Report Networking Pdf

How to make networking work for YOU

www.thenakedmarketingcompany.com Page 1

How to make networking work for

YOU

A FREE guide from

The NAKED Marketing Company

[email protected] http://www.thenakedmarketingcompany.com

Networking groups provide an opportunity to meet and mix with other

business people who are “just like us”.

But NOT to sell to them!

This is one of the unwritten “rules” of networking.

People who join a networking group in the belief that it‟ll give them

exclusive access to a group of possible future customers are in for serious

disappointment.

And yet, if we‟re honest, one of the main motivators and drivers behind a

decision to join a group in the first place is the prospect of future business

from its members.

So how - exactly - can we make the most out of networking and become a

successful networker... without breaking the “rules”?

Some good old fashioned, honest, down-to-earth and practical help with how you can make your business more effective and profitable

Follow us on Linked-In http://uk.linkedin.com/in/philipgwynne

mailto:[email protected]

http://www.thenakedmarketingcompany.com/

http://uk.linkedin.com/in/philipgwynne



Be choosy

Take your time in selecting the group(s) to join. There are hundreds to

choose from based on industry type, geography/locality, the ethnic, gender

or status of members, and whether they are physical get-togethers or virtual,

on-line groups.

On-line groups are quick and easy to join and usually cost nothing, and can

put you in a virtual network with hundreds of people. Make sure that there is

a group moderator who manages and controls group communications or you

could soon be receiving unwanted and spam-like emails from group

members who view YOU as a possible future customer.

The big advantage of physical get-togethers over on-line groups is that they

take you away from your business for a couple of hours or so, and put you in

the company of people who understand what it‟s like to run a business, who

may have experienced the same ups and downs as you have and may be able

to help you avoid making the mistakes they have. You can pick up lot of

valuable advice and business knowledge over coffee and conversation! And

even just being away from the desk, the phones and the accursed emails for

a while can be beneficial, both mentally and physically.

Remember the old saying: „Birds of a feather flock together‟? Join a group

that reflects your own business status, whose members are the sort of

people you already do business with, or who already do business with people

like you, rather than seeking to rub shoulders with the Richard Bransons and

Sir Alan Sugars.

But you don‟t want “birds of a feather” to include half a dozen other

businesses offering the same kind of services as you. You want to be the

only one of the group in your line of work. So check the group‟s admissions

policy.

If you know someone who‟s already a member of a networking group, ask

them what it‟s like, what they “get out of” it. Even if it‟s not the kind of group

you would join, your friend‟s views on the value of networking will be worth

having.



Many groups allow attendance at a couple of meetings free of charge

before asking for a financial commitment to membership, so why not take

advantage of this to try out a group – or several - for if it‟s a good “fit” for

you and your business? If a group doesn‟t allow attendance at a couple of

meetings free of charge, ask yourself: is it more interested in your money

than in bringing business people together?

Also find out:

Where do they meet? Is it easy to get to/from?

How long will it take to get there?

What about public transport to the venue?

Is there sufficient safe, secure carparking?

Do they always meet at the same venue or do they

move meetings around?

Posh hotel or someone‟s boardroom?

When do they meet? First thing in the morning or in the evenings after

business hours, or in the middle of the working day?

Always on the same date in the month?

How will they keep you informed about future

meetings?

What’s the format of

meetings?

Formal or informal?

Do they have guest speakers? (and is there

opportunity for you to take a guest speaker spot if

you want to?)

Is there a regular agenda, running order or “news”

spot, or is it just an informal chat to whoever you

like?

Bacon butties, coffee and croissants or a sit-down

meal?

Be careful not to become a “serial networker” or you‟ll spend so much time

(and money!) attending groups of one kind or another that there‟ll be little of

either left over to actually do any business!

Okay, so now you‟re ready to commit to a group and attend your first group

meeting...



Pick a card...

Take plenty of business cards. Handing out business cards is ok and is

expected, but trying to offload brochures, leaflets, catalogues, flyers, and

similar sales or marketing materials is generally frowned upon. Check with

the group organiser what‟s allowed/acceptable.

However, networking is not an exercise (or excuse) for handing out your card

to everyone who‟s upright and still breathing. People you chat to, engage

with, and who seem genuinely interested in who you are and what you do,

are the ones we give our card to. But always ask permission first, it shows

respect and manners: “May I give you my card?”

After you‟ve handed it over, give them chance to examine it, remark upon it,

scribble a note on it, ask questions if they want to. They‟ll probably offer you

their card in exchange, so return the compliment. Or if they don‟t or if they

forget, ask them for it.

The act of exchanging business cards indicates that they are sufficiently

interested in you and your business to want to keep in touch. They are giving

permission for you to open up a business relationship. So let‟s not

disappoint them...

As soon as you get back to your desk, send them a brief “nice to meet you”

email, along the lines of:

Dear -----,

It was a pleasure to meet you at Name Of Event today and to

learn a little about your business. And thank you for the interest

you showed in The NAKED Marketing Company

(http://www.thenakedmarketingcompany.com) If you’d like to

know more about anything, please call me.

I’m also sending you a copy of my newsletter about improving

marketing, sales, promotion, business growth and profitability. I

hope you’ll find it useful, interesting and relevant.

I look forward to catching up with you at a future Name Of

Event.

(signed)




Tell them you plan to subscribe them to your newsletter... or add them to

the list of business professionals who receive exclusive and special offers...

or send them the latest product information... or keep them up to date with

technical and industry updates... and similar. People rarely decline the

opportunity to receive free stuff if they feel it might aid their business.

This approach puts the onus on them to opt out of your future marketing

campaigns and direct mail, enabling you to establish and maintain business

relationships and expand your database and with it, the chances that

members of your database network will buy from you.

So, networking is not about giving out business cards to as many people as

possible over the coffee and croissants, it‟s an opportunity to collect and

exchange cards with people who express a genuine interest in who you are

and what you do. (*This “rule” also applies to exhibitions. For more about

making the most out of attending exhibitions, send for The NAKED Salesman

(Or: How to STOP SELLING and get more people to buy more from you!) rrp

£14.99 (See enquiries form at the back of this report)



Meeting & greeting

Walking into a room full of strangers can be daunting for even the most

extrovert and experienced networker. So here are some tips to boost your

confidence and make the experience more enjoyable:

1. Bear in mind that everyone else in the room has also gone through the

same experience of having to walk into a room full of strangers. And

look – they survived! If they can do it, so can you.

2. Because they‟ve gone through the same experience, they‟ll be

sympathetic, kind and tolerant. They‟re not casting a critical eye and

looking for you to stumble, they want you to succeed.

3. You‟re bound to be asked to introduce yourself, either to the group or

to the individuals you chat with over coffee. Or both. So prepare

what‟s generally known as an elevator pitch. Suppose you were in a lift

with some Big Shot and they asked: “What business are you in?” and

you had only as long as it took the lift to go two floors to tell them –

that‟s an elevator pitch. Two or three lines (only!) about who you are

and what you do. It is most emphatically NOT a sales pitch or you

reciting the home page of the website or a long-winded and stumbling

treatise. It‟s something like:

“My name is Philip. From The NAKED Marketing Company.

We are dedicated to helping businesses grow and prosper.”

Short, sweet and to the point. And constructed in a way that

encourages the other person to ask for more information. And when

they do...

4. Have a couple of additional one-liners to support the elevator pitch.

5. If the other person is clearly interested in learning more, don‟t try and

close the deal there and then, arrange to phone them or meet them at

a time and place of their choosing when they can ask as many

questions as they like. “I don’t want to keep you from your friends and

contacts....” shows respect to the rest of the gathering.



6. There is often a kind soul who‟ll come and introduce themselves and talk

with the newcomer. But it‟s equally ok to take the initiative and introduce

yourself to others. People tend to gather in small groups of 2, 3 or 4.

Some of these people don‟t want to be interrupted. You can tell, because

they are all facing in to each other like brackets ( ) or triangles or prairie

wagons in a circle. People who are talking together but are happy to be

joined face outward into the room. Try saying: “Do you mind if I join

you?”

7. Once your first meeting is over you‟ll wonder what you were so worried

about and will look forward to meeting your new friends.



Become valuable

When you‟ve found a group that “fits”, make yourself useful, valuable.

Groups usually need meeters and greeters, membership secretaries,

treasurers/accountants, venue bookers and people to find and organise

guest speakers. If these posts are already occupied by eager volunteers, then

consider what YOU can do, what‟s your own special talent or skill that you

can offer to the group?

Can you design and manage the website?

Print circulars?

Generate some publicity?

Bring in guests to swell numbers?

Offer a free “drop-in marketing consultancy” or similar?

Cook the bacon butties?

Etc

Becoming a valued member of the group is like demonstrating your skills

and services to everyone in the room, all the time. So, if they ever need the

kind of services and support you give to the group for nothing (or next to

nothing!), they know where to come.

You might want to make exclusive and special offers to group members:

“This month only”, “Not available to anyone else”, “20% off for group

members”, “Spring sale”, etc.

When you‟ve been with a group for a while, when the others have become

familiar with who you are and what you do, when they‟ve learned to trust

you, then – and only then – might they actively choose to buy from you. If

they‟re in the market for the products and services you provide.

By becoming known and familiar... by becoming a trusted friend... and by

NOT trying to sell to people, it is more than likely that they will approach you

for your goods and services.

And when that happens, you will have exclusive access to a group of

possible future customers. And they will be willing to refer you to their

friends and fellow business types.



The NAKED Marketing Company

WHO WE ARE: We are dedicated to helping business owners & managers to SUSTAIN

AND GROW their business and achieve their goals with some good, old fashioned,

honest down-to-earth and practical help with:

How to get more people to buy more from you

How to get the most from your Marketing

How to promote and grow your business for nothing (or next to nothing!)

How to be an even better manager than you already are.

NAKED Marketing Services:

We will help you design, develop and deliver marketing campaigns that sustain and

grow your business. From creative concept to completion, we will provide as much

or as little support as you feel you need.

Marketing campaigns designed and delivered

Customer acquisition and retention

Direct marketing

Brand development

Project management

Business growth strategies

NAKED Public Relations:

We‟ve been helping organisations GROW AND PROSPER through the use of publicity,

promotion and PR for over 20 years. All kinds of organisations in all kinds of

businesses, from government departments to backstreet metal-bashers. Whatever

line of work you‟re in, however big or small your enterprise, we can almost certainly

help you PROMOTE AND GROW YOUR BUSINESS with cost-effective publicity,

promotion and public relations.

Publicity, promotion and Public Relations

Campaigns designed and delivered

Events

Brochures, marketing materials, company literature, Website content

Newsletters



NAKED Sales Development:

Our speciality is creating the conditions in which PEOPLE ACTIVELY WANT WHAT

YOU‟RE OFFERING. So that more people buy more from you more often. And, just

for good measure, bring their family, friends, neighbours and colleagues with them

as additional customers. Why not let us take a look at what‟s happening in your

business right now to bring about sales... or lose them?

Customer acquisition and retention

Marketing & Sales development strategies

Converting “just looking” into “just buying”

Adding value and volume to every transaction

Making the most of EVERY encounter with a customer... or someone you‟d

like to have as a customer

NAKED Business Growth & Development:

The G.R.O.W Business Improvement Programme™

Make more sales, increase profitability and grow your business

Deliver future growth & success

Enhance business performance

The NAKED Marketing Company‟s G.R.O.W Business Improvement Programme™ is

about Goals, Reality, Options & Way forward to help you take your business to “the

next level”.

It will show you how to acquire new customers and retain existing ones; improve

sales and sales support procedures; explore additional ways to improve the bottom

line and help improve employee morale, attitude and commitment.

**Start with an independent business review and analysis from The NAKED

Marketing Company – it can help you assess where you are right now with your

business growth strategies … and how you can GET TO WHERE YOU REALLY WANT

TO BE. Your initial consultancy/evaluation will COST YOU NOTHING. So why not

contact us now to make your FREE appointment?



We provide what we believe to be the best available assistance

from the best available specialists in a cost effective and

professional manner. Our one aim is to help you CHANGE THE

FORTUNES OF YOUR BUSINESS FOR THE BETTER:

Philip J Gwynne, Director

The NAKED Marketing Company Some good old fashioned, honest, down-to-earth and

practical help with how you can make your business more effective and profitable

tel/fax 01274 413180 mob 07549 153391

[email protected] http://www.thenakedmarketingcompany.com

Linked-In http://uk.linkedin.com/in/philipgwynne

YES PLEASE I‟d like to take you up on the offer of a FREE business booster review [ ]

PLEASE SEND ME information about How to get more people to buy more [ ], How to get the

most from my Marketing [ ], How to promote and grow your business for nothing (or next to

nothing!) [ ], How to become an even better manager [ ] (tick your preference)

PLEASE SEND ME information about business-booster workshops and training

PLEASE CONTACT ME [ ]

YOUR NAME:

JOB TITLE:

NAME & ADDRESS OF COMPANY

TYPE OF BUSINESS

TEL MOB EMAIL

Thank you!

mailto:[email protected]


http://uk.linkedin.com/in/philipgwynne



What people say about us

Your remarks and insights were so helpful. All the way home and throughout

the evening I have been "adjusting" ... thank you again so much, Philip. -

Karen M, author

Philip always gets it right - FM, company director

Very satisfied with all aspects of the workshop (How to STOP SELLING and

get more people to buy more from you) Will be very useful for my business in

the future – Paul M, Chief Executive, pharmaceutical

business. http://www.thenakedmarketingcompany.com/2011/02/unleash-your-inner-

sales-star-2/

Philip is a good, pragmatic marketing person with extensive business

experience - Clive W, project management consultants

http://www.thenakedmarketingcompany.com/about/naked-marketing-services/

I’m astounded by the way Philip explains the 80/20 rule on page 84 of "The

NAKED Salesman" far better than I have ever seen it done in any sales book

before! Brilliant, Philip. Every self-employed person I know should read this

book and I know they will benefit from your content. Thank you - Nick S, debt

advisor, author, speaker

http://www.thenakedmarketingcompany.com/category/announcements/

You an excellent tutor who knows his stuff and comes across in a

professional manner - Gary B, Technical Director

Learning from you could give me more awareness on how to sell products.

Thanks Philip! - Military Schools for Boys

I really enjoyed your presentation this morning and it has come at exactly

the right time for me as i seek to do something different with my

career/business and need to promote myself. i will keep you in mind and

recommend you to others as you have passed the first two tests by keeping it

simple and being approachable. I look forward to meeting you again - John

W, Business improvement consultant

Thank you for one of the most useful and excellent value seminars I have

attended this year. I will warmly recommend you to anyone in business

looking to raise their profile – GB, Hypnotherapist

http://www.thenakedmarketingcompany.com/2010/09/unleash-your-inner-sales-star/

http://www.thenakedmarketingcompany.com/2011/02/unleash-your-inner-sales-star-2/

http://www.thenakedmarketingcompany.com/2011/02/unleash-your-inner-sales-star-2/

http://www.thenakedmarketingcompany.com/about/naked-marketing-services/

http://www.thenakedmarketingcompany.com/category/announcements/

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Report Networking Pdf