Networkers look for opportunities for those they LIKE, KNOW & TRUST.

Networkers don’t look out for people they think are idiots.

“I NEED bigger businesses”
No, no you don’t. When I hear that I, I ask the question, are you a bigger business? If the answer is no, then what right have you got to demand. At seminars I’ve said “will all the smaller businesses please piss off, so Mr X can network with the bigger business.” Empty rooms do not make for great networking opportunities.

“There is no one here I can sell to”
Well done, you are right, no one goes to a network to buy. But often networkers do…
The key here is BUY. Not sell.

It’s not just about the people you are sat in front of; it’s all the people they each know. How do you access someone’s personal network? By being trusted and you don’t build trust up in networking circles selling.

“There is already someone in my profession there, what’s the point”
Defeatist attitudes.. geez. This is like saying you have no USP. Nothing, that sets you apart from others in the same profession. . People buy from people before they buy products and services and you owe it to your business to know EXACTLY why someone should deal with you.

“I know everyone already”
That is a bit like saying I’ve read the newspapers. Things change. Think about that, one day to the next, each of those people “you know already” have met other people, encountered new opportunities, met new people since they last met. On top of that, I often find out new stuff about people that I’ve known for months or years. New stuff that can lead to opportunities for both of us.

“Can I see the attendees’ lists before I attend”
No, what possible advantage is there for all the attendees? None. People who ask this have preconceived ideas about the ‘value’ of each profession, business or trade. Everyone has value, everyone. Remember it’s not just the person sat in front of you but the people they know as well. The most successful networkers I know let people come to them, rather than choosing who they want to speak to. Don’t look at people with £notes over their heads, everyone has value.

“I don’t have enough time to network”
Really so why are you here now? Unless you are writing business every hour of the day, you have time to network. You’ll likely find more support if you admitted you are struggling in your business and the reality is that you can’t afford to. If that is, as i find it often the case, what is your alternative and more cost effective route to market?

“How can I help you?”
This is great when you know someone, but let’s be honest  you don’t ask people you trust “How can I help you?” You just do it. It pisses me off when you get divvy “trained networkers” as part of their ‘referral strategy’ asking this, one minute after they just met you.

You can help me by pissing off and stop asking daft disingenuous questions as part of your referral strategy, when you are not actually bothered about the answer.

The key message to this blog,  is when networking have an open mind. Seriously, I see so many people torpedo potential business and relationships by being idiots and saying daft things like those listed above.

If networking is not working for you. Ask yourself a question. Are you guilty of saying things like the above?

If after that, the next and probably most crucial question is “What bit of you talking to people, isn’t working?”

A basic cornerstone of successful networking is to avoid being the idiot that everyone avoids.

Networking doesn’t revolve around you, it revolves around people.

Brad Burton is Managing Director of 4Networking

www.4networking.biz

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