Bobby is joined by Joanne Hession, Author of Dont Get a Job, Build a Business and Founder of QED Training and Lorraine Murphy, Business Coach, Trainer & Consultant 

Joanne's Notes:

Networking

Networking is not just about getting sales

Networking is not just about sales and can be a productive way of helping entrepreneurs to build a business by providing

•   trustworthy peers that act provide as Boards we couldn’t otherwise afford,
•   new business ideas
•   and lots other including linkages and introductions to any one we want to get introduced to.

Let’s face it, a good networker who has build lots of good relationships has confidence they can get to anyone that they need to and people provide support, assistance, advice and routes to market.

Successful business people have good networks. They know what is going on in their industry and in their locality. They have a feel for what is happening in their market because they are out and about talking to others in the know. They get encouragement and support from their network – and maybe even referrals and recommendations. It is very hard to succeed without a network that is appropriate to your business. Knowing what and knowing how are important; knowing who is essential.  Stanley Milgram, a Yale university psychologist, showed in 1967 that you could reach anyone in the world in about six steps. He devised an experiment where people had to send a package to a stranger via acquaintances they knew well. On average it took about five intermediaries to reach a complete stranger. This became famously known as the ‘six degrees of separation’. No one is beyond the reach of you/your business and now with online networking this level of separation is much much shorter!

Face to face Networking Vs Online There are lots of ways to network – online (discussion boards, tweeting together etc), networking groups etc yet nothing beats face to face networking for building meaningful relationships and yet we don’t often make the most of it – why?

• it’s work
• It takes an investment of time
• One of the 10 greatest fears is social rejection and therefore walking into a room where you know no one creates fear

Ask Yourself

• How powerful is your network?
• How often do you work at your network?
• When you network online, what are other’s perceptions of you?

Where To Network?  Everything from sports clubs to general business associations or established networks for entrepreneurs are good places for meeting the people who can help with your business. Most industries have specialised associations that will be of use to your business. You can also form your own. Small informal groups work very well also, e.g. a group of business people with similar interests and problems who might meet for a monthly lunch or have a designated evening each week for an after work drink or meet more infrequently for longer periods. Different networks have different services so be clear what services they offer and make sure they are meeting your requirements so you don’t waste your valuable time.  Generally, networks fall into the following categories (and often overlap eg a peer support and leaning network):

• Peer Support networks (eg LEO networks and many women in business networks)
• Learning networks (guest speakers on specialised topics or networks that offer mentoring such as the Vodafone SmartStartUp Network)
• Referral based networks (focussed on providing referrals and sales for members eg BNI)

There are loads of networks for startups out there:

• LEOs (formerly the County & City Enterprise Boards) Local Enterprise Office run many networks for startups, some across all sectors, some specifically for women in business throughout the country)
• EI (Enterprise Ireland – again runs a number of networks)
• Chambers of Commerce
• Vodafone SmartStartUp Network (provides free events throughout the country with expert mentoring on Mobile Marketing, eCommerce, working smarter using technology and Social Media see http://www.vodafone.ie/startups)
• BNI (Business Network International)
• Online networks such as boards.ie, smallbusinesscan.ie, #Irishbizparty (online twitter network and offline conferences for startups –next conference 25^th June in Wexford)
• Venture Network
• Sector Specific Networks (Food, Tech, Craft etc)
• Network Ireland

Network with purpose (don’t waste your time attending every networking event), research them briefly beforehand (some are free to attend, others aren’t) and choose the networks that will meet your goals.

• When you’re at the right networking event

1.Give, Give and Give again “Always give without remembering and receive without forgetting”

2. Think about the layout of the room before you enter it

3. Travel light (coats, bags etc make it harder to get around a room)

4. Prepare (check out the speaker at the event beforehand and who else will be there)

5. First impressions

• Strive to be interested not interesting
• Greet each person as if greeting an old friend - sincerely
• Give a background to the person you’re introducing to someone else
• Don’t leave, bring people with you – respect courtesy and consideration
• Remember people want to move on
• Focus on giving and become a source of contacts
• Your business card is your smallest, cheapest and most effective advertisement
• If you want to give your card to someone ask for theirs
• When given a business card read it immediately before putting it away
• Write on the back of the card

Ten checks for choosing a good network

1. What’s the network for – does it meet yourneeds?
2. Does it serve your area/industry well?
3. Can its members help you learn and grow personally?
4. Can its members help you learn and grow professionally?
5. Does it meet often enough?
6. Does it meet at a time that works for you?
7. Has it got good processes and routines?
8. Can you present your business to the group?
9. Can you arrive early/stay late for informal networking?
10. Can you join now?
11. What’s the time/money investment?

Business cards – the best (and cheapest) tool!

If you don’t already carry business cards then get some printed. They can be as simple as you like – just name and contact details. They make it much easier to exchange contact details with others and give you a record and reminder of whom you have met. Collect as many as you can – you never know when you will want to contact someone again. Take cards with you wherever you go. It helps you later if you make a note on the cards you collect of where you met the person.

Maximise the effectiveness of cards:

• Make sure your name, business, and phone number are easy to read.
• Photos work well to remind people of you.
• Decide how you will carry and use them at events – e.g. use one pocket for yours and another to collect cards.
• File those you collect by event or type.
• Write on them – something to remember the person by.
• Always have some of yours with you.
• Keep them in good condition for a good impression.
• Get yours professionally designed.
• Consider double-sided or folding cards to carry additional information about your business.
• Always follow up.

Following up

What’s next? After you have made a new contact you may want to consolidate the meeting. Consider what’s appropriate:

• Send an email – ‘thanks for the chat, looking forward to meeting again’.
• Make a phone call – ditto.
• Organise a coffee or a lunch.
• Send a brochure/web link about your business.
• Clip an article or send a magazine that is relevant.
• Make an invitation to visit your business.
• Offer a helping hand to someone you met.

Rules for smart networkers

1. Don’t be greedy – people don’t like people on the make.
2. Be a giver rather than a taker – help someone before you help yourself.
3. Know why you are there – be honest and upfront about what you want.
4. Know what’s in your network – who can you call for what.
5. Invest your time well – don’t waste time with those who can’t/won’t help.
6. Nurture your network – keep in touch with those you already know.
7. Be trustworthy – trust is at the heart of all relationships.

Author:  Joanne Hession

Joanne Hession is a successful entrepreneur and recognised leader in training, mentoring and business in Ireland. Joanne is responsible for training thousands of budding entrepreneurs through her business QED Training (www.QEDtraining.ie) and works internationally in the Business School sector through QED Accreditation Advisors (www.QEDaccreditationadvisors.com). She is passionate about business and providing new businesses with best in class training on how to do business better, smarter and more successfully and she is co-author of #1 best selling book “Don’t Get A Job, Build A Business”. She can be contacted at Joanne@qedtraining.ie.