| Welcome to 'Connecting is not Enough' |
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After a talk I gave on Monday one of the delegates came up to me and explained how I had given him a new way of looking at events.
I had told a story of someone to whom I had tried to speak at an event, but had been met with a series of monosyllabic grunts in response. That person had a very clear idea of who he wanted to meet at the event and was not prepared to waste his time speaking to anyone else. I clearly didn't fit the bill!
I explained to Monday's audience that I was connected directly to someone who could have helped that person by introducing him directly to everyone he wanted to meet. All of whom were networking in their own circle in another room at that time. The problem was that he never took the time to find out how I could help him.
His problem, not mine!
The delegate on Monday explained that he always looked to sell at networking events and had never thought of the connections that could be made by people he met there. The idea of referrals had not previously occurred to him.
When you go to events remember you are there to build your network. If you do that by building effective relationships you will be able to sell through the people you meet, rather than just trying to sell to them.
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In the same vein, the theme of this month's Fresh Business Thinking Networking Newsletter, which came out on Tuesday, is common networking mistakes. As well as two articles from me outlining where people so often fall down when networking, there are also contributions from BNI Founder and Networking Master Ivan Misner and CEO of UK network NRG, Dave Clarke.
Learn how not to network here!
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Happy Networking!
Andy
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Take yourself out of the equation
Networking Skill Tip | |
The Swedish have a wonderful word. It is 'Lyh�rdhet' and it translates as 'listening with all of the senses'. I have talked before about how we use the phrase 'listen to' in English, which for me suggests a passive act and that we should instead 'listen for' people.
In 'The Seven Habits of Highly Effective People', Stephen Covey talks about 'empathetic listening'. In the book Covey says, "'Seek first to understand' involves a very deep shift in paradigm. We typically seek first to be understood. Most people do not listen with the intent to understand; they listen with the intent to reply. They're either speaking or preparing to speak."
If you want to be a truly great networker and connector, you need to learn to 'listen for' people. When speaking with others you need to take yourself out of the equation. Seek to understand how people in your network can help each other. Look for key words that connect them together, either based on their wants or needs.
If you can make those connections, others will then want to help you in return.
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Being the solution first
Networking Strategy Tip | I was asked twice last week for advice on how it is possible to stand out from the crowd when you provide the same service as everyone else.
Many marketing speakers now argue against the relevance of a 'USP', or unique selling proposition, when providing a homogeneous product or service. You can't expect your network to talk about how wonderful your product or service is when it is the same as everyone else.
Yes, people can speak about your reliability, professionalism and trustworthiness. Surely though your competitors will be promoting the same characteristics in such a market .
What your network can do for you is recognise opportunities when people need your help, before those people have realised themselves. If you can help your champions understand what problems you solve and when they are likely to arise, they can refer you before your prospects are looking elsewhere.
If you are put forward as the solution to a problem that has only just been recognised your prospects are going to be less likely to shop around and you won't have to worry about differentiating yourself. If the referral is strong enough and you follow up quickly, they may well not be comparing you to anyone else.
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The whites of their eyes
Online Social Networking Tip
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powerful online networks may be, they don't replace the value of
face-to-face meetings for building trust. I have made many friends
online but those relationships have accelerated once I have met those
people in person.
I am a great believer in the value of seeing
the whites of people's eyes. Take some time out to meet the people you
connect with online. Many of the online networks have regular events
where members can meet each other. If not run by the network
themselves, you will find proactive members putting these events
together.
Get out and meet your virtual network as often as
you can. While not always feasible, particularly with overseas
contacts, the more you do it the more online networks will work for
you.
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What do people say about you?
Video Tip |
In the last video tip I talked about how the old saying of "It's not what you know, it's who you know" is not the foundation of networking that many people believe.
In fact it's who knows you, as we discussed last time, together with what they say about you.
In this video I explore why you need to manage your message and how other people repeat it if you want to be a successful networker.
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| Andy recommends... | |
If you are a UK based start up or small business and want fantastic advice from business experts, you may be interested in attending an event at which I am speaking in September.
The event is Sage World 2010. Speakers include the excellent Caspar Berry, Will King, founder of King of Shaves, Mark Palmer, Global Brand Director of Green and Blacks and my good friend and marketing expert Geoff Ramm.
The organisers are also keen to ensure that this is not just an event where business people will listen to speakers, take notes and go away. They have designed it so that all delegates get involved and create their own event experience and, as they put it, "immerse yourself in a different kind of interactive and engaging business event".
The event is at The International Centre in Telford on 8th and 9th September and the good news is... tickets are free! You can book your place here.
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| Just for Fun |
In this newsletter and the next I'm going to share some wonderful public surprise performances.
I'm still in tears of laughter at this one, from the excellent Improv Everywhere company, Star Wars on the underground!
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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, find out more details on our website or 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 2010. All rights reserved.
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Why you shouldn't just sit back and enjoy the sunshine
| With the Summer holidays upon us, too many companies risk sitting back on their laurels and enjoying the August sunshine.
After all, clients are on holiday, many of your own staff are away, so why bother?
Of course, the most successful businesses don't sit back and look for excuses during this period. Instead they up their game and use the time as productively as possible.
August is a great time to upskill your teams and prepare them for the run in to Christmas. 2/3 of the way through the year, it's time for new ideas and a fresh approach.
We have a range of workshops that, among others, offer teams a new outlook on why they need to network, how to get a return from their networking, networking for their career and generating referrals.
We have some attractive pricing for companies who want to run sessions in August, so please get in touch and have a chat to see how we can make you enjoy the Summer, whatever the weather.
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Andy's Musings...
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A selection of Andy's regular online columns and coverage elsewhere:
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In other people's words:
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"We ran another successful networking event for SMEs on 1st July with
Andy as the main speaker.
Once again he worked his normal magic
on the audience and very quickly dispelled some (if not all) of those
well-worn myths, mistakes and cliches traditionally associated with
'successful' networking.
This was undertaken with a select group of
small to medium business owners and held in a a busy East London
banking hall of one of the 'Big 4' .. so absolutely the right place to
talk about networking in the upswing, and how to really ride that
recovery wave!
We have already had rave reviews back with many saying
it's the best networking seminar and event they've ever attended, and
many others waxing lyrical how he got through to them via
easy-to-understand messages and exercises.
I would wholeheartedly
recommend Andy to any business (whatever size) who need to understand
exactly why connecting is not enough!"
Glen Addis, East London Business Place
Read more testimonials on our website
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