Network Your Way to Success - Cracking book

[Ashley_Price]

I bought this book on Saturday and have to admit it is the best of all those I have read on networking.

I know in the past I have extolled the virtues of Ivan Misner's books (founder of BNI and called "The father of networking") but John Timberley's advice, tips and ideas give you the feeling that by effective networking you really can make your business a success without having to advertise or make another cold call (perish the thought).

See more here: Network Your Way to Success

 

[JEREMY HAWKE]

You lot on here worry me !!!!

If business people in the uk need books like this no wonder we are in the state we are in .Gordon is proud of you though ...

Im telling you networking is about talking to everybody you can,, get your name around !!!..

I make sure that all the people I deal with know that they can depend on Jeremy Hawke when ever they need anything moved in the world .I hope they mention our company to the people they deal with likewise I put their name around

Or am I missing the point ?

Should I be reading books ?

Someone help me out here I could be wrong

Maybe Im doing it all wrong ??

 

[Ashley_Price]

You are missing the point, Jeremy, because you say "I hope they mention our company to the people they deal with likewise I put their name around" [my emphasis].

I think from this sentence though, we can deduce people aren't mentioning my company because you would have people ringing you up and saying "I'm looking for a courier and so-and-so said I should use you..." so you would know that your name is being mentioned.

Networking is a lot more than just talking to people - although I get a real buzz at networking events when I overhear someone promoting their service which is very much like BananaOffice and the person they're speaking to says "Have you spoken to Ashley?"

 

[Ashley_Price]

we can deduce people aren't mentioning my company

Obviously I mean't your company.

 

[JEREMY HAWKE]

You are missing the point, Jeremy, because you say "I hope they mention our company to the people they deal with likewise I put their name around" [my emphasis].

I think from this sentence though, we can deduce people aren't mentioning my company because you would have people ringing you up and saying "I'm looking for a courier and so-and-so said I should use you..." so you would know that your name is being mentioned.

Networking is a lot more than just talking to people - although I get a real buzz at networking events when I overhear someone promoting their service which is very much like BananaOffice and the person they're speaking to says "Have you spoken to Ashley?"

I got a national contract just by "chin wagging " with a person who at the time I thought was retired and wanted nothing more to do with business.
His influence forced the issue with a well known name that we would provide the best service ....

but Im not trying to be funny and maybe it is me but do you really find ideas from a book ???

 

[Ashley_Price]

but Im not trying to be funny and maybe it is me but do you really find ideas from a book ???

This question leads me to one of my own... have you never read a non-fiction book? If you have, you have obviously never read something and said "Wow! That's something I'd never thought of before."

In essence what you appear to be saying is you don't believe that you can learn anything from business/industry leaders that have put their knowledge down on paper.

 

[fburno]

Networking is really important and something that I probably need to improve on. I believe that we all should have an open mind when it comes to learning. While it's good to be skeptical, it's also good to try new ideas within your business. It's how I improve.

 

[JEREMY HAWKE]

This question leads me to one of my own... have you never read a non-fiction book? If you have, you have obviously never read something and said "Wow! That's something I'd never thought of before."

In essence what you appear to be saying is you don't believe that you can learn anything from business/industry leaders that have put their knowledge down on paper.

Ashley I like you mate

So Im going to buy your friggin old book and read it ..

Then I will report back

 

[Ashley_Price]

Hey, Jeremy like me! Three cheers! Hang out the flags!!

It is a brilliant book, you won't regret it.

 

[Ashley_Price]

I know Jeremy above doesn't believe you can pick up any ideas from books, but just a couple from Network Your Way to Success that even I hadn't thought of before for when attending networking events (and any meeting, in fact):

1/ Really listen - sounds daft I know, but you need to listen carefully to everything the other person tells you. If they start chatting about their hobbies, their children, etc., don't let your mind wander - often you can pick up a lot of information from the person during this period that, while it may not be anything to do with work, could give you something with which you can build a relationship in the future and even turn into business.

2/ Note things down - as soon as you have finished chatting with the person, note all important information down. Don't assume you will remember, because by the time you've spoken to the 10th or 11th (or even the 3rd or 4th) person you're not going to remember what the first person said. Again as well, as their work, and so on, if they mention their wife's name, their children's name(s), the fact that they've just come here straight from taking the dog to the vets, their birthday, etc., is all important information that should be noted for future use.

Once you have this sort of information it gives you a real opportunity to follow up and stand out from all the junk they'll likely get from other people they speak to who haven't listened properly.

I've got a regular networking meeting this week and I'm raring to get there are start putting the above (and all the other bits I've already learnt into action).

They won't know why they are suddenly find they're handing over all their admin, paperwork and telephone calls to BananaOffice.

 

[Real World Hypnotherapy]

Here is an ebook that I wrote about networking.

Why Most People Waste Their Time During Networking Events

A Practical Guide on How to Make The Very Most out of Networking


Tim Keeley & Matt Kendall
Partners
Brookfield Networking.co.uk


Please feel free to distribute, in unedited form

Contents

Introduction 3
Types of Networking Events 4
What To Do Before The Event 6
What To Do At The Event 8
What To Do After The Event 11

Introduction

Your actions and attitude at a networking event have a tremendous effect on the results you yield. Make sure you don’t waste your time! Networking is a business expense and not going about it properly can cost you! By following the simple, commonsense steps in this booklet you will gain more contacts, more referrals, learn about new opportunities and fast-tracks to market… which will all help boost business and boost profits!


What is Networking?

Networking is the sharing of information and services for mutual assistance or support among individuals having a common interest. Whilst there are specific events for networking, it is an activity that can and should be done at every given opportunity.

Networking is your chance to meet and form relationships with people who can help expand your business (and therefore your profits). It is an opportunity to exchange ideas, get help and advice, and also provide help and assistance to others.

Networking is a skill you should become prolific at!

Who Attends Networking Events?

Networking is increasing in popularity and at general or “open” networking events you are likely to see the full range of business sectors represented such as, in no particular order, legal, education, financial, arts, digital creative, health and therapy, consultancy and property.



Types of Networking Events

Referral Based

This type of networking event usually only allows one representative per industry and you typically have to sign up for a minimum of 6-12 months. At referral based networking events, as the name suggests, you are actively encouraged to find work for the other members and they in turn find work for you.

This can be a beneficial way of doing business, although without a large pre-existing contact list you may find it difficult to generate work for other members. Some people are also not comfortable in recommending the services of another company just because they happen to attend the same networking group.

These types of events are typically more for longer established businesses and they may also carry high membership fees. Often these events are run weekly or monthly, with a very early start, and your attendance is compulsory.


Open Networking

Open networking is the most common type of event whereby you simply turn up and mingle with the rest of the people in attendance. There isn’t usually an agenda to follow and there isn’t usually a limit on the number of representatives from a specific type of industry. There also isn’t an expectation to generate referrals for the other attendees.

Most networking companies usually require some sort of annual membership fee with each event then being either free or subsidised. Other organisations allow you to turn up and pay on the door or pre-book, without having to be a member. Always remember to check what the conditions are in advance.

If charged per session, open networking events usually cost £10 - £25 and typically last between 1 – 3 hours. Providing you assert yourself appropriately at the event, the return on investment should be phenomenal (i.e. £10-£25 in return for a good sales lead or contact is laughably cheap).


Speed Networking

Speed networking is similar to speed dating (with the focus being clearly on business of course!). The main group, typically consisting of 30-50 people, is split into two separate groups. The first group remain seated in the same position, with the second group moving seats when required. Each group is placed sitting opposite each other and has about 60 seconds to deliver their sales pitch to the person sitting opposite. An alarm then sounds and the second group move along one seat to face a different partner and the cycle continues until everyone has met.

This is a fast and furious way to network! The advantages are that you are able to speak to at least half of the people in the room but don’t get dragged into long conversations. That said, you will inevitably speak with people where no mutual relationship can be formed. Another problem is that it is hard to forge strong links in such a short space of time. In fact, it can sometimes turn into a

business card swapping exercise, rather than proper networking. Lastly, a session can last up to an hour without a break, so expect to be somewhat tired out with a rather dry mouth!


Meals and Socials

Some networking events are held in hotels and restaurants where a meal is included in the price. These events can start very early (7.00 am for breakfast) and can also finish rather late. These events can be specific industry focussed and also by invitation only. Often people are re-seated between courses to give everyone a chance to speak with one another.

These types of event are usually a bit pricier than general networking events, with the added cost of food and drink. They do, however, carry the advantage of being very social affairs with the ability to form strong bonds. That said, you may run the risk of being seated, albeit temporarily, with someone where a mutual relationship cannot be formed.


Speaker Events

Speaker events are a combination of open networking in conjunction with a speech or presentation from a recognised member of the business community or a celebrity of some description.

There is typically more emphasis placed upon the speaker at these events, rather than the networking so you need to decide for yourself how much you think you will get out of the event in terms of business opportunities. In a room of around 50 people or more, you really need at least 2 hours of proper networking time.

The price of such events can vary dramatically depending upon the speaker.



What To Do Before The Event

Research

Find out what type of event it is, i.e. speed networking, open networking etc and check if you need to provide a short introduction.

If you are asked to provide a short introduction, find out in advance how long this is and prepare the pitch to suit. Be sure to state who you are, what it is that you do, what you can offer people and lastly what it is you are looking for. Rehearse it until you are comfortable and take notes along if you think you may get stuck. Remember, the more you prepare, the better your presentation will be. First impressions count!

If you are to attend a general or open networking session we’d still recommend that you prepare a short, 30 second intro. It’s important that you equip people with all the information they require about you and your company.


Find Out Who is Attending

It is important that you find out who is attending in advance as this allows you to prepare your pitch accordingly and ensures you can plan correctly who you need to speak with. Unfortunately this is not always possible and depends upon the company organising the event. At Brookfield Networking, we always send out a list prior to the event. We believe it to be very important that you are able to speak with the people you really need to speak with.

You may also find it useful to make contact with people prior to the event and arrange more firmly to meet at the event. If you are unable to make contact before the event, make a note of their name, company and the reason why you want to speak with them. Print this out and take it with you. Ask the organiser to be introduced if necessary.


Dress Correctly

It is important that you dress appropriately to the type of event you plan to attend. Although this can be subjective, it is always better to dress smartly, but not over the top (unless of course it is explicitly stated that you must wear smart attire). Most events will allow you entrance if you are dressed casually, but bare in mind that casual attire may not provide a particularly good first impression. It’s well worth making the effort, remember why you are there.

 

[Real World Hypnotherapy]

Get Your Networking Equipment Ready!

• Make sure that you have a sturdy notepad that you can write on whilst standing.
• Take a bunch of small paper clips. These are for attaching notepad paper to business cards.
• Make sure you arrive with a stack of business cards, and make sure they are of high quality and professionally designed. If possible carry them in a business card holder to avoid damage.


Remember, you’ll be meeting quite a number of people from various industries. Make sure your card explains clearly what it is your company actually does. Too many business cards contain just a name, company name, contact details and perhaps a pretty picture. Don’t assume that the person you are speaking with has a photographic memory, regardless of how long you were chatting with them. Leave them with as much information as possible.

Avoid handing out cheap, poor quality business cards – these can do more harm than good. First impressions count and a substandard business card can reflect badly on your company’s image. We also run a printing company, Manchester Online Print, and will be happy to assist with any printing requirements you may have. Please visit www.manchesteronlineprint.com for further information.

• It would also be useful to bring along some sort of wallet to keep together any business cards or leaflets you collect – rather than losing them in the bottom of your bag!



What To Do At The Event

Arrive on Time

Make sure that you arrive at least 10 minutes before the start of the event. Often introductions are made and name badges are handed out at the beginning. Arriving late can give a poor first impression, leave you flustered, and may mean you miss out on important introductions.


Enter Groups Sensitively

Before you attempt to speak with someone, be observant. If they are in conversation with someone else, be patient.


Try and Make as Many Contacts as is Practical

This is a business expense. Try not to stay in the corner and avoid chatting for 2 hours to people you may already know. Make sure you speak to all the people you wanted to speak with. If necessary, speak to the organiser and ask them to introduce you to certain people.

Always keep an eye on the time. Try to limit each interaction to around 5 minutes. You should know within this time if they are going to be worth speaking to after the event or if you should move on. NOTE: It is not rude or impolite to end a conversation (you will have to do so with some people, and some people will have to do so with you!). You will not be able to set up a mutual relationship with everyone at the event, just remember to be courteous.

Useful ways to end a conversation (the addition of a handshake is also useful):

 It has been interesting talking to you, enjoy the rest of the event
 Let me introduce you to…
 Please excuse me as I need to speak to mr/mrs x over there
 Thank you for your time


Receiving Business Cards

When you take a business card, either make notes on the card itself, or on the notepad you have taken with you. Make sure you make of a note of who they are and, if necessary, any distinguishing features (i.e. tall lady in blue), the reason you wish to contact them, when and how. You can then clip these notes to the card and put them into your plastic wallet. A little bit of organisation goes a long way!

An example of what the notes might say are:

“Steve was the Scottish guy with the black glasses. He wants to talk to me about getting a quote for printing of business cards. He would like me to call him tomorrow at 3pm to discuss a quote.”

Remember, if you’re doing things right you’ll be meeting a number of people with several different reasons for making contact. Don’t assume you’ll be able to remember everything by memory. Write it down!
Draw Attention to Yourself (In a Good Way!)

Networking events can be a popularity contest in many ways. Remember, human nature and psychology can apply. Study body language, rapport skills and influence. Learn how to tell a couple of good jokes!

Make sure you have a good standard of personal hygiene. A sensitive subject but one which still needs to be addressed! Remember to bare in mind that after a long day at the office, especially on a warm day, you may not smell as fresh as you did when the left your house that morning! And maybe consider some chewing gum if the curry you’ve eaten the night before was particularly garlicky! Otherwise it’s fair to say that most conversations won’t last that long!

Remember that you are being judged on your appearance and body language as well as your business services.


Giving Business Cards

As stated in the previous chapter, make sure you come equipped with plenty of top quality, informative business cards. We’ve received cards ranging from snazzy, full colour, laminated numbers, all the way down to home-produced printouts cut to size with a pair of kitchen scissors! The latter example was actually counterproductive – if they couldn’t get together a decent business card, what was the state of the rest of their business? Remember, if your cards (or any of your other printed media) are in need of a makeover, contact our printing company, www.manchesteronlineprint.com, to see how we can assist.

Here’s a tip, when handing out your card always give the person something to remember you by. For example, you can flick your card, touch their hand or give a big smile. Anything that will make you stand out from the crowd.


Always Offer to Make Contact

People in general are very poor at getting back in touch with you. This is a fact of life. For this reason, always make sure it is yourself that offers to make contact. This way you guarantee that you will speak to that person again and follow up on the lead (and they should be expecting your call).


Don’t Try to Sell or be Pushy

Networking is about forming new contacts, it is not a trading floor. You do business after the event, not at the event. People are not often in the correct frame of mind to be sold to, that is not why they are there.


Turn Your Phone Off

Unless you are expecting a very important call, it’s a good idea to keep your phone switched off, or at least on silent. Try and focus your thoughts on the networking event and leave any other issues until the end. You may also find a ringing phone can cause an abrupt end any conversations you are in the midst of having!
Do Not Drink excessively

Some events provide free drinks or are located within licensed premises. Even if you are nervous, we would strongly advise that you try and keep alcohol consumption to a minimum. You’ll get a lot more out of an event with a sober head! You’ll also come across as a much more professional person to deal with. Remember you’re there to form business contacts and obtain new sales leads, not to get drunk .


Your Contacts Have Contacts!

Remember, the person you are speaking with at the event may not be able to directly assist you… but they may know someone who can! Think beyond merely the people in the room. A networking event is your ideal opportunity to tap into other people’s networks!


You Are There To Give

As much as you are there to gain assistance for your own business, you are also there to help out the other attendees. Should you be speaking to someone who needs a particular product or service, then where possible you should be able to recommend your own contacts to them. Always make sure that the people you recommend are reliable as it will reflect badly on your reputation should you make a poor recommendation.

What To Do After The Event

Sort Through Your Contacts

Immediately sort through your contacts and place in your diary or task manager the dates/times you have promised to contact people, along with all the relevant contact details.


Send Emails to Your New Contacts

Have a standard acknowledgment email ready that you can send out to the people you promised to contact, preferably sent no later than the day after the event. This shows you are professional and deliver on your promises in a timely manner. We would suggest something like this:

Dear [their name]

Just a quick email to say it was great meeting you at [venue and date]. I look forward to speaking with you again on [date and time].

Just in case you can’t remember what I looked like, I was the person with the [distinguishing feature].

Kind regards etc


Clear Your Desk

Once you have transferred any relevant information from the business cards you have collected and from the notes you have made, you can throw away (or recycle) any excess cards.


Review and Learn

Take stock of how you thought the event went. Examine the positives and areas for improvement. What useful information did you pick up? How many decent leads did you make? Did you speak to the right people? How did you communicate with them?

And most of all… didn’t it feel good to get out there and speak with people?!

We hope this booklet has been useful and informative. We’ll keep in touch with details of our future events. Remember to keep an eye on our website, www.brookfieldnetworking.co.uk, for all the latest news and information.

Bye for now, and happy networking!


Tim Keeley & Matt Kendall
Brookfield Networking.co.uk

 

[Real World Hypnotherapy]

p.s. we no longer run Brookfield Networking.

I hope this helps some people.

Matt

 

[Ashley_Price]

I never did mention that John Timberley (the author of Network Your Way to Success) is the Marketing Director for PricewaterhouseCoopers

 

[team-europe]

"We will still be the same person 10 years from now, without the books we read and the people we meet..." Charlie "Tremendous" Jones

 

[thebigIAM]

Aw. I love reading biz books. They keep me motivated. I read this forum for the same reason.