Business networking and networking events take on even greater importance as the economy struggles. Yet so many businesses struggle to get results from their networking activities.

1. 39 Clyfton Close
Broxbourne
andylopata
Hertfordshire
EN10 6NT
Mob: +44 (0) 7930 417833
Email: andy@lopata.co.uk
Connecting is not enough
Web: www.lopata.co.uk
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Testimonials:
TEN REASONS WHY BUSINESSES FAIL
quot;Andy is simply the
TO MAKE NETWORKING WORK FOR
most authoritative,
sincere,
THEM
entertaining and
inspiring speaker
on the subject of
networking I have 1 – They’re in the wrong place at the wrong time
ever heard.” Many people attend networking events because they have been
invited and join because they like the ‘buzz’ or see other people
Clive Wilson
getting business. They give little thought, consideration or
Deputy Chairman
planning to the aims they have from networking and which
Primeast
networks best help them achieve those goals and to which they
can commit.
TOP TIP - Do your research before joining networking groups.
Understand what you want to gain from them and what you need
“Andy certainly
to commit to them to achieve that result.
made a difference
on how I normally
2 - They don't know what success will look like
approach /
We join networks with a vague idea that they will help our
perceive events
business but without planning out exactly how.
such as this “
TOP TIP - Work out the REAL cost of your networking to you, and
Ann Azzopardi then set yourself a challenging, yet realistic return which will
Category Buying justify your investment. How will you reach that return?
Manager
Pret a Manger
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 cliché, but you really do get
out what you are prepared to put in.
Andy is an
TOP TIP - Look at your networking memberships and goals and
accomplished
ask yourself what YOU have to do to get the results you are
speaker with a
looking for. Then ask yourself how achievable it is. If it's too
proven track record
much, adjust your activity to make it more realistic. If it's easy,
of leading by
thoughts, words and perhaps you could be doing more.
deeds.”
Chris Roycroft-
Davis
Former Managing
Editor
The Sun
© All rights reserved. Andy Lopata 2009

2. 39 Clyfton Close
Broxbourne
andylopata
Hertfordshire
EN10 6NT
Mob: +44 (0) 7930 417833
Email: andy@lopata.co.uk
Connecting is not enough
Web: www.lopata.co.uk
Skype: andylopata
Testimonials:
TEN REASONS WHY BUSINESSES FAIL
quot;Andy has
TO MAKE NETWORKING WORK FOR
successfully
elevated
THEM
networking into
more of a strategic
arena ......... rather 4 - They don't do their homework
than it just being a quot;Fail to plan and you plan to failquot;. Before you attend a meeting,
quot;skillsquot; thing.”
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
Phil Jesson,
before you go.
Director of
TOP TIP - Put time in your diary each week or each month to look
Speaker
at forthcoming events and why you are going. Work out who you
Development
can catch up with or meet there and, if appropriate, contact
Academy for
Chief Executives 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
“Andy's style is
referrals. Whether you value the referral or not, FOLLOW IT UP.
very engaging
Even more importantly, make sure you feedback to the person
and helps to back
who referred you and keep them in the loop.
up the message
TOP TIP - Keep a list to track all referrals received and latest
he delivers.“
action. If you are not responsible for following it up, make sure
Mike Elgin you know who is and get feedback from them to pass on. Most
Vice President, importantly, say thank you.
Leadership &
Development - 6 - They focus on the sale, not the relationship
Global Markets. Few people go to networking events to buy. So you have to ask
Merrill Lynch
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
“A master at off-line
contact?
networking.”
TOP TIP - Go through your contact management system or
Andrew Widgery business card file and pick ten people to whom you haven't
Development spoken for a while. Re-establish contact and then stay in touch.
Director
Business Scene
Ltd
© All rights reserved. Andy Lopata 2009

3. 39 Clyfton Close
Broxbourne
andylopata
Hertfordshire
EN10 6NT
Mob: +44 (0) 7930 417833
Email: andy@lopata.co.uk
Connecting is not enough
Web: www.lopata.co.uk
Skype: andylopata
Testimonials: TEN REASONS WHY BUSINESSES FAIL
“Andy is a true
TO MAKE NETWORKING WORK FOR
professional and
THEM
has a keen insight
into the industry of
networking. As a 7 - They are '9 to 5 Networkers'
writer, Andy is
Many people believe that joining a network and either turning up to
exceptional at
a meeting or logging in is enough. It isn't. The most successful
representing the
networkers meet with their fellow members regularly OUTSIDE of
sensibilities of the
meetings; whether socially or in 1-2-1 and small group meetings.
British people
TOP TIP - Set time aside in your diary every week to meet people
when it comes to
from your network, and make sure you fill that time. Attend your
networking.”
networking group's social events and get to know your fellow
Adam J. Kovitz members even better.
CEO, Founder &
Publisher, The 8 - They are 'destructive' rather than 'constructive'
National A network thrives on positive energy. If you are in a group that is
Networker 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
“The striking thing
with nasty or negative comments.
about Andy is that
TOP TIP - Focus on being positive whenever you engage in your
he writes a book
networking. People don't want to buy from or refer to negative
on networking
people. If there are problems, keep your comments positive and
that demystifies
constructive, focusing on the solution.
the process and
shows you all the
9 - They are collectors
things you know
Whether it's business cards at networking events or connections
you should be
online, there are people who believe that he who has the most wins
doing - but never
really get round the game. Networking doesn't work like that.
to. TOP TIP - Collect and hand out cards if your conversation dictates
Then he surprises it. Connect online with people with whom you have something in
you by practising common, and talk about them when you connect, not yourself.
what he
preaches!.“ 10 - They don't have a clear message.
We all think that we communicate clearly what we do, but few of
Russ King
us do this successfully.
Product
TOP TIP - Ask people in your network for their perception of what
Manager
you do, who for and when people need your help.
Monster
© All rights reserved. Andy Lopata 2009