After a really good networking meeting you will often see people still engrossed in conversations. Many of them will have their diaries to hand arranging meetings. It is this follow up activity in between networking meetings that really make the difference. If you are always rushing off right on time you might be missing out.
We noticed this happening after our NRG group meetings so we now set aside time in the meetings so everyone can be engaged in this activity. Next time you put a networking meeting in your diary try and leave some space beyond the formal end so you don't have to rush off.
Good Networking!
Dave Clarke
Showing posts with label Networking Follow Up. Show all posts
Showing posts with label Networking Follow Up. Show all posts
Is this the most important thing in marketing?
In a discussion on following up in the NRG-networks Linkedin Group yesterday Helen Dowling of 'Exceptional Thinking' shared that she thought that following up is "the most important marketing technique you can do".
She certainly has a point about the importance of following up. My experience of marketing in general and networking in particular is that following up is the activity that really makes the difference. There is very little point in attending lots of events, delivering your pitch, chatting briefly with many different people and collecting boxes full of business cards you do nothing with.
You don't build profitable business relationships by hardly getting to know lots of different people!
You build those relationships by finding the real points of connection and then following up with different interactions over time. That includes regular participation in your networking group, follow up emails, follow up phone calls, follow up on Social Networks and most importantly of all, follow up 121 meetings.
In other words take the lead and become one of the proactive few. It is after all the first habit of highly effective people.*
*Read more on Stephen Covey's 7 habits in my article - Applying the 7 habits to your business networking.
Good Networking!
Dave Clarke
She certainly has a point about the importance of following up. My experience of marketing in general and networking in particular is that following up is the activity that really makes the difference. There is very little point in attending lots of events, delivering your pitch, chatting briefly with many different people and collecting boxes full of business cards you do nothing with.
You don't build profitable business relationships by hardly getting to know lots of different people!
You build those relationships by finding the real points of connection and then following up with different interactions over time. That includes regular participation in your networking group, follow up emails, follow up phone calls, follow up on Social Networks and most importantly of all, follow up 121 meetings.
In other words take the lead and become one of the proactive few. It is after all the first habit of highly effective people.*
*Read more on Stephen Covey's 7 habits in my article - Applying the 7 habits to your business networking.
Good Networking!
Dave Clarke
How to have a productive One2One Meeting
The key to building a successful relationship with someone in business networking is follow up. One2One interactions are an essential part of this follow up. It is the next step after you have invested time in getting to know someone at your regular networking group meetings. In this podcast I explain how to have a productive One2One Meeting.
Listen here:
If you don't have a couple of minutes to listen then this image from the NRG Networking System covers the main points:
Good Networking!
Dave Clarke
Listen here:
If you don't have a couple of minutes to listen then this image from the NRG Networking System covers the main points:
Good Networking!
Dave Clarke
Follow up is the difference
Someone asked me this week "What is the main difference between people who are effective in their networking and those who are not?"
I replied that there were generally a number of factors. The first being that there are those that 'get it' and those that don't. By that I mean there are those who understand how networking works and some who have the idea that is some sort of selling or purely social activity.
The big difference, though, is with those that set aside time to spend following up with others. Investing time in getting to know, like, & trust them and then connecting them with the things they need to know and the people they need to know to help them achieve their busines objectives. You only get to know the relevant content and contacts in the context that is right for them by spending time with them.
In 'A simple way of standing out from the crowd' I wrote how you can stand out by becoming one of the proactive few who regularly follow up.
One simple way of ensuring you do this is to get in the habit of setting aside time in your diary for follow up and 121s after networking meetings.
I talk for a couple of minutes on follow up in this podcast, 'Follow up, Follow up, Follow up!'
Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
I replied that there were generally a number of factors. The first being that there are those that 'get it' and those that don't. By that I mean there are those who understand how networking works and some who have the idea that is some sort of selling or purely social activity.
The big difference, though, is with those that set aside time to spend following up with others. Investing time in getting to know, like, & trust them and then connecting them with the things they need to know and the people they need to know to help them achieve their busines objectives. You only get to know the relevant content and contacts in the context that is right for them by spending time with them.
In 'A simple way of standing out from the crowd' I wrote how you can stand out by becoming one of the proactive few who regularly follow up.
One simple way of ensuring you do this is to get in the habit of setting aside time in your diary for follow up and 121s after networking meetings.
I talk for a couple of minutes on follow up in this podcast, 'Follow up, Follow up, Follow up!'
Listen here:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Three keys to networking success
Earlier this week, Jason Cobine, shared his insights into the three keys to networking success at the NRG Marble Arch Networking Group in London. Basing his talk on his own experiences he identified the three as help others, help yourself, and follow up.
The first two keys, help others & help yourself, nicely summarise how networking works. If you want others to help you then take the lead and help them first. You can help yourself my making it crystal clear what you want so people can actually help you. He is also spot on about follow up which really is 'a simple way of standing out from the crowd'.
You can read more about the three keys from Jason in his blog 'Why are some business networkers more successful than others?'
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
The first two keys, help others & help yourself, nicely summarise how networking works. If you want others to help you then take the lead and help them first. You can help yourself my making it crystal clear what you want so people can actually help you. He is also spot on about follow up which really is 'a simple way of standing out from the crowd'.
You can read more about the three keys from Jason in his blog 'Why are some business networkers more successful than others?'
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
How to make your follow up productive
A couple of days ago in 'Why follow up is so important' I wrote about the importance of follow up in networking. You get to know people by spending time in conversation with them and others at regular networking group meetings. You get to know, like and trust them by following that up with One2One interactions.
You should treat that as an opportunity to really understand the other person rather than an opportunity to pitch. If you are not regularly finding yourself able to give referrals, connect people and share your knowledge then you need to be asking better questions. It is by getting to know, like, and trust people and giving them opportunities that will produce opportunities for you as people reciprocate.
As I wrote in 'Applying the 7 habits to your business networking' habit 5* is 'Seek First to Understand, Then to be Understood'.
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
You should treat that as an opportunity to really understand the other person rather than an opportunity to pitch. If you are not regularly finding yourself able to give referrals, connect people and share your knowledge then you need to be asking better questions. It is by getting to know, like, and trust people and giving them opportunities that will produce opportunities for you as people reciprocate.
As I wrote in 'Applying the 7 habits to your business networking' habit 5* is 'Seek First to Understand, Then to be Understood'.
*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Keep in touch
In my National Networker column this month I wrote about keeping in touch;
When you agree to "keep in touch" it means to maintain communications so that you keep up-to-date with knowledge about each other. That is how you continue to get to know each other and how you can help them and they can help you. We have more and more ways of keeping in touch than ever as this illustration shows:
You really have no excuse for not keeping in touch! Become one of the who do regularly keep in touch and you will stand out from the networking crowd.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
How often has someone said to you "Let's keep in touch" and that's the last you heard from each other? This excellent cartoon from the New Yorker collection shows how it is often:
When you agree to "keep in touch" it means to maintain communications so that you keep up-to-date with knowledge about each other. That is how you continue to get to know each other and how you can help them and they can help you. We have more and more ways of keeping in touch than ever as this illustration shows:
You really have no excuse for not keeping in touch! Become one of the who do regularly keep in touch and you will stand out from the networking crowd.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
A simple way of standing out from the crowd
I recently changed the email address I use to send out emails. I am still using the old one and have not informed anyone that I am using a new address. I did it to simplify the way things get dealt with in my office. What I find interesting is that new messages to the older email address have dropped by over 90%. Further analysis shows that the vast majority of regular emails (excluding spam) are replies to me rather than new ones. This is not unusual as most people react to events rather than initiate them. In other words most people are reactive rather than proactive.
In business networking this means that most do not follow up after you have connected at a networking event. This gives you a great opportunity to be different by becoming one of the proactive few. By simply getting into the habit of following up first with that nugget of information or that helpful introduction.
'Be Proactive' is the 1st habit of highly successful people according to Stephen R. Covey in the best selling Seven Habits of Highly Effective People. Read about 'applying the 7 habits to your business networking here'.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
In business networking this means that most do not follow up after you have connected at a networking event. This gives you a great opportunity to be different by becoming one of the proactive few. By simply getting into the habit of following up first with that nugget of information or that helpful introduction.
'Be Proactive' is the 1st habit of highly successful people according to Stephen R. Covey in the best selling Seven Habits of Highly Effective People. Read about 'applying the 7 habits to your business networking here'.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Who answers your phone whilst you are out?
One of the points covered at last week's Client Attraction Techniques Masterclass from Small Business Marketing Expert Nigel Temple was response time. Your clients or potential clients often want an answer right now. Indeed this is so important that 80% of business people do not leave a message if they get an answer machine or voicemail.
If you are investing valuable time in generating leads and referrals from networking and other business development activities you don't want to lose out when you can't answer the phone personally. It is uneconomic for may small businesses to employ a receptionist. There are, however, many virtual office and phone reception services available for a relatively small fixed fee or you can pay as you go.
We use a phone answering service from Verbatim for our inbound phone calls. It's an efficient, professional and cost effective way of ensuring we don't miss those important calls. Especially those that require a quick response!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
If you are investing valuable time in generating leads and referrals from networking and other business development activities you don't want to lose out when you can't answer the phone personally. It is uneconomic for may small businesses to employ a receptionist. There are, however, many virtual office and phone reception services available for a relatively small fixed fee or you can pay as you go.
We use a phone answering service from Verbatim for our inbound phone calls. It's an efficient, professional and cost effective way of ensuring we don't miss those important calls. Especially those that require a quick response!
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
How to really connect with someone
Last week in 'How many business cards are in that desk drawer?' I wrote about the meaningless swapping of business cards that sometimes takes place in networking.
Networking is not about swapping business cards and moving on. You need to engage in conversation first to start the relationship. Listen to more about really connecting in this podcast:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Networking is not about swapping business cards and moving on. You need to engage in conversation first to start the relationship. Listen to more about really connecting in this podcast:
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
How many business cards are in that desk drawer?
I was presenting the NRG Business networking Advocacy Model earlier this week when the question of collecting business cards came up.
I was talking about the importance of following up and asked how many in the audience had piles of business cards from events that they had never done anything with. Like most audiences there were knowing and embarrassed smiles from a good number.
I still meet people at networking meetings, who just collect a business card and move on. Sometimes all they do is just give out their own card! Most people are not like this at all. They are genuinely networking to develop relationships, but forget about following up when something else comes up back at the office.
If you don't follow up then you may as well be aiming for 1st prize in a non existent business card collecting competition.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
I was talking about the importance of following up and asked how many in the audience had piles of business cards from events that they had never done anything with. Like most audiences there were knowing and embarrassed smiles from a good number.
I still meet people at networking meetings, who just collect a business card and move on. Sometimes all they do is just give out their own card! Most people are not like this at all. They are genuinely networking to develop relationships, but forget about following up when something else comes up back at the office.
If you don't follow up then you may as well be aiming for 1st prize in a non existent business card collecting competition.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
A great example of follow up
Making sure you follow up with the people you meet is the vital 2nd step in building business relationships. It's often the thing that gets forgotten as business cards pile up in your office! The people that do follow up stand out and some of those really make a great impression.
Several weeks ago I met someone who promised to send me some information. A few days later the information arrived in the post along with a copy of a book we had been discussing. That has prompted further interactions which are the building blocks of a profitable business relationship.
Are you in the habit of regular follow up?
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Several weeks ago I met someone who promised to send me some information. A few days later the information arrived in the post along with a copy of a book we had been discussing. That has prompted further interactions which are the building blocks of a profitable business relationship.
Are you in the habit of regular follow up?
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Something we don't know about you
Have you ever been to a business networking event and left feeling that you didn't really get to know anyone? The conversations at business networking events can be very dull if everyone just talks about their business.
At the more 'formal' part of NRG Business Networking Events we have an aide memoire to help people introduce themselves and their business. This includes the usual business stuff - name, business, target market and ideal connections. It also invites the person to share something about themselves that we would not know in the ordinary course of business. Often this is when people come alive, smile and reveal their true nature. Especially when they talk about one of their passions.
That often is the spark for a conversation with someone and a real connection where you get to know and like each other. It's those connections that lead to follow up and a good business relationship based on trust where you become advocates. That's when networking really starts to work.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
At the more 'formal' part of NRG Business Networking Events we have an aide memoire to help people introduce themselves and their business. This includes the usual business stuff - name, business, target market and ideal connections. It also invites the person to share something about themselves that we would not know in the ordinary course of business. Often this is when people come alive, smile and reveal their true nature. Especially when they talk about one of their passions.
That often is the spark for a conversation with someone and a real connection where you get to know and like each other. It's those connections that lead to follow up and a good business relationship based on trust where you become advocates. That's when networking really starts to work.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Are business cards a necessity for business networking?
At a recent networking lunch one of the other people on our table apologised for forgetting their business cards and promised to send everyone their contact details afterwards. They did this thereby demonstrating an important part of networking follow up - doing what you promise you will do.
I know some people who deliberately have no business cards and always make a point of following up after receiving cards. This generally provokes a reaction in the people they meet. Some people think their approach is good and different. Others hate it and feel they are not really participating in the right way.
What do you think?
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
I know some people who deliberately have no business cards and always make a point of following up after receiving cards. This generally provokes a reaction in the people they meet. Some people think their approach is good and different. Others hate it and feel they are not really participating in the right way.
What do you think?
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Are you attending too many business networking events?
In a One2One meeting last week with someone I was discussing the importance of following up in building business relationships. The person I was with said "I am going to so many events I haven't had the time to do any real follow up." Then he thought for a minute and said "maybe I will go to fewer events so I have more time for follow up".
I find it really useful to put time in my diary for follow up at the same time as I enter the event itself. It would be great to hear any ideas you might have for managing your networking.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
I find it really useful to put time in my diary for follow up at the same time as I enter the event itself. It would be great to hear any ideas you might have for managing your networking.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
It takes more than just showing up
In a recent One2One meeting I was asked by someone "How many business networking events do I need to attend before I start getting business?". I said that depends on what you do after the meetings. You should be attending events, making good connections, following up and building relationships. It's investing in the right relationships that lead to business.
Woody Allen famously said "80% of success is showing up". The rest is in the follow up.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Woody Allen famously said "80% of success is showing up". The rest is in the follow up.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Giving yourself extra time for following up
At a recent seminar on Social Media most of the attendees said they struggled with doing what they need to do in the time available. I have written previously about the importance of following up, but one of the big things that takes a lot of time is dealing with email.
It doesn't need to take up that much time. I have just dealt with nearly 2000 messages in a couple of hours after returning from a 2 week family holiday. I used the system I mentioned in my post, Time Management and Networking Follow up, to go through them.
Since I started dealing with my emails in this I have saved about one hour every day! That's five hours extra each week for the important stuff. For more good advice on dealing with email see this article from Graham Jones entitled 'Check your email - quick - another one might be in....!'
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
It doesn't need to take up that much time. I have just dealt with nearly 2000 messages in a couple of hours after returning from a 2 week family holiday. I used the system I mentioned in my post, Time Management and Networking Follow up, to go through them.
Since I started dealing with my emails in this I have saved about one hour every day! That's five hours extra each week for the important stuff. For more good advice on dealing with email see this article from Graham Jones entitled 'Check your email - quick - another one might be in....!'
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
What simple tips do you have for networking?
In 'Is offline networking still relevant?' I wrote about the interview I did with Rod Sloane. After answering that question he asked if I had any simple networking tips. I answered that follow up was the big thing that makes people stand out & to be effective at follow up you need to learn to listen.
In a recent survey of first time guests at NRG networking events we found that the top three reasons for networking are:
1. More Business
2. New connections
3. Help with business issues
The most successful networkers build relationships by following up quickly and providing referrals, introductions and help to others. If you listen for where you can do the same and do it then others will do it for you.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
In a recent survey of first time guests at NRG networking events we found that the top three reasons for networking are:
1. More Business
2. New connections
3. Help with business issues
The most successful networkers build relationships by following up quickly and providing referrals, introductions and help to others. If you listen for where you can do the same and do it then others will do it for you.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
The Compass, the Clock & Networking
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
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
The importance of clarity and focus in Networking
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
* 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
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