Charlie Lawson

How to make cold calling, warm

by Charlie Lawson on March 7, 2016 · 0 comments

Imagine the scene.  It’s 10am, you’re in your office, onto your second cuppa of the day, Facebook pages have been checked and updated, and you’re dealing with the unanswered emails in your inbox.  The phone rings, and the person on the other end launches into their sales pitch: “I don’t know who deals with your stationery supplies, but I wanted to tell you about our fantastic offers…”

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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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To Kiss Or Not To Kiss?

by Charlie Lawson on August 27, 2014 · 1 comment

welcome-new-members-150x150I 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 not a kissing type of guy. [click to continue…]

‘Follow Up’ – What’s that?

April 1, 2014

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? Have 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.

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Building Better Business with BNI

January 9, 2014

So the stats are in. Tim Cook, my BNI co-National Director (and definitely the statto one of the two of us), has confirmed the turnover generated by BNI members across the UK and Ireland in the calendar year 2013.  The figures are astounding:

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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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Where does your target market ‘hang out’?

July 3, 2013

Part 2: Being Specific, Business to Consumer  In the first part of this three part blog series, we looked at how easy it is to be specific when asking for referral requests when you sell your product or service to businesses.  You can read Part 1 here, but in this article, we’ll be focussing on a very common question I hear from networkers everywhere.  Take this example, from Roger, an osteopath:

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