Ten Reasons Why Businesses Fail To Make Business Networking Work For Them

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Business networking and networking events take on even greater importance as the economy struggles. Yet so many businesses struggle to get results from their networking activities.

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Ten Reasons Why Businesses Fail To Make Business Networking Work For Them

  1. 1. 39 Clyfton Close Broxbourne andylopata Hertfordshire EN10 6NT Mob: +44 (0) 7930 417833 Email: andy@lopata.co.uk Connecting is not enough Web: www.lopata.co.uk Skype: andylopata Testimonials: TEN REASONS WHY BUSINESSES FAIL quot;Andy is simply the TO MAKE NETWORKING WORK FOR most authoritative, sincere, THEM entertaining and inspiring speaker on the subject of networking I have 1 – They’re in the wrong place at the wrong time ever heard.” Many people attend networking events because they have been invited and join because they like the ‘buzz’ or see other people Clive Wilson getting business. They give little thought, consideration or Deputy Chairman planning to the aims they have from networking and which Primeast networks best help them achieve those goals and to which they can commit. TOP TIP - Do your research before joining networking groups. Understand what you want to gain from them and what you need “Andy certainly to commit to them to achieve that result. made a difference on how I normally 2 - They don't know what success will look like approach / We join networks with a vague idea that they will help our perceive events business but without planning out exactly how. such as this “ TOP TIP - Work out the REAL cost of your networking to you, and Ann Azzopardi then set yourself a challenging, yet realistic return which will Category Buying justify your investment. How will you reach that return? Manager Pret a Manger 3 - They fail to commit It's not enough just to join a network or plan a strategy; you have to see it through. It's an old cliché, but you really do get out what you are prepared to put in. Andy is an TOP TIP - Look at your networking memberships and goals and accomplished ask yourself what YOU have to do to get the results you are speaker with a looking for. Then ask yourself how achievable it is. If it's too proven track record much, adjust your activity to make it more realistic. If it's easy, of leading by thoughts, words and perhaps you could be doing more. deeds.” Chris Roycroft- Davis Former Managing Editor The Sun © All rights reserved. Andy Lopata 2009
  2. 2. 39 Clyfton Close Broxbourne andylopata Hertfordshire EN10 6NT Mob: +44 (0) 7930 417833 Email: andy@lopata.co.uk Connecting is not enough Web: www.lopata.co.uk Skype: andylopata Testimonials: TEN REASONS WHY BUSINESSES FAIL quot;Andy has TO MAKE NETWORKING WORK FOR successfully elevated THEM networking into more of a strategic arena ......... rather 4 - They don't do their homework than it just being a quot;Fail to plan and you plan to failquot;. Before you attend a meeting, quot;skillsquot; thing.” prepare for it. If you have to give a presentation, know exactly what you want to achieve from it and what you are going to say Phil Jesson, before you go. Director of TOP TIP - Put time in your diary each week or each month to look Speaker at forthcoming events and why you are going. Work out who you Development can catch up with or meet there and, if appropriate, contact Academy for Chief Executives people in advance to arrange to hook up. And plan any presentations you may have to give. 5 - They don't follow up their referrals If you get a reputation for being unreliable, you won't get “Andy's style is referrals. Whether you value the referral or not, FOLLOW IT UP. very engaging Even more importantly, make sure you feedback to the person and helps to back who referred you and keep them in the loop. up the message TOP TIP - Keep a list to track all referrals received and latest he delivers.“ action. If you are not responsible for following it up, make sure Mike Elgin you know who is and get feedback from them to pass on. Most Vice President, importantly, say thank you. Leadership & Development - 6 - They focus on the sale, not the relationship Global Markets. Few people go to networking events to buy. So you have to ask Merrill Lynch yourself what the point is of trying to sell to people who aren't in buying mode. Think beyond the short-term gain and develop relationships. After all, wouldn't you prefer to get ten referrals from a long-term relationship than one sale from a passing “A master at off-line contact? networking.” TOP TIP - Go through your contact management system or Andrew Widgery business card file and pick ten people to whom you haven't Development spoken for a while. Re-establish contact and then stay in touch. Director Business Scene Ltd © All rights reserved. Andy Lopata 2009
  3. 3. 39 Clyfton Close Broxbourne andylopata Hertfordshire EN10 6NT Mob: +44 (0) 7930 417833 Email: andy@lopata.co.uk Connecting is not enough Web: www.lopata.co.uk Skype: andylopata Testimonials: TEN REASONS WHY BUSINESSES FAIL “Andy is a true TO MAKE NETWORKING WORK FOR professional and THEM has a keen insight into the industry of networking. As a 7 - They are '9 to 5 Networkers' writer, Andy is Many people believe that joining a network and either turning up to exceptional at a meeting or logging in is enough. It isn't. The most successful representing the networkers meet with their fellow members regularly OUTSIDE of sensibilities of the meetings; whether socially or in 1-2-1 and small group meetings. British people TOP TIP - Set time aside in your diary every week to meet people when it comes to from your network, and make sure you fill that time. Attend your networking.” networking group's social events and get to know your fellow Adam J. Kovitz members even better. CEO, Founder & Publisher, The 8 - They are 'destructive' rather than 'constructive' National A network thrives on positive energy. If you are in a group that is Networker struggling, use the meeting time to focus on making what you have work, keep concerns outside the meeting. If you want to contribute to blogs and discussions online, keep your comments positive and constructive, don't destroy other people's hard work “The striking thing with nasty or negative comments. about Andy is that TOP TIP - Focus on being positive whenever you engage in your he writes a book networking. People don't want to buy from or refer to negative on networking people. If there are problems, keep your comments positive and that demystifies constructive, focusing on the solution. the process and shows you all the 9 - They are collectors things you know Whether it's business cards at networking events or connections you should be online, there are people who believe that he who has the most wins doing - but never really get round the game. Networking doesn't work like that. to. TOP TIP - Collect and hand out cards if your conversation dictates Then he surprises it. Connect online with people with whom you have something in you by practising common, and talk about them when you connect, not yourself. what he preaches!.“ 10 - They don't have a clear message. We all think that we communicate clearly what we do, but few of Russ King us do this successfully. Product TOP TIP - Ask people in your network for their perception of what Manager you do, who for and when people need your help. Monster © All rights reserved. Andy Lopata 2009

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