'Connecting is not Enough' - tips and tools to help you get a return from your networking

It's been a busy few weeks since the last edition of 'Connecting is not Enough', with talks in Norway and Estonia as well as presentations to the events and retail industries in the UK. 

The Estonia trip was action packed, with a webchat in advance,  two talks, interviews with the leading Estonian daily newspaper and 'Director' magazine and a mentoring session for startup companies. I'm really grateful for the hard work put in by the team at UKTI (UK Trade and Investment), who arrange everything and who are keen to develop business opportunities between Estonia and the UK.

If you're looking to trade overseas it's certainly worth exploring how UKTI might be able to support you. I've now worked with them in a couple of countries and they've made some key introductions and, especially on this latest trip, done everything they can to make my trip a success.

It was also great to see the new British Ambassador, Chris Holtby, support the trip by inviting leading local businesses to dinner at his residence to meet me and also coming along, with his wife, to one of my talks. 

With cheap air fares and social media, trading overseas is becoming more accessible to companies of all sizes. It's becoming a key part of our business and a challenge that I thoroughly enjoy.

For now, though, my feet are back in Blighty. Until my next trip anyway...

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I was amazed a few years ago at the response I got to one of my early talks. I was speaking about referrals strategy and covered three key areas:

- Where to find your 'Champions'

- How to inspire your Champions

- How to thank your Champions

After my talk I was delighted to have a queue of people who wanted to speak to me. I asked each one for the main takeaway they had from my presentation. I expected the responses to be split between the ideas for who could refer them or how they could encourage people to do so.

But they weren't.

The most common response was the recognition that they needed to be more consistent in thanking people for the referrals they received. Something so simple, and so obvious, was being overlooked by so many people. Is it any wonder that people don't refer us consistently if we don't go back and thank them?

A 'thank you' shouldn't just come when a referral is received, but should be repeated when it turns into business. Even if it doesn't, it's valuable (and courteous) to go back to our Champion and thank them anyway, giving them feedback on where the connection didn't quite work out. 

Last year I won some new business with a client to whom I had been originally referred three years previously. I went back to my original Champion with a further 'thank you'. She had forgotten about the referral and was delighted to be included in my celebration. Never forget from where a new business opportunity originated.

Sometimes that 'thank you' can bring direct rewards of its own. I recently thanked someone for recommending me to a prospective client. I received a response asking if I was available to speak at an event my Champion was putting together. 

Maybe my Champion would have approached me anyway, but it's quite possible my thank you put me front of mind at just the right time.

That was a bonus but you shouldn't be thanking people in the hope it will lead to more opportunities. It's just the right thing to do. 
 

Last week I had the pleasure of speaking at the Summer Eventia 12 Conference at the excellent Kings Place Conference Centre in Kings Cross, London. 

In my talk I focused on why networking is so important to career and business development, and the three main areas networks can help us improve. 

Here are some brief excerpts from my talk:

It's Who Knows You - Andy Lopata discusses networking strategy at Summer Eventia 2012

I know that a number of people reading 'Connecting is not Enough' speak at a variety of business events. Taking the opportunity to share your expertise with people at networking events, seminars and conferences is a great way to establish your credibility, build your network and develop your reputation. 

The Professional Speaking Association has been a fantastic support network for me as I've developed my own speaking career. A key part of that support is the Annual Convention every October, and the theme this year, Collaboration, is certainly in tune with my core message. 

Details of this year's Convention have been released and I strongly recommend it. You'll learn from some fantastic speakers, have the opportunity to ask advice from experts on a range of related topics and network (of course) with both established and aspiring speakers from across the globe. 

You can find more information here. 

The President's future calling...

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