| Welcome to 'Connecting is not Enough' |
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One of the less recognised advantages of the growth of social networks has been the re-sparking of old relationships. Initiated by Friends Reunited and then picked up by Facebook, this has led to many former friendships starting again. The media have picked up on the more 'romantic' benefits of this, but its impact goes much deeper.
Some people may prefer to let sleeping dogs lie, and in some cases that is preferable. I have, however, recently, caught up with two former school friends and reconnected with two more, having not seen any of them for over 20 years. My mother now has a booming group of former University friends brought back together through Friends Reunited and meeting each other four times a year to catch up.
When I took a year out of work and travelled in the mid 1990s I made a lot of good friends very quickly and then lost contact with equal speed as we moved in opposite directions with no email or mobile phones to stay in touch. People travelling today will have friends for life thanks to modern communications.
In a recent article, Peter Jones of Dragons Den complained about the amount of work required to use social networks and then talked about the importance of staying in touch. It has never been easier to develop and, most importantly, maintain relationships, even when not seeing people for a period of time.
With social networks, people feel as though they are still in touch even if you are not speaking to each other directly. As a result, the size of the average person's network is growing, and the potential it offers them grows even more.
What sometimes may seem frivolous and time consuming may have deeper benefits than immediately apparent. And that could make all of the work worthwhile.
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A couple of weekends ago saw me enjoy some good media coverage, with Mike Southon's column in the FT discussing my approach to working with your network and my thoughts being sought by The Sunday Times for an article about networking to find a job. You can read The Sunday Times piece, 'Learn how to make the most of networks' here
Saturday's article from The FT is not yet available online, I will let you know as soon as it is.
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I am looking at writing a blog next week with the top ten ways to initiate a conversation at a networking event. I've got my ideas, but would love to feature some of yours. What works for you? And equally, what doesnt work?
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On a personal note, the new football season starts on Saturday and my team (Charlton Athletic) begin in the third tier of English football for the first time since 1980.
So spare a thought for me at the weekend as we welcome Wycombe Wanderers to The Valley, where Manchester United and Arsenal would have been the visitors just three years ago.
Still, I won't have any problems finding a seat!
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Happy Networking!
Andy
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Missing the party
Networking Skill Tip |
A few years ago I opened the Annual Conference for the Trainee Solicitors Group with a speech about networking skills. At the beginning of the day, before the plenary session started, there was a seperate room serving tea, coffee and croissants for the delegates to network.
As we soundchecked and went through the final preparation in the main arena, we noticed people come into the room with their drink in hand and find a seat while networking was going on elsewhere. As the room filled, people were very careful to find somewhere to sit away from anyone else.
Fear of approaching strangers leads us to action like this. Despite every effort made to encourage people to network, people still prefer to avoid the prospect of rejection (however unlikely) by finding a quiet spot to sit on their own.
Before you attend any such event, remind yourself of what you want to, and can, achieve. If you can see benefits from meeting new people, make the effort to network and don't sit down in the main arena until you are invited to. When you do so, find someone you don't know, sit next to them and introduce yourself.
You'll get so much more from the event if you just make that effort.
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Speaking out
Networking Strategy Tip |
Many networking events offer speakers as part of the attraction. The opportunity is there for you to hear a wide range of experts on business and personal development matters that can potentially have a huge impact on your business.
How much thought do you give to how relevant these speakers are to your business? Many of us go along thinking that the speaker may be 'interesting', but there is an opportunity to get so much more value.
Look at the challenges your business faces, your team's strengths and weaknesses and the key areas you could improve in. Then actively look for events with speakers specialising in those areas, or find out who the experts are then where and when they are appearing.
Go with a clear idea of what you want to learn, the key points that will have an immediate impact on your business. Commit to two or three action points you will follow up with and hold yourself accountable for doing so.
Speakers aren't just there for your entertainment, they are there to help you improve your business.
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Endorsements that count
Online Social Networking Tip
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Online networks have made a telling contribution to business marketing in so many ways over recent years. One way they have done this is to raise the importance of, and ease of gathering, business testimonials.
On sites like LinkedIn and Ecademy, people can leave a testimonial for you at any time. LinkedIn has the added advantage of allowing you to decide whether or not to display that testimonial and even ask for edits.
So, what makes a testimonial valuable? While it might be nice for people to share what a great person you are, how good it has been to connect with you or how helpful you have been, do these testimonials really add much value if read by prospective clients?
The best testimonials are those which clearly demonstrate the effect you have had on a client. What problem did you solve and what benefit did they have as a result of using your services?
I occasionally get asked on LinkedIn to provide a testimonial for someone whose services I have had no commercial experience of. What value can I add in such a testimonial? I can repeat hearsay at best. When asking people to provide endorsements, approach those who can add value.
The acid test, when a prospective client or Champion reads the testimonial, should be the impact it will have on their decision to connect with you.
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How to get the most out of Networking
Video Tip |
 Do you view people simply as prospects or not when you network? Is it a case of black or white? People worth speaking to and those who aren't? It can be tempting to do so, but as I discuss in this video, recorded for Currencies Direct, there is so much to be gained by building relationships with people you might otherwise write off. You can watch the video here.
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| Andy recommends... |
Last year I was invited to Chair The Retail Conference in London and I'm delighted to have been invited to return to the role this year. The event takes place on Wednesday 23rd September at The Cavendish Conference Centre.
This is an excellent event for anyone interested in learning more about the retail industry and developing contacts across retail. Once again, the organisers have been successful in attracting some leading names from retail to talk about their experience and methods of work, including Catie Callendar, MD of Crabtree and Evelyn, Martin Leeming from ASDA and Nigel Rothband, CEO of The Retail Trust. A full list of seminars and workshops is available on the website.
A major theme of this year's conference will be how retailers can engage with social media (the theme of my opening comments) and the role of the web in marketing retailers locally.
The event is free for retailers to attend, with a charge for all other attendees. You can register here.
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The Top Ten Ways to Ensure Your Networks are More Effective and Produce Results
The National Networker |
With so many people coming to networking for the first time, there is a risk that many won't get the return on investment they have imagined.
For my monthly column in The National Networker I decided to look at the ways to ensure you can get a return and make networking work for you.
I'd be interested to hear your tips and ideas. Please have a read and then comment on the article here.
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| Just for Fun |
One of the biggest concerns people have when networking is remembering names. If it's gone beyond that for you, and you're even struggling to remember which event you're meant to be at, this is dedicated to you:
Tom Rush - Looking for my Car Keys
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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 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.
We may be able to provide similar funded sessions for companies further afield.
If you'd like to know more, please contact Harvey Lopata at harvey@lopata.co.uk.
07930 633245
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| Connecting...Live! |
| 26th August
1pm-4.30pm
Networking, not Not-Working - How to make the room work for you
Service Network
Newcastle Racecourse, High Gosforth Park, NE3 5HP
Book Here
23rd September
8am-5pm
Chairman, The Retail Conference
Cavendish Conference Centre
22 Duchess Mews
London W1G 9DT
Book Here
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In other people's words:
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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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"Andy
gave a highly enjoyable interactive talk at a Swedish Chamber of Commerce
networking event.
His ideas changed my attitude towards networking and as a
direct result of his talk one of the other guests recommended me to a client of
hers and within two weeks she was a client of mine!
A big thank you to Andy for an
inspiring and educational talk, with immediate benefits!"
Daniel Wise, Executive & Business Coach
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"Andy
connects at the nuclear level. He is always looking to help anyone he is
talking with - and he has connections, who have connections, who have
connections.
His drive is to help people to network strategically, and he is a
true master at this work. If you have any need to meet person X, acquire service
Y, visit place Z - talk to Andy.
If you want your business enhanced, hire him,
you won't be disappointed, you will be amazed."
Fergus McClelland
Owner, Vocal Trademark
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