header
Welcome to 'Connecting is not Enough'
profile
Monday of this week saw me celebrating a landmark anniversary. On May 11th 1999 I started a new life, having left my previous job to become a freelance writer, I took up a part-time role with the newly-formed Business Referral Exchange to make cold calls for new members for the four existing groups.

Ten years, two books, several magazine columns and a blog later, I never did make it as a freelance writer!

The last decade has seen a huge growth in the popularity of networking. We have moved from a time when most people had never heard of the concept and those who did went to the few events available armed with stacks of business cards and the intention of signing up at least five new customers on the night; to a culture where relationship-building is the order of the day and you can network 24 hours a day, online on thousands of websites or face to face at breakfast, lunch or dinner.

As I write this, one group of networkers have gone abroad for a one week retreat....things really
have moved on.

There is still a long way to go though. People still, on the whole, treat networking as an afterthought, attending meetings and joining groups based on invitations and not on strategic thinking. Far too many businesses walk away from networking because it hasn't delivered results, despite never having identified what those results should look like.

I expect to see more tremendous changes over the next decade. and hope that one of those changes is the recognition of networking as a serious business tool that is built into the marketing strategies and development plans of businesses of all sizes.
-------------------------------------------------------------------------

Please note that we have changed the date of June's training date for Lawyers to 27th to avoid a clash with another industry event. Thanks for all of the offers of help from the last newsletter.

-------------------------------------------------------------------------

Thank you to those of you who put up with the technical problems we had with last week's survey.  We finally got there....please let me know if you didn't receive the correct link and would like to complete the survey.

-------------------------------------------------------------------------

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
Avoiding the quick exit
Networking Skill Tip
Networking events can take up a lot of our time. Breakfast meetings can run on until well into the working day while evening events mean getting home late. The temptation is, therefore, to leave as soon as the formal business has been concluded.

That can be a big mistake. Time and again I have seen the best conversations take place well after most people have left. People have relaxed, have got used to speaking to others and you don't tend to be interrupted as often mid flow. It is at the end of meetings that you often get into deeper conversation and find out more about people. It is also easier to approach the more 'in demand' people at the event, such as the speaker.

Don't be in such a rush to grab your coat and go, spend a little extra time networking and enjoy the dividends.
20/20 vision - the secret to asking for referrals
Networking Strategy Tip
At a recent session, a coaching client wanted me to address her problem when asking for help. She felt that she lacked the courage to ask some of her best contacts for referrals.

It soon became apparent that she didn't lack courage at all. What was missing was a clear idea of who she wanted to speak to and, therefore, the referrals her contacts could offer her.

As soon as we focused on the type of business her company was looking to win, and then looked at the likely network of her key contacts, the referrals she should ask for became very apparent. And she had no problems asking for them.
"Allow me to introduce myself...."
Online Social Networking Tip

Every day I receive new invitations to connect on various online networks. Often they come from people I have never met, or whose name I don't recognise.

If you've read my thoughts before I'd hope that you are not simply looking to connect with people to add to your 'notches on the bedpost'. Most people will know that I'm no fan of the numbers game, hence the title of this newsletter. Therefore, a request to connect should contain a reason for doing so, a line of greeting, an explanation of what you might have in common.

After all, would you approach someone at a networking event and simply say 'let's exchange business cards' before walking off?
Why 'Yes Men' lose out
Your Business Channel Video Tip 

yes men lose out

Are you a member of a networking group? Have you attended events recently? What prompted you to join, why did you attend in the first place?

There is a better way! Rather than simply accepting the invitations that come through first, align the events you go to and the networks you join with your business strategy.

In this video, filmed for Your Business Channel, I explain in more detail.
Andy recommends... 

Max Marketing
 
May 28th and 29th sees this year's Business Start Up Show at Excel, in London's Docklands. Billed as 'The UK's Biggest Event for Small Businesses', the two days see a host of top business speakers, from Dragons Den's Richard Farleigh, Doug Richard and Levi Roots to leading entrepreneurs David Gold and Brad Rosser.

As part of this year's show, The Max Marketing Conference offers a range of workshops focused on making your marketing more effective.

Details of the conference and the workshops, together with complimentary tickets to the Start Up Show are available here.
The importance of networking in a recession
The National Networker 

thenationalnetworker

Networking is becoming more and more important as the economy struggles and businesses suffer. Far from just being a lead generation tool, networking helps businesses compete in tough times in a number of ways.

This was the subject of my recent column in The National Networker. You can read the article here.
Just for Fun
Have you ever seen a man walk straight through a plate glass window?

Walking through glass

You have now!
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
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


If you're a small or medium sized business (5-250 employees) based in Greater 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 [email protected].
07930 633245 



Quick Links
Join Our Mailing List
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


29th May
9.30am-5pm

Train to Gain sign up day

The Hubworking Centre
8-9 Talbot Court
London
EC3V 0BP

Spaces available - see above and contact [email protected]
 

27th June
9.30am-5.30pm

Easy Business Workshop for Lawyers

Holiday Inn
Coram Street, Bloomsbury,
London WC1N 1HT

Book here