I met someone last week at one of my regular networking groups. When he explained what he did I advised him that the group may not be great for him and his business. He sold cosmetics and the group was made up of professionals and providers of business services.
He said, rightly, that everyone there either used or knew people that used the types of products he sold. I said that was true, but they were all there because they shared the same target market. They were not selling directly to consumers of domestic products so the best network for him would be with others selling directly to the same domestic consumers.
Successful networking is all about building relationships with the right people. A good place to start when selecting a networking group is to find one where the other members sell to the same target market as you.
Good Networking!Dave Clarke
Showing posts with label How Networking Works. Show all posts
Showing posts with label How Networking Works. Show all posts
What is a business networking group?
I was a little thrown at first, but realised I shouldn't be. I think we often assume that everyone knows more about whatever it is we do than they actually do. I met someone on a Referral Institute training course yesterday who had once written technical manuals. He said that the instructions included the advice to write so that an 8 year old can understand.
Wikipedia describes Business Networking as 'a socioeconomic activity by which groups of like-minded businesspeople recognize, create, or act upon business opportunities. A business network is a type of social network whose reason for existing is business activity'.
I realised that I needed to explain a little bit more.
I explained that there are now many more people running their own business than ever before. Many of them are specialists in what they do and do not have any marketing or sales people. They rely on personal recommendation or word of mouth for their business. Their main problem is that they need more of these opportunities than they currently have. Many of the older business support services in the public and private sector do not really help these business people with generating positive word of mouth.
Any group exists because the members share and are committed to a common cause. The common cause for the members of a business networking group will usually be helping each other in business. This may be around sharing business, support and information (or all 3). It is mainly the need to generate more business by recommendation that has lead to the growth in the market of specialist business networking groups.
A business networking group is a club where the common cause is helping each other become more successful in business.
The most important thing in an effective business networking group is that the members don't just share the same needs. They must be in a position to really help each other. That will often mean that the members share similar target markets and provide similar value services. Success is then down to the commitment and contribution they make.
Would an 8 year old understand how you describe what you do?
Good Networking!
Dave Clarke
Building a business by referring others first
In a recent post I suggested it was a good idea to work out who else is needed when you do business. This simple exercise means you can work out which other businesses give you the most referral opportunities. Both for giving and receiving.
Someone asked me a couple of days ago if I could give an example. Some years ago I was involved in an Internet start up. We provided high speed internet connectivity to business clients in City of London in the days before broadband! Before we opened for business we built relationships with other providers of services in the Internet, IT and Telecoms space. Services that would be complementary to ours and that our clients and potential clients might also need. Some of these may have been competitors in some respects, but we felt that if they were right for a client then we would not be and vice versa.
These other businesses included providers of:
Good Networking!
Dave Clarke
Someone asked me a couple of days ago if I could give an example. Some years ago I was involved in an Internet start up. We provided high speed internet connectivity to business clients in City of London in the days before broadband! Before we opened for business we built relationships with other providers of services in the Internet, IT and Telecoms space. Services that would be complementary to ours and that our clients and potential clients might also need. Some of these may have been competitors in some respects, but we felt that if they were right for a client then we would not be and vice versa.
These other businesses included providers of:
- consumer ISP services - we were b2b only.
- computer and computer network equipment - we did not sell this equipment.
- email and internet software.
- internet security.
- computer cabling suppliers.
- data storage.
- telephony and telephony equipment.
- e-commerce.
- web design.
- internet hosting.
Most of the time when we spoke with potential clients they might not need our services at the time, but they needed one of these others and we referred them. This kept us front of mind for both our potential clients and those we referred.
Over time all of our business came through referrals from these sources. The 'potential clients' became clients or referred others as a result of the help we provided for them. Those we referred then stated doing the same for us. Many of these relationships also resulted in more collaboration, but that's another story...
Good Networking!
Dave Clarke
Do you nurture your network like a good garden?
Nurturing your network can be similar to tending your garden. In a garden different trees, plants and shrubs require differing amounts of attention to enable them to grow and thrive. It's the same with your network. Some relationships need very little maintenance, some require much more at the start and others need constant attention.
Many people, though, think of networking as being all about connecting with as many people as possible. This approach leaves you very little time to build the right relationships. Your garden would soon be over-run with weeds if you neglected that personal care and attention. At this time of year some extra attention is required to ensure the health of your garden for the Winter and in preparation for Spring. In his column in the Financial Times on Saturday Mike Southon offered some advice on networking including some "radical pruning of the people in our on-line networks".
The article is worth a read and as Mike wrote, "Any network is all about quality rather than quantity, the depth rather than the breadth of your connections."
Good Networking!Dave Clarke
Many people, though, think of networking as being all about connecting with as many people as possible. This approach leaves you very little time to build the right relationships. Your garden would soon be over-run with weeds if you neglected that personal care and attention. At this time of year some extra attention is required to ensure the health of your garden for the Winter and in preparation for Spring. In his column in the Financial Times on Saturday Mike Southon offered some advice on networking including some "radical pruning of the people in our on-line networks".
The article is worth a read and as Mike wrote, "Any network is all about quality rather than quantity, the depth rather than the breadth of your connections."
Good Networking!Dave Clarke
An offline networking lesson from Linkedin
Many business people are comfortable with Linkedin. The online tools seem based around the way networking has always worked offline. Used well the Linkedin tools add value to your offline networking.
In a peer to peer boardroom session recently we were discussing how someone could get in front of good prospects for a new high value consulting service. One of the difficulties this person had was helping his network identify referral opportunities. We got the person to identify some real companies he could work with. We then searched linkedin for contacts in those companies. Linkedin showed those in our existing networks who were connected to these 'prospects'. The action the person took away from the boardroom was to try and get introductions to these prospects via his network. Linkedin makes that whole process very open & simple.
It can be very difficult offline to know who our network knows. One way to help is to identify the the actual companies you want to work with. Then tell your network who they are, how you help and why you want to be introduced.
Once you are in a trusted relationship it is well worth setting aside regular one to one time where you explore each others connections and the opportunies within.
Good Networking!Dave Clarke
In a peer to peer boardroom session recently we were discussing how someone could get in front of good prospects for a new high value consulting service. One of the difficulties this person had was helping his network identify referral opportunities. We got the person to identify some real companies he could work with. We then searched linkedin for contacts in those companies. Linkedin showed those in our existing networks who were connected to these 'prospects'. The action the person took away from the boardroom was to try and get introductions to these prospects via his network. Linkedin makes that whole process very open & simple.
It can be very difficult offline to know who our network knows. One way to help is to identify the the actual companies you want to work with. Then tell your network who they are, how you help and why you want to be introduced.
Once you are in a trusted relationship it is well worth setting aside regular one to one time where you explore each others connections and the opportunies within.
Good Networking!Dave Clarke
You have a Linkedin profile so now what?
I get asked regularly by business people and professionals about using Linkedin. Here is a short video from the clever folks at Commoncraft that explains it all in very simple language.
Good Networking!Dave Clarke
Good Networking!Dave Clarke
Put yourself in their shoes
Most weeks I meet someone who works on their own and who says something like, "I work with blue chips so need to be 'networking' with CEOs, CFOs, CTOs etc of Corporates, Blue Chips etc".
Stop for a moment and think about the responsibilities these CXO people have and their priorities. Where do you think meeting a bunch of people at a networking group fits? Instead of thinking about finding these people directly put yourself in their shoes. What are the things they worry about and who do they turn to for advice?
That will give you some idea of where to focus your networking efforts. With their other trusted advisers and suppliers!
Spend your time building relationships with these people. They are the ones that have influence with and access to your target market.
Good Networking!Dave Clarke
Stop for a moment and think about the responsibilities these CXO people have and their priorities. Where do you think meeting a bunch of people at a networking group fits? Instead of thinking about finding these people directly put yourself in their shoes. What are the things they worry about and who do they turn to for advice?
That will give you some idea of where to focus your networking efforts. With their other trusted advisers and suppliers!
Spend your time building relationships with these people. They are the ones that have influence with and access to your target market.
Good Networking!Dave Clarke
How to amplify and not dilute your message
Why does Word of Mouth Marketing work so well?
That was the recent headline of an article by my colleague in NRG Business Networks, Martin Davies. Stuart Harris Replied on Twitter,
"WoM marketing is great because it's personal but the person isn't paid ("hire a liar") - they recommend or not from the heart".
The subject came up yesterday at a seminar on Linkedin before the NRG lunch in Swindon. We know, and research confirms, that a recommendation or referral from a trusted 3rd party is much more powerful than any direct message of yours.
That's why networking is not about broadcasting your message to as many people as possible. Neither is it about meeting as many people as you possibly can yourself. That just dilutes your effort.
Build strong relationships with a close trusted network. They will deliver those precious 3rd party recommendations and your message will be amplified many times over.
Good Networking!Dave Clarke
That was the recent headline of an article by my colleague in NRG Business Networks, Martin Davies. Stuart Harris Replied on Twitter,
"WoM marketing is great because it's personal but the person isn't paid ("hire a liar") - they recommend or not from the heart".
The subject came up yesterday at a seminar on Linkedin before the NRG lunch in Swindon. We know, and research confirms, that a recommendation or referral from a trusted 3rd party is much more powerful than any direct message of yours.
That's why networking is not about broadcasting your message to as many people as possible. Neither is it about meeting as many people as you possibly can yourself. That just dilutes your effort.
Build strong relationships with a close trusted network. They will deliver those precious 3rd party recommendations and your message will be amplified many times over.
Good Networking!Dave Clarke
Are you talking enough with the people you already know?
One of the issues I hear most often from Directors and Professionals in small and medium sized businesses is how to generate business in new markets. I facilitated a peer to peer 'Boardroom' session recently where half of the issues raised were around this topic:
"How do I reach the companies I want to provide with a new service?"
"How do I get people to my networking group?"
"How do I get to relevant SMEs?"
Many people think the answer is to search for new connections on social networks or find new places to meet lots of people. The problem with this is you can very quickly run out of resources including your precious time. Stretching yourself very thinly in this way probably means getting to hardly know lots of people. Not the way to generate new business.
I spoke at an event recently on the big mistake that means networking doesn't work for many people. I asked the audience whether the best business came via recommendation and they agreed. I asked if they agreed that people recommend people in business that they know, like, rate and trust. They agreed again so I also asked whether they thought a good networking event was one with people they mostly didn't know. They agreed with that too and that is very often where the problem begins. Getting to know people takes time and the vast majority of people you meet once will remain as strangers.
The best way to get to the people you don't know is not by yourself. It is through word of mouth. It is by getting to know and supporting your close network even better than you do now. Grow advocates amongst them and they will recommend you to the people you don't know yet.
Good Networking!Dave Clarke
"How do I reach the companies I want to provide with a new service?"
"How do I get people to my networking group?"
"How do I get to relevant SMEs?"
Many people think the answer is to search for new connections on social networks or find new places to meet lots of people. The problem with this is you can very quickly run out of resources including your precious time. Stretching yourself very thinly in this way probably means getting to hardly know lots of people. Not the way to generate new business.
I spoke at an event recently on the big mistake that means networking doesn't work for many people. I asked the audience whether the best business came via recommendation and they agreed. I asked if they agreed that people recommend people in business that they know, like, rate and trust. They agreed again so I also asked whether they thought a good networking event was one with people they mostly didn't know. They agreed with that too and that is very often where the problem begins. Getting to know people takes time and the vast majority of people you meet once will remain as strangers.
The best way to get to the people you don't know is not by yourself. It is through word of mouth. It is by getting to know and supporting your close network even better than you do now. Grow advocates amongst them and they will recommend you to the people you don't know yet.
Good Networking!Dave Clarke
Your network is the biggest asset in your business
Over the last couple of years many small business owners and professionals have discovered for the first time that business is about downs as well as ups. Fortunately for the economy most of these people have a pretty positive outlook and will be helping lead us out of recession. There are those that will be doing this in an entirely different business from the one they were running three years ago. I was chatting with a few of these people last week.
One was talking about the need to meet lots of new people and make new connections for his new business. This is a common approach, but can make life much more difficult in building his new business. It ignores the most important asset he built during his previous business and those before it. His Network! People who know, like, rate and trust him because they have seen him in action and those he has made a real difference to.
Those are the people to focus attention on as they are already in a position to make those vital referrals and recommendations that produce the best new sales for any business, new or old.
Business may be temporary, but your Network is permanent!
Good Networking!Dave Clarke
One was talking about the need to meet lots of new people and make new connections for his new business. This is a common approach, but can make life much more difficult in building his new business. It ignores the most important asset he built during his previous business and those before it. His Network! People who know, like, rate and trust him because they have seen him in action and those he has made a real difference to.
Those are the people to focus attention on as they are already in a position to make those vital referrals and recommendations that produce the best new sales for any business, new or old.
Business may be temporary, but your Network is permanent!
Good Networking!Dave Clarke
Get more referrals by dominating your niche
In a recent NRG business networking event Chris Bose delivered an excellent talk on how to get more prospects for your business from your website. You can read the full text on his website. The elements of his process for getting more prospects are very useful in the context of generating more referrals in networking.
A good website is aimed at being found by relevant people and converting them to prospects and not just hits. In the same way successful networkers build relationships with potential advocates in the right market sectors rather than just randomly connecting with lots of people. They then motivate their Inner Network to generate referrals.
Niche Domination means aiming your website at only the targeted people who are interested in the specific stuff that you sell. In networking you want your network to remember the specific target market you solve problems for and the more precise you are the better.
If you need help in finding your niche then analyse who you work with today, who you enjoy working with and where the money comes from!
Good Networking!
Dave Clarke
A good website is aimed at being found by relevant people and converting them to prospects and not just hits. In the same way successful networkers build relationships with potential advocates in the right market sectors rather than just randomly connecting with lots of people. They then motivate their Inner Network to generate referrals.
Niche Domination means aiming your website at only the targeted people who are interested in the specific stuff that you sell. In networking you want your network to remember the specific target market you solve problems for and the more precise you are the better.
If you need help in finding your niche then analyse who you work with today, who you enjoy working with and where the money comes from!
Good Networking!
Dave Clarke
The quality of your network really matters
The rise in popularity of social networking websites has seen many people adopt a different approach to building their network. They have followed the idea encouraged by a number of 'experts' that large numbers of followers or connections are all important. Internet Psychologist, Graham Jones, has just written about evidence that demonstrates this approach is wrong. His article about new research from the Massachusetts Institute of Technology into 'The Spread of Behavior in an Online Social Network' reports on the findings. The research compared how behaviour was spread in two competing networks. It spread much farther and faster in the quality, structured network than in the random one.
As Graham writes, "this research confirms that a structured network of close ties is the most beneficial. It is evidence that quality of your network is more important than quantity."
This is more confirmation that success in networking (offline and online) comes down to building a manageable number of relationships amongst people with influence amongst the right audience. Then motivating that network to advocate you.
Graham includes some great networking tips in his article:
1. Concentrate on truly connecting with people, rather than building numbers. Focus on relationships, rather than popularity rankings.
2. Keep in regular touch with your network; don't just add occasional information - make your social network a key part of your daily activity.
3. Encourage your network participants to invite their real-life friends to join your specific group; getting people to support each other within your network appears to boost the entire network, the study finds.
4. Have structure to your network - rather than making it informal, provide leadership.
Good Networking!Dave Clarke
As Graham writes, "this research confirms that a structured network of close ties is the most beneficial. It is evidence that quality of your network is more important than quantity."
This is more confirmation that success in networking (offline and online) comes down to building a manageable number of relationships amongst people with influence amongst the right audience. Then motivating that network to advocate you.
Graham includes some great networking tips in his article:
1. Concentrate on truly connecting with people, rather than building numbers. Focus on relationships, rather than popularity rankings.
2. Keep in regular touch with your network; don't just add occasional information - make your social network a key part of your daily activity.
3. Encourage your network participants to invite their real-life friends to join your specific group; getting people to support each other within your network appears to boost the entire network, the study finds.
4. Have structure to your network - rather than making it informal, provide leadership.
Good Networking!Dave Clarke
The same rules apply for online and offline Word of Mouth
I have written before about online & offline networking needing similar approaches. Recent HP Labs social media research concludes that successful influence on twitter does not depend on a large number of followers. That for information to propagate in a network, individuals need to forward it to the other members, thus having to actively engage rather than passively read it.
This supports the behaviours we identified in our research into offline networking and how to proactively create positive word of mouth.
Success in networking (offline and online) comes down to building a manageable number of relationships amongst people with influence amongst the right audience. Then motivating that network to advocate you.
Good Networking!
Dave Clarke
This supports the behaviours we identified in our research into offline networking and how to proactively create positive word of mouth.
Success in networking (offline and online) comes down to building a manageable number of relationships amongst people with influence amongst the right audience. Then motivating that network to advocate you.
Good Networking!
Dave Clarke
'Don't dive in' is not an excuse for doing nothing
I received a message via Twitter about my recent article, The BIG Mistake That Means Networking Doesn’t Work. The person said she agreed with the article, but thought people may take the advice 'don't dive in' as an excuse for doing nothing.
My main point was that people often start networking with no end in mind. Put some thought into what you want and then get out there and join some networks. Find those groups with other business people who operate in similar markets to you. Commit to investing the time to develop relationships and create a network of advocates.
Many people miss out by not joining a group or joining much later than they should. If you put a little bit of effort into identifying the right places to network up front then you can join in as soon as you find them. If you attend a group & leave it for a few months before joining you are missing opportunities.
One thing is absolutely certain. If you do nothing you will get nothing!
Good Networking!
Dave Clarke
My main point was that people often start networking with no end in mind. Put some thought into what you want and then get out there and join some networks. Find those groups with other business people who operate in similar markets to you. Commit to investing the time to develop relationships and create a network of advocates.
Many people miss out by not joining a group or joining much later than they should. If you put a little bit of effort into identifying the right places to network up front then you can join in as soon as you find them. If you attend a group & leave it for a few months before joining you are missing opportunities.
One thing is absolutely certain. If you do nothing you will get nothing!
Good Networking!
Dave Clarke
Is there a right time to leave a networking group?
This post was inspired when I was asked recently for a quote for a new book from Andy Lopata on when to leave a networking group.
There are times when you move on in business and different networking groups become more appropriate. If you are networking as part of an overall plan then you will be able to work out when to move on. My experience is that more people leave for the wrong reasons than the right reasons. Many people leave groups because they never really worked out why they should be there in the first place!
Then there are the people who do it for a year and stop because they think it isn’t working. The great shame is that they are usually at the point where their investment is about to reap rewards. They have become known, liked, rated and trusted. Instead of strengthening the relationships they have built they move on to start the whole process again with new people.
Most weeks I will be at an event and someone will ask where X or Y is because they have something for them. If I say they have left the group they almost always ask for a recommendation to somebody else even if I offer to pass their message on.
Good Networking!
Dave Clarke
There are times when you move on in business and different networking groups become more appropriate. If you are networking as part of an overall plan then you will be able to work out when to move on. My experience is that more people leave for the wrong reasons than the right reasons. Many people leave groups because they never really worked out why they should be there in the first place!
Then there are the people who do it for a year and stop because they think it isn’t working. The great shame is that they are usually at the point where their investment is about to reap rewards. They have become known, liked, rated and trusted. Instead of strengthening the relationships they have built they move on to start the whole process again with new people.
Most weeks I will be at an event and someone will ask where X or Y is because they have something for them. If I say they have left the group they almost always ask for a recommendation to somebody else even if I offer to pass their message on.
Good Networking!
Dave Clarke
The BIG Mistake That Means Networking Doesn’t Work
Andy Lopata asked me recently to write an article on the mistakes that people make in business networking. This article is now published in Andy's newsletter at Fresh Business Thinking. As I researched the topic with my network and reflected on my experiences I realised there was one BIG mistake.
Business people often turn to networking at different times. Start ups will often network like crazy early on and established businesses will often start when traditional routes to market dry up. The thing they very often have in common is the idea that networking is the answer to their problem. This first and BIG mistake that many people make is they dive headlong into the activity of networking with a complete misunderstanding of what networking really is.
This activity often involves looking for opportunities to ‘network’ with lots of people. They attend group meetings (once) swapping business cards with everyone they can, broadcasting their message, chasing immediate transactions and moving on. They join online networks, put together a profile and broadcast some more. After a while this doesn’t work and many conclude that networking doesn’t work.
Some think they may need to do something differently and they may get some training into how to work the room and how to craft the perfect elevator pitch. They do the rounds again and wait for the avalanche of new clients to contact them by email, phone, twitter, linkedin, facebook et al. Again this doesn’t work and a few more conclude that networking doesn’t work.
It doesn’t have to be that way! There are plenty of networking groups out there with experienced business people that will help you avoid the mistakes and make sure networking does work for you and your business. For 10 tips on learning from the mistakes others have made go the to full article on The BIG Mistake That Means Networking Doesn’t Work.
Good Networking!
Dave Clarke
Business people often turn to networking at different times. Start ups will often network like crazy early on and established businesses will often start when traditional routes to market dry up. The thing they very often have in common is the idea that networking is the answer to their problem. This first and BIG mistake that many people make is they dive headlong into the activity of networking with a complete misunderstanding of what networking really is.
This activity often involves looking for opportunities to ‘network’ with lots of people. They attend group meetings (once) swapping business cards with everyone they can, broadcasting their message, chasing immediate transactions and moving on. They join online networks, put together a profile and broadcast some more. After a while this doesn’t work and many conclude that networking doesn’t work.
Some think they may need to do something differently and they may get some training into how to work the room and how to craft the perfect elevator pitch. They do the rounds again and wait for the avalanche of new clients to contact them by email, phone, twitter, linkedin, facebook et al. Again this doesn’t work and a few more conclude that networking doesn’t work.
It doesn’t have to be that way! There are plenty of networking groups out there with experienced business people that will help you avoid the mistakes and make sure networking does work for you and your business. For 10 tips on learning from the mistakes others have made go the to full article on The BIG Mistake That Means Networking Doesn’t Work.
Good Networking!
Dave Clarke
Are you networking or building your network
In conversation with a couple of people last week I asked if they thought there was a difference between networking and building your network. They answered that when they started formal networking they were recently out of corporate life and they thought networking was all about finding people to do business with directly. This meant they went around attending lots of meetings and finding loads of new people. They did training courses on elevator pitches, talking to strangers and working the room. They didn't generate any business, but they didn't give up.
They realised through their experiences that effective networking was not a one touch contact sport but about building a network as the one real asset of a small business or independent professional. It became important to find groups of like minded people to replace the things they took for granted in Corporate Life. They are now building relationships with people they have things in common with by sharing business, support and knowledge.
I believe that building the right network for you and your business is vital. If you start with that premise it gives you the real reason for networking and your whole approach changes your focus from you to the people you meet.
Good Networking!
Dave Clarke
They realised through their experiences that effective networking was not a one touch contact sport but about building a network as the one real asset of a small business or independent professional. It became important to find groups of like minded people to replace the things they took for granted in Corporate Life. They are now building relationships with people they have things in common with by sharing business, support and knowledge.
I believe that building the right network for you and your business is vital. If you start with that premise it gives you the real reason for networking and your whole approach changes your focus from you to the people you meet.
Good Networking!
Dave Clarke
The missing ingredient in business networking
I spent a day at the start of this week with some colleagues and associates in a regular monthly meeting for the leaders of our NRG Business Groups. The focus of the day is all about how we can help each other build our respective businesses through the collective power of our shared networks. The meeting is facilitated to keep our overall objectives in mind whilst enjoying it and the social element is an essential part of the mix. Our discussions and interactions are primarily about building business, but they are also about supporting each other and sharing ideas, knowledge and best practice.
Someone pointed out to me that the overall experience was very similar to many business and networking meetings. There was, however, one big difference. We were focused on an ongoing strategy for helping to build each others business rather than just networking for the sake of it.
For many people the missing ingredient in their networking is focus. They have a general idea, but no specific reasons why they are doing it. Without that focus it can be difficult to work out where to network, who to network with, when to do it, what it is really all about and how to go about it.
Maybe the title of this post should be the 6 missing ingredients...
If you know anyone who could do with some help with how to build their network in a strategic way then please share this free download to help them work on the four key steps to building business through networking - http://bit.ly/NRGpdf
Good Networking!
Dave Clarke
Someone pointed out to me that the overall experience was very similar to many business and networking meetings. There was, however, one big difference. We were focused on an ongoing strategy for helping to build each others business rather than just networking for the sake of it.
For many people the missing ingredient in their networking is focus. They have a general idea, but no specific reasons why they are doing it. Without that focus it can be difficult to work out where to network, who to network with, when to do it, what it is really all about and how to go about it.
Maybe the title of this post should be the 6 missing ingredients...
If you know anyone who could do with some help with how to build their network in a strategic way then please share this free download to help them work on the four key steps to building business through networking - http://bit.ly/NRGpdf
Good Networking!
Dave Clarke
Do business networks collaborate or compete?
"Avoid the competition" was a comment from Courtney Sperlazza in response to my post entitled What is the right approach in business networking? She went on to explain:
"I don't mean to avoid your competitors. What I mean is, avoid the concept of competition. You can work collaboratively with anyone. Even if you're in similar industries, there is something the other guy can do that you can't do and vice versa. Some of us call those things opportunities!"
One of the first steps we encourage in our advocacy model to how business networking really works is to clarify your target market. This is not so you can sell to them at networking events. It is so you can work out who else deals with them and so who you should be networking with to create those opportunities for each other. Real networking is a collaborative activity where you get to build a sustainable route to market for the long term. As I have written before it is not the face to face equivalent of cold calling.
Imagine my surprise this morning when I received a note that said that someone could not attend a meeting of one of our groups because they were a member of a competing network!
Doesn't that miss the point of networks being places to collaborate?
The best example for the networks to set is to collaborate with other networks.
Good Networking!
Dave Clarke
"I don't mean to avoid your competitors. What I mean is, avoid the concept of competition. You can work collaboratively with anyone. Even if you're in similar industries, there is something the other guy can do that you can't do and vice versa. Some of us call those things opportunities!"
One of the first steps we encourage in our advocacy model to how business networking really works is to clarify your target market. This is not so you can sell to them at networking events. It is so you can work out who else deals with them and so who you should be networking with to create those opportunities for each other. Real networking is a collaborative activity where you get to build a sustainable route to market for the long term. As I have written before it is not the face to face equivalent of cold calling.
Imagine my surprise this morning when I received a note that said that someone could not attend a meeting of one of our groups because they were a member of a competing network!
Doesn't that miss the point of networks being places to collaborate?
The best example for the networks to set is to collaborate with other networks.
Good Networking!
Dave Clarke
Can you do too much networking?
Someone raised the possibility that they may be doing too much networking on the 4networking business forum last week. So can you spend too much time networking?
There are many people who spend too much time attending networking groups & events because they are not really networking. They are really engaged in the face to face equivalent of cold calling. They attend loads of meetings & broadcast loudly, but don't listen. They meet as many people as they can, but never have any time for others. Their idea of following up is to add you to their database. I could go on, but you know who they are. They don't really engage, share or build long term mutually beneficial business relationships.
There are some people who are networking with the best intentions, but don't give themselves enough time for following up. They may need to improve the balance of their networking time and do more one to one interactions between larger meetings.
Those people that 'get' how networking really works invest their time in building relationships with other people they have things in common with. They know that it takes time and you have to know, like, rate and trust someone before you will advocate them. They know this time is worth it as one 'Advocate' is worth far more than lots of one off transactions. They attend meetings to strengthen existing relationships and build some new ones. They get to share business, support, knowledge and have fun doing it too. This sort of networking is legitimate and necessary work time stuff and you probably don't have the time to do enough of it.
Good Networking!
Dave Clarke
There are many people who spend too much time attending networking groups & events because they are not really networking. They are really engaged in the face to face equivalent of cold calling. They attend loads of meetings & broadcast loudly, but don't listen. They meet as many people as they can, but never have any time for others. Their idea of following up is to add you to their database. I could go on, but you know who they are. They don't really engage, share or build long term mutually beneficial business relationships.
There are some people who are networking with the best intentions, but don't give themselves enough time for following up. They may need to improve the balance of their networking time and do more one to one interactions between larger meetings.
Those people that 'get' how networking really works invest their time in building relationships with other people they have things in common with. They know that it takes time and you have to know, like, rate and trust someone before you will advocate them. They know this time is worth it as one 'Advocate' is worth far more than lots of one off transactions. They attend meetings to strengthen existing relationships and build some new ones. They get to share business, support, knowledge and have fun doing it too. This sort of networking is legitimate and necessary work time stuff and you probably don't have the time to do enough of it.
Good Networking!
Dave Clarke
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