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Welcome to 'Connecting is not Enough'

Andy Lopata Antreprenor 2010

I'm delighted to hear that registrations for the Sage World 2010 event in Telford in a couple of weeks are now around the 1,500 mark.

I'm speaking on both days at the event alongside some exceptional business experts and entrepreneurs and Sage have worked hard to ensure that each delegate will enjoy a fully interactive experience. I'm particularly interested to see in action the SpotMe technology they are using for people to exchange details, meet key people and ask questions of the speakers.

As well as my two talks, I'll be holding surgeries, facilitating networking and be available to answer your questions on networking and referral generation on both days of the event.

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If you can't get along to Telford for Sage World, there is another excellent event on 8th September in London.

Fresh Business Thinking Live! takes place at Old Billingsgate and is being described as 'an MBA in a day'. There are certainly some excellent speakers and, having spoken at a similar event for Fresh Business Thinking in the past, I'm sure it will provide tremendous value.


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I was interviewed last week for an article in The Financial Times on how to manage big networks and whether they are desirable. The article is scheduled to appear in the Entrepreneurship section of the paper this Saturday. You should also be able to access it on the paper's website, probably from tomorrow evening.

Should the interview be carried in the paper, I will include a link in the next edition of 'Connecting is not Enough'.

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I have again responded to a couple of questions from readers in the tips section of this issue of 'Connecting is not Enough'.

If you have any questions you'd like me to address either in this newsletter or on my blog, please either tweet me, post them onto our Facebook or LinkedIn pages or email them to me.

I always try to address as many as possible.


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You can catch me speaking in September at the following events:

8th Sage World 2010 -Make the Room Work for You - Develop a networking strategy to help you get the most from Sage World 2010 and beyond

9th Sage World 2010 - Leveraging the Power of Your Network - How to Grow Your Business by Increasing Your Referrals

13th Surrey Chamber of Commerce - Networking in the upswing

17th Trainer Talk Live - Leveraging the Power of Your Network - How to Grow Your Business by Increasing Your Referrals

22nd Retail Conference - Conference Chairman

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Happy Networking!

Andy
When do you decide it's a waste of time?
Networking Skill Tip
Jackie Walker asked me on Twitter "Is there an optimum ratio of connecting and helping others before you recognise it isn't ever going to be reciprocal?"

This is a question that can be interpreted in one of two ways, both of which are worth looking at in more detail. I'll explore individual relationships in this issue of 'Connecting is not Enough' and the support flowing from your network as a whole in three weeks time.

If you are looking at an individual relationship, when do you decide that support is just flowing one way? There is no standard measurement you can make, all people are different. It may be that people want to help you but don't understand how to. It may be that they aren't speaking to the right people or about the right subject. It may be that they simply don't understand what you do, who you do it for or the support you need.

So don't jump to conclusions. Are you making it easy for people to help you? Have you directly
asked for their help? Have you asked for support you know they are in a position to deliver? My first focus would be to look at these two questions and look at how people respond.

You can also look at the time and effort it takes you to help others. If it is a simple connection that takes little time, it may be easy to just carry on. If you are investing huge amounts of time and effort on someone else's behalf and feel it isn't appreciated, you may choose to think again.

I was asked a similar question about reciprocal relationships last year and answered in more detail in this blog.

Who's in your network?
Networking Strategy Tip

Think 'referral' and most people think of their clients. That's a natural link, after all our clients are the people who know the value of what we deliver the best, so shouldn't they be the people to refer us? They are. But they are not the only ones.

 

Other people look to networking events for referrals. You can meet people at networking events who may refer you, but you will still have to build a relationship first, inviting them into your network. It is from your network that you get the support and referrals you need. Events are just a way to build your network and make it stronger.

 

You are surrounded by people who might be in a fantastic position to refer you, but you may not have recognised that. Look at who you most need to meet to drive your business forward. Now think about the people in your network and who they know. Think of your friends, family, suppliers and old colleagues. Think about people you meet socially or parents of children who go to school with yours.

 

We pigeon-hole people based on our relationship with them and interact accordingly. Everyone in your network has a network of their own, however. If your relationship is strong they will probably be happy to help you, you just have to recognise how.


'Social' or 'Business' networking?
Online Social Networking Tip
Mark Lee asked me on Twitter to address why so much online networking is referred to as 'social' when face to face is just 'networking'

The term 'social network' has come to represent all online networks, although the instinct might be to just refer to the more personal networks, such as Facebook, in this way.

Social networking, however, goes beyond online networks, whatever their primary function and the term has been in use for decades. The term traditionally refers to the structure of our networks, looking at how we are interconnected through links such as common interests, beliefs, friendship or needs.

Facebook is based on just this type of structure, which their founder Mark Zuckerberg termed the 'social graph'. When talking about the social graph, Zuckerberg was referring to the social network of relationships between their members. It may be from this reference that the term 'social networking' came to be associated with online networks specifically.

Ultimately, all networks are social networks. The reason for connection, whether it be for business, education, pleasure or anything else, may vary. But they will all be based on connections between people, or 'social networks'.

Getting good referrals: Part one - Trust
Video Tip 

In a series of three new video tips, I look at the core ingredients that need to be in place if someone is to refer you.

Part one looks at the role of trust, and how you can use your existing relationships to work out how to build trust with members of your network.


Trust video


Watch this video tip to find out why trust plays such an important role in networking and generating referrals

Andy recommends... 



My Web Presenters



Visitors to our new website recently may have been (hopefully pleasantly) surprised to be greeted by a small video of me walking onto the screen.

Welcome video

The video was produced by My Web Presenters and the feedback so far has been overwhelmingly positive.
The video gives the website a more personal feel and the impact for me, as a speaker and presenter, is very important.

My main concern was not to upset people who didn't want to face the video every time they visit the site, or who want to avoid it completely. The video is set to play only on occasional visits and you can choose to play it, pause it or close it at any time.

The statistics for the new site show that people are staying around and looking at the site, so it seems that the video is having a positive impact. In a world where so many sites clamour for every limited attention-span and time, anything we can do to engage with visitors is a bonus.

I'm delighted with what My Web Presenters have produced. If you'd like to find out more, visit their website here. 



Just for Fun

The US Open starts on Monday. Based on this evidence, if you are going to be in the crowd when Roger Federer plays, don't put a bottle on your head!


Federer


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.



Kick start your networking with small group coaching

Are you struggling to get a return from your networking? Not sure which group to join or whether your existing group is working for you? Do you not know where your next referral is coming from?

We are offering a limited number of kick start coaching sessions to small firms in the London and surrounding areas.

We will spend two hours reviewing your networking and referral strategies and looking at new approaches that will help you get the response you are looking for.

Whether it's developing a 'Referral Book' of people who will pass you good quality leads, or a clearer idea of where to network, you'll go away with more focus and a strong action plan.

The sessions can either be 1-2-1 or, if you prefer, you can share the cost with two other firms and have a joint session.
You may be eligible for funding towards the cost of this programme.

For more information on this programme how to book and costs, please click here.

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Andy's Musings...

A selection of Andy's regular online columns and coverage elsewhere:



Networking in Ninety
Networking in Ninety Minutes - the Audio Programme
In other people's words:
"Andy is a true expert in Networking.

I've had the benefit of being mentored by Andy and he has provided enormous value.

He is excellent at helping you create a strategic networking plan and getting you to focus on which networks will help you achieve this. His approach fits with both my business and personal goals, yet grounded in the practicalities of what is achievable.

His style is both supportive and challenging whilst being very engaging, and the techniques he teaches are extremely practical and valuable.

Andy has a huge amount to offer, so if you or your organisation wants to achieve more from your networking I would thoroughly recommend talking to Andy "

Derek Bishop, Abeo Consulting ltd




"After joining a teleseminar with Andy as the guest speaker, I implemented a number of the ideas Andy raised when going to a networking event later that week.

Using Andy's techniques, I found myself more at ease approaching people and more focused on what impression I wanted others to form of me. Problems that had previously made networking difficult were no longer an issue.

From just that one event I have made two key connections and have follow up meetings with both. I'm confident that I would have made neither of those connections without Andy's advice and support."


Bea-Marie R�ck

Actress based in Germany



Read more testimonials on our website