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Ten Reasons Businesses Fail to Make Business Networking Work for Them

Ten Reasons Businesses Fail to Make Business Networking Work for Them

So here are ten reasons I believe businesses fail to make networking work for them. What would you add to this list?

1 - They don't have a clear message.

We all think that we communicate clearly what we do, but few of us do this successfully.
RESOLUTION TIP - Ask people in your network for their perception of what you do, who for and when people need your help.

2 - They don't know what success will look like

We join networks with a vague idea that they will help our business but without planning out exactly how.
RESOLUTION TIP - Work out the REAL cost of your networking to you, and then set yourself a challenging, yet realistic return which will justify your investment. How will you reach that return?

3 - They fail to commit

It's not enough just to join a network or plan a strategy, you have to see it through. It's an old cliche, but you really do get out what you are prepared to put in.
RESOLUTION TIP - Look at your networking memberships and goals and ask yourself what YOU have to do to get the results you are looking for. Then ask yourself how achievable it is. If it's too much, adjust your activity to make it more realistic. If it's easy, perhaps you could be doing more.

4 - They don't do their homework

"Fail to plan and you plan to fail". Before you attend a meeting, prepare for it. If you have to give a presentation, know exactly what you want to achieve from it and what you are going to say before you go.
RESOLUTION TIP - Put time in your diary each week or each month to look at forthcoming events and why you are going. Work out who you can catch up with or meet there and, if appropriate, contact people in advance to arrange to hook up. And plan any presentations you may have to give.

5 - They don't follow up their referrals

If you get a reputation for being unreliable, you won't get referrals. Whether you value the referral or not, FOLLOW IT UP. Even more importantly, make sure you feedback to the person who referred you and keep them in the loop.
RESOLUTION TIP - Keep a list to track all referrals received and latest action. If you are not responsible for following it up, make sure you know who is and get feedback from them to pass on. Most importantly, say thank you.

6 - They focus on the sale, not the relationship

Few people go to networking events to buy. So you have to ask yourself what the point is of trying to sell to people who aren't in buying mode. Think beyond the short-term gain and develop relationships. After all, wouldn't you prefer to get ten referrals from a long-term relationship than one sale from a passing contact?
RESOLUTION TIP - Go through your contact management system or business card file and pick ten people to whom you haven't spoken for a while. Re-establish contact and then stay in touch.

7 - They are '9 to 5 Networkers'

Many people believe that joining a network and either turning up to a meeting or logging in is enough. It isn't. The most successful networkers meet with their fellow members regularly OUTSIDE of meetings; whether socially or in 1-2-1 and small group meetings.
RESOLUTION TIP - Set time aside in your diary every week to meet people from your network, and make sure you fill that time. Attend your networking group's social events and get to know your fellow members even better.

8 - They are 'destructive' rather than 'constructive'

A network thrives on positive energy. If you are in a group that is struggling, use the meeting time to focus on making what you have work, keep concerns outside the meeting. If you want to contribute to blogs and discussions online, keep your comments positive and constructive, don't destroy other people's hard work with nasty or negative comments.
RESOLUTION TIP - Focus on being positive whenever you engage in your networking. People don't want to buy from or refer to negative people. If there are problems, keep your comments positive and constructive, focusing on the solution.

9 - They are collectors
Whether it's business cards at networking events or connections online, there are people who believe that he who has the most wins the game. Networking doesn't work like that.
RESOLUTION TIP - Collect and hand out cards if your conversation dictates it. Connect online with people with whom you have something in common, and talk about them when you connect, not yourself.

10 - They like their comfort zone
Many people attend events and find it a waste of time, because they've spent the whole time talking to their work colleagues and best friends.
RESOLUTION TIP - Don't let your nerves get in the way, break out of your comfort zone and meet new people. If you are going to talk to people you already know, make sure it fits with your strategy, not just because it's safe.





Ten Reasons Businesses Fail to Make Business Networking Work for Them - To learn more about this author, visit Andy Lopata's Website.

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George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website

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Andy Lopata
(Visit Andy's Website) Labelled ‘Mr Network’ by The Sun, Andy Lopata is one of the UK’s leading business networking strategists. The co-author of two books on networking, his first book, 'Building a Business on Bacon and Eggs' looked at how to run business breakfast meetings, while his second '...and Death Came Third!' received worldwide acclaim and reached number 2 on Amazon.co.uk on its launch. Andy is a featured columnist for the US magazine ‘The National Networker’ and has a regular column in Business Matters magazine and 4 Community magazine, as well as being quoted in national press, including The Sunday Times and The Guardian. Additionally, Andy has a weekly show as an expert for the ‘your Business Channel’ internet TV station. For eight years, Andy was Managing Director of Business Referral Exchange, one of the UK's leading referral-focused networking groups with over 2,000 member companies. Andy now works with companies from one-man bands to global names such as NatWest Bank, Merrill Lynch and Capita to help them realise the full potential from their networking. He is also a former vice-president of the Professional Speakers Association.

Andy Lopata is a Platinum author on EvanCarmichael.com
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Connecting People - Andy works with companies to help them realise the full potential from their networking. Too many businesses network without a clear view of what they are trying to achieve and Andy's experience helps them to have a much more focused strategy.
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