| Welcome to 'Connecting is not Enough' |
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Communication seems to have been a big theme over the last couple of weeks.
On a global stage, Barack Obama's talk in the Middle East last week had to balance on a very thin line between convincing moderates in the Region that he has a genuine desire to change the way the West interacts with the Muslim world, while not losing valuable support at Home.
In the UK our Prime Minister lost the support of members of his own cabinet and the media dissected every resignation letter, looking for the meanings that were initially hidden between the lines but, in the later resignations, were very transparent. After disastrous local and European election results, he has accepted that he must communicate more effectively with both members of his Party and the Public.
Personally, I went to an excellent 'GenderSpeak' workshop run by European Professional Women's Network (more of them later). The workshop looked at the communication differences between the genders and illustrated the reasons for so many misunderstandings, both domestically and in a professional environment.
Successful networking relies, of course, on effective communication. Whether it is building trust by always being honest and positive, or communicating your needs clearly to those who want to help you, the language we use and the message we present is key to our success.
How much time do you spend looking at what and how you communicate? Does the way your message is perceived match your own image of it, and is it designed to take you a step closer to your goals?
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I have been running the first sessions under the Government's Train to Gain scheme over the last month, and the response so far has been excellent. The great news is that we can now offer this service beyond just London.
If you are based in Hertfordshire, Essex, Cambridgeshire or Bedfordshire you can also now qualify for a fully funded networking consultancy with me.
More details are on the right. Take advantage of this while you can!
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Happy Networking!
Andy
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Knock their socks off
Networking Skill Tip |
Do you attend a regular networking event where each member gives a short presentation on their business? Perhaps you are a member of NRG, BRX, BNI or 4 Networking for example.
How much time and thought do you give to your presentation before delivering it? Is it a chore that you just want to leave until the last minute to worry about, or a pleasure that you anticipate with excitement? Do you think that how you feel about it and how much thought you have given it might transmit itself to your audience?
That's right, your audience. Too often we forget that we are delivering a message to others in the hope they'll act on it. Instead we focus on basic, unexciting information just so that we can get it over with. We fail to inspire others to act on our behalf, we stand a better chance of sending them to sleep!
Take some time out, ask yourself what you want to achieve from this opportunity and what your audience need to hear to help you achieve that goal. Make it interesting for them, keep it fresh.
Knock their socks off and make it clear, ensure there's a strong message or call to action and make it memorable.
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Getting the timing right
Networking Strategy Tip |
When is the right time to ask a client to refer you?
Many businesses train their sales teams to ask for referrals as soon as a client has signed up. I'm not convinced that this is ideal timing.
A good referral needs two key elements to make it happen. The greater the level of trust your referrer has in you the more comfortable they are making the referral and the stronger the connection is. The more they understand your business, the easier they will find it to recognise and convert opportunities to refer you.
When you have just signed up a new client, you have still got to win their complete trust. Although they may believe strongly enough in your abilities to work with you, they still haven't seen the impact you can have on them and it is those results that will convert belief into trust.
Similarly, the longer you work with them the more they will know about your business, how you work and the benefits of working with you.
So, when is the right time to ask a client for referrals? Surely not at the very beginning of the relationship.
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Do you spread viruses?
Online Social Networking Tip
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Far from being simply about "what you are doing right now" as originally devised, Twitter has turned into a very effective medium for sharing information, passing on news and informative articles and providing a viral marketing medium.
If you read something interesting and think that others in your network would benefit from reading it (like this newsletter, for instance!) you can point to it in a Tweet. Others who share your thoughts simply 'ReTweet' that information, sharing it with their network and crediting the person who alerted them to it.
Whether it's an event you'd like to promote, an article on your blog, some media coverage you've gained or even a funny viral video, crafting a tweet that others will want to share is a strong way to spread the message widely and speedily.
The key, as with anything that relies on your network, is that you have to appeal to people and ensure they feel that passing your information will reflect well on them. Few people will pass on sales messages, you have to be more creative than that.
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Working out your networking ROI
Your Business Channel Video Tip |
 Few people really understand what the return on their investment from networking is, and this leads to networking failing for so many. Understanding how to measure the ROI from your networking is a key step to maximising that return. I discuss this in more detail in this video from the Your Business Channel archives.
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| Andy recommends... |
I recently read a very interesting book looking at the importance of networking for women, particularly those employed within large organisations; and how women need to embrace networking and approach it from a confident, strategic direction to break through the glass ceilings of corporate life.
In Networking - the New Ariadne's Thread, Marie-Claude Peyrache and C�cile Demailly of the European Professional Women's Network argue that women's progress in business has been stifled by their reluctance to network and the lack of a network of women at senior levels to encourage and support other women climbing the ladder.
Looking at the progress of women's networks, the growth of online networking and how to network effectively, the book is packed with contributions from EPWN members, external contributions and fascinating survey responses.
I'm not sure about their habit of calling us Men 'the other gender', but there are perhaps worse terms they might have chosen! There is, however, a lot of good advice in this book and, while I don't agree with every argument put forward, it is certainly an excellent read and offers some fresh perspectives on effective network.
I'd even recommend it to 'the other gender'!
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Ten years later
The National Networker |
Having celebrated ten years in networking last month, I took the opportunity in this month's edition of The National Networker to look at how networking has developed over the last decade and what we can expect over the coming years.
From an increasing number of small businesses competing and collaborating with each other, to the impact of technology on networking behaviour, you can read my thoughts and add your own here.
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| Just for Fun |
I met last week with Lindsey Oliver, the Double Bass player in new act The Mummers. Lindsey and her colleagues appeared on 'Later with Jools Holland' a few weeks ago and their very individual sound is winning a growing number of friends.
Lindsey is looking forward to a summer of festivals with the Mummers, both here and overseas, including an appearance at Glastonbury. Good luck to them.
The Mummers - March of the Dawn (Live on Later with Jools Holland)
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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 Greater London, Hertfordshire, Essex, Cambridgeshire or Bedfordshire 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.
If you'd like to know more, please contact Harvey Lopata at harvey@lopata.co.uk.
07930 633245
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| Connecting...Live! |
| 16th June
7.15pm
The Importance of Networking in a Recession
Launch of The JC Wizonet
with Ruby Wax
Congress House
Great Russell Street
London
WC1B 3LS
Book here
* Mention my name to claim a �20 discount when you book
23rd June
5.45pm-8.30pm
How to become a Confident and Effective Networker
Institute of Actuaries
Staple Inn, London
Details here
24th June
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 harvey@lopata.co.uk
25th June
9.30am-1pm
The Importance of Networking in a Recession
Central London Retail Personnel Group
Members only event
27th June
9.30am-5.30pm
Easy Business Workshop for Lawyers
Holiday Inn
Coram Street, Bloomsbury,
London WC1N 1HT
Book here
1st July
6pm-8pm
How to Develop a Networking Strategy
Fresh Business Thinking
Private Dining Rooms of Smith & Williamson, 25 Moorgate, London, EC2R 6AY
Book Here
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In other people's words:
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"Andy Lopata's insights into referrals and
networking should be taught in all induction programmes.
Networking and
referrals should not be thought of as another sales skill or tactic, but as
part of the company's values and culture.
In difficult and challenging times
those that master the basics of networking and how to obtain referrals will see
a growth in sales and revenue at almost zero acquisition cost.
During good
economic times those that master these skills will gain market share at almost
no cost.
So, the question is not why or when you should start working on this.
The question is, what are you waiting for?"
Ignacio Hernandez
Managing Director, EMEA
Currencies Direct Limited
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"I invited
Andy to share his knowledge and insights around networking with all our
Footdown leaders. His inspiring and passionate contribution has shifted our
whole approach to the way we engage and enthuse leaders who work with us to be
the best they can be."
Mike Roe, Chief Executive
Footdown
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"One of the biggest
challenges ISES faced was the lack of interaction between our members at our
networking events.
Andy Lopata helped us to
change that with an interactive networking skills talk that was highly
successful.
We received fantastic feedback from our Members following the talk
and we have noticed a clear shift in the quality of networking at our events
ever since."
Will Broome,
President International Special Events Society UK
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