All Business Networking: Networking Objectives

Showing posts with label Networking Objectives. Show all posts

How to become a proactive networker

I have been doing some work with an NRG member on developing an online training course for networking. She came back with an excellent insight this morning after reviewing the material;

"I would definitely get more benefit from my networking after doing this training by being more focused on objectives, rather than just expecting things to evolve/happen."

It is not unusual for people to wait for things to happen in networking rather than concentrating on things to make things happen. The most successful networkers, though, get on and don't wait.

In Applying the 7 habits to your business networking I wrote that habit 1* is 'Be Proactive'. You need commitment and the right attitude. Take the lead in conversations, make connections, and share your expertise.

So just how do you make yourself proactive in networking?

The first thing is to decide your objectives and then set yourself targets for the things you can do to help you achieve those objectives.

These podcasts may help you discover what you want and what you can do.
1. 'Why are you networking & are you prepared?'

2. Developing a Networking Strategy

Then it's down to you to do it!

*From the best selling Seven Habits of Highly Effective People by Stephen R. Covey

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

Who do you want to talk to?

In a One2One this week a mutual acquaintance was mentioned by my friend. She said this about him "I really like and trust him, but I have no idea how to help him in business because he is really vague about who he wants to talk to".

Later I was able to relay this message and ask the person who would be a good prospect. After a few minutes I understood clearly the frustration felt by my friend. He committed to work on the problem and come up with something to help his network to help him.

It is really important to get people to know and like you, but it's equally important to be clear about who and what you are looking for.

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

Why are you networking?

People network for different reasons. Some business and some social. Whatever your reason it's a good idea to have it clear in your own mind or you may spend time and money without a clear return. This podcast, 'Why are you networking & are you prepared?' includes some advice on the subject:

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

Networking and Strategy

A couple of weeks ago in my post, 'Leadership and Networking', I wrote about the lessons learned in an excellent session on 'Mastering Leadership' presented by William Montgomery of askten. A key lesson was the importance of thinking strategically.

Most of the people I meet networking do not have a strategy for their networking. The danger with this is that you can be very active and very busy but with no positive outcome. If you don't know where you are going any road will do.

William shared some simple ways of starting to think strategically;
1. Know where you want to go
2. Know where you are
3. Know what you need to do to get there
4. Take positive action

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

Developing a networking plan

"It pays to plan ahead it wasn't raining when Noah built the ark"

Somewhere in your office you may well have a business plan.
Even better, you may have a marketing plan!
If you do does it include your networking activity?
If you don’t know where you are going with your networking how can others help you?

The second of our '10 tips for building business with the effective use of offline & online networks' is develop a plan.

Answer the following:
- what is your target market?
- what are the problems you solve for them?
- how much business are you looking to generate via word of mouth?
- how much time can you devote to your networking activities?

Identify others likely to have access to your target market
- how do you get to know them?
- how can you help them achieve their goals?

When you can answer these questions you are have the basis of a networking plan which you can begin acting on right away.

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

How to get something done

"There are three ways to get something done:
do it yourself, employ someone, or forbid your children to do it."

That's a great and amusing quote from Monta Crane.

Many owners of small businesses and professional firms, however, seem to think there is only one way and they try and do everything themselves. There is nothing more unrewarding than spending a day trying to sort out the administration and accounting that would take a professional little more than minutes per week. We had the tax return deadline in the UK recently and there were more than a few business owners scratching their heads over carrier bags full of a years receipts!

There are a great and growing number of providers of outsourced administration, bookkeeping and VA services. You can 'employ' someone to take on that work very cost effectively whilst you concentrate on building your core business and its value.

Remember that networking is a great way of finding suppliers and team members as well as growing your business.

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

Pay Attention!

I can remember the words of teachers at school instructing us to "Pay Attention" at certain times. They were used to get us to focus on the teacher or the task in hand and stop paying attention to ourselves and other distractions. The teacher knew that we would only learn if we paid attention.

As we start a new working week I know where we are headed as a business in the longer term, the next two to three years. I also know where we are headed in the shorter term, the next two to three months. This means I also know which things are important right now. I also know that if I don't pay attention to them they will not happen.

Paying Attention is important in networking too. Both with regard to your objectives and to the people you meet. When you meet with someone at a networking meeting or in a One2ONe remember to pay full attention to the other person when they are speaking. Only then will you be able to listen fully to what they are saying, ask good questions and be able to identify what they are looking for and how you can help.

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

business networking | business networking events | business networking podcast

How to be successful in Networking

Many people make resolutions for the year ahead at this time. Often these resolutions are forgotten quickly as they are all about an outcome rather than the specific things that will produce the outcome.

For example you could resolve to get more referrals, but without some actions you will not achieve this. A better resolution would be to arrange follow up meetings with someone from the groups you belong to every week and to introduce each of those people to at least one opportunity. That will get you more referrals.

These words from Aristotle help me when thinking about how to be successful;

"Understand that You can achieve Success.
Define what Success represents, for You.
Organise you life around its Achievement."

If you are making any resolutions then make them about the specific actions you can take to organise yourself around your success. Your successful resolutions will create new habits. To quote Aristotle again:

"We are what we repeatedly do. Excellence, then, is not an act, but a habit"

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

business networking | business networking events | business networking podcast

Do you know what you want from your networking?

Do you have a clear idea of your business networking objectives?

I saw the following from 'Alice in Wonderland' in the excellent ezine from Marieke Hensel of Branding Personality this week.

Alice:“Would you tell me, please, which way I ought to go from here?”
The Cat: “That depends a good deal on where you want to get to”
Alice: “I don't much care where.”
The Cat: “Then it doesn't much matter which way you go.”
Alice: “…so long as I get somewhere.”
The Cat: “Oh, you're sure to do that, if only you walk long enough.”

Marieke was sharing how to avoid the top 6 mistakes you can make on Linkedin. Mistake number 1 is not setting goals. The same is true for Business Networking in general. You must be clear about your objectives to start with.

If, for example, you are networking to generate new business then invest some time to work out your strategy & set yourself some targets. Calculate how many referrals you will need to achieve your target and that will give you a rough number for the referrals you need to give.

Work out where you can regularly meet the business people you can form relationships with and give referrals to. They are the ones most likely to be able to refer you too. You can then plan for the groups you need to join and commit to the activity you need to undertake.

Over time this investment will pay dividends over and over again.

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

business networking | business networking events | business networking podcast

If 80% of success is showing up what about the rest?

Woody Allen famously said "80% of success is showing up".

So how do you ensure 100% success from your networking?

Assuming that you know what it is that you want and have found the right group here are a few suggestions.

* Show up consistently
* Explain simply what you do & who for
* Connect with others operating in similar markets to you
* Connect with others providing services that complement yours
* Follow up with them
* Build relationships with them
* Become an advocate for them
* Look out for ways that you can connect, help & support them

Some of the ways to complete that vital other 20% & ensure success.

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

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Do you network to find advocates or customers?

During the seminar before an NRG Business Networking Lunch today we were discussing different approaches to networking. I explained that networking to build trusted relationships and develop advocates was far more productive than networking for customers.

One member shared his experience to support that view. When he first started networking he was looking for customers directly. He had some limited success. When he changed his approach to helping others and building relationships first his results increased dramatically.

He also won more customers from his networking contacts!

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

Word of mouth marketing strategy

I met someone last night with a translation business. During the conversation I asked, "How do you get your business?"

She replied "we get 50% from the internet." I asked about strategy and she explained in some detail and said that they used professional help.

I asked about the other half and she said it was word of mouth. I asked about the strategy for that and she didn't have one, so half of their new business was 'accidental'.

What's your word of mouth strategy?

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

How many people do you need to meet?

If business networking is a vital part of your business development strategy you may want to ponder a few questions if you haven't already:

1. How many qualified referrals do you need every month
2. How many advocates do you need to generate those referrals
3. How many relationships do you need to have in progress to grow those advocates
4. How many people do you need to meet 121 to start & progress those relationships
5. How many people do you need to connect with to get those 121 meetings
6. How many groups do you need to belong to in order to get those 121s arranged
7. Which groups do you need to attend to decide which ones to join

Good Networking!
Dave Clarke

Is Networking working for you?

If networking isn't working well for you and your business then you might want to think about the following questions:

1. Is your business relationship or transaction focused?
2. How many networking contacts do you make?
3. How many 121s do you have?
4. What expertise and support do you give to your network?
5. How many networking contacts become your advocates?

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