| Welcome to 'Connecting is not Enough' |
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As you receive this newsletter I'm delivering one of the regular workshops I run for people who have either recently been made redundant or are in the process of leaving their jobs. Next week I'll be in Brussels speaking to employees of Mastercard about why networking is so important to their own career development and ability to work efficiently. With many people working in public services and large organisations facing an uncertain future, networking has become a much more powerful, and bankable, skill. Many of us still think of networking as a practice for people running small businesses or trying to sell services, but it's equally relevant for individuals trying to progress, reshape or rescue their careers.
It's commonly believed that the vast majority of jobs are filled through recommendation and referral rather than through advertising. Many recruiters will know who they want for a job even while interviewing others. Within an organisation each individual's reputation and personal brand is vital in helping them keep their existing job and be considered for others.
Networking is not about selling products or services, nor is it just about developing a company brand. Networking is as relevant for the individual as for a business and it has never been more important than today.
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Competition corner - As a special treat for readers of 'Connecting is not Enough', I have secured some free tickets for the forthcoming E2 Live event at Excel in East London on November 17th and 18th.
E2 Live is a two day event which has been designed for entrepreneurs, with a series of keynote talks, workshops, networking events and opportunities to interact with a range of fellow entrepreneurs and business experts from around the UK.
I will be speaking twice at the event on the morning of 18th November, on networking strategies at 10am and on implementing referral strategies at 11.30am.
I have five tickets valid for both days of the event to give away to readers. For your chance to win one of them, please email andy@lopata.co.uk.
If you don't win this time, fear not! You can purchase tickets from the website and feel good about yourself as 50% of the profits go to charity.
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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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24-7-30
Networking Skill Tip | I'm often asked about how to follow up contacts you meet at a networking event.
One of the most popular processes I share was outlined by a delegate on one of my workshops a few years ago. The 24-7-30 approach is based on the principle that interacting with someone three times in the month after meeting them cements your relationships.
The approach dictates that you follow up with someone 24 hours after an event, 7 days later and again after 30 days.
Although I don't practice this as a matter of course, if I look back at the people who have become an integral part of my network after meeting at events, this pattern definitely applies. It may be an email, phone call and meeting. Or email, meeting and follow up. But those three touches in a month are certainly present.
If you choose this approach, make sure that each contact is natural and not clearly part of a process. In my experience, it works. |
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Avoid low hanging fruit
Networking Strategy Tip | Beware of keeping your eyes too low when you walk into a networking event.
It is an easy trap to fall into; looking at an attendee list, people's name badges or business cards and deciding there and then what you can sell to those people or who they might know. I dread to think of the amount of business which could be gained through people you have met at networking events, but have missed because those people didn't appear to 'be the right person'.
Targetted with a certain number of leads from each event, networkers will aim for the 'low hanging fruit', low value leads which might satisfy their immediate cravings but provide no benefit in the long term.
Have clear goals in your mind. Big Hairy Audacious goals. Share them with your network, ask for help and try to sell through people rather than taking the soft option by selling to them.
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Finding the next degree
Online Social Networking Tip
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One of the key skills in networking is understanding the power of the connections you have in your network, recognising how 'Six Degrees of Separation' applies to your contacts. In other words, the power lies in who your connections know, not simply the connections themselves.
Traditionally we have needed to find out who the people in our network know through a combination of exploration, conversation and guesswork. Now we have social networks such as LinkedIn to do the job for us.
If you are going to meet with someone who may be your 'Champion' and be willing to refer you to others, check out their network on LinkedIn before you meet. Immediately you will see a list of people to whom they are connected and who, if they are connected to people they know, like and trust, they may be in a good position to introduce you to.
When they then ask you 'How can I help you?', you are in a much stronger position to offer a specific response, and ask for an introduction to someone you know they are already connected to.
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Three Steps to Referral Heaven - live!
Video Tip |
In this video tip, filmed during my recent talk at Sage World 2010, I talk about the three steps to referral heaven - the steps people need to take to make a quality referral to you...and you for them.
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| Just for Fun |
The 'great' (his own words) American sucksess guru Guru John Popolini lands in the UK shortly for his sell-out live show (plenty of tickets still available here).
In a secret visit recently Guru John mentored former Dragons Den star Rachel Elnaugh and got her to admit, "I am a failure".
Shocking coverage of this cutting edge session can be seen here. | | Former Dragon Rachel Elnaugh admits, "I am a failure" |
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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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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...
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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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"Andy came to Trainer Talk Live in London and Birmingham recently and ran workshops on How To Generate More Business Through Referrals.
All the participants at those events thought he was amazing!
Not only does he have a truly expert knowledge of the subject but he gives practical advice you can immediately apply to your business.
As a speaker he is highly engaging and and credible.
On a personal level I've found Andy to be extremely professional, honest, reliable, high on integrity and kind.
If you are looking for an expert speaker on any aspect of Networking - he's your man!"
Sharon Gaskin, The Trainers' Training Company
"Andy has the two types of business knowledge.
He knows a lot about human nature and therefore how to get people's confidence and then generate new business; and what he doesn't know - well, he knows someone who does!
Here's a characteristic I've found of Andy: he always begins by offering help, not asking for an order; which is probably the key to success in life as well as business."
Jim Sproat - CEO, HelpingCircles.com
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