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I was introduced before one presentation last week by the Chairman of the group saying how he traditionally found networking to be 'abhorrent'. Taking his lead I asked the attendees for their views on networking. They used terms such as 'imposing yourself', 'false', 'artificial' and 'being sold to'.
If you've seen me speak or been reading my newsletters for any length of time I hope that you have a different perception of networking, as do the participants in that workshop now. We were able to use their negative starting point as a base from which to build an understanding of what networking really stands for.
They went away understanding that networking is focused on relationship building. The events that for them represented networking, with everyone exchanging elevator pitches and trying to sell to each other, have become opportunities to learn, to grow and to meet interesting people with whom you can start to build a relationship.
Networking has become about more than sales. It's an opportunity to share, to ask questions, to help other people and to find those who can solve the challenges you face personally or professionally.
If you're new to networking and think it's all about sales, look from a different perspective. If you 'get it' but know people who don't, let them know what networking is really about and the difference it can make to them if they embrace it.
Networking's reputation is improving but there are still too many people who simply see it as manipulative and 'abhorrent'. If we can change that reputation, everyone wins.
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If you are based in the Midlands, there are a couple of chances to see me present later this month.
On 21st October, I will be presenting for the Enterprise City High Growth programme which offers free,dedicated, expert business coaching from Deloitte and the Academy for Chief Executives. For full details call 0121 695 5560 or email enterprisecity@deloitte.co.uk
The following morning, October 22nd, I'll be talking to independent training companies at Trainer Talk Live about how to generate more business through referral. This is the second of two talks for Trainer Talk Live. The first event in London was very well received by delegates:
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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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If you like what you read, please feel free to forward it and invite others to subscribe.
Happy Networking!
Andy
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Be Yourself
Networking Skill Tip | I frequently find that a lot of people feel networking can be forced and even manipulative. A common concern is that you have to put on an act or, as one workshop attendee said last week, "impose yourself on people."
Fear not! One of the golden rules of networking is to be yourself. Make sure you understand your objectives from networking, know the connections you need and understand how other people can help you. You can then relax and enjoy other people's company. If the right opportunities come about, you'll be able to recognise them.
If your personality at events and online is congruent with how you behave elsewhere, other people will find you easier to get along with and to trust. Relationships will be easier to build and your network will grow. When people then help you, nothing is forced and no-one is being manipulated.
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Being committed
Networking Strategy Tip | Before you join any networking groups there are two questions you need to ask yourself and indeed, the organisers.
The first one focuses on the desired outcome and how the group will help you meet that outcome. Make sure you have clear objectives from membership and understand how you will know whether you are meeting them. Share those objectives with the organisers and ask them how realistic your objectives are and how membership of that network will help.
The second question is all about you. What do you need to do in order for the group to deliver your objectives? You can't just join a network and sit back, waiting for the results to flow. You need to be proactive and focused, taking the right actions to build relationships with fellow members, educating them about your needs and supporting them with their own goals.
Understand what commitment is required of you before you join. Are you prepared and able to make that commitment? If not, you will be setting yourself up for disappointment, and letting other people down.
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What does your LinkedIn 'Headline' say about you?
Online Social Networking Tip
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When you complete your LinkedIn profile, you have the opportunity to add your 'Professional Headline'. To find this, go into the edit screen for your profile and you'll see the field below.
Many people will simply put their job title and/or company here. If you work for a recognised brand, that may be the appropriate route for you.
However, give some thought about where and when people will see this headline. It doesn't just appear at the top of your profile, but will show up in search results, within people's networks and in groups you participate in.
If you have a company name only, particularly if that company name doesn't mean much to people, you are potentially wasting an opportunity to get people interested in you and engaged. Instead, use the field to sum up what you do as is relevant to other people. Something that will get people to stop and want to find out more.
I use the headline 'Turning networking and referral generation into serious business tools'.
I'm always open to suggestions for improvement, but it certainly says much more to engage than 'H & A Lopata Ltd'!
What do you have on your profile?
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Getting good referrals: Part three - Opportunity to refer
Video Tip |
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| Andy recommends... | |
I will be hosting another free webinar for BrighTALK tomorrow at 10am. This time around I'll be speaking about The Role of Networking in Growing your Business, as part of the Go for Growth awards.
Sponsored by SAP and BrightTALK, the Go for Growth Excellence Awards for Professional Services 2010 is designed to reward the 10 companies judged to have the most innovative growth plans. Winners will get: - The overall winner will get the opportunity to receive a free implementation and a year's free subscription to the SAP Business ByDesign on-demand solution - worth �53,000
- The 10 finalists will each win a free SAP Enterprise Health Check - worth �15,000 each
For more information about the Go for Growth awards and to register for the webinar, please click here.
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| Just for Fun |
Never underestimate the human ability to innovate to find solutions to challenges. Similarly, don't underestimate the human ability to be completely and utterly stupid!
The pictures shown here will show exactly what I mean!
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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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Rare chance to attend a public workshop on developing your networking and referrals strategies
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don't often run public workshops, most of my longer sessions being
presented in-house for various clients. I am, however, running a series
of half day workshops for Surrey Chambers of Commerce between now and
the end of the year.
The next workshops are:
2nd November - Leveraging the power of your network
7th December - Using LinkedIn as a referral tool
For more information, click on the links above or visit the Surrey Chambers website
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Andy's Musings...
| A selection of Andy's regular online columns and coverage elsewhere:
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In other people's words:
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"I've worked with Andy at
events where we were both speaking, and also as a delegate at one of his
seminars.
Not only is he a great guy to be around, (as he's always very
considerate, amiable and fun,) his depth of knowledge of networking
strategies is staggering.
When presenting or speaking he has an easy to listen to style that grips
the audience from the off and holds them.
His insights are fascinating and more importantly he cares about helping
the people he meets get the results they need.
I cannot recommend Andy
highly enough.
"
John Hotowka, The Laughter Dinner Speaker
Read more testimonials on our website
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