Face to Face Networking

The Golden Rules Of Networking

July 29, 2014

I was at The Open recently with a group of people and the subject of networking came up over a beer. I was listening and it came across as if networking was almost like a science. What to do, what not to do, how to behave, how not to behave. How do you work a room effectively? Should you network online or offline? I was then asked the question I was dreading… “Ewan, what do you think?” I said: “Networking is simple. People make it more complicated than it needs to be”.

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Finding Your ‘Great Aunty Jean’s’

July 16, 2014

Your network is a unique mix of individuals who know, like and trust you. It won’t be the same as anyone else’s network as it’s made up of family, friends, colleagues, acquaintances and other business buddies. It’s this diversity which makes each network distinct from any other and we should celebrate that fact. However, it is also worth remembering that not every network is born equal and some are more relevant to particular areas of our life than others. For example, past colleagues and business buddies are often those we associate with our business networking activities. But that doesn’t mean [...]

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Who to Build Relationships With?

July 1, 2014

“Everyone”, I hear you scream, and yes that’s true, in general. Always remember that you never know who the people you know, know.  Therefore, you never know who the people you don’t know, know! It’s so easy (in fact it’s too easy) to make the mistake that the person in front of you doesn’t have the same personality as you, which by the way, is what makes the world go around. Therefore, we haven’t really got the time to build relationships with them because it’s too much like hard work. If you are going to proactively build relationships, who would [...]

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The ABCs of Referral Marketing – G is for Giving

June 18, 2014

Did you ever go to a “bring a bottle” party? Or a summer barbeque where everybody brings some food or dessert? You want to be the person who brings something to the party, people enjoy it and in turn you enjoy their food or drinks. Everyone has a great time. You don’t want to be that guy who comes to the party all the time with nothing, however they still expect everyone to feed them! What if everyone turned up with nothing? Then the party is over before it even began. Yet this is how we approach our networking, or [...]

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Put your clients at the heart of your network

May 14, 2014

People who spend a lot of time networking for sales leads often overlook an important part of their network; their clients. Your clients should be right at the heart of our networking activity, because an introduction from a happy client to one of their contacts will go a long way to helping us win more business.  

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An i for an Eye

April 29, 2014

I was at a conference recently which had a great keynote speaker called Paul McGee, if you ever have the opportunity to hear him speak, jump at the chance! He was captivating, and talked to the audience about some of the concepts from his book “S.U.M.O. (Shut Up, Move On): The Straight-Talking Guide to Succeeding in Life” which is a fabulous read…however something really stuck with me that he said: “In a world of iPhones and iPads, never forget the impact of eyeballs.” As an expert in word-of-mouth marketing and networking, I was delighted to hear this phrase. However, it [...]

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Different Stages of Networking

April 22, 2014

In my humble opinion, the only thing you can get wrong when networking is the initial approach. My personal golden rule is to ensure that the person you are speaking to doesn’t feel like you are trying to “sell” to him or her. Make it non-threatening and they will stay in the conversation (for a little while, at least). The reason I say that is because if the initial conversation goes wrong, then there isn’t a chance to get it back at that stage or ever (sure, at a later date perhaps, but not at that moment). As the saying [...]

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Why People Actually Like to Help You

April 10, 2014

It’s amazing how often people are nervous about asking for referrals. It’s as if we are scared of being a burden to our networks rather than taking pleasure by enabling them to do something they enjoy. Yes, something they enjoy. Because, in my experience, most people seem to derive more pleasure from making a connection that makes a positive difference to someone else than they do even from receiving such introductions. Stop thinking about referrals to you, as an imposition on others. As long as you add value to the person you’re being referred to, as long as you are [...]

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