Business Networking Blog

The killer app in business networking

noreply@blogger.com (Dave Clarke) — Fri, 10 Jul 2009 08:57:00 +0000

In ‘Trust is the Killer App’ Leon Benjamin quotes William Davies at the Institute for Public Policy Research who recently published a ground breaking paper that examines the role of the government in the increasingly decentralised social and political activities taking place online. He states there are three sources of trust: State, Community & Online Community. Notice the absence of corporations. He goes on to say that “out of nowhere trust has become the most talked about abstractions of our times”

In the NRG research into business networking trust was identified as a central factor due to the complex nature of the relationships that develop and the possible impacts both positive and negative that may result:

"Transactions that occur within a network are not always backed with a monetary transaction. There are many levels of granularity, and this presents an opportunity to develop trust with acceptable risk.

Therefore forming a network should be based on developing trust, and trust can be defined as 'Firm reliance on the integrity, ability, or character of a person'."

So Trust is the killer application in business networking and that means you need to take a long term view. To quote the research again,

"Many businesses who network are in the establishment phase of their business. They may stay there for some considerable time. They would like to grow their sales and value. The short term pressures of getting sales and cash flows may not sit easily with developing trust, which is a long term strategy, rather than a short term tactic.

The paradox in the establishment phase is that a trusted network could offer resources, credibility, a cost saving and a time saving. Businesses who develop a strategic network have developed their businesses and their relationships. They are able to reap the benefits of trust!"

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Are you listening or shouting online?

noreply@blogger.com (Dave Clarke) — Thu, 09 Jul 2009 08:00:00 +0000

I have listened to Graham Jones speak at seminars at NRG Business Networking Events a couple of times recently. His theme has been 'How to double your Web Site Traffic'. His advice has been gratefully received (and hopefully acted on!) by the participants.

More and more people have asked him about Twitter during the presentations and he has given a couple of great examples about how you can use Twitter (and other Social Media) to listen for conversations relevant to you and your business and then engage in those conversations. Many business people have looked at Twitter and assumed it is for shouting about your services rather than engaging in conversations. This is a bit like going to a networking event and selling to the people there. I have written in previous posts that networking is not selling.

I have a couple of automated Twitter searches set up for Networking and NRG Networking specifically. On more than a few occasions recently I have been alerted to comments about NRG from members and guests and then responded directly to questions from people who replied to those comments.

For more on this subject take a look at Graham's excellent Beginners Guide to Twitter.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Do people like you get business through networking

noreply@blogger.com (Dave Clarke) — Wed, 08 Jul 2009 08:00:00 +0000

At a networking lunch yesterday a business owner asked me if people like him got business through networking. He was fairly new to business networking and wanted some reassurance even though he had been referred to the NRG group by the owner of a similar business who had done very well.

A couple of people overheard and asked about what he did and what he was looking for. They shared some advice on his answers and some specifics that people in the room could help him with.

Someone else shared how he had received many referrals and other intangibles in support and advice and said,

"If you have a viable business, are likeable and helpful you can get loads of business. If you only have a viable business but aren't much of a people person it will take you longer!"

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

The Compass, the Clock & Networking

noreply@blogger.com (Dave Clarke) — Tue, 07 Jul 2009 07:00:00 +0000

In 'Leadership and Networking' I wrote about the Mastering Leadership Event from William Montgomery of askten. William used an illustration of a compass and a clock to help you focus on your top priorities. The compass represents your direction and the clock how you manage your time.

In networking think about the compass when working out your strategy. This includes why you are networking, where you are headed with your networking and what you need to do to get there. What networks are a good strategic fit for you. The key relationships to focus on & the time you will invest.

Think about the clock for managing your time in relation to your networking activities. When you schedule time for a networking meeting also schedule in the time for follow up & 121 meetings. When you promise to do something then schedule a specific time. If Online Networks and Social Media are important to your business then schedule specific time.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Why are you networking?

noreply@blogger.com (Dave Clarke) — Mon, 06 Jul 2009 16:30:00 +0000

People network for different reasons. Some business and some social. Whatever your reason it's a good idea to have it clear in your own mind or you may spend time and money without a clear return. This podcast, 'Why are you networking & are you prepared?' includes some advice on the subject:

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Networking and Pipeline Building

noreply@blogger.com (Dave Clarke) — Fri, 03 Jul 2009 08:10:00 +0000

For many people networking is a very hit and miss affair with no predictability and reliability around developing business. Earlier this week I attended a Pipeline Seminar with Sarah Owen of the Referral Institute as part of their 'Creating Referrals For Life' programme. The Pipeline Seminar is all about how to implement a structured referral strategy. On the day the attendees generated close to £750,000 worth of appointments for each other!

I have sat the Pipeline Seminar with others previously and now have monthly follow up One2One meetings where we usually give between 4 & 8 referrals to each other for the following month. It's a great complement to my networking and a way of ensuring that some of my close networking relationships are mutually profitable.

Does your networking strategy include anything like this?

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Engaging with people in Networking

noreply@blogger.com (Dave Clarke) — Thu, 02 Jul 2009 11:14:00 +0000

I was talking with an NRG member today about his experiences presenting Seminars at NRG Business Networking Lunch Events. He shared that he had received 2 referrals from people at each of the last 2 talks, but none for the 2 before those. The only thing that differed was that he did not use a PowerPoint presentation in the last 2 and felt the audience was much more engaged with him as a result.

Finding ways of engaging with the people you regularly meet networking are vital in getting to build strong business relationships. Presenting to your group is a great way of engaging and adding value to the others. An experience of you sharing your expertise first hand goes a long way to establishing your credibility and building trust in you and your services.

How many speaking slots do you have in your diary?

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

The Tipping Point & Online Networking

noreply@blogger.com (Dave Clarke) — Wed, 01 Jul 2009 14:13:00 +0000

I was explaining how to integrate online and offline networking to someone at an NRG seminar recently. In '10 tips for building business with the effective use of offline & online networks' I suggest that you identify the online networks to join and start a blog. Your blog is the cornerstone of your online presence and the image below from the Logic + Emotion Blog in 'Twitter Tuesday, Influence Ripples + Tipping Points' is a great visual aid to illustrate my point.

The 3 types of networkers identified in the Tipping Point by Malcolm Gladwell are shown and described. The Salesman uses knowledge to engage and persuade, the Maven connects people through sharing knowledge, the Connector connects people to each other. To be effective online you need to be a bit of each (or get people to do some of it for you). Think of your blog as engaging and persuading, then use social media to share knowledge and social networks to share connections.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Making yourself indispensable to clients

noreply@blogger.com (Dave Clarke) — Tue, 30 Jun 2009 15:19:00 +0000

One of the attendees at NRG in Birmingham last week shared his reason for networking, "it helps make me indispensable to clients".

He explained that he is often contacted by clients who say "I know you don't do this, but do you know someone who does ...?". He is able to refer people from his network and that strengthens his existing relationships and helps make him indispensable. He is also very attractive to the people he meets networking.

A great approach to have, and very profitable too!

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Offline still most important for Word of Mouth

noreply@blogger.com (Dave Clarke) — Mon, 29 Jun 2009 08:00:00 +0000

A couple of years ago in 'Word of Mouth: The real action is offline' I wrote about research from the Keller Fay Group revealing that 72% of all word of mouth interaction took place face-to-face.

A recent report from Mintel finds people still prefer real-life recommendations to online.

So while Social Media and Social Networks are becoming increasingly important in maintaining and building relationships don't forget to focus on the offline.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Finding your existing contacts on Linkedin

noreply@blogger.com (Dave Clarke) — Fri, 26 Jun 2009 08:00:00 +0000

Yesterday I wrote about adding online networking to your offline activity. Someone asked how they went about finding their existing contacts on online networks generally and Linkedin specifically. Most of the online networks allow you to add a free profile and upload details of your contacts so that you can see if they are already there.

In Linkedin you go to the contacts menu, add connections and follow the instructions from the wizard you see below:

You can find and connect with me at http://www.linkedin.com/in/daveclarke

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Extending your networking online

noreply@blogger.com (Dave Clarke) — Thu, 25 Jun 2009 08:00:00 +0000

I enjoyed reading a couple of NRG member blogs on the subject of online networking yesterday from Nancy Williams of Tiger Two and Keren Lerner of Top Left Design. I have written before about integrating your offline and online networking and more and more people are asking how and where! I believe that online networks give you a real opportunity to strengthen relationships with existing contacts as well as making new connections.

In 'Personal Power' Nancy makes the point that she spends more time on those online networks where she has met the people and it is part of a relationship building process. She says, "On the sites I am intimately involved with, I know the people I am speaking to on there personally. I have met many of them, I have shared lunch, drinks or an event with them. I have got to know them as human beings rather than as avatars. That makes my interaction with them a lot deeper because I know I am talking to a real person whom I like and look forward to building more of a relationship with."

In 'Networking – combining online and offline' Keren explains the power of combining the two and says, "We really would encourage you to get in touch with people when you have met them in real life via searching for them on one of the online networks where you may both be a member."

If you are not networking online ask your network where they are and join them there. If you are already networking online then have a fresh look for the people you may already know.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Networking and Strategy

noreply@blogger.com (Dave Clarke) — Wed, 24 Jun 2009 08:40:00 +0000

A couple of weeks ago in my post, 'Leadership and Networking', I wrote about the lessons learned in an excellent session on 'Mastering Leadership' presented by William Montgomery of askten. A key lesson was the importance of thinking strategically.

Most of the people I meet networking do not have a strategy for their networking. The danger with this is that you can be very active and very busy but with no positive outcome. If you don't know where you are going any road will do.

William shared some simple ways of starting to think strategically;
1. Know where you want to go
2. Know where you are
3. Know what you need to do to get there
4. Take positive action

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Connecting with people you can work with

noreply@blogger.com (Dave Clarke) — Tue, 23 Jun 2009 12:32:00 +0000

Networking can be a great route for finding people to collaborate on bigger projects.

I had a meeting with a couple of people yesterday about their new email marketing venture. One of the most interesting things for me was the history of how this joint venture had come about. They had both met whilst networking and as their relationship developed they had increasingly supported and referred each other. They had helped each other develop their marketing strategies and built some very sophisticated tools for systematic and effective approach to email marketing.

Over time this lead to collaboration on a number of projects and ultimately to this new venture through which they both expand their respective businesses and generate new revenues in new markets.

A great example of real business development through networking.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Taking the guess work out of networking

noreply@blogger.com (Dave Clarke) — Mon, 22 Jun 2009 17:23:00 +0000

The primary business networking driver for many people is to generate more business from the people they meet. Not directly but by introductions to other people they know. Many opportunities to make referrals are missed by people because they do not see the possibility at the relevant time.

It takes time to build a relationship where people recommend and refer you as a matter of course when they spot an opportunity. At NRG-networks we call this Networking Advocacy and facilitate this relationship building process.

One of the great advantages of online networks is that they let you see who your contacts are connected to so that you can request an introduction. This means that online networks are becoming increasingly important as a valuable resource for your offline activities.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Mapping the Business Problems You Solve

noreply@blogger.com (Dave Clarke) — Fri, 19 Jun 2009 09:17:00 +0000

I mentioned Grant Leboff and his seminar on how marketing has changed in my last post, 'Benefits are only benefits when someone is ready to buy'. A couple of people asked me yesterday how they can work out the real problems they solve with their business services. Grant's book, 'Sales Therapy: Effective Selling for the Small Business Owner' includes a whole section on Problem Maps.

It's worth buying the book for the section on Problem Maps alone without the other good stuff! For an example see this blog from Grant on the Marketing Donut, 'Get your sales messages right: Part 3 – Getting clarity in your sales process'. Helpful stuff for your networking and marketing in general.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Benefits are only benefits when someone is ready to buy

noreply@blogger.com (Dave Clarke) — Thu, 18 Jun 2009 13:05:00 +0000

Grant Leboff the author of 'Sales Therapy: Effective Selling for the Small Business Owner' presented the seminar before a recent NRG-networks networking lunch. His talk was about the way marketing has changed with the emergence of the World Wide Web.

During his talk he spoke about how many people talk about their products & services in terms of benefits. This is irrelevant to most people and as the title of this post says "Benefits are only benefits when someone is ready to buy!".

In the new world created by the web you need to engage with customers and deliver value before they are ready to buy. Build your marketing messages around the issues that your customers have and the problems you solve rather than the benefits.

Sound advice for when you are thinking about how to introduce what you do at your next Networking Event.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

How to focus on the right people when networking

noreply@blogger.com (Dave Clarke) — Wed, 17 Jun 2009 08:35:00 +0000

In a 121 meeting a couple of days ago the subject of how to find the 'right people' to network with came up. Successful networkers build relationships first and business follows. They are giving people and give freely without expectation or condition to the people they want to help. Over time this leads to similar being given back in referrals, support and other resources. They will often focus their business networking on giving to those people they are most able to help and that is often those operating at a similar level to them in similar markets. This makes sense as they will find opportunities for helping those people much more easily. When they subsequently receive those referrals, support and other resources they are highly relevant to them.

Listen to more on finding the right people for you in this podcast, 'How to focus on the right people when networking'.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Networking to punch above your weight

noreply@blogger.com (Dave Clarke) — Tue, 16 Jun 2009 07:00:00 +0000

In two 121 meetings I had yesterday in Glasgow & Edinburgh I heard great stories about people using networking to open doors into bigger opportunities with collaboration.

The first was from a partner in a specialist tax accounting firm who had become part of a 'virtual' team for other general accountancy practices. The second was from someone who had project managed a team including a number of consultants and a marketing agency to win a ground breaking social media marketing project from a very large private company.

The message was clear in both cases. Build the relationships first and business follows later. Sometimes from very surprising places!

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

The importance of clarity and focus in Networking

noreply@blogger.com (Dave Clarke) — Mon, 15 Jun 2009 11:37:00 +0000

In my latest monthly column for the National Networker I write about the findings of Alan Rae's recent research into small business networking. Alan summarised some of the key findings for effective networking. He said that as well as being crystal clear about what you do, doing what you say and knowing your subject, the key skills of networking and building trust are:

* An attitude of Givers Gain
* Listening Skills
* Rapid follow up
* Enthusiastic can do attitude
* Trustworthy and sincere

Brilliant reminders about the basic skills required to be effective and successful in business networking.

Read more at The importance of clarity and focus in Networking

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Linkedin for Small Business

noreply@blogger.com (Dave Clarke) — Fri, 12 Jun 2009 16:09:00 +0000

Until recently many people I met thought of Linkedin as a network for Corporate users and recruiters. Over the last couple of years more owners of small businesses & partners in niche professional firms have started to put their profile on Linkedin, but many still say to me "I am on Linkedin, but I don't know what to do with it."

Linkedin provides a great platform for finding business opportunities and now has many more features for raising your profile. I have recently used applications in my Linkedin profile to share my blog, NRG networking events, slide presentations and polls. I have also started the NRG-networks group on Linkedin where members can post articles, take part in relevant discussions, make connections and strengthen relationships.

It's worth spending some time, say 10 minutes a day, to connect with people you already know, join relevant groups, answer questions in your area of expertise and build a better profile. It all helps build your reputation and strengthen your networking relationships.

If you are on Linkedin connect with me at http://www.linkedin.com/in/daveclarke
You can also join the NRG-networks group at http://www.linkedin.com/groups?gid=133989

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Leadership and Networking

noreply@blogger.com (Dave Clarke) — Thu, 11 Jun 2009 11:23:00 +0000

Today I attended an excellent session on 'Mastering Leadership' presented by William Montgomery of askten. William framed the day around the 10 actions of effective leaders and I will come back to some of those over the next week or so as they are important for you in leading your network.

Effective leaders;
- learn to lead
- think strategically
- think creatively
- set goals
- appreciate that time matters
- are socially intelligent
- motivate successfully
- influence people
- put it across
- are fit to lead

Before going into those in more detail he also shared some research into the characteristics of good leaders. The top three are definitely shared by those that excel in business networking. They are honest, forward-looking and competent. These three qualities are the bedrock on which you can grow effective, profitable and long lasting business relationships.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Dominating your niche online

noreply@blogger.com (Dave Clarke) — Wed, 10 Jun 2009 12:16:00 +0000

Chris Bose presented an excellent seminar before the NRG Business Networking Lunch in London this week. Chris explained that if you work out a niche for your business you can get relevant traffic to your web pages from searches rather than just any old traffic. People are searching for solutions to their real problems rather than your actual service. If you address your web pages to these issues in the area you operate then you can attract the people looking for the answers you provide. You can then work on converting those into real interest in your services and make real sales.

He explained how to work out your niche by thinking about what people really buy from you and why they buy. You can also calculate when, where and how they do this. With this you can work out who your potential customers are and address your web pages to them and the issues you solve for them. If you have multiple markets then approach each niche separately.

There were a lot of lessons during his talk for successful offline networking. People often introduce themselves and what they do without sharing what they are looking for and how to spot an opportunity for them. Next time you are planning your introduction at a Networking Event think about who the people you meet are likely to know. What are the problems those people have that you provide a solution to? Concentrate on telling people about the issues you work on together with those likely to have these issues and where. Share the symptons that people can look out for to get you an introduction.

If you need some help with this then ask some of your customers what they really buy from you and why.

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

Twitter for business

noreply@blogger.com (Dave Clarke) — Tue, 09 Jun 2009 09:00:00 +0000

Twitter, other Social Media and Social Networks are proving a great resource for building relationships in the small business area. Many of the people you meet or would like to meet are using these sites to stay in touch and share their expertise.

Getting started on a site like Twitter can be daunting so I am pleased that NRG-networks member, Graham Jones, has produced an easy to follow guide. It has links to other useful resources and you can download at:

Beginner's Guide to Twitter

If you are on Twitter already you can find me at http://twitter.com/DaveClarke

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast

How do you get your new business?

noreply@blogger.com (Dave Clarke) — Mon, 08 Jun 2009 15:44:00 +0000

One of the questions I often ask the owners of small businesses is "How do you get your new business?" The most popular response is "Recommendation or Referral".

The response is to be expected, but what is often surprising is that many of these people do not know who gave them the recommendation or referred them. For some of them this leads to much unproductive 'networking' activity almost entirely focused on meeting lots of people.

The best networkers know exactly who is referring them. This means they can concentrate their business development time with the relationships that really matter to them. In a really productive networking group you will often find at least one sub group of people that are using the regular meeting to maintain these quality relationships. These people will spend most of their 'networking' time in regular groups and One2One time with the members.

Do you know who is referring you and where you should be investing your networking time?

Good Networking!
Dave Clarke
Get 7 networking secrets for business success

business networking | business networking events | business networking podcast