Credibility

Red Light Networking

by Sandra Hart on August 12, 2014 · 0 comments

SH-BNIUK-198-red traffic light pic 11-08-14I was stopped at a red light at some road works a few weeks ago and the car ahead of me (who was nearest the lights) just moved off and ran the red light.  Maybe he just got sick of waiting, or maybe he thought that the lights were broken and stuck on red as they seemed to stay red for ages.

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Put your clients at the heart of your network

by Richard White on May 14, 2014 · 0 comments

Clients iconPeople 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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‘Follow Up’ – What’s that?

by Charlie Lawson on April 1, 2014 · 0 comments

BNI has done studies of its members, and all have come up with the same conclusion. The most common trait of a good networker is that they follow up.  But what does that actually mean?

Two Women Shaking Hands In An OfficeHave a look at these typical networking scenarios:

  • You got chatting with a business person at a mixer networking event.  There was some common ground between your two businesses, and you agreed when chatting that it would be a good idea to meet up for a coffee. [click to continue…]

ColumboThere’s something stunningly crass about asking for referrals before you’ve even delivered the most basic service to a new customer. And yet so many people do it.

Known as ‘The Columbo Close’ after the TV detective who would be on his way out of the door, before turning around and, with his immortal words, delivering the knockout blow that would unmask the villain of the piece. In the sales world, the villain of the piece is the salesman who finishes off his sales pitch by asking ‘one more thing’. [click to continue…]

For People to Make Sense of Your Business, You Have to Make Sense to Them

January 29, 2014

I once went on a Time Management Course.  It didn’t start well.  In fact, the trainer had lost the respect of the delegates before she started.  Why? Because she was late!  On a Time Management Course!

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Why Saying Less Could Ensure You Are Referred More

September 5, 2013

If, while you’re reading this blog, one of your friends, family or business associates found themselves face to face with someone you would want to meet, would they know? Would they think of you, recognise the connection, understand why and know what to say?

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Being Specific is Easy

August 2, 2013

 Part 3 – The WHY! In the first two parts of this blog series, we looked at how being specific is easy, both when asking for business or when looking to do work for individuals. Now we come to the most important part of being specific – the WHY!

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Ditch the pitch if you want quality referrals

June 4, 2013

There is a time and place for everything and pitching is an important part of the sales process. It is most effective when you know the person you are speaking to, they have expressed an interest in what you are offering, and are expecting the pitch.

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