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
Showing posts with label Research. Show all posts
Showing posts with label Research. Show all posts
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
Reducing your business risks with networking
In the NRG research into business networking conducted a few years ago the findings included the ways in which building trusted relationships through networking reduces your risk in doing business. Perhaps the more obvious ones were the benefits you get from having more people looking for opportunities for you and good honest feedback about your business.
Another one was the business intelligence that your network contains. A great example of this for those operating in the UK is the results from NRG member and Skillfair founder, Gill Hunt, for their 2010 UK Consultancy Fee Rate Survey*. This was her biggest ever survey so the results are pretty definitive. Rates by specialism, sector and region.
As Gill says "You can use this information as a guide when buying or selling consultancy and freelance services - day rate isn't everything but it gives you a place to start and confidence that you're in the right area."
I am also pleased to report that NRG members get 11% more than the average!
*Full results published here.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Another one was the business intelligence that your network contains. A great example of this for those operating in the UK is the results from NRG member and Skillfair founder, Gill Hunt, for their 2010 UK Consultancy Fee Rate Survey*. This was her biggest ever survey so the results are pretty definitive. Rates by specialism, sector and region.
As Gill says "You can use this information as a guide when buying or selling consultancy and freelance services - day rate isn't everything but it gives you a place to start and confidence that you're in the right area."
I am also pleased to report that NRG members get 11% more than the average!
*Full results published here.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking tips
Survival of the kindest
On his blog this morning Internet Psychologist Graham Jones poses the question "which kind of people do you like the most? Those who divide and rule, or those who are less selfish and try to help others?".
He asks this in his article, Helping others online could boost your business, which is well worth a read. He writes about recent research from the University of California at Berkeley which suggests that the helpful, altruistic individuals around us are the ones that are doing best in our modern society. The article referred to by Graham is entitled Social scientists build case for 'survival of the kindest'. The article includes this
"In a wide range of studies, social scientists are amassing a growing body of evidence to show we are evolving to become more compassionate and collaborative in our quest to survive and thrive."
Good to see some solid academic research into the whole ethos of how networking works. As we know the more you help others the greater your chances of success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
He asks this in his article, Helping others online could boost your business, which is well worth a read. He writes about recent research from the University of California at Berkeley which suggests that the helpful, altruistic individuals around us are the ones that are doing best in our modern society. The article referred to by Graham is entitled Social scientists build case for 'survival of the kindest'. The article includes this
"In a wide range of studies, social scientists are amassing a growing body of evidence to show we are evolving to become more compassionate and collaborative in our quest to survive and thrive."
Good to see some solid academic research into the whole ethos of how networking works. As we know the more you help others the greater your chances of success.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Can you accelerate trust?
At a recent event someone posed the question "what can we do to accelerate the building of trust within the group?" It's a good question as successful networking relies on the building of trust. I think there are some essential ingredients for building trust in a group including leadership and facilitation. The members must also 'buy in' to the process and be proactive.
A few years back we conducted some research into the importance of developing trust in business relationships as part of networking. The article 'Have you unlocked the benefits of business networking?' includes a link to the full findings. It includes a breakdown of the trust building process in business networking. If you are proactive and follow this you can accelerate the building of trust, particularly if you join the right networking group for you.
As I wrote in 'How to build trust in business relationships':
Building a trusted business relationship in a networking context is a simple process:
1. Make contact
2. Follow up
3. Form relationships
4. Develop Advocates
Like many simple things that does not mean it is easy!
These previous blog posts also address the issue of building trust in business networking:
The killer app in business networking
Building trust in networking
Nothing compares to the power of trust
Building trust with a new contact
Behaviours that build trust
What’s your NRG? Part Two.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
A few years back we conducted some research into the importance of developing trust in business relationships as part of networking. The article 'Have you unlocked the benefits of business networking?' includes a link to the full findings. It includes a breakdown of the trust building process in business networking. If you are proactive and follow this you can accelerate the building of trust, particularly if you join the right networking group for you.
As I wrote in 'How to build trust in business relationships':
Building a trusted business relationship in a networking context is a simple process:
1. Make contact2. Follow up
3. Form relationships
4. Develop Advocates
Like many simple things that does not mean it is easy!
These previous blog posts also address the issue of building trust in business networking:
The killer app in business networking
Building trust in networking
Nothing compares to the power of trust
Building trust with a new contact
Behaviours that build trust
What’s your NRG? Part Two.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
The killer app in business networking
In ‘Trust is the Killer App’ Leon Benjamin quotes William Davies at the Institute for Public Policy Research who recently published a ground breaking paper that examines the role of the government in the increasingly decentralised social and political activities taking place online. He states there are three sources of trust: State, Community & Online Community. Notice the absence of corporations. He goes on to say that “out of nowhere trust has become the most talked about abstractions of our times”
In the NRG research into business networking trust was identified as a central factor due to the complex nature of the relationships that develop and the possible impacts both positive and negative that may result:
"Transactions that occur within a network are not always backed with a monetary transaction. There are many levels of granularity, and this presents an opportunity to develop trust with acceptable risk.
Therefore forming a network should be based on developing trust, and trust can be defined as 'Firm reliance on the integrity, ability, or character of a person'."
So Trust is the killer application in business networking and that means you need to take a long term view. To quote the research again,
"Many businesses who network are in the establishment phase of their business. They may stay there for some considerable time. They would like to grow their sales and value. The short term pressures of getting sales and cash flows may not sit easily with developing trust, which is a long term strategy, rather than a short term tactic.
The paradox in the establishment phase is that a trusted network could offer resources, credibility, a cost saving and a time saving. Businesses who develop a strategic network have developed their businesses and their relationships. They are able to reap the benefits of trust!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
In the NRG research into business networking trust was identified as a central factor due to the complex nature of the relationships that develop and the possible impacts both positive and negative that may result:
"Transactions that occur within a network are not always backed with a monetary transaction. There are many levels of granularity, and this presents an opportunity to develop trust with acceptable risk.
Therefore forming a network should be based on developing trust, and trust can be defined as 'Firm reliance on the integrity, ability, or character of a person'."
So Trust is the killer application in business networking and that means you need to take a long term view. To quote the research again,
"Many businesses who network are in the establishment phase of their business. They may stay there for some considerable time. They would like to grow their sales and value. The short term pressures of getting sales and cash flows may not sit easily with developing trust, which is a long term strategy, rather than a short term tactic.
The paradox in the establishment phase is that a trusted network could offer resources, credibility, a cost saving and a time saving. Businesses who develop a strategic network have developed their businesses and their relationships. They are able to reap the benefits of trust!"
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
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
Building trust in networking
I have mentioned before the NRG-networks research into the process of building trust in business relationships through networking.
Alan Rae has conducted more recent research into the same topic and it's great to read that his findings support our own in his articles, Building Trust Part 1 and Part 2.
We identified a 4 step model for building trust, the Advocacy Model, and Alan identifies some of the key skills required:
- having the right attitude
- being absolutely clear about what you do
- being consistent
- being easy to talk to
- listening a lot
- finding helpful connections for the other person
He also summarises what it takes to make networking work really well:
"Above all you have to be clear about what you want out of it – be it collaborators, referrals, employees, introductions to finance. If you are helpful and you let other people know clearly what you do and what you want, consistently – then the magic will start to occur."
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Alan Rae has conducted more recent research into the same topic and it's great to read that his findings support our own in his articles, Building Trust Part 1 and Part 2.
We identified a 4 step model for building trust, the Advocacy Model, and Alan identifies some of the key skills required:
- having the right attitude
- being absolutely clear about what you do
- being consistent
- being easy to talk to
- listening a lot
- finding helpful connections for the other person
He also summarises what it takes to make networking work really well:
"Above all you have to be clear about what you want out of it – be it collaborators, referrals, employees, introductions to finance. If you are helpful and you let other people know clearly what you do and what you want, consistently – then the magic will start to occur."
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Internet based marketing & business networking on the increase
In a recent monthly column on the National Networker I wrote about 'UK: Networking Activity on the Increase'. In the post I asked whether 'Offline' networking was growing in line with 'Online' and reported the anecdotal evidence to support the view that it was.
Some research came to my attention earlier this week from Robert Rush of pfa research. The findings in relation to sales & marketing activity in their South West Business Pulse January 2009 make interesting reading:
* 29% increasing activity on internet based marketing with 2% reducing activity
* 16% increasing activity on business networking with 1% reducing activity
Increasing activity in these areas is against a background of 17% reporting an increase in overall activity on sales & marketing as opposed to 26% reporting an overall decrease.
Make sure you don't miss the opportunities that this increase in business networking activity is providing.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
Some research came to my attention earlier this week from Robert Rush of pfa research. The findings in relation to sales & marketing activity in their South West Business Pulse January 2009 make interesting reading:
* 29% increasing activity on internet based marketing with 2% reducing activity
* 16% increasing activity on business networking with 1% reducing activity
Increasing activity in these areas is against a background of 17% reporting an increase in overall activity on sales & marketing as opposed to 26% reporting an overall decrease.
Make sure you don't miss the opportunities that this increase in business networking activity is providing.
Good Networking!
Dave Clarke
Get 7 networking secrets for business success
business networking | business networking events | business networking podcast
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