I write this from a train heading into London. I am on my way to a 'Digital Mindset' workshop from Ecademy founders Penny & Thomas Power. The purpose of the event is billed as 'to look at why a "Digital Mindset" and Digital Coaching will grow your business.' The tag line for the Ecademy website is now 'Learning, networking and business development for the digital age'.
If we are in a 'digital age' what does this mean for the Owners, Directors and Partners of small specialist businesses and professional firms? It is mainly these people who go networking as their primary route to market.
Most of the people I meet in this category are passionate about what they do and are open and transparent about what they do and why. It is this passion, openness & transparency that gives them an advantage in this digital age. It is exactly the right approach online.
Contrast this with the news furore over the last few days about wikileaks. Whatever the rights or wrongs the revelations, if true, show some of our politicians, diplomats and representatives of big business taking the opposite approach. Saying one thing in private and another thing in public. The internet has made it easier to judge openness, honesty and transparency. The very things that small business is mainly better at that big business.
You may have heard the expression 'people buy people'. The approach for the digital age is the same as what came before.
Be yourself!
Good Networking!Dave Clarke
Showing posts with label Offline Networking. Show all posts
Showing posts with label Offline Networking. Show all posts
Are you building strong ties with your network?
In The quality of your network really matters I wrote about recent research into influencing behaviour through social networks. This research highlighted the importance of building close, strong ties to people in your network.
In his keynote at the F5 Conference earlier this year Malcolm Gladwell is quoted as Saying,
"If social media tools are going to make a meaningful commitment to the way our world is run you have to remember to build trust, to build institutions and to build strong ties."
Mark Smiciklas of the Intersection Marketing Blog regularly produces some great visuals in his articles. Here are the ones he used to illustrate the Malcolm Gladwell quote in his article on Malcolm Gladwell & The Future of Social Media a few months ago.
As I have written before,
"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
In his keynote at the F5 Conference earlier this year Malcolm Gladwell is quoted as Saying,
"If social media tools are going to make a meaningful commitment to the way our world is run you have to remember to build trust, to build institutions and to build strong ties."
Mark Smiciklas of the Intersection Marketing Blog regularly produces some great visuals in his articles. Here are the ones he used to illustrate the Malcolm Gladwell quote in his article on Malcolm Gladwell & The Future of Social Media a few months ago.
As I have written before,
"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
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
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
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
Using the Internet to get off the Internet
In 'Using online to get offline' I briefly mentioned Meetup.com Founder, Scott Heiferman, and his talk in London about the importance of meeting offline.
Scott shared that he really began to experience the power of community in post 9/11 New York when people began again to rediscover the importance of looking out for each other. I was in London during the bombs on the underground and on a bus on 7 July 2005 and saw many people going out of their way for others in a similar way.
Scott shared that the idea for Meetup came from that time and he wanted to create a site to help strengthen community. To give people the opportunity to use the Internet to get together in local communities each day with the goal of improving themselves or their communities. Their mission today is to revitalize local community and help people around the world self-organize. Meetup believes that people can change their personal world, or the whole world, by organizing themselves into groups that are powerful enough to make a difference.
As Scott said it's about "Using the Internet to get off the Internet!"
A great insight into how to use Online Social Media and Networks in your Business Networking, a subject I addressed more fully in this article:
'10 top networking tips to increase business with the effective use of offline & online networks'
Good Networking!
Dave Clarke
Scott shared that he really began to experience the power of community in post 9/11 New York when people began again to rediscover the importance of looking out for each other. I was in London during the bombs on the underground and on a bus on 7 July 2005 and saw many people going out of their way for others in a similar way.
Scott shared that the idea for Meetup came from that time and he wanted to create a site to help strengthen community. To give people the opportunity to use the Internet to get together in local communities each day with the goal of improving themselves or their communities. Their mission today is to revitalize local community and help people around the world self-organize. Meetup believes that people can change their personal world, or the whole world, by organizing themselves into groups that are powerful enough to make a difference.
As Scott said it's about "Using the Internet to get off the Internet!"
A great insight into how to use Online Social Media and Networks in your Business Networking, a subject I addressed more fully in this article:
'10 top networking tips to increase business with the effective use of offline & online networks'
Good Networking!
Dave Clarke
Using online to get offline
At a networking lunch last week someone asked about how you get to meet up offline with some of the people you connect with online. Networking online & offline are about about building relationships. You can strengthen existing connections online and make good new connections. Build relationships by contributing to online conversations and sharing your knowledge and connections. At some point you will probably need to meet up to really build trust. You may not be quite ready to meet One2One so consider inviting them along to a networking group you belong to.
Last week I attended an Event on 'How real time web is facilitating offline interactivity'. One of the speakers Meetup Founder, Scott Heiferman, was talking about the importance of meeting offline and said Meetup itself was all about:
"Using the Internet to get off the Internet!"
A pretty good approach to keep in mind with your online networking.
Good Networking!
Dave Clarke
Get 10 top networking tips to increase business with the effective use of offline & online networks
offline business networking | business networking events
Last week I attended an Event on 'How real time web is facilitating offline interactivity'. One of the speakers Meetup Founder, Scott Heiferman, was talking about the importance of meeting offline and said Meetup itself was all about:
"Using the Internet to get off the Internet!"
A pretty good approach to keep in mind with your online networking.
Good Networking!
Dave Clarke
Get 10 top networking tips to increase business with the effective use of offline & online networks
offline business networking | business networking events
How to decide where to spend time online networking
At a couple of meetings last week people asked me which online networks they should use. People tend to read the buzz about Facebook, Linkedin, Twitter etc & assume they need to be on them all. They can often feel daunted at the prospect of somehow incorporating all these into their networking.
I replied that the approach to networking is the same as offline. It is all about building relationships where people get to know, like and trust you. The important consideration for business networking is that the people you build those relationships with are in a position to refer you in the course of their everyday experiences. You should be networking online and offline in the networks where those people are members.
As I wrote in 10 top networking tips to increase business with the effective use of offline & online networks:
"Business Networking is about finding other business people who operate in similar markets to you. Then helping them and building relationships to earn that trust so don’t expect instant results. Like anything worthwhile, networking takes time and application. Take the time to develop relationships and create a network. Don’t expect to walk into a room of strangers or simply post a profile online and come away with business – it just doesn’t work like that!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
I replied that the approach to networking is the same as offline. It is all about building relationships where people get to know, like and trust you. The important consideration for business networking is that the people you build those relationships with are in a position to refer you in the course of their everyday experiences. You should be networking online and offline in the networks where those people are members.
As I wrote in 10 top networking tips to increase business with the effective use of offline & online networks:
"Business Networking is about finding other business people who operate in similar markets to you. Then helping them and building relationships to earn that trust so don’t expect instant results. Like anything worthwhile, networking takes time and application. Take the time to develop relationships and create a network. Don’t expect to walk into a room of strangers or simply post a profile online and come away with business – it just doesn’t work like that!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Online and Offline Networking go Hand in Hand
At a meeting earlier this month people were talking about how difficult it is to keep track of all the interactions we now have both online and offline. Last month in my National Networker Column I wrote about the many different ways we have of keeping in touch with the advent of social networks and social media. Online networks give us a a really effective tool for supporting our offline business networking activities. As I have written before, though, they only do that, however, if we go about both activities strategically.
In an article on the NRG-networks website I shared my top 10 tips for building business with the effective use of offline & online networks:
1. Get comfortable with how networking works
2. Develop a plan
3. Identify the people you already know, like & trust
4. Identify the offline networks to join
5. Show a genuine interest in other people
6. Always follow up contacts
7. Identify the online networks to join and start a blog
8. Make online contacts and build relationships first
9. Arrange contact meetings
10. Develop Networking Advocates
More on each point in the article, top 10 tips for building business with the effective use of offline & online networks
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
In an article on the NRG-networks website I shared my top 10 tips for building business with the effective use of offline & online networks:
1. Get comfortable with how networking works
2. Develop a plan
3. Identify the people you already know, like & trust
4. Identify the offline networks to join
5. Show a genuine interest in other people
6. Always follow up contacts
7. Identify the online networks to join and start a blog
8. Make online contacts and build relationships first
9. Arrange contact meetings
10. Develop Networking Advocates
More on each point in the article, top 10 tips for building business with the effective use of offline & online networks
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
What do you want out of networking?
If you don't know what you want from your networking how can anyone help you? There is a good discussion over at the NRG-networks group on Linkedin on 'What do you want out of networking?'.
Networking Tip 2 in '10 top tips to increase business with the effective use of offline & online networks' is 'Develop a Plan'. As I wrote there, "If you don’t know where you are going with your networking how can others help you?"
The important thing is that you know what you want rather than network without any clear idea of what you want. That way as you build relationships and help others achieve their goals you can let them know exactly what you are looking for.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Networking Tip 2 in '10 top tips to increase business with the effective use of offline & online networks' is 'Develop a Plan'. As I wrote there, "If you don’t know where you are going with your networking how can others help you?"
The important thing is that you know what you want rather than network without any clear idea of what you want. That way as you build relationships and help others achieve their goals you can let them know exactly what you are looking for.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Everyone has something to say
Ecademy have been running a series of blogs about members to inspire others and show the power of social networking. In the 11th Community Story Steven Healey shares his story and provides great a couple of great insights into networking in general:
"To me networking is about listening... everyone has something to say.
To me networking is about doing... unless you take action nothing happens."
If you have the time read the whole story at the link above.
If you are wondering how to get started then follow Steven's challenge:
"My challenge is a simple one - Take the first step.
If you start networking online, and simply create a profile on a website then sit back waiting for the world to beat a path to your door... nothing will happen.
You need to be the one who takes the first step.
Write a blog, and interact with the people who comment... then write another blog.
Write an email, and interact with the person to whom you sent it , then write another email. Greet people at meetings , listen to what they have to say. Repeat until you know everyone in the room. Take the first step if someone needs help and you (or the people in your network) can."
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
"To me networking is about listening... everyone has something to say.
To me networking is about doing... unless you take action nothing happens."
If you have the time read the whole story at the link above.
If you are wondering how to get started then follow Steven's challenge:
"My challenge is a simple one - Take the first step.
If you start networking online, and simply create a profile on a website then sit back waiting for the world to beat a path to your door... nothing will happen.
You need to be the one who takes the first step.
Write a blog, and interact with the people who comment... then write another blog.
Write an email, and interact with the person to whom you sent it , then write another email. Greet people at meetings , listen to what they have to say. Repeat until you know everyone in the room. Take the first step if someone needs help and you (or the people in your network) can."
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Finding the time for online networking
A number of people I have spoken to recently feel completely overwhelmed by the prospect of keeping up to date online and offline. In 'You only have 12 hours a week' Alan Rae has some useful insights into the types of business that need to do more online.
In my recent Webinar 'How to Effectively Combine Offline & Online Networking ' I spoke about integrating online & offline networking. It's still available to view at that link.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
In my recent Webinar 'How to Effectively Combine Offline & Online Networking ' I spoke about integrating online & offline networking. It's still available to view at that link.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
The Personal & Professional in Business Networking
Another question I was asked in my webcast last week on 'How to Effectively Combine Offline & Online Networking'was whether I made a distinction between personal & professional networks in the information I share.
My answer was along the lines that people buy people so it is important to share personal information in both business and personal networking.
I enjoyed reading supporting evidence on this issue in Graham Jones' blog post yesterday about the information you share on your website. In 'Find connections to increase your sales' Graham suggests "the more personal information you reveal, the more likely it is you will connect with your customers".
He goes on to say "As if we didn't know, people buy from people... start telling the world even more about yourself so they can start to truly connect with you".
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
My answer was along the lines that people buy people so it is important to share personal information in both business and personal networking.
I enjoyed reading supporting evidence on this issue in Graham Jones' blog post yesterday about the information you share on your website. In 'Find connections to increase your sales' Graham suggests "the more personal information you reveal, the more likely it is you will connect with your customers".
He goes on to say "As if we didn't know, people buy from people... start telling the world even more about yourself so they can start to truly connect with you".
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Are online relationships more short term?
I was asked a number of questions in my webcast last week on 'How to Effectively Combine Offline & Online Networking'. One viewer said "It's more important to meet people offline and spend more time, this makes a relationship long term. Online relationships are more short term. Your views please?"
I have built long term relationships from connections I have made online. I have subsequently met many of these people so the relationships are now both online & offline. There are some I have never met because they are in countries I have not visited. This has not stopped us providing support, knowledge and contacts to each other.
I think the real answer is that most people make more offline connections than online ones and a smaller proportion of those online ones develop into real relationships. I wrote briefly about this in 'Quality versus quantity in Business Networking' yesterday.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
I have built long term relationships from connections I have made online. I have subsequently met many of these people so the relationships are now both online & offline. There are some I have never met because they are in countries I have not visited. This has not stopped us providing support, knowledge and contacts to each other.
I think the real answer is that most people make more offline connections than online ones and a smaller proportion of those online ones develop into real relationships. I wrote briefly about this in 'Quality versus quantity in Business Networking' yesterday.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Quality versus quantity in Business Networking
At a recent seminar on how to effectively combine online and offline networking someone said that he wanted to build a 'quality' network rather than have lots of connections like many people he sees online. I think most people would agree that quality is important. The continuing debate is around how you get there.
In offline groups you can build these quality connections from a relatively small group of people. Much of the filtering process has already been done. It's different online in that you will have quality interactions with a smaller percentage of the people you 'connect' with. In both cases quality is a result of quantity.
To be effective offline and online is is still about building relationships.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
In offline groups you can build these quality connections from a relatively small group of people. Much of the filtering process has already been done. It's different online in that you will have quality interactions with a smaller percentage of the people you 'connect' with. In both cases quality is a result of quantity.
To be effective offline and online is is still about building relationships.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
How to Effectively Combine Offline & Online Networking
I presented this webinar on brightTALK yesterday. You can watch the recording below.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
The Tipping Point & Online Networking
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
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
Offline still most important for Word of Mouth
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
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
Extending your networking online
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
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
Taking the guess work out of networking
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
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
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