header
Welcome to 'Connecting is not Enough'

Andy Lopata

Never understimate the power of a simple 'Thank You'. A couple of weeks ago I received a card in the post with 'Thanks for all of your hard work!' on the front.

Inside, the sender wanted to thank me for my articles and explained how he found them helpful.

It's the little touches like this that can make such a difference to people in your network. I was really happy to receive such a card and it will join others on my bookcase, some of which date back almost a decade. I never throw away a thank you card.

Too often we try to be over-elaborate in the way we thank people, or don't bother at all. Most of the time, a simple touch like a thank-you card can go a long, long way.

--------------------------------------------------

We are just a couple of weeks from The BIG Event in Hertfordshire. As well as Chairing the event I am also appearing on a Social Media Panel along with Ecademy Founder Penny Power, Twitter specialist Mark Shaw and Media Coach Alan Stevens.

Taking over the MC duties while I am on the panel is my good friend David McQueen. David wants to make sure that he asks the right questions of the panellists, so he'd like to know what questions you'd like us to answer.

I have three tickets to The BIG Event to give away to readers of my blog, Facebook and LinkedIn pages and newsletter who come up with the best questions to ask the Social Media Panel.

Please send your questions to me at [email protected]. Closing date for entries is midday on Thursday 25th February and winners will be notified that afternoon.

----------------------------------------------------

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
I'd like you to meet...
Networking Skill Tip

Are you, like most of us, nervous about approaching strangers at networking events? Fear not, there is a solution!

Have you noticed how we don't experience the same fear of approaching a stranger when someone else introduces us to them?

If you really cannot face introducing yourself to someone cold, ask someone else to do it for you. It may be someone you both know who is also at the event, or the host. They will be happy to make introductions for you, making it much more comfortable for you to ease your way into conversation.
How can I refer someone I've never met?
Networking Strategy Tip
That is one of the most common questions I was asked when I used to invite people to join referral-focused networking groups. And it's a perfectly valid question. After all, referrals are based on trust, and surely you need to build trust before referring people.

However, things aren't that black and white. You certainly wouldn't give a strong unqualified referral to someone you have only just met. You can, however, still make a connection while making clear the nature of your relationship with the person you are referring, qualifying the referral.

Use qualified referrals to build your trust in new people in your networks, making it clear to the buyer of their services that you aren't vouching for them but that they may be able to help. As you get to know them better and get good feedback about their work, the nature of the referrals you pass will change with increased trust.

It's not all about you
Online Social Networking Tip
I recently asked for recommendations on Twitter and Facebook, partly out of interest. I wanted to see how many people would recommend or refer others, and how many would simply push their own services.

I was interested in this because of the amount of people recently who have latched on status updates to try to sell. It's not normally well received.

Stand out from the crowd. If you see the opportunity to recommend someone from your network in social networking discussions, and it is appropriate, do so. The more you are seen to be willing to spend time talking about others in your network, the more likely they are to do the same for you.

Third party recommendation and endorsement is so much more effective than pushing your name forward when it's not necessarily asked for.
Effective use of Twitter for Business
Currencies Direct Video Tip 


With Twitter still the rage and so many discussions going on about whether Twitter is effective for business, I thought it would be a good time to re-run a video I recorded for Currencies Direct in the Summer about how I use Twitter.

Twitter as a Business Tool

Twitter for business


Andy recommends... 

accountancy seminar


Last month I attended a seminar on how to develop successful business relationships with accountants. The seminar was run by the Founder of the Tax Advice Network, Mark Lee. Mark is a former Partner in two top accountancy firms and was Chairman of the Institute of Chartered Accountants (England and Wales) Tax Faculty from 2003-2005.

Mark's seminar was excellent and very practical. Getting the inside view on how accountancy firms operate, the decision making process in different sized practices and common mistakes made by people marketing to accountants was so useful as we are doing an increasing amount of work with accountancy firms.

I know that a number of readers of 'Connecting is not Enough' either work with accountants or look to forge strong referral relationships with them. If either are important parts of your business, I'd strongly recommend Mark's course.

The next half-day session is on March 17th in London and you can find out more details at:

"Building profitable relationships with accountants - everything you need to know before you ask for referrals, try to sell to or try to sell through accountants".
Getting your referral message across
The National Networker 

thenationalnetworker


How well do you get your message across to the people who might refer you?

Over the next couple of months in my column in The National Networker, I list ten tips on how to get your referral message across.

In the first five tips this month I look at understanding your message, targeting your questions, being specific and direct and the importance of putting yourself in others' shoes.

Tips 6-10 will follow next month.

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

Some wonderful creative flair this week from 'Ukraine's Got Talent' (yes, honestly!)






Sandpainting
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 [email protected]

Quick Links
Lopata.co.uk

Networking in Ninety Minutes - Double CD Set

Connecting is not Enough on Facebook

Andy on Linked In

Andy on ecademy

Andy on Xing

Andy on BT Tradespace

Follow Andy on Twitter

'...and Death Came Third!' on Facebook

Business Networking Strategy Group on LinkedIn

Connecting is Not Enough Back Issues

Join Our Mailing List
Connecting...Live!

4th March
8.25am-5.15pm

The BIG Event
Fielder Conference Centre
Hatfield
Hertfordshire

Tickets from www.the-bigevent.com.
Quote 'VIP' for 25% discount


8th March
10am-5.30pm

"How to Win More Clients"

SuccessTrack Seminar
Latimer Place, Bucks

Members only, sold out

Networking in Ninety
Networking in Ninety Minutes - the Audio Programme
In other people's words:
"Andy is a true professional and has a keen insight into the industry of networking.

As a writer, Andy is exceptional at representing the sensibilities of the British people when it comes to networking. I am truly honored to have him as a member of our team."

Adam J. Kovitz, CEO, Founder & Publisher, The National Networker



"I very arrogantly thought that there wasn't much anyone could teach me about networking. However, when invited to one of Andy's seminars, I decided to go.

What I learned there has completely changed the way in which I approach networking. I've moved from an 'ad hoc' approach to making my networking activities strategic and goal orientated.

I would urge anyone seeking new business to tap into Andy's knowledge first. You'll be far more effective as a result."

Jackie Hutchings
Creative Development,
Footdown ltd