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so true!
I find this so true amongst the members of the accounting community - and this resistance has spread to the social networking concept also. It is so important not to look at networking as selling, because nobody likes that. We all hate going to a networking event and being sold to. The other key is that it's about building relationships - which takes time. We want marketing to produce results immediately. But that's not how it works!
Professional Services Referral Groups
It's clear from this article that Andy is more than a simple expert on what to do and say when you're out networking. No wonder he is described as a networking strategist.
There's loads of useful material on his website. I was especially intrigued by the reference to Professional Services Referral Groups. What a great concept - bringing together three firms in non-competing but complementary business fields. I assume this could work with a local accountancy practice, a law firm and a financial services or surveying practice. I've known Andy a while and am very happy to recommend him as a speaker, trainer, facilitator and strategist.
And for the experienced networkers out there - yes I do know that a 'recommendation' is stronger than a mere referral. I have seen Andy in action. I know I can recommend him safe in the knowledge that he won't let me down.
Mark
Networking: Scarier than death?
This is an interesting book that came out about networking earlier this year. I've met with the author and had coffee to discuss the book and business generally. Very informed and an easy read.
Ntworking bloopers!
As an IFA we are long trained in these specific skills. The most basic one (and a particular fault that I observe that accountants in particular are quilty of) is that you go to events alone, not gang handed and CERTAINLY NOT with chums from your own office.
Another may seem obvious, but take a supply of business cards with you (no seriously, you would not believe it needs saying I know).
Finally, leave the Blackberry in the car. Apart from being antisocial to keep fiddling with it, if one can't leave the office without 'being in touch' at all times, what does that say about you as a businessperson?
WORK ON THE BUSINESS NOT IN IT FOR A COUPLE OF HOURS AT LEAST.
so so true!
As an accountant who absolutely hated networking I have made some of the errors referred to above. With much experience behind me I now enjoy certain networking events because it gives me the chance to link up with highly regarded professionals. I have referred work to many of these people, and they to me - so yes networking does work.
Choosing the right events is always the difficult one, I've been to events where you sit with 9 other people on a round table and 4 of those are other accountants - and guess what, they all say the same things! Come on guys this is not rocket science - just try and be a little bit original.
I have to admit, even with a reasonable amount of experience I still find some events daunting and do struggle with how to start a conversation - although I got a very good tip from someone a couple of years ago which is very useful when I remember to use it. (Won't give it out here its too long to explain)
Networking is part of business today, and should be used in the same way as any other business tool - apply it correctly and you will get results!
networking
Hi
I guess everyone is nervous , but you should really be taking your clients out for coffee on regular basis or a quick email to ask how they are getting along and let them know you are there if they need you.
I find going into a room very easy, I think that is because I don,t see the room as a place to sell but a place to absorb as much knowledge as I can get. I love meeting new people and hearing their views or ideas about the future.
The one thing I do not like about these events, is sometimes you get someone been pompous, or for some reason they think it is funny to try and undermine someone by a smart remark. People freeze and that is life, nobody is perfect . This does not mean that person is not smart or extremely good at their job. I also think it is manners to try and make the person you are talking to feel at ease. For anyone who does not like networking , this article confirms you are not the only one. Genuine Good Manners and smile will always prevail.
-- Kind Regards Sarah@ Douglas Accountancy & Bookkeeping Services, Glasgow
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