Simple rule of thumb guide to networking 2

I've been thinking about a previous post, a simple rule of thumb guide to networking. In it I recalled a post on ecademy where I had written: "Ask yourself what you would like people in your Network to do for you, then take the initiative and do it for them".

In some instances people may not want what you want so a better rule of thumb might be:

"Ask yourself what people in your Network would like, then take the initiative and do it for them"

Good Networking!
Dave Clarke

Truth or Delusion

I attended an excellent presentation from Ivan Misner the founder of BNI yesterday. The theme of Truth or Delusion was from his new book on networking which sounds a great read. I think I'll probably refer to a few of his comments in time, but one of his points reminded me of a previous post of mine here>>>.

He presented a number of points and asked the audience if they were Truth or Delusion. The 2nd one was "You have to be an extrovert to be successful at Networking, Truth or Delusion". The answer of course - Delusion. Introverts tend to be better listeners and this is a key skill in successful networking. Use your 2 ears & 1 mouth in the right proportion.

Good Networking!
Dave Clarke

Practising what your preach

I attended an all day business networking event yesterday. The event was to launch the Apprentice Programme from Business in Berkshire. This is a mentoring programme to match new businesses with more established businesses in the Berkshire area.

I spoke in the morning about 'How Networking Works' and then stayed to listen to the other presenters and to meet and talk with people during the day.

At the end someone said to me it's great to see you practise what you talked about earlier in the day.

It's important when building your reputation to not only say what you should be doing, but to do it too.

Good Networking!
Dave Clarke

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

Corporate Networking

In this post here >>> Andy Lopata shares some insights into current Networking thinking in Corporates. He interviewed Jeff Schick, the vice president of social computing software for IBM Corporation in New York, who described a software initiative, 'Lotus Connections' based on their own internal systems.

There appear to be 2 strands when referring to Corporates & Networking - internal & external networking.

1. Internal networking
Perhaps the IBM inititative suggests they know that networking is the way it all works anyway so why not make it more efficient. I remember talking to Keith Willett of Sanderson & Neale about some software tools that they use with Corporates. They have a product called networker to establish the real lines of communication and influence within a business. Definitely not the world according to the org chart.

2. External networking
I often get asked why Corporates don't attend networking events. Often the question is asked by someone who wants to sell to larger companies and this reveals some confusion about what networking really is. Networking is not selling and you are not going to get Corporate representatives flocking to somewhere to be sold too. On the other hand Corporates (banks, insurance, telecoms etc) often see the small business networks as places where their customers congregate and send their salespeople (to sell!) or sponsor their own or other events.

My experience is that Corporates do network externally. Mainly with their peers, and in places where they see it as appropriate to engage. An example of this is with Industry specific networks. When I was in the Telecoms Industry I belonged to the UK based Telecommunications Executive Network. Three quarters of that community are CEO/Director/VP.

Good Networking!
Dave Clarke