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Thanks to the magic of modern technology, as this e-zine hits your inbox I am in a meeting with fellow members of one of the two 'Mastermind' groups I attend on a regular basis.
Every two months I meet with fellow professional speakers Ayd Instone, Rod Sloane, Geoff Ramm, John Hotowka, Richard McCann and Jeremy Nicholas to discuss challenges in our businesses and areas of mutual interest. For example, this morning I was due to spend an hour soliciting feedback and ideas on how to approach a particular project for a client next month, while this afternoon we were scheduled to discuss how we each market our speaking services and discuss best practice.
I attend a similar group, also every two months, with fellow small business owners who are based close to me and with all of whom I have worked in the past.
As I have tried to demonstrate in past issues of 'Connecting is not Enough' and in other arenas, networking is not about sales, or even just a path to new business. So much more can be gained by collaborating with your peers and even with your competitors.
Often, the value gained from meetings such as today's can be worth a lot more than one single piece of new business from elsewhere. Yet by meeting regularly and discussing our challenges, we're also much better placed to refer each other when the opportunities arise.
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Competition corner
The vast majority of people I work with and speak to are now members of LinkedIn. In fact, I am receiving an increasing number of connection requests from personal friends who aren't running their own businesses or who don't work in traditional areas for LinkedIn membership.
Many people, however, simply join LinkedIn and don't know what their next step is. Hopefully the tips in these e-zines help, but this week's competition prize will provide even more help.
Linda Parkinson-Hardman has just published the second edition of her excellent book LinkedIn Made Easy. It does what it says on the cover...a straightforward manual to help you get started on LinkedIn, with plenty of screen shots to guide you.
Linda has kindly offered five signed copies of the book to readers of 'Connecting is not Enough'. For a chance of winning your copy, please email me with your contact details or send a tweet , including #LopataComps in your tweet, by 6pm on Tuesday 22nd February.
Congratulations to the winners of the competition in the last newsletter. Jason Armishaw and Donna Moore each won a copy of the second edition of Brilliant Networking, signed by the author Steven D'Souza.
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I'm often asked by participants on my workshops how they can find networking events close to them. The resources I tend to recommend are Business Scene (previously covered in this e-zine), specific searches on Google and asking people already in their network. I can now add a new resource to that list. I spoke last week with Stuart Russell, founder of Find Networking Events. Stuart's site lists events by Region and also has a separate geographical listing of women's networks. The site has been building for three years and a number of recognised networks now list their events, as well as local independent events. You also have the option to register for their newsletter, listing events in the areas you determine. ---------------------------------------------------- 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.
Happy Networking!
If you like what you read, please feel free to forward it and invite others to subscribe.
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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.
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Get to know the person before getting to know the business
Networking Skill Tip | |
So often people tell me that they want to meet people from the right company or in the right position of influence when they go to networking events. Yet this can lead to so many problems.
Being purely focused on job titles and company names can lead you to ignore people who don't fit your criteria and pitch people who do. Neither approach is likely to win you many friends.
When you network relax and enjoy yourself. Keep your goals in mind so that if the opportunity to get the right connection is there you can follow up, but spend your time building relationships and winning trust.
You don't know when you first meet someone how well connected they are or how likely they are to help you. All you can do at that stage is try to find some rapport and something in common. Once that is in place you can start to see how you can help each other.
People want to help others they know, like and trust. Your goal when you network should be to build that relationship with the people you meet....the rewards follow later. |
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A sense of purpose
Networking Strategy Tip | |
Whenever you go to a networking event you should have a clear sense of purpose. That doesn't mean setting targets for the number of sales you'll make or business cards you will exchange, but what is the reason you are going?
I find that it helps me to know I want to connect or reconnect with one or two key people. If I have met them before I may have an outcome beyond that. Alternatively, I may want to meet people who operate in a particular sector or deal with a certain type of company. That will help me choose which events I attend.
It may be that the purpose is less tangible, such as wanting to build your confidence meeting new people or learn more about a particular business challenge. The speaker and topic being covered may be the most important thing for you.
That sense of purpose will give you more drive to attend the event as it draws closer and other priorities compete for attention. It will give you an easy 'win' to focus on when you go and it will relax you, allowing you to enjoy yourself when you are there.
It's when you don't know quite what you are trying to achieve that networking events lose their appeal and you begin to wish you were somewhere else. |
Protecting your privacy
Online Social Networking Tip |
Fuelled, no doubt, by scaremongering in the mainstream media, many people shy away from social networks because of fears over their privacy. Not that such fears are unfounded. I've heard of websites that feature Facebook users who have publicised both their address and their absence from home, for example. And the grooming of children on social networks has been big news recently.
For a business person, however, many of these fears can be allayed with a certain amount of common sense. Don't share any sensitive information on such sites. Check the privacy settings on each network you belong to and restrict who can see certain information. And let your friends and colleagues know where your boundaries are, asking them not to share anything that would be embarrassing or sensitive in any other way.
Many people are worried about sharing their network on LinkedIn with people who may start pitching those people. For me the answer is simple, don't connect with people you don't trust! The solution is often in your own hands. |
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What lies within
Video Tip | |
Who is best placed to refer you? Who has trust in your business, a will for your to win and understands what you do better than anyone else?
For many companies the answer lies within - yet they don't look there. I discuss this point in more detail in this video clip, discussing why companies need to do more to generate referrals from their own staff.
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Careless Miming
Just for Fun | |
A new BBC improvisation programme 'Fast and Loose' has in recent weeks featured comedian David Armand miming to classic pop songs for contestants to guess the tune.
In this clip, David Armand mimes to the words of George Michael's Careless Whisper, with wonderful results.
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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 2011. 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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Colin Wright
Senior Vice-President, Global Sales Development,
Mastercard
(speaking about my new book, to be published this summer):
"I found the read to be both relevant and valuable on a personal and professional level. The book covers the Referral Strategy topic in an exhaustive and detailed manner. I was especially appreciative of the ease of the read ... the end-to-end, sequential and straight-forward positioning of the topic was appreciated, easy to follow and well "absorbed".
The learnings from this book are practical and portable to all areas relating to the "science" of engineering, executing and maintaining a referral strategy (both at a professional and personal level). I took away a mountain of "pearls of wisdom", thank you.
Highlights for me included, but were not limited to, the following:
- the book offers a systemic and proven approach to Referral Strategy development and execution (all supported with logical empirical and commercial insights)
- this referral science is applicable to both B2C and B2B selling environments
- the science offers responsible insights into often forgotten but critical aspects of business and referral development (e.g. chapter 5 on Trust)
- in additional to exhaustive content and excellent flow, the book underpins each chapter with effective use of "in a nutshell" summary windows and chapter summaries
- Part V is a responsible and "action-oriented" conclusion to the book (something that many instructive books often fail to include).
In summary, this is a book that I would highly endorse. The book is especially relevant to front line sales and marketing experts, senior sales and marketing management, sales operations experts and sales technologists.
As I read through the book I couldn't help but to think of ways to embed the referral strategy disciplines and techniques into my organization's sales platforms, technologies and processes. The book should be a mandatory read for any academic pursuing a career in sales and marketing related fields."
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