relationship

How to write good proposals

by Andy Bounds on June 3, 2013 · 0 comments

Business people planningImagine wanting to treat your loved one with a morning cup-of-tea.  You tiptoe downstairs, so you don’t wake them.  You make the drink, then tiptoe back upstairs.  You know they’ll love your generous gift of love…

…and then you spill it all over them.

All that thoughtful hard work ruined by one mistake.  In fact, you’d have been better off not even trying.  It’s been a total waste of everyone’s time; and your relationship hasn’t improved one bit. [click to continue…]

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…]

Look after your advocates

by Richard White on April 29, 2013 · 1 comment

Young smiling woman spraying flowersI always say that one good advocate is worth ten clients. When networking I am normally looking for potential advocates rather than clients – people who can recommend me to their clients when a sales related problem arises. What gets exciting about having a network of advocates is that provided you look after your direct advocates then your reputation will start to grow through their networks.

I am regularly amazed at how badly some people treat their advocates. I had one company who I had been advocating and had referred to them almost £50,000 of business over a couple of months. When I decided to use them for my own business they took advantage of the relationship and gave me a very sloppy service saying they were too busy with other clients. The clients I had referred to them by the way! [click to continue…]

open networking 2What exactly is a networking strategy and why do you need one? Why can’t you just show up to networking events and win bucket-loads of business?

A business networking strategy is essentially a marketing plan for your networking efforts. Like any good marketing plan it describes who you want to meet, how you’re going to meet them, how you’re going to help them and what you’re going to say/do when you get in front of them. [click to continue…]

The power of introducers

April 16, 2013

Just as you need to be very clear on who your ideal referrals are when speaking to your Champions, so it is important for you to think about how you can best help the people you want to refer. Whereas a referral to a prospective client may lead to just one transaction taking place, one to an introducer could lead to a number of transactions over a period of time, and to long-term partnerships. It may, therefore, be far more powerful for you to refer potential introducers to your network, rather than just clients.

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Who Is Buying While You Are Networking?

March 6, 2013

It’s funny how most people go networking with a view to selling what they do, while few people go to buy. Yet there must be somebody buying, else none of us would have anyone to sell to! As somebody who coaches, writes about and speaks on profitable business networking all over the world, the biggest challenge my clients have is creating tangible return on investment (ROI) from their considerable networking efforts. Most people can now ‘work a room’ and talk about what they do. With the many networking organisations, groups and clubs throughout the world, everybody has somewhere to network. [...]

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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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The World’s Smallest Networking Event

January 17, 2013

How many people constitute a ‘networking event’? That’s the question I was asking myself after attending the world’s smallest ever event. With only two of us present, surely that’s a record that can’t be beaten? The event, an intimate monthly dinner with normally around 12 people present, was hit by low registrations because of the time of year and a number of cancellations on the day. Even the event host gave up when no-one had turned up twenty minutes after the start time.

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