3 Ways to Turn Your Networking Into Business

by Rob Brown on February 7, 2013 · 0 comments

OLYMPUS DIGITAL CAMERASo 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 also the hardest thing for most networking business people to do. Here are five reasons why: [click to continue…]

Desperate for business?

by Charlie Lawson on January 28, 2013 · 0 comments

Construction DealI heard a fascinating story the other day.  At a dinner party, I met a friend of a friend who ran a decorating business.  His frustration was obvious as he was enduring a slow start to 2013 – the phone had just stopped ringing.

I asked him what he was doing to promote his business – he’d printed several thousand leaflets and dropped them through letterboxes all around his local area.

I asked him how many calls he’d received – from all that effort, he’d received just one call to quote!  However, as it happened, that one call had been for what would be a very good job – repainting an entire 5 bedroom house.   [click to continue…]

There’s a strong chance that you have been communicating the wrong message to your potential customers as soon as you introduce yourself and hand them your card, without even realising it. This is particularly true if you are in a sales role, but not exclusively.

I first spotted this issue when running a LinkedIn workshop with a group from one of my clients. I talked about the ‘Professional Headline’, the field on LinkedIn that appears just below your name and describes what you do for a living. [click to continue…]

In most conversations people either ask, or get asked, “How’s business?”  It’s a normal conversation starter – or conversation ender, depending upon the answer! But in nearly every case you get a selection of the same answers: “It’s tough out there”, “it’s hard work”or“we’re doing ok, but we are working harder than ever. 

In business, it is so easy to fall into the trap of simply, going with the flow of things and never taking a step back and analysing where you are at. When it’s busy, we work very hard keeping up and when it’s not busy, we work even harder to get business back on track.  [click to continue…]

Are you ready to take your LinkedIn connections to a new level?

September 14, 2012

We all do it; we add connections to our LinkedIn account without thinking. Sometime later we may find ourselves wondering why we connected with some of the people we have on our lists; we don’t know them, in some cases have never met them and have probably not a ‘conversation’ beyond the initial ‘I’d like to add you to my professional network’. But, at the time it obviously seemed like a good idea to add Joe Bloggs or Jane Doe, and we may well have had a great reason for either asking them to connect with us or accepting the [...]

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Have you ever wondered why some of the big referrals don’t come your way?

August 20, 2012

There are three key questions you need to ask yourself before bagging a big referral. Let us start with a basic networking question: what motivates you to do what you do? Like most people you are probably working to put your children through school, to pay you’re your mortgage or to live a better lifestyle. However, clients want to know what really motivates you and why you chose this profession.  

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Bored to death?

June 20, 2012

I was at a BNI chapter last Friday, listening to the member that was delivering his 10-minute presentation.  I say I was listening – that’s actually completely untrue: 3-4 minutes in, I had developed something of a trance-like state, and I was thinking about what I was doing that weekend (a visit to the in-laws, since you ask). I then checked myself – I must concentrate on the presentation!  Looking round the room however, I noticed that about 25 other people (out of 30 in the room) were also staring into the middle distance in various trance-like states.   This got [...]

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‘Sorry, Who Are You’? Making the Most of Your Online Profile

May 2, 2012

How many people have you ever seen at a networking event with a paper bag on their head? It’s not many I’ll bet. After all, the purpose of networking is to meet people and no-one feels comfortable if they can’t see your eyes and face, hear your voice or shake your hand. We learn a lot through all of our senses often without realising it. The way someone speaks or looks may be important to us and a simple handshake can give us a good idea about whether we want to get to know them better. Once we have this [...]

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