| Welcome to 'Connecting is not Enough' |
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How well do you know those people closest to you in your network? Their background, family history, where they live, interests?
I'm sure that we like to think we know our friends well, but I'm constantly amazed when I learn something new about someone I see on a regular basis. I'm a huge advocate of moving the topic of conversation away from business and instead just chatting. We will refer and support people we know, like and trust. You don't develop that level of relationship without moving the conversation on.
Last week I listened to Will Broome, CEO of LondonLaunch.com, give a talk which focused heavily on his background and personal history. I learnt more about Will in those 45 minutes than in several meetings over the last 15 months and now see him in a completely different light.
Next time you arrange to meet with someone you network with on a regular basis, make it social. Perhaps meet with a group of you over some drinks or dinner.
After all, you might learn something new!
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Once again thank you to everyone who completed the survey I sent out in the last two issues. There were a number of ideas, some of which I have already implemented, others I am looking at. One of the things I wanted to find out from the survey was how frequently you like to read this newsletter. Naturally, there was a big spread of opinion from weekly to monthly. Fortunately no one responded 'not at all'! From the next issue, we will now send the newsletter out every three weeks instead of fortnightly. So your next edition will be sent out on Thursday 8th October. ------------------------------------------------------------------------- In the last edition of the newsletter I mentioned that I would be speaking at The Edge networking event on the 8th October. Due to an operation I have agreed with the organisers to postpone my talk until the 12th November. You can find out more details and book here. Neville Spiers has kindly agreed to speak on the 8th October and will be talking about Negotiation Skills.
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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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A pointless exercise
Networking Skill Tip |
I went to an event recently where I met two business development managers from a leading hotel chain. In discussion I mentioned that I regularly attend an events network that is very popular among meeting planners and that I also knew some people who sometimes hold events in the area where their hotels are based.
Neither of them had a business card so I gave them mine and they promised to get in touch. Neither of them did.
I fail to see the purpose of attending events to build your network and enhance your profile if you are unable to complete the smallest task such as following up with the people you meet. In the example above there was a compelling reason why they should follow up with me, yet they failed to do so.
Even where there isn't an immediate opportunity, it is courteous to do what you promise to do or reply to those who follow up with you. You can't predict where those relationships might lead.
Your networking activity doesn't end once you leave the event. In some ways, that's just when it begins.
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Collective responsibility
Networking Strategy Tip |
Networking and referral generation shouldn't just be the responsibility of the sales people in a business. The most successful companies generate a 'referral culture' where all the team have a pride in the business, an understanding of what happens beyond their own area of responsibility and are always looking for opportunities.
Think of the great customer service stories you have heard. They often involve someone going 'the extra mile' beyond their personal remit. One of the prime reasons for that is an understanding that we all have influence over the customers' experience and whether they will recommend our services to others.
I recently ran a referrals workshop for one client where people from across the company came along. Among them was the Financial Director, who had never even considered passing referrals across to the Sales Team from his own contacts. In the two months after the workshop he passed them seven leads.
What difference would it make to your business if everyone made networking and referrals part of their job description?
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Protecting your brand
Online Social Networking Tip
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Just because social networks are less formal than traditional routes to market doesn't mean that you should be any less aware of the importance of your brand.
If you have brand guidelines it may be a good idea to update them with how you should engage in social media, particularly if you have regional offices, franchisees or if you have more than one person within the company using such networks.
Brand consistency is a key part of your business. In many ways social media offer the biggest threat to that consistency, so be aware and make sure you put the correct safeguards in place.
Even if you work for yourself or you are the only person in your organisation networking online, always remember that you represent the brand and your actions are consistent with the image you want to portray.
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Dropping the ball
Video Tip |
 We all drop the ball every now and then. It's how we pick it back up that makes the difference. In this video from the Your Business Channel archives I explain how I failed to follow up a referral that was passed to me and the importance of how I responded once my mistake had been pointed out to me. You can watch the video here. |
| Andy recommends... |
A humour-packed double whammy this time out! Every now and then I like to recommend newsletters that I enjoy in this section. With the stream of e-zines and newsletters sent every week, there are very few regular missives that I look out for every time they come in.
Two of the e-zines I am guaranteed to read come from comedians John Hotowka and Kenny Harris. While Kenny is a veteran of the stand up circuit, I'm not sure if magician John would choose the moniker of 'comedian' but he is genuinely one of the funniest speakers I have seen on the UK circuit.
Both John and Kenny are equally at home MC'ing events and on the after-dinner circuit. They both also offer excellent business-focused keynote talks, Kenny specialising in creativity.
Their e-zines are equally enjoyable, packed with humour and useful business tips.
You can find out more about John and Kenny and sign up for their newsletters at their websites.
Kenny Harris - Headsurfing
John Hotowka - Magic in your Company
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Busting the Myth
The National Networker |
I seem to have hit a sweet spot in my column for The National Networker this month. My article, where I explore why networking groups do not generate referrals, has resided in the top five National Networker articles for most of the last fortnight and has attracted a range of comments both on The National Networker site and where it has been reposted by fellow authors elsewhere.
If you want to see what all the fuss is about and lend your voice to the debate, you can read the article here.
Don't forget, if you like this 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 |
Steve Martin shows off his genius on the Johnny Carson show. Such amazing magic!
Welcome The Great Flydini.....is this what you call a 'zip file'?
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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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23rd September
8am-5pm
Chairman, The Retail Conference
Cavendish Conference Centre
22 Duchess Mews
London W1G 9DT
Book Here
22nd October
6.30pm-9.30pm
Riding the Recovery Wave, Networking in the Upswing
One Alfred Place Members Club
One Alfred Place
London
WC1E 7EB
Members' event. Contact me if you'd like to attend as a guest 10th November
3pm-5pm
Building a Business on Bacon and Eggs
Achievement Day 2009
Stockholm
Sweden
Details (in Swedish) here
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In other people's words:
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"A networking event about networking is an ideal
platform to challenge common issues and perceptions.
Andy's barrier breaking
approach to networking had the audience enthralled and eager to try out their
new found skills.
Highly entertaining, and with the ability to engage every
member of the audience, Andy showed the difference between 'networking' and
'networking for business gain'."
Anna Patrick
Events Co-ordinator
Service Network
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"Andy and I are both featured
writers in The National Networker.
I constantly share Andy's
articles with my network and get tremendous positive feedback.
Andy is
a master networker who understands the principles of giving to receive,
building relationships and genuinely caring about others. He is also
very articulate and an excellent speaker."
Rick Itzkowich
VP Marketing at
Productive Learning & Leisure,LLC
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