All Business Networking: Networking Introductions

Showing posts with label Networking Introductions. Show all posts

How to explain what you really do

In 'How to answer that awkward question' I included my podcast on how to answer that tricky question "What do you do?"

My latest podcast is all about giving your answer in a way that is easily understood and gives an insight into what you really do. Listen here:

Good Networking!
Dave Clarke
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business networking | business networking events | business networking tips

A simple way of helping

Have you ever listened to someone introduce their business at a networking event and thought to yourself "I have no idea what that means"? It happens a lot, but most of the time that person will be unaware that they are not communicating effectively.

Whenever it happens I am reminded of a scene from the film, "I, Robot". In this scene Dr Calvin (played by Bridget Moynahan) was asked by Detective Spooner (played by Will Smith) “What do you do?”

She replied "My general fields are advanced robotics and psychiatry although I specialise in hardware to wetware interfaces in an effort to advance our anti-amorphisation project.”

He clearly had no clue what she was talking about and asked again, “So what exactly do you do?"

She replied, “I make the robots seem more human.”

The next time you hear someone and have no real idea what they mean you can help by asking them some questions to find out exactly what they do and who for.

Then suggest that they might want to use the simple version next time.

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

business networking | business networking events | business networking podcast

How to answer that awkward question

I wrote yesterday about how to start a conversation at a Networking Event, but what if you are on the receiving end? Someone asks "What do you do?" and all of a sudden it becomes one of the hardest questions you have ever faced.

In this Podcast I explain how you can always answer quickly, confidently and effectively.

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

Benefits are only benefits when someone is ready to buy

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

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

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

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

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

business networking | business networking events | business networking podcast

What does a company like that look like?

I received a message from a business contact last week advocating the services of one of her contacts. At the end she said would you be prepared to introduce him to any of your contacts that spend more than £20,000 per year on utilities?

Based on our relationship I said "Of course. If you are advocating him he must be good, but how would I know if a business was likely to be spending that amount?" Good question she said and put me in touch so that I could ask directly.

The person was able, very quickly, to paint a picture I could understand by describing how big the premises would be or how many offices they may have. Also how many people would be working in the organisation.

How good are the pictures you are giving to your advocates to promote you?

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

business networking | business networking events | business networking podcast

Do I know you?

These words appeared alongside a stern looking man in an advertisement in a 1950s business publication:

“I don’t know who you are.
I don’t know your company.
I don’t know your company’s product.
I don’t know what your company stands for.
I don’t know your company’s customers.
I don’t know your company’s record.
I don’t know your company’s reputation.
Now — what was it you wanted to sell me?”

The moral of the ad was that sales starts before your salesman calls and was promoting advertising in McGraw Hill Magazines. The original can still be seen on their website (http://www.mcgraw-hill.com/aboutus/images/ad_maninchair_lg.jpg).

Most business owners and partners in professional firms I meet say they have no problem selling. Their main problem is getting in front of the right person. Building trusted relationships through networking means you can refer your network to their right people and, in turn, be referred to yours.

Becoming an advocate for someone means unreservedly recommending them when you see the right circumstances. When someone is given that sort of word of mouth referral the recipient knows all about their reputation, what they do and why they are there.

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

business networking | business networking events | business networking podcast

Getting your message across

I was in a networking session last week where we each had some time to resolve an issue rather than have the usual introductions. One of the problems that a number of people raised was the difficulty in getting their message across to potential clients.

One of the others suggested a great question:

"How do your potential clients recognise themselves"

It immediately got people thinking from the perspective of a client and the issues that they faced in the context of a particular service or offering. The message is then focussed in the right place. On the receiver & not the deliverer!

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

business networking | business networking events | virtual board

How often do you ask for a referral?

On Wednesday I had to cancel my attendance at an evening event.
Something had come up which meant that I had to be at home.

I spoke to the organiser to apologise. Whilst chatting he asked if I knew someone who may be able to attend instead. He mentioned a couple of names of people going & I immediately thought of someone who would be an excellent fit.

He then spoke about some of the others going & if I might know some good introductions for a couple of specific projects. Again a couple of people came straight to mind.

By the end of the conversation we had generated 6 referrals!

How often do you get the opportunity to discuss referrals with trusted contacts?

More importantly how often do you take that opportunity?

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

business networking | business networking events | virtual board

What do you really do?

Recently I attended a Seminar before an NRG Business Development Network Lunch. The Seminar was on "How to get free publicity on TV, on radio and in Print" and was presented by Chantal Cooke of passionfortheplanet.com. Chantal used her expertise in journalism to identify the PR angle for all the business people present.

With some people it was not immediately clear to Chantal (or anyone else) what their proposition was. It took all of her expertise to extract from them what they really did and who for.

How often do you get the luxury of finding out if your message is clearly understood?
Maybe you can find someone to interview you before you next go networking.

Some questions you might want to think about:

What do you do?..................................

Which means what?................................

Which means what exactly?........................

Where do you do this?............................

Who do you do this for?..........................

Who do you do this for specifically..............

Why should anyone choose you?....................

What examples do you have?.......................

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

business networking | business networking events | virtual board

Do you have a clear proposition?

Do you ever struggle to understand someone else's proposition. It may well be someone you like and trust, and would love to help.

At a seminar today presented by NRG members, Tim Cumming and Anna Thomas they shared a very simple way of developing your message. It's not designed to be the message you give, but to help you develop the appropriate ones.

You just fill in the blanks:

We help [1.] to [2.] by providing [3.] which are more [4.] than most.

1 = audience
2 = outcome
3 = benefit
4 = differentiation

For example "We help business owners to build a steady pipeline of new business by providing facilitated business networking experiences which are more effective than most"

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

If only I could get in front of the right person

I often hear business owners say 'if only I can get in front of more people'. When I ask who those people are they can't name them.

Recently I have heard NRG Business Networks members ask for specific connections in named companies. In one instance someone knew the boss of the Finance Director the member wanted an introduction to. In another someone had been at school with the Marketing Director.

Do a bit of research on people in your target market in advance. Help your network to help you get in front of the 'right people'.

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

Try getting someone else to do your one minute pitch

At a business networking event on Monday I was one of the 10 doing a 1 minute pitch to the group. Instead of doing it myself I asked a long standing NRG Business Networks member if he would do it for me. He agreed and instead of me saying how good it was he was able to focus on the benefit from a client perspective.

He concentrated on why he was happy to give the one minute, why he was a member and what he gave and received as a result. Everyone I spoke to afterwards commented on what a powerful endorsement it was.

Next time you have the opportunity why not give the approach a go?

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

How not to win friends and influence people

I was at a Chamber of Commerce event last night. It was a good opportunity to catch up with some contacts and meet some new people. I started talking to one person who perhaps should have slowed down on the free wine.

A lady approached us and introduced herself. I recognised that she would be a great possible ally for the other person, but when he came to introduce himself he couldn't pronounce his company name! She was clearly unimpressed.

If you've taken the time and trouble to attend an event that is primarily business focused it may be best to wait until afterwards to unwind :-)

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

How to make an impact in 60 seconds

Someone asked me today for any tips on making an impact during a 60 second introduction at a networking event. I hear a lot of 60 second (or more!) presentations and so I thought about the most effective ones I had heard.

They are the ones where the person is clear and enthusiastic about who they are, the problems they solve, their target market, and what they are looking for. Spoken in language that we can all understand, and they are being themselves, genuine and authentic.

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

Make your communications curt

At a seminar on Friday strategic communications expert Peter Brill of Net-mentor.com advised us to be CURT in our communications for them to be effective. You'll be glad to know he wasn't advising us to be rude!

Curt is for Clarity, Understanding, Relevant and Timely. Next time you have to present at a networking event ask yourself some questions;

Do I have a clear message?
Am I communicating in a way that the audience will understand?
How relevant is what I am saying to the audience?
Are there any external factors I can use to make my delivery more timely?

Good Networking!
Dave Clarke

Synergy alert

Stuart Harris recently introduced me to one of his contacts with an email headed, synergy alert. What an excellent headline! He wrote (paraphrased):

"You two should meet each other. You're both great professionals and good men."

We have met and spoken for a good few hours, and a great business relationship is developing.

Who do you know that you could introduce to each other right now?

Good Networking!
Dave Clarke

"How Can I help you?"

I was at the NRG Networking Lunch in London today and our table moderator posed the same question to each person, "How can we help?". The answers that stimulated the most activity were the ones from members who had been building their relationships in the network, and who were specific with their requests.

One person said he was interested in meeting printing companies interested in joint venturing. Two introductions were offered immediately.

Another person was interested in bespoke software developers with Property clients and received three immediate introductions.

Assuming you have those good relationships in place do you know how to ask specifically for what you want?

Good Networking!
Dave Clarke

When should I offer a 'freebie'?

I was having a 1-2-1 meeting with a new NRG member, who was in the Internet Services business. He asked me "I never know whether it's OK to offer a free traffic analysis of their website to someone I've met when networking - I'm worried they'll think me pushy and think it's a sales ploy."

My answer was that it depended on how you set the scene. I thought it was fine if you introduced the offer in the context that you were trying to increase your visibility in business, really wanted to educate people you met about what you did and the best way was to show them - hence the offer.

The key thing in business networking is to make sure the offer is without strings - none of us likes to feel beholden.

Good networking!

Martin Davies

Networking is all about managing your reputation!

I was talking to an IFA and an insolvency practitioner at a networking meeting a couple of days ago. The IFA was bemoaning the fact that he had only one (free) meeting with a prospective client before he expected them to sign up. The relationship building had to go a long way in one meeting!

So we talked about how networking helps this relationship building process. We came to the conclusion that networking is all about creating and managing your reputation. Over time, if you network effectively, your reputation goes before you. If you are introduced by someone who rates you by them saying "you must meet John before you make any decision about which IFA to choose" your reputation is working hard for you. When you do have that first meeting it then becomes much easier to make the prospect feel comfortable and to create the right relationship fast!

So think about your networking activity and ask yourself the question "Is this improving my reputation?"

Good networking!

Martin Davies