Human Interest

Your ideal referral

by Andy Lopata on May 10, 2013 · 0 comments

Networking GroupIn a previous blog, I talked about how to help people understand what you do in order to help you more effectively; making it easy for them to do so rather than antagonising them. 

Once your network understand what you want them to say about you, you then need to focus on who you want them to share your message with. If, for example, you are looking for contacts in the public sector, there is little advantage to be gained if your message is being shared with small start-up companies.  [click to continue…]


by Phil Berg on April 12, 2013 · 1 comment

Crowd 1“I’m an experienced networker.” I meet people that say this almost on a daily basis and I find it rather amusing. Why? Because 9 times out of 10, they aren’t what you should call an ‘experienced networker.’

Let me tell you the story about Simon, an Interior Designer that I met at a mutual friend’s party a few weeks ago (his name has been changed – or maybe not – to protect the innocent). He claimed in a very boastful, almost arrogant way, to be an “experienced” networker

My lovely wife and I were invited to the birthday party of a friend that was celebrating a big birthday – as they are the same age as my wife and I, let’s call it a 30th birthday party. [click to continue…]

Eat your own dog food!

by Richard White on April 2, 2013 · 0 comments

Dog CookiesI recently overheard someone at a business networking event use the expression “Eat your own dog food!”

It was a curious expression and I had not heard it before so I looked it up on Wikipedia and it appears it is quite a widely used expression in certain circles. Its origin is a little uncertain but it is a more colourful way of saying “practice what you preach”.

The person I overheard was talking to a marketing expert whom I know is struggling to find clients. One look at the appearance of the marketing expert would tell you that he knew nothing about personal branding. After a few sentences you would realise he knew nothing about marketing communications. His business card was one of those flimsy ones that you get for free off the internet. Get the picture?

Would you hire a disorganised Virtual Assistant to help you get organised? Would you entrust your IT support to a company that never answers the telephone and always lets it go to voicemail? Would you engage a web designer with an awful website full of broken links?

As a sales consultant and author of a book on business networking, I am always aware that my expertise is being judged by the way I network and sell as much as what I say.

Credibility is the currency of business networking and a critical factor in sales. Without credibility we are unlikely to get many referrals and we will really struggle to close the sale.

In these challenging economic times we need to ensure we have all the bases covered. One of those bases is eating our own dog food!

Richard White
Richard White is a sales coach and trainer. He specialises in helping IT consultants win more sales through effective networking. Richard is the author of ‘The Accidental Salesman Networking Survival Guide’ and is a highly sought after speaker on the subjects of networking and soft selling.

What’s the story?

by Sandra Hart on March 13, 2013 · 0 comments

What is your story?I went to University in Dublin, a favourite greeting there is “What’s the story?” which is sometimes shortened to “story?”  Being from the Mayo, deep in the west of Ireland, when I went to Dublin first I wasn’t used to the “North Side” accents and really didn’t know what most people were talking about for a few weeks, I thought it was some sort of Gaelic slang!!

Really when you think about it, we love telling each other stories, years ago we had professional storytellers in Ireland sitting around fire places recanting stories and telling tales. Now we have great speakers who do the circuit mesmerising audiences with their story, empowering others with their experiences. I remember hearing Bear Grillis years ago speak of his adventures; it was as if we were all there with him on the journey. [click to continue…]

I’m terrible with names

March 1, 2013

I’m terrible at remembering names.  I always have been – and often, given I run the UK’s biggest referral and networking organisation, this can cause some interesting challenges. ‘Hi Charlie’, someone will say when we meet at an event or function. ‘Hi, how are you?’ will be my slightly stumbled, embarrassed reply.  Now I KNOW that I’ve met the person before (faces I don’t have a problem remembering) – but names – like I said, I’m terrible! If they are wearing a name badge though, a quick glance down, and the reply is a much more satisfactory ‘Hi Tim, how [...]

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3 Ways to Turn Your Networking Into Business

February 7, 2013

So many people attend business networking events, participate in online business networks and have networking meetings. But what do they get back from all of that time and effort? The answer is usually very little. They struggle when it comes to turning networking into business. To explore this, I use the phrase ‘CTC’ in my many networking and referral seminars. It stands for any of the following:   Card to Client Contact to Customer Card to Connection Connection to Client You get the idea. It’s about turning a business card into a sale. It’s about converting your networking leads into paying customers and clients. It’s [...]

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We don’t work for the Money!

January 25, 2013

Yes we do, I can hear you say.  Here I go again … no we don’t.  We work for what we are going to do with the money! Is it that we want money or is it that we need money? If you are working for the money, answer this for me, how much money?  If you can’t answer that, then you have to realise it’s just a statement, possibly even ego. As they say, turnover is vanity and profit is sanity! You need to start by deciding what the end result is going to be in your life,  what’s [...]

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What are business cards worth?

January 10, 2013

We’ve all done it (or at least I know I have)… we attend a business networking function, collect some business cards and then get back to the office with the intention of following up with the contacts we met. For me, the stack of cards collected is put in the place on my desk that I specifically reserve for matters of high importance: right next to the phone.  I look at them and think “I’ve got to follow up with those contacts today – it’s important”. Then, for whatever reason – perhaps the phone rings, or an email comes in, [...]

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