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Greetings!
Welcome to a new edition of 'Connecting is not Enough'.
Just click on the link above to order your copy.
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It's always great to meet subscribers in person and I'll be speaking at a few public events in the coming months, catering for some different audiences and aspects of business. Feel free to come along if the events are right for you and please do say hello if you're there.
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I've introduced another change to 'Connecting is not Enough' following suggestions made in the survey I sent out to you last year. Rather than the networking tips which kick off the content below, I'm beginning a new series of '5 Ways to....'.
We begin with '5 ways to Network your way into a new market'. As well as my own ideas I asked my network, through LinkedIn, Twitter and Facebook for their suggestions and these are reflected in the tips below.
If you want to know 5 ways to network in any specific situation, please let me know and I'll look to include them in a later edition.
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It seems to be book launch time! In addition to the publication of the Kindle edition of Recommended, I'm delighted to feature in two new books currently hitting the bookshelves and have had the opportunity to review an excellent new book being launched next week.
Meanwhile, tomorrow sees the launch of The Financial Times Guide to Leadership by the former Global CFO of Shell Aviation, Marianne Abib-Pech. Marianne interviewed me for the book about how successful leaders build networks and leverage them.
We have five copies of The Financial Times Guide to Leadership to give away to readers of 'Connecting is not Enough' and listeners to 'The Networking Radio Show'. For your chance to win a copy, please email enquiries@lopata.co.uk with your name and address, putting 'FT Leadership' in the subject line.
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There's a very interesting article on Guardian Online this morning about networking with disability. This is an area that's easy to overlook but it's important that everyone makes others comfortable at networking events and understands where it may be difficult for them.
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I hope you enjoy the newsletter and look forward to your feedback. Don't forget, if you'd like to listen to these tips and some additional content on the move, Connecting is not Enough - The Networking Radio Show is available on my website, YouTube and to subscribe to on iTunes.
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 2013. All rights reserved.
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5 ways to: Network your way into a new market |
ONE - Know what you're talking about
Learn about the industry, in particular the challenges facing them and how your expertise, products or services would be relevant to them. Use your network to speak to people in the industry to find out what they're thinking and join relevant discussion forums to follow the conversation.
TWO - Be social
Ask questions in LinkedIn groups and on other social networks. Post discussions, comment on other people's threads. Blog and comment on other people's blogs. In short, once you are in a position to do so, be seen as the expert.
You can follow this up by submitting articles to industry magazines and speaking at industry events.
THREE - Know your who's who
Find out who the key influencers are in the industry and how you can get onto their radar. Look for introductions to them. Approach them when they speak at events, comment on their blogs, offer them articles, arrange to meet.
Be clear on what you want them to know about you, so that they talk about you to the right people at the right times and say the right things.
Join professional bodies in the sector and be proactive. Attend events, go to their annual conference, offer to speak or write for them. Once you have established yourself you can volunteer to take a role with the association.
FIVE - Who do you know who...?
Once you have identified who you need to meet in the sector, whether potential clients or influencers and intermediaries, look to your existing network to see who can make the connections for you. Use LinkedIn to search for mutual connections and let your network know to whom you would like referrals.
Thanks to Alan Stevens, Stephen Harvard Davis, Tim Luscombe, Michael Birchmore and Trevor Wood for their contributions to these tips. |
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Video: Using LinkedIn as a referral tool - FSB Conference 2012
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With mention of searching for connections on LinkedIn in my tips above, I thought it might be a good time to share again the video of my talk to the Federation of Small Businesses Conference last year. The topic was how to use LinkedIn to generate referrals.
Some of the slides may be out of date given LinkedIn redesigns, but the approach and content remains fully applicable.  | | Andy Lopata talks to FSB |
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Interviewing the Experts: Phil Jones (part one - selling to large companies)
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I recently spoke to Phil Jones, Country Head of Brother UK. The first of two conversations, in this video I asked Phil about his experience of and response to being sold to.
Phil clearly doesn't like being sold to, the key is to engage with him, and other similar companies. As Phil said, "By questioning better, you will get far better results from me in terms of a response."
 | | Selling to large companies: Andy Lopata interviews Phil Jones, Country Head of Brother UK |
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Just for Fun: Goodbye HMV
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We've waved a sad farewell in recent weeks to a number of familiar sights in British High Streets, perhaps none more poignantly than music retailer HMV.
And what better way to mark the possible demise of His Master's Voice than a new version of a song that would have sold millions through their outlets twice in the past.
 | | 'GOODBYE HMV' - A Tribute to HMV (Parody of Elton John 'CANDLE IN THE WIND' |
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 | | Recommended: How to sell through networking and referrals |
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 | | ...and Death Came Third! The Definitive Guide to Networking and Speaking in Public |
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Recent blogs and interviews | |
The Weekly Business Programme. Interview begins at 16.12
Connecting is not enough
Connecting is not enough
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What people say |
"The striking thing about Andy is that he writes a book on networking that demystifies the process and shows you all the things you know you should be doing - but never really get round to. Then he surprises you by practising what he preaches! "
Russ King, Product Manager, Monster.com
"The consummate professional and down to earth guy whose passion lies in seeing you succeed."
Michael Clark, Business Connector & Sales, Talent Triumphant Events
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