eBook - ePub
The Authority Guide to Networking for Business Growth
How to master confident, effective networking and win more business
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eBook - ePub
The Authority Guide to Networking for Business Growth
How to master confident, effective networking and win more business
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About This Book
You can master the mysterious art of networking. Overcome all your networking fears and learn how effortlessly to build and leverage the powerful connections you need to enhance your reputation, raise your profile and win more business. Networking expert Rob Brown will coach you on all the essential skills that will help you meet new people, create new leads, open up opportunities and grow your business â confidently and effectively.
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Yes, you can access The Authority Guide to Networking for Business Growth by Rob Brown in PDF and/or ePUB format, as well as other popular books in Business & Sales. We have over one million books available in our catalogue for you to explore.
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Part I Before you go
Your richest resources will always be found in your richest relationships. Almost every deal, sale and transaction comes down to two people shaking hands. And networking is the ultimate way to source, engage and leverage those connections that will build your reputation, your business and your bank balance.
But before you attend any kind of networking event, letâs get you fit and ready to exploit the situation. In this part, weâll get your mindset straight so your networking attitude is positive. Weâll get your strategy exact, so you show up in the right places having the right conversations with the right people. And weâll get your preparation right, so you make the most of every event you attend.
'Networking is people looking for people looking for people.'
1. What is business networking?
Business networking is often misunderstood. Ask 20 people exactly what it is and youâll get 21 different answers. So letâs clarify by starting with some definitions. Networking is all of these:
- Talking and listening â things youâve been doing since you were young.
- Sourcing and building the right relationships with the right people.
- Creating a network of valuable contacts that will accelerate your commercial objectives.
- Creating introducers, advocates and champions to enhance your reputation.
- Building and leveraging high-level connections for career advancement.
- Getting on to the radars of the right people so you become the go-to choice.
- Strategically assembling an army of introducers who will refer you work and opportunities.
- Shaking hands, meeting people and turning strangers into friends.
- Asking questions which lead to good conversations and good relationships.
- Knowing and being known by sufficient numbers of the right people.
Bottom line, networking has two aspects. First is the act of networking, a function-based definition. This is attending social and business events to fulfil your commercial objectives. Second is the activity of networking, a process-based definition. This is building your professional and personal network strategically over time. When you do the first, you get the second. Both are networking, and both are vital pieces of your sales jigsaw.
What networking isnât
- Networking isnât a dark art or mysterious science. Itâs basically common sense. Itâs emotional intelligence â getting on with people and having conversations. Everyone can do that â thereâs no exclusivity, secret code or barrier to entry.
- Networking isnât a closed private club or old boysâ network. Not any more. Anyone can start a networking group or club. Anyone can start a conversation. If you can say hello and goodbye, youâre in the club!
- Networking isnât just face to face. Social media and the Internet have changed all that. You can network any time and any place with practically anyone if you have a mobile phone or an Internet connection.
- Networking isnât selling. Of course, youâre selling yourself but, ultimately, networking gives you the platform to sell in the future. It kickstarts the sales conversation but doesnât make the sale.
- Networking isnât counting cards. Itâs not a numbers game and itâs not a mass-marketing activity like email. Itâs building relationships one conversation at a time.
- Networking is not a one-time performance. Itâs not really a dip-in and dip-out sport. Business is not won by the casual networker who parachutes into an event, sprays their business cards around and walks away with big deals. If youâre going to do it that way, youâve got to rely on luck and timing to get anywhere. Youâve got to be talking to exactly the right person with exactly the right need and exactly the right budget at exactly the right time. How likely is that?
In short, networking is a blend of short-term conversations and long-term relationship building. And when you get it right, there are many benefits.
2. Why is networking important, especially for sales?
There are many benefits for the diligent and consistent networker. If you have to win business and bring in clients, networking is a great way to do it. If you do it right, you are guaranteed to enjoy these many networking benefits:
- More opportunities. The more youâre out there, the more doors you will open, conversations you will have and needs you will uncover.
- More clients. Your prospects are out there networking, whether at face-to-face business-related events or social functions or on online platforms. Networking is a great way to reach them.
- Met and exceeded targets. Hitting targets, making plans or meeting quotas is a constant pressure. Networking generates leads, establishes introducers and raises your profile as the ultimate choice for what you do.
- More profits. With more revenue comes more profits. Once you build a relationship, invest in a new referral source or win a client, itâs all extra profit from there. You donât have to spend much more to win that business.
- Easier marketing. Marketing is noise. Youâre trying to shout louder than the others. Face-to-face networking builds high trust, quick rapport and long-term relationships. Itâs got to be easier than cold-calling or paid advertising.
- Greater choice. If youâve got good business coming in, a healthy pipeline and a strong network of referral sources, you can say no to stuff you donât want. Thatâs a wonderful position of choice to be in.
- More ongoing work. Lifetime client value means new business isnât just a transaction. If you look after them, there should be all kinds of cross-sales, up-sales and repeat work coming your way.
- More referrals. Existing clients are a great source of referrals. Your professional network and wider contacts are great sources o...
Table of contents
- Acknowledgements
- Contents
- Introduction
- Part I Before you go
- 1. What is business networking?
- 2. Why is networking important, especially for sales?
- 3. How do you approach networking positively?
- 4. How does psychology and motivation play a part?
- 5. What are the different ways to network?
- 6. How do you plan a successful networking strategy?
- Part II While youâre there
- 7. How do you enter a room with confidence?
- 8. How do you decide exactly who to talk to?
- 9. Whatâs the best way to make the first move?
- 10. What are great networking questions to ask?
- 11. How do you properly move around and work a room?
- 12. What do you look for in a networking conversation?
- Part III After youâve been
- 13. Why is it vital to follow up your networking?
- 14. What stops you from following up?
- 15. How do you decide who to follow up with?
- 16. How do you do an effective follow-up?
- Your networking journey starts here
- About the author
- Other Authority Guides