A few weeks ago I met with networking expert Andy Lopata and asked if he would be so kind as to write a post for the Marketing Blagger. It wasn’t too long before the following landed in my inbox including some pretty good top tips on how to get the most of out networking.
Certainly I agree with #6 – far too many people attend networking events just wanting to sell, when in reality most people are not there to buy. Think about the long term and build relationships, rather than simply selling.
Well, enough from me, read on for what a true networking expert has to say..:
1 – They network with the wrong groups and/or don’t network with the right groups.
Many people attend networking events because they have been invited and join because they like the ‘buzz’ or see other people getting business. They give little thought, consideration or planning to the aims they have from networking and which networks best help them achieve those goals and to which theycan commit.
TOP TIP – Do your research before joining networking groups. Understand what you want to gain from them and what you need to commit to them to achieve that result.
2 – They don’t know what success will look like
We join networks with a vague idea that they will help our business but without planning out exactly how.
TOP TIP – Work out the REAL cost of your networking to you, and then set yourself a challenging, yet realistic return which will justify your investment. How will you reach that return?
3 – They fail to commit
It’s not enough just to join a network or plan a strategy; you have to see it through. It’s an old cliché, but you really do get out what you are prepared to put in.
TOP TIP – Look at your networking memberships and goals and ask yourself what YOU have to do to get the results you are looking for. Then ask yourself how achievable it is. If it’s too much, adjust your activity to make it more realistic. If it’s easy, perhaps you could be doing more.
4 – They don’t do their homework
“Fail to plan and you plan to fail”. Before you attend a meeting, prepare for it. If you have to give a presentation, know exactly what you want to achieve from it and what you are going to say before you go.
TOP TIP – Put time in your diary each week or each month to look at forthcoming events and why you are going. Work out who you can catch up with or meet there and, if appropriate, contact people in advance to arrange to hook up. And plan any presentations you may have to give.
5 – They don’t follow up their referrals
If you get a reputation for being unreliable, you won’t get referrals. Whether you value the referral or not, FOLLOW IT UP. Even more importantly, make sure you feedback to the person who referred you and keep them in the loop.
TOP TIP – Keep a list to track all referrals received and latest action. If you are not responsible for following it up, make sure you know who is and get feedback from them to pass on. Most importantly, say thank you.
6 – They focus on the sale, not the relationship
Few people go to networking events to buy. So you have to ask yourself what the point is of trying to sell to people who aren’t in buying mode. Think beyond the short-term gain and develop relationships. After all, wouldn’t you prefer to get ten referrals from a long-term relationship than one sale from a passing contact?
TOP TIP – Go through your contact management system or business card file and pick ten people to whom you haven’t spoken for a while. Re-establish contact and then stay in touch.
7 – They are ’9 to 5 Networkers’
Many people believe that joining a network and either turning up to a meeting or logging in is enough. It isn’t. The most successful networkers meet with their fellow members regularly OUTSIDE of meetings; whether socially or in 1-2-1 and small group meetings.
TOP TIP – Set time aside in your diary every week to meet people from your network, and make sure you fill that time. Attend your networking group’s social events and get to know your fellow members even better.
8 – They are ‘destructive’ rather than ‘constructive’
A network thrives on positive energy. If you are in a group that is struggling, use the meeting time to focus on making what you have work, keep concerns outside the meeting. If you want to contribute to blogs and discussions online, keep your comments positive and constructive, don’t destroy other people’s hard work with nasty or negative comments.
TOP TIP – Focus on being positive whenever you engage in your networking. People don’t want to buy from or refer to negative people. If there are problems, keep your comments positive and constructive, focusing on the solution.
9 – They are collectors
Whether it’s business cards at networking events or connections online, there are people who believe that he who has the most wins the game. Networking doesn’t work like that.
TOP TIP – Collect and hand out cards if your conversation dictates it. Connect online with people with whom you have something in common, and talk about them when you connect, not yourself.
10 – They don’t have a clear message.
We all think that we communicate clearly what we do, but few of us do this successfully.
TOP TIP – Ask people in your network for their perception of what you do, who for and when people need your help.
Labelled ‘Mr Network’ by The Sun, Andy Lopata is one of the UK’s leading business networking strategists. The co-author of two books on networking, his first book, ‘Building a Business on Bacon and Eggs’ looked at how to run business breakfast meetings, while his second ‘…and Death Came Third!’ received worldwide acclaim and reached number 2 on Amazon.co.uk on its launch. For more great writing on networking and further info, visit Andy’s blog.
“Think about the long term and build relationships, rather than simply selling.”
In any kind of business, building relationships come first. We all know we engage in business to make money but to do that we have to prioritize our clients first. Kind of ironic but it usually works.
Thanks for the article, so useful and an eyeopener for those who are i the business world. Costumer service should be excellent. In this way we build the trust of clients and have a good business relationship with them.
Thanks for posting this. It is a great eyeopener for us, newbies on this field of business.
This article is awesome with some great example and all the
ten reasons are factual.
Thanks for sharing!
Have also made the mistake of going to networking events with the intention of making sales, when like you said I should be looking to forming relationships which will ultimately benefit more in the long run.
An excellent list of some very true facts here. Many businesses fail to see just how important networking is until it’s too late and they are already about to hit rock bottom!
the best advise is : try and try until you succeed. BUT of course with THE rigHt strategY of networkingg and socialising with other people.
Hi! Nice post and the the reasons which you given I like most and also thats shows the weakness of a business man.One reason which I feel that’s no.6,its that now a days customers are very cusses they just knew very well what is really best for them but in the case of shopping they go to the shop which give them discount and whom they well known so I think one reason is that they focus on the sale, not the relationship.Thanks for the pretty post and keep up post cont……….:)
Thanks for this post. I think networks joining will be helpful for keeping a releationship as long as possible.
I totally agree with you Andy. Here is an excellent list of some true facts about business. This article is awesome with some great example and all the
ten reasons are factual. Thanks a bunch for sharing such an interesting post with us. Keep blogging.
Most of the people want success in their business without any hard work but it is not possible. Some people are simply too narrow-minded so that’s why they cannot learn the methods of good work and failed in their field.
I think the main reason that some businesses/ people fail to be good at networking is that they make the first contact and do the whole business card thing, but they dont keep their new network “link” active. This means that they fail to talk to that new person after the first interaction.
I’ve never thought about networking like this before – I’ll make sure everyone I work with reads this before we go to networking events!
Great post.Well written .I think this post is very useful for those who are planning to start their online business.In any kind of business creating relationship with customer comes first.So you should careful about what the customer want & always try to give excellent customer service.So that your business will go ahead .
This article is awesome with some great example and all the ten reasons are factual. Its really a very useful post for the newbies. I think they will definitely found benefit from this post. Thanks for sharing such a great and informative post with us. Keep blogging.
I used to be joining in one of MLM company. The most problematic things to build networking is point #6 and #7.
I focused on achieving my target sales and not my relations to my customers and my downlines/ partners. And I don’t have time for them after work hours end. I just can’t arrange my schedule perfectly.
Your points are awesome. The Only thing that is still working in the Network Marketing Industry is “Providing Value to the Peoples Life First” and “Building Solid and Strong Relationship with your Team”
I also like the tip #9 which is connect to people on the web who have the same interest as you.
I think you summarize the Old School Model of MLM and you began to introduce the Online Network Marketing..
nice tip..
the best advise is : try and try until you succeed. BUT of course with THE rigHt strategY of networkingg and socialising with other people
“They don’t know what success will look like”, this is extremely important. If you cant visualize your success, you will not know when you have achieved success.
I think you summarize the Old School Model of MLM and you began to introduce the Online Network Marketing..
For my opinion, I think that the reason no.6 is very important ,I always follow this blog and it gives more knowledge to me,You are doing a great job
Networking is good if done properly which means not talking about yourself of your company for most of the time, show some interestt and actually listen to the person you have just met.
Melanie
In any work determination,perseverance and patience are needed to make it work. All of these are needed to be able to make a great networking.
I’ve been to networking events which have been spectacularly bad – and ones that are spectacularly good. I think the difference (assuming groups of equal size and connections) is when the attendees share these attitudes:
1. It’s win-win – you are not trying to outsmart anyone.
2. People are not upfront about exactly what they are looking for – it is so easy to put your heads together with someone when you each declare exactly what it is you are looking for.
3. You really do try and do your best to offer advice and hard contacts to other people.
Malcolm Evans
Wish we had looked into this a while ago. Our company is going under.