Month: September 2020

What is networking all about?

As we enter our seventh month of not being able to network face-to-face I have started to see many cases of ‘Zoom fatigue’. (Other systems are available and have the same challenge). Often the numbers of people attending have reduced and people have become more comfortable with the system. (Strangely, our Groups reduced and have now started to grow again as parents see their children back at school.)

So, since the government guidelines are not looking like we will be able to come face-to-face again any time soon, I thought it would be helpful to remind myself why I network. I hope this helps you too.

Networking is a huge part of my marketing strategy. It enables me to meet other businesspeople, build strong relationships and from this I gain: advice, information, support and, of course, work. The latter will almost always take a while to happen, so let’s explore the first three things:

Advice

No one has experienced the situation we have all faced this year, but what I realised is that many of the challenges some have faced are the challenges that come from owning a business: cashflow, getting work, completing work, getting paid etc.  In addition, there is a whole raft of never-before-experienced challenges:  furloughing staff, preparing for people to work from home, preparing for people to work in the office. However, both these sets of challenges are helped by people offering advice, usually from their own experiences. This happens whether face-to-face across a table or face-to-face across a screen. When networking you meet people you can trust who will offer advice. You then decide whether to take it.

Information

This is, of course, closely linked to advice. The difference is that information usually comes from people’s area of expertise.  For example, you may want to wade through the intricacies of furloughing staff and the HMRC, I do not. I get information from my accountant and sometimes, while networking, I get the latest, ‘hot off the press’ information from an accountant who is attending. (When I finish networking I usually find this information from my accountant in my inbox but that is by the by.)

Support

There are times for many businesspeople when things don’t go well or as planned, don’t get started, or seem never to end. Self-employment in its different disguises can be a lonely place and through networking we can gain contacts who will listen (occasionally) to our rants, our troubles, our whinges. They may offer advice and information but what they really will offer is their attention. Naturally we have to remember that this should not be every day!

These times have been for some, psychologically and practically, difficult times. Members tell me they have really appreciated the support they have received, now more than ever. Because we work using the Chatham House rule they feel able to be completely honest and this has always been helpful.

If you would like to see my blog on networking, here’s the link: https://www.ebn.uk.com/blog/?p=37

And if you would like my top 20 networking tips, go to: https://www.ebn.uk.com and claim your free download

Have fun.

The 3/3/3 rule

When talking to people about my system of networking I am often asked “How do you manage a room full of people” This can be daunting, even for the most confident or experienced networkers. My advice is: First gather your thoughts and your positive attitude before you walk in, just before you get out of the car is a good time and place, walk in with a smile, don’t overdo it or you’ll look scary, and have a plan. My plan is I follow my 3/3/3 rule:

Category 1. Talk to three people you know really well but don’t stay with them, which is always tempting. Long day, long week, stress at work; you could stay in your comfort zone. Don’t do it. If needs be arrange a 1-2-1 with them and then move on. You might want to ask people you meet the question “Who (what type of company) are you looking for?” If you have already met someone who matches the description, you can make the introduction. If not, look out for them as you continue to network. Also ask people “Is there anyone you have met here that you think I should meet?” if the answer is Yes get them to introduce you.

Category 2. Talk to three people that you may have only met once or twice. This enables you to develop the business relationship further. Arrange a 1-2-1. Call it ‘having a coffee’ if 1-2-1 sound too formal. Stay with them longer than people in category 1 because the relationship is not yet as strong and needs to be developed. Move on, but before you do, go through the part in italics of category 1 above.

Category 3. Talk to three people you have never met before. This can be a bit scary, but you are all there to network and they may be relieved to not have to approach someone they don’t know. If you really can’t do this, talk to the organiser. Make sure they know what you do and ask them to introduce you to someone with whom there might be synergy, so you can work together. Stay even longer with them than either of the people in category 1 or 2 because the business relationship is just starting. But do move on and before you do, go through the part in italics of category 1 above.

Recently I was told my 3/3/3 rule was the thing that had helped the person I was talking to the most. When I told them that this was something I had devised I received profuse thanks and another business relationship was made stronger. When typing that last sentence, I suddenly thought, “Did someone tell it me and I have forgotten?”, so I Googled it (other search engines are available) and came up with stuff about routing cables, so I’m still pretty sure it came from my brain. I am sure people will let me know if I am wrong.

So I offer you my 3/3/3 rule. Once you have met and talked to nine people you can, if you wish go, back to your office…or you could go round again.

If you want more networking tips go to: https://blog.ebn.uk.com/tips-on-networking.html

Have fun.