers will aim for the 'low hanging fruit', low value leads which might satisfy their immediate cravings but provide no benefit in the long term.
Have clear goals in your mind. Big Hairy Audacious goals. Share them with your network, ask for help and try to sell through people rather than taking the soft option by selling to them.
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Water Cooler Moments
Online Social Networking Tip
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I am frequently asked how much time I spend on social networks such as Facebook, LinkedIn or Twitter. As I am fairly active on those three in particular, it must seem like a lot.
In truth, it's not. If I spend a day in the office I keep Facebook and Twitter open in seperate windows. If I need a quick break from what I am doing I take a quick look to see what others are up to, or post a status update or tweet.
In fact, I've just written one now!
Personally, it doesn't work for me to allocate time each day or week for social networks. I post when I have something to say or take the time to catch up with others when I have the opportunity.
Many people call them 'water cooler moments', the times when you nip away from your desk in a large office and catch up with colleagues around the water cooler. They fit nicely into your routine, keep you sane but don't distract you from your day-to-day work. |
Leave your elevator pitch on the ground floor
Your Business Channel Video Tip |
If you've been following much of the networking advice available you may have put together your 'elevator pitch', the 30 or 60 second presentation to share with someone you meet at a networking event for the first time.
I'm not a fan of this concept. This video, filmed for Your Business Channel, will explain exactly why.
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| Andy recommends... |
Do you struggle to get your message across effectively? How do you get people to remember what you do, who you do it for, how to refer you? Made to Stick is a fantastic book by Chip and Dan Heath. In it they look at the key ingredients of successful messages, and at what makes them memorable. It's an entertaining read as well, packed full of stories and anecdotes to illustrate the key learning points. Thanks to Raph D'Amico who sent the book to me after we talked about it at an event last year. It made Raph stick in my mind! |
UK Networking on the increase
The National Networker |
Activity on social networks is growing and more people are attending and joining networking groups. As I mentioned above, there is a change in attitude towards networking in the UK at the moment and, for his monthly column for The National Networker Dave Clarke, the UK Bureau Chief, explored this further.
You can read the article here.
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| Just for Fun |
"This song says no matter who you are, no matter where you go in your life, at some point you're gonna need somebody to stand by you."
Whatever you're doing, stop for a few minutes, sit back and enjoy. You're never to busy for something as brilliant as this.
Stand by Me
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I hope you've enjoyed the newsletter and look forward to your feedback.
If you're serious about developing a networking and referrals strategy that can take your business to a new level, you can contact me on:
Tel: 07930 417833
Skype: andylopata
I look forward to hearing from you.
Andy |
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Free networking coaching sessions...courtesy of the Government!
I was lucky enough to spend a few
hours with Andy discussing my networking strategy (or absence thereof). I came
away with a much clearer understanding of what I needed to do, in order to
develop a more commercially focused approach to my business networking.
Andy is a true expert in business networking and the strategies that can make
it commercially successful.
John F Galvin
Managing
Director
IO1 ltd
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If you're a small or medium sized business (5-250 employees) based in Central London, you may qualify for a fully funded two hour coaching/consultancy session with me as part of the Government's Train to Gain scheme.
We can also offer subsidised training for your teams under the same scheme.
We hope to roll this out to other areas in the South of England over the coming months.
If you'd like to know more, please contact Harvey Lopata at harvey@lopata.co.uk.
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| Connecting...Live! |
| 14th May
Academy for Chief Executives, London Regional Conference
Acquisition of Business through Introductions
Warren House, Kingston-upon-Thames, London
26th May
4pm-7pm
East London Business Place
Networking with Focus
Barking Learning Centre,
2 Town
Square, Barking, IG11 7NB
Details are here
6th June
9.30am-5.30pm
Easy Business Workshop for Lawyers
Holiday Inn
Coram Street, Bloomsbury,
London WC1N 1HT
Book here
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