| Welcome to 'Connecting is not Enough' | |
|
In his 'New Year Message to small businesses' in yesterday's Daily Telegraph, former Government 'Enterprise Champion' and sometime TV star Lord Sugar advised entrepreneurs that they should rely only on themselves to make their businesses successful.
Networking groups found themselves facing down the barrel of Lord Sugar's gun, with him saying
"I am sick and tired of hearing people asking what to do, going to networking meetings and seminars expecting to glean some gems of wisdom. These events are money-making exercises and benefit one party and one party only: the organiser. They have become an escape for people to justify sitting around wasting a day bullshitting with each other while they should be working. You will learn nothing other than that there are another load of people in the same boat as you."
Apart from disagreeing with a lot of the sentiments shared by Lord Sugar, I think his comments are very dangerous. Many people have responded to my criticism of his comments by pointing out that there are many networking groups that don't work or which provide poor value. This isn't what Lord Sugar says though.
Others have pointed out that he is criticising networking groups, not building your own network, which surely he has personally relied on in his own businesses. Again, Lord Sugar doesn't say this.
It is easy for experienced networkers to say what Lord Sugar might mean. My concern is that new start up businesses who haven't yet experienced the benefits of building a network to support their development will take his comments at face value and spurn outside support. As a result, more businesses could fail without the advice and connections which might have seen them succeed.
In his role Lord Sugar needs to be more responsible in the comments he makes and avoid such sweeping, and inaccurate, generalisations.
----------------------------------------------------
Happy New Year. Thank you for all of your support over the last twelve months. The emails and tweets with feedback on the newsletter mean a lot to me, it is great to know that these three-weekly bulletins can make a difference.
----------------------------------------------------
Competition corner
This week saw the launch of the new book by a good friend of mine, marketing specialist Grant Leboff. Grant has a very practical, common-sense approach to marketing and his ideas complement my own approach to networking perfectly.
For a chance of winning your copy, please email me with your contact details or send a tweet , including #LopataComps in your tweet, by 1pm on Tuesday 11th January.
Congratulations to the winners of the competition in the last newsletter. Joan Yeadon, Alex Knibbs, Trevor Wood, Tracey Plaice
----------------------------------------------------
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.
If you like what you read, please feel free to forward it and invite others to subscribe.  Happy Networking!
Andy
----------------------------------------------------
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.
----------------------------------------------------
|
|
A sparkle in your eyes
Networking Skill Tip | |
If you are not passionate about your business, how can you expect anyone else to be? To make an impact; for people to want to know more; to ensure that others really believe that you are the person to speak to or to refer in your field, you need to inspire them through your enthusiasm and passion.
When you talk about what you do, talk with conviction, with belief and with a smile on your lips and a sparkle in your eyes. When someone asks you a question, give a considered response rather than a mechanical one.
If you believe in your business people will be much more likely to believe in you. |
|
Make your referral requests personal
Networking Strategy Tip |
Many businesses take a general approach to requesting referrals. They will make a broad request to as many people as possible, often along the lines of "If you know anyone else who might benefit from our services...."
This is a less than effective approach. Most people won't bother; you haven't been specific enough in your request to make it easy for them. Too broad a request will leave them needing to think about who they know who fits the bill. And many simply won't do the work involved.
Instead, do the filtering for them, asking them for a specific connection they recognise easily. Look at each Champion individually and ask yourself "who do they know?" If you understand their network and what is easy for them to understand, you can then ask for the right connections, ones that they are comfortable making. |
|
How big should your LinkedIn network grow?
Online Social Networking Tip |
Building your network is an important part of using LinkedIn to generate referrals, but it's not simply a question of 'size matters' here. 'LinkedIn Open Networkers', who build their networks as large as possible on the basis that this increases the number of connections they have, might disagree with me. But I believe you need to restrict your connections to people you know, like and trust if you are looking for referrals.
It's not black and white but there's a simple rule of thumb for me. If you approached someone and asked them to introduce you to a trusted contact, would they be happy to do so? And if they asked you to refer them, how would you feel? If there is any unease, perhaps there is more relationship-building to be done before you connect on LinkedIn.
However, for the site to work effectively for you to generate referrals, you need to build a critical mass. Restricting yourself to ten connections of your nearest and dearest is not going to give you the reach you need for LinkedIn to meet its full potential. On the flip side, trying to work your way through 10,000 connections, with or without the help of the site's search engine, could make LinkedIn a much less efficient tool.
|
|
Social 'Netiquette'
Video Tip | |
There are very important rules about how to engage with other people when interacting online, otherwise known as netiquette.
In this networking tip for BT Tradespace, I talk about the important things to bear in mind when networking on the internet.
|
Just for Fun
| |
If you're travelling on public transport this Sunday, look out for people sat next to you with no trousers on. The 9th January sees the 'Global No Pants Subway Ride 2011' take place in 41 cities around the World.
The brainchild of the flashmob Improv Everywhere, who I have featured in previous 'Just for Fun' slots, participants shed their trousers and skirts (fortunately, this is the American definition of no 'pants' rather than British!) much to the bemusement of those around them.
Here's what happened in New York last year:
|
|
|
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. |
|
|
|
Andy's Musings...
|
A selection of Andy's regular online columns and coverage elsewhere:
|
In other people's words:
|
"I have heard Andy speak on the subject of using networking to gain referrals and he manages to simplify the process so that everyone goes away with some easily defined actions. We then worked together on a special event on making the most of using LinkedIn for referrals and we had a brilliant half day session. Those who attended rated Andy with top marks and we all got a huge amount out of it. It was very hands on and therefore even more effective. Thanks Andy!! More of that in 2011 please!!"
Louise Punter, Chief Executive Surrey Chambers of Commerce
|
|
|
