Face to Face Networking

How not to have a conversation

by Charlie Lawson on January 11, 2016 · 0 comments

Last week, while at a networking event, I met a man called Mark.  Here is a transcript of our conversation:

Me:       “Hello there Mark, I’m Charlie – what do you do?”

Mark:   “I’m an accountant.”

Me:       “Oh.”

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Not Another Networking Event!

by Charlie Lawson on December 18, 2015 · 0 comments

Christmas is coming… and I’ve been invited to another networking event.  What joy…!  Another bunch of people I don’t know.  I know I should engage in small talk.  I know I should be looking to generate some new business.  I know I should give out lots of business cards, at which point they’ll give me theirs.  I know that when I get back to the office in January I’ll do absolutely nothing with the cards I’ve collected.

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Why Are Referrals So Good?

by Charlie Lawson on March 20, 2015 · 0 comments

I heard a fascinating story recently at a dinner party that perfectly illustrates why.

I met a friend of a friend who runs a decorating business, and his frustration was obvious as he was enduring a slow start to the year – the phone had just stopped ringing.  [click to continue…]

member-orientation-1024x768Does this sound familiar? You get a referral.  You meet with the potential customer. It goes well. She seemed to enjoy it. You certainly did. It looks like you might well work together. So, you run back to the office. You prepare the information she wants.  You send it to her on time. You can almost smell the sale. But then you don’t hear back. Nothing.

And you now have that horrendous dilemma – do you:

  • chase her, and feel you’re pestering; or
  • leave it, and feel impotent?

Both horrible, yes?

The fact is: it’s hard to re-ignite these things once they’ve gone cold. A delay is never good. So, it’s essential you do all you can to inject pace and stop this happening. [click to continue…]

Working Closely With Your Network

September 25, 2014

Whilst I was on holiday in Turkey recently I bumped into my friend Alan from my golf club. Alan was very surprised to see me thousands of miles away from home, staying in the same hotel as him at the same time! My wife said, “This happens all the time to Ewan, he’s always bumping into people he knows wherever he goes.”

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Mirror Your Prospect

September 2, 2014

Have you ever found yourself talking to a prospect using language, tonation and style that is not your everyday norm? Well, that’s exactly what we all should be doing. If the prospect begins speaking very eloquently, then you may start speaking clearer, slower and more deliberate. Though if the prospect is speaking very fast and loudly, then you may also adopt their tone and pace of voice. This is only natural, as you are simply trying to get them to relate to you quickly and therefore deal with you and your business.

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To Kiss Or Not To Kiss?

August 27, 2014

I was at a networking event recently, and spotted a lady that I’d met a few times before. I approached her, offering my hand to shake. She ignored this, and leant right over and kissed me on the cheek. I was a little taken aback by her directness: after all, I didn’t know her well, and the event was being held in a very ‘professional’ setting – the offices of a law firm. More than that, as an Unnatural Networker, I find meeting people hard enough without having to think about kissing them. When it comes to networking, I’m just [...]

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Networking Ninja

August 19, 2014

Here’s my advice on how to become a Networking Ninja, so you work the room quicker than before, better than before and with more confidence than before… Networking within BNI is often pretty pleasant. Members have been trained how to do it well.  They ask lots of good questions about your business. You know that you’ll be welcomed into any group you approach. And, although networking is never easy, BNI makes it as easy as it’s possible to be.

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