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Welcome to 'Connecting is not Enough'


Achievement Day 

Whenever I ask groups in training sessions for their preconceptions of 'networking' there will often be a number of negative views, particularly among larger businesses. Participants often see networking as manipulative, insincere, people using others to their own ends or unnatural. Many also see professional networks and social contacts as very separate areas of their lives.

 

Events over the last few weeks have served to provide a counter argument, in favour of the power of professional networks and the strength of the genuine friendships built within. 

 

On Sunday 19th February I received first an email and then a call from colleagues in the Professional Speaking Association to break the dreadful news that one of our colleagues, Clive Gott, had suffered a fatal heart attack the previous day. Despite it being a Sunday, people across the PSA were calling each other to break the news and console each other. 

 

The response on social networks was equally powerful with people posting blogs, status updates and tweets with their memories of Clive. 

 

Clive's Partner, Elaine, who he met through the PSA, was inundated with genuine good wishes and support throughout the period after his death. 

 

I went to Leeds last week for Clive's funeral. There were members of the PSA from all across the UK there, and people whom Clive had helped as a mentor or speaker. The affection in which people held him was genuine. 

 

Effective networking is not about visiting event after event and simply swapping business cards and elevator pitches. Strong networks become communities where people build long-term friendships. At the risk of being clich�d, they are there for each other through good times and bad and, in cases such as this, provide personal support as well as professional. 

 

If you have one goal in your networking, make it to build strong, long-term relationships with people you meet. If you provide that true support and friendship, no one can claim that your efforts are insincere, manipulative or anything other than genuine.
  

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Competition corner

Lack of confidence is one of the most common reasons why people don't want to attend networking events. I also find many people feel unsure when it comes to asking people for support and referrals. If that's you, help is on the way!

My good friend Sean Brickell has recently published his new book Don't Shoot I'm Not Well! Confidence for when you really need it. 

Sean's book is a practical, straight-talking and humorous book on how to boost your confidence for when you really need it. Using a mixture of practical and psychological tips used effectively in war zones, undercover work and with successful businesses, Don't Shoot - I'm Not Well! also features interviews with the likes of Sir Ranulph Fiennes, Sir James Dyson, a supermodel, an award winning Hollywood actor, a war hero and other amazing people.

Sean has kindly offered four signed copies to readers of 'Connecting is not Enough'. For a chance of winning your copy, please email [email protected] with your contact details or send a tweet , including #LopataComps in your tweet, by 6pm on Tuesday 15th March.   
  
Congratulations to the winners of the competition in the last newsletter. Martin Smith, Malcolm Watson, Mabel Chung, Alexander Knibbs and Marco van den Heuvel each won a copy of the second edition of LinkedIn Made Easy, signed by the author Linda Parkinson-Hardman.  
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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.

  

Happy Networking!

Andy

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Your slice of the PIE

Networking Skill Tip

 

Yesterday's Women's Hour on BBC Radio 4 featured a discussion on networking as part of this week's International Women's Day. 

During the discussion the presenter said, "There is one model for success. It's called PIE. Performance 10%, Image 30% Exposure 60%, which suggests that networking is absolutely vital."

 

You can't expect people to offer you support or referrals just by meeting them once. Ivan Misner, founder of BNI, offers his 'VCP' process - Visibility + Credibility = Profitability. Visibility is key here, people need to know who you are before you can establish a trusted reputation.

 

You won't build a network or establish a reputation without raising your profile and letting people know you are there. Whether attending events or participating in online forums and on social networks, if you need to get your name out there you need to be proactive in doing so. 

 

Understand among which groups you need to raise your profile and take steps to be seen consistently where they meet. How well are you known by your potential customers and the people who influence them?

 

 

Thanks to Elisabet Baldwin for letting me know about the Women's Hour discussion on networking. You can listen here (from 15mins 48sec)   

A sense of purpose 

Networking Strategy Tip

 

When was the last time you sent a 'Thank you' card? 

 

In my referral strategy workshops I like to stress the importance of feedback and gratitude to the people who refer us. It's so easy to forget the simple things such as a Thank You. 

 

I was in a meeting this morning with someone who saw me speak about this a couple of years ago. Saying thank you is now a part of his company's culture; every week he meets with his team and they agree who they need to thank and he sends out hand written cards.

 

The feedback he has received has really surprised him. He remarked how people email and call to thank him for the Thank You! One person announced in a meeting that he was the only person from whom he had ever received a thank you card.

 

I received a wonderful thank you card from everyone who attended a workshop I ran last week and it is sat alongside my desk with all the other thank you cards I have received over the years. They never get thrown away. That keeps those people forever in my mind.

 

Don't forget the simple stuff....who do you need to thank?


Do you really trust me? 
Online Social Networking Tip

I received a connection request on LinkedIn this week. Nothing unusual in that, but at least the person sending this request had made the effort to personalise the content. Rather than sending out the standard template message, "I'd like to add you to my professional network on LinkedIn", this person had said "Since you are a person I trust I'd like to connect with you on LinkedIn."

 

When I looked at the person's profile I didn't recognise her, which left me confused. After all, she said that she trusts me, so surely we've had some interaction? 

 

I searched my email inbox and found an exchange with someone of the same name from over a year ago. But we had never met and that role wasn't reflected on the LinkedIn profile.

 

I sent her a message asking how we know each other. In response she apologised and said that I had cropped up as a LinkedIn suggestion of people to connect with.

 

If you want to build your online network with people you haven't previously met by using such system recommendations, view their profile first and then personalise your invitation message to reflect something in there that you find interesting or you might have in common. 

 

Be careful not to simply swap a template message on a social network for one of your own which might not be the perfect fit for all.

The value of social networks

Video Tip 

 

In this video recorded for BT Tradespace, I discuss the value of social networks and the difference they have made to business and our ability to connect and follow up with each other. 

 

 

The value of online networking 

Isn't Europe a country? 

Just for Fun

 

I can't really say much to introduce this clip from an American game show than..."Oh, my god!"

 

"This might be a stupid question..."

 

 

Europe is a country 

 

 

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.

 

 

Embedding a Referrals Strategy into your business 
 

Recommendations and referrals are the lifeblood of many businesses but few firms are aware of how to make the most of the opportunities that are presented to them, which leads to them losing thousands of pounds of potential business

 

We are developing a twelve month programme aimed at equipping key staff with the skills, understanding and confidence to use networking effectively which will lead to more quality referrals and business

 

Details of the programme will be released shortly, in the meantime if you want information when released please contact [email protected]  

 

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Andy's Musings...
 

A selection of Andy's regular online columns and coverage elsewhere:
 
The National Networker - The week of networking nightmares
  
Fresh Business Thinking -
Networking in Ninety
Networking in Ninety Minutes - the Audio Programme
In other people's words:
  
"Andy is an outstanding networker in the true sense. He understands the mindset, the passion and the perseverance that is necessary to be successful at and through networking. He shares his knowledge generously.
  
He is great fun to be with, has a wicked sense of humour and a twinkle in his eye. All of the above translates into him wearing his expertise lightly, which to me distinguishes the real expert. "
  
Nicole Bachmann, Coach, Trainer, Facilitator, Brook & Mann