| Welcome to 'Connecting is not Enough' |
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Thank you to those of you who gave us your thoughts on what you enjoy about this newsletter and what changes you'd like to see. You might spot a couple of subtle changes in this latest issue based on your feedback, although I may have ignored the comment that I look like Max Bygraves, I'm far too young to know what that means!
We'd still like more responses though! Please take a few minutes to have a look at this survey and let us know your thoughts. Thank you.
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Barbara Saul recently asked me on Twitter which networks are worth paying for membership or upgrading to premium levels. I'd love to hear your views, which I will include in a blog on the subject next week.
Please email me your experiences. Alternatively you can comment on Twitter (use the #paidfornetworks) or on my LinkedIn or Facebook groups.
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Mike Southon's recent Financial Times column in which he discussed with me the referral opportunity provided by your network can now be found online here.
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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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Card trick /....part two
Networking Skill Tip |
In the last newsletter I promised that I'd look at business card design this time out.
In their desire to stand out from the crowd, people go to all sorts of lengths to make their business card different. Business cards can now be found in different shapes, sizes, materials and colours.
Let's not forget what business cards are for. From a networking perspective, they allow you to pass your information to someone you have just met so that they can follow up your conversation. That's it. You should be looking to make an impression through conversation, not cards.
What will people want to do with your card when you have passed it to them? They will want a reminder of what they agreed or discussed with you and they will want to record your details.
If they save their cards in a filing system, such as a rolodex, you may find yourself out in the cold if, in your haste to stand out from the crowd, your oversized card doesn't fit.
If you leave no white space for people to write on, or if your card's material doesn't allow people to write on it, they may not recall what you have discussed and what they have promised by the time they follow up.
Remember, many people now use card scanners and if your card is too large, too cluttered or too difficult for the scanner to read it may be discarded.
Keep it simple, make your card user-friendly and you'll have a tool that's useful when you network.
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Predicting the conversation
Networking Strategy Tip |
If you have people who want to refer you and you've asked them for specific connections, how easy will they find it to have the conversation?
Once they talk to your prospect about you, you have a handicap. You're not necessarily going to be there. If your champion has no conviction in, or no understanding of, your business that introduction is going to be of limited value to you.
Visualise the conversation they will have before you ask for the connection. What do they need to say to stimulate the other person's interest? What questions will they be faced with? Help them understand the response before they approach the other person and you have more chance of receiving a powerful referral where your prospect wants to speak to you and is keen to find out more.
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Getting yourself known
Online Social Networking Tip
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If you want to develop your network and build your reputation online, getting involved in groups and forums is a good start.
Rather than joining a new network and just reaching out to people with whom you're already connected elsewhere, seek out the most active groups and join in the conversation. On sites such as Ecademy you can also develop your network by commenting on other people's blogs.
I've talked before about the importance of connecting with people through shared interest. By commenting in the same groups and on the same blogs, you establish that mutual rapport and can start a conversation with them far more naturally.
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Underpromise and Overdeliver
Video Tip |
 Do you underpromise and overdeliver? This is a key way to create an impact, particularly when thanking people for referrals. Get it wrong, however, and you can lose a good referral source very quickly. I discuss this in more detail in this video filmed for Currencies Direct. |
| Andy recommends... |
 With the growth in networking recently and the sheer number of choices available to people looking for the right group to join, it is increasingly important for new networks to find their 'niche' and to be clear about what they offer.
We have recently become Foundation Partners of a new business club 'The Edge'. Run by Julia Payne and David Bowler, The Edge seem to be very focused on what they are trying to achieve and who should come along to their events.
Focused on driving strategic growth in businesses who are looking to exit in the next five years, The Edge back up their monthly networking events with regular information on growth strategies.
Next week's event promises to be entertaining, with a good friend of mine, Will Broome, the Chairman of London Launch, as the guest speaker (pictured). Having shared a platform with Will on a few occasions, I can guarantee that he will provide great value and will be a tough act to follow when I speak for The Edge next month.
You can find out more about The Edge here. Maybe I'll see you there next week.
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Knowing exactly what your customer wants
The National Networker |
Relationships are not just key in meeting new people and generating referral sources. Relationship building starts with your existing customers.
Why should they come to you when someone else may be able to provide the same product or service cheaper, more locally or more quickly? The answer will always lie in the relationship you have built with them.
In his recent article for The National Networker
New York based Real Estate Agent Yossi Feigenson argues that it's not just about building relationships with your customers, it's about understanding their needs.
You can read Yossi's article here.
Don't forget, if you like Yossi's article, you can receive a range of networking articles from across the US and globally every week through a free subscription to The National Networker. You can sign up here.
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| Just for Fun |
Having recently injured my back through waterskiing, I'm certainly not trying this for a while.....
Megawhoosh
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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, or you are interested in booking me for a speech or training session for your team, you can contact me on:
Tel: 07930 417833
Skype: andylopata
I look forward to hearing from you.
Andy
© All material copyright H & A Lopata ltd 2009. All rights reserved.
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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) 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! |
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10th September
11am-12 noon
Leveraging the Power of your Network
Academy for Chief Executives Regional Chairmen's Meeting
23rd September
8am-5pm
Chairman, The Retail Conference
Cavendish Conference Centre
22 Duchess Mews
London W1G 9DT
Book Here
8th October
6.30pm-9.30pm
Riding the Recovery Wave, Networking in the Upswing
The Edge,
City Golf
40 Coleman Street
London EC2R 5EH
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In other people's words:
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"Improving and developing networking skills had been highlighted by the business community as an area they required support on.
We wanted to put on an event that would allow businesses to come away feeling confident that they could get the most out of networking opportunities.
We also wanted to make the event interactive.
From the feedback received the delegates felt that the session met their objectives and was excellent."
Mariella Murray
Marketing and Events Manager
East London Business Place
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"From the feedback we received, our delegates thoroughly enjoyed your talk and they found it very interesting.
As a result of your advice, they are now able to network more confidently and effectively, enabling them to engage in further business for their companies.
Many thanks once again, it was a pleasure to work with you."
Kate Heyburn
Conference Coordinator
Actuarial Profession
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"I have known Andy for some years and admired his creativity and abilities as an entrepreneur focusing on networking.
I have also seen him grow to be a highly competent professional speaker.
Follow this man he will always add value."
Brian Chernett Founder and Executive Chairman
The Academy for Chief Executives
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