I hate going networking!

by David Wimblett on December 19, 2012 · 1 comment

OLYMPUS DIGITAL CAMERAThis is something I hear pretty often and I heard it again this week, at the networking skills workshop that I was providing; so I guess no real surprise there.  The person knew that networking was good for their business but they hated it.

Now there are different reasons why people don’t like networking, so I asked the person concerned what their biggest fear was.  Their answer was – what it is in most cases, the biggest hurdle to those new to networking – who to talk to and what to say. [click to continue…]

Thanks to BNI, we all know that givers gain.

But what is ‘giving’? I’ve found there are four Phases, each one better than the last, but only when the time’s right for you…

Phase 1: “get” only

I joined BNI 12 years ago and, to be honest, did so for selfish reasons: I wanted to grow my business.  My main motivation was to get, not give. I have no problems admitting this – I was skint, recently divorced (both mean the same thing, I found) and wanted to do something that would help me.

I imagine you also joined BNI to get something?  Maybe new business, contacts or friends? All perfectly valid reasons, of course.

But they don’t get you many referrals.

And, in BNI, you can’t stay in Phase 1 for long – after all, it’s called givers gain not getters gain[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…]

The lawyer who refused to specialise

by Richard White on July 2, 2012 · 0 comments

A while back I met a lawyer at a networking meeting. No surprise there! Networking is an important method of lead generation for lawyers. I was chatting to this particular lawyer and I asked him if he specialised in any particular aspect of law. He said that he was an expert in property law and went on to explain the potential problems that people can get into with property related contracts. I asked him why he did not mention that when we first started talking and he replied that he didn’t because he could also do other types of law too. He then confessed that he wasn’t getting much business from networking. [click to continue…]

‘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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It’s a Pain!

March 30, 2012

That’s what we solve for clients is it not? We take pain away from them so they can be more efficient and profitable in their business, or personal life for that matter. Generally, potential clients do not want to hear the benefits of your products and services – although people think they do. A study done some years ago where 200 homeowners were given a survey on their homes proves this. Half the homeowners were told if they insulated their homes they would save 50 cents a week. 12 people out of the 100 took up the offer. The second [...]

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9 ways to get into the diary of busy people

March 28, 2012

Over the last year, I have definitely become what are known in the trade as a ‘busy person’. White spaces in my diary have become a bit of a rarity… This has prompted me, based on my own experiences, to write an article helping you get into the diary of a busy person. I think that the first thing to acknowledge is that don’t get upset if you get turned down, if you don’t ask, you don’t get. Such is the way with things in life.

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The more BO you have, the more – and quicker – “Yeses” you get

February 1, 2012

You have to be good at persuading people to say “Yes”. These yeses could be big (“please invest £millions in X”) or small (“please can we have a 121?”). They could relate to work (“please can you buy this?”) or home (“please can you tidy your room?) The better you are at triggering ‘yeses’, the more – and more quickly – you succeed. But it’s not easy.  People have their own agendas, priorities and motivations.  And they’re often very different to yours.  This means it’s often easier for them to say “No”.

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