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Welcome to 'Connecting is not Enough'

Andy Lopata


Next week, February 1-5, is International Networking Week. A BNI initiative, the aim of International Networking Week is to 

'celebrate the key role that networking plays in the development and success of businesses across the world'. It's a noble initiative and one that deserves to gain some support and a greater profile in the UK.


I went along to the BNI Big Breakfast in London in 2007 to mark that year's International Networking Week. They are holding a similar event this year, with 400 people expected, and it certainly was a good event when I attended.


What is disappointing is that the concept doesn't seem to have taken off in the UK in the way it has elsewhere. There are three UK events listed on the official site, all of which are hosted by BNI.


The profile of networking and its credibility as an important business strategy, have certainly grown over the years and I have been delighted to see more companies take networking seriously. However, there still seems to be more competitiveness than collaboration between the different networking organisations, a problem we often ran into (with a few notable exceptions) when I was involved in networking groups.


I'd love to see International Networking Week embraced by networking organisations across the UK, as well as by schools and in corporates, in the same way as Global Entrepreneurship Week. Let's see the networks do some networking of their own and use their combined resources and influence to really raise the bar next year.


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Earlier this month The Financial Times wrote about whether Facebook and Twitter are effective business tools. I still meet people who think that Twitter is populated by individuals telling each other when they are going to make a cup of tea. At the same time, as the FT illustrated, businesses are collaborating on new projects having met through Twitter, staff are being recruited and sales are being made.

You can read the main FT article here and my thoughts in their 'Ask the Experts' section here.

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I talked about The BIG Event in Hertfordshire in my last newsletter. Subscribers to Connecting is not Enough can now enjoy a 25% discount on tickets by quoting the code 'VIP' when booking tickets at http://www.the-bigevent.com/register.

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Happy Networking!

Andy
Are you at the right event?
Networking Skill Tip

I constantly stress the importance of understanding why you are going to networking events if you want to make the most from them. That awareness can direct your planning, your behaviour at the event and your follow up, leading to much stronger results.

What I rarely talk about, however, is the understanding of why other people are there and respecting that. If your reason for attending doesn't match other people's it may well be the wrong event for you.

Once you have established your focus for an event, look to see if it is the right match. If your goal from attending a networking event is to meet new people, ask yourself why other people are attending. If their agenda is different to yours and they just want to hear the speaker or catch up with existing contacts, it may be worth adjusting your goals or choosing to attend a different event.
A warm start
Networking Strategy Tip

How much time do you spend cold calling? How many meetings do you get from those calls and how many of those meetings convert to sales?

If you were to use that time nurturing your network, it could have a much stronger impact on your business. Instead of picking up the phone to a new prospect, call someone who already trusts you, understands what you do and has the opportunity to refer you. Arrange to meet with them and ask for a couple of strong referrals.

You are far more likely to get an appointment from a referral than a cold call. That appointment is more likely to convert to business and that new client is, in turn, more likely to refer you again.

Cold calling is still a very effective lead generation tool for many sales people, when done well. If you already have a strong network in place though, they should be the first people you turn to.
A lasting impression
Online Social Networking Tip
It's quite possible that you have a profile on a range of social networks. You'll have received several invitations over the last few years and in some cases posted a profile and forgotten about the sites.

Take some time and check that your profiles are all up to date. Ensure the photo and logo are recent, the description of your business is current and you are creating the right impression.

Even if you don't use the networks actively, people can still find you online and they won't know that they are not looking at the correct information. Keep an eye out and make sure you leave the right impression wherever people find you.
Why Elevator Pitches don't work
Your Business Channel Video Tip 


I've been accosted at a few networking events recently by people anxious to share their elevator pitches with me. If you are still rehearsing your one minute presentation for anyone you meet before going to an event, watch this video from the Your Business Channel archives.

Why elevator pitches don't work

elevator pitch


Andy recommends... 

get well connected


With many people having lost their jobs over the last two years, networking has become the key tool for jobseekers to master if their search is to be successful.

I have recently recorded an audio programme about using your network to get a job (more on that to come!). Another excellent resource is 'Get Well Connected' by careers expert Andy Gooday.

The book covers the basic principles and skills of networking very well, especially their relevance in the job market. It's main focus though is the application of social networks, with seperate chapters focused on tactics for jobseekers using LinkedIn, Facebook, Twitter and LookupPage, as well as covering other useful resources elsewhere.

It's well-researched and written and is a handy reference guide for anyone looking to get ahead in the race for a new job.
Are you ready for the Network Economy?
The National Networker 

thenationalnetworker


In this issue's excerpt from The National Networker, Karl Smith looks at the development of our economic system and our progression from an agricultural to an industrial economy and now into a 'network economy'. This is based on an excellent book by Leon Benjamin, 'Winning by Sharing'.

Karl's article includes an interesting view of the differences between the new economy and the old and highlights the need to view social capital and collaboration more seriously. 

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.

Just for Fun

Many people will know of my dislike of the question 'what do you do?' when you first meet someone at a networking event. Here's exactly why you might want to avoid asking the question:




How not to network



Thanks to Jackie Barrie for bringing this wonderful sketch to my attention.
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.


Are you a professional services firm with more than 5 employees?

Are you getting the results from your networking that you'd like?

Are you getting a steady flow of introductions from other professional services firms?


We are launching a limited number of Professional Services Networking and Referral Strategy Groups.

Each group of fifteen will comprise five professionals from three firms in
non-competing but complementary business fields.

The overall objective is to substantially increase each firm's return on investment from networking both in general and by building on the synergy with each other.

For more information and to discuss this further please contact Harvey Lopata on 01992 450488 or email harvey@lopata.co.uk

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Connecting...Live!

11th February

10.30am-12 noon

"Leveraging the Power of your Network"

Academy for Chief Executives Entrepreneurs Board

Rainbow Trust Children's Charity
Leatherhead
Surrey

Guests are welcome to attend this event. For more information please click here or email Gordon Bromley

Networking in Ninety
Networking in Ninety Minutes - the Audio Programme
In other people's words:

"Andy has worked with my business partner and me for a number of months as a referral and networking coach.

Our business has demonstrably grown due to the new techniques and skills learned through working with Andy.

I would recommend Andy to work with other professionals / business owners / sales forces to hone the increasingly important skills of growing business through referrals and achieving the desired results when networking."


Dan
Hall
Financial Advisor
Merrill Lynch


"I had great the great privilege of learning from Andy on one of his business coaching sessions at Natwest.

 
I can honestly say that what i learned from Andy not only helped me achieve outstanding results in my working environment but also with personal interactions.


What I learned and implemented has significantly changed my prospects for the future and given me the confidence to undertake tasks that i would previously have been intimidated by."


Fawzan Chaudhri

Senior Business Manager, Royal Bank of Scotland