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7 Secret Networking Tips Revealed What you have always wanted to know about Networking for your Business.

Presented by Janet Culpitt Introduction

Being a business owner in Australia can have its challenges.

One of the main challenges is attracting clients, especially if you have a service to provide rather than a product.

Having been a *SME service industry business owner for over 15 years I have experienced many ups and downs.

I believe successful business owners believe in their product or service and are passionate about what they do. Their reason for starting their own business usually stems from this. They are usually the best ambassadors for their business as they are representing themselves.

Having existing clients refer their contacts to your business is great and a wonderful testimonial for you.

Having other business owners refer their contacts to your business can elevate the position in the recognition for your business type to a whole new level.

Meeting with like-minded business owners sharing current trends, markets, issues affecting business, staffing, clients, and the list goes on, can really strengthen your resolve, keeps you motivated and helps you work on instead of in your business.

All of the above is what I now term, networking for business. Networking has and continues to play, a huge role in my businesses growth and development. Over the many years I have become well known and my opinions on the subject are highly regarded.

I have gathered contributions from a panel of experienced business networkers. These are connections I have made through my own networking and I am sure their advice and tips will be of great assistance.

- Janet Culpitt

*SME – Small and Medium enterprises o Small and medium enterprises or small and medium-sized businesses are companies whose personnel numbers fall below certain limits. The abbreviation "SME" is used in the European Union and by international organizations such as the World Bank, the United Nations and the World Trade Organization. Small enterprises outnumber large companies by a wide margin and also employ many more people. SMEs are also said to be responsible for driving innovation and competition in many economic sectors. o en.wikipedia.org · Text under CC-BY-SA license

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Presented by Janet Culpitt Networking

My husband Steve and I, own a Financial Planning Practice and have done so since 1999. Creating our own business gave us the flexibility we needed to care for our 4 children and aged parents.

Our business relies heavily on referrals, as it is not too many people who randomly phone to request a financial plan or personal insurance.

We rely heavily on referral sources to refer new business to us. Initially this was limited to existing clients and a couple of finance brokers and Accountants.

My role in the business was to process the referrals received, provide the relative feedback to both clients and referrers and attend to all of the processes to keep our business functioning and clients well served.

Once the children left home, I suffered “empty nest syndrome” and decided to go out and join a Networking Group and meet new people.

Steve had always done the networking for our business and he will admit it was not something he really enjoyed but rather something he knew he had to do to generate business.

Joining an established group frightened me as I would be “new kid on the block” something I had stopped doing decades ago. I joined a new women’s networking group starting up. I was the quiet “wall flower” and had no idea what to do. I listened eagerly to what the organisers said to do and got very busy handing out Steve’s business cards (after all he was the Financial Planner not me) and hoped someone would say that they needed financial planning.

I would always want to use the services of, or buy the product of someone I met. I thought this would make them immediately reciprocate.

Over time I would gravitate to the ladies I recognised at the event and hope they would recognise me. I began to develop some friendships .I began to hear from them of other networking events, and together we began to visit other networking functions.

I gained opportunities to promote my business and also to assist others. I was becoming recognised and sought out, receiving invites, meeting new people and going to different places, all while having a great time.

After some 12 months, and numerous heated discussions with Steve about me never being in the office and always out socialising, as he called it, I realised that I was caught in the trap of attending events for the sake of it and not generating business. I was not always spending the time to speak with our existing referral sources but leaving that to Steve.

I had to do an Audit and down my results and my returns on the money I was spending to attend events!

I did this over the Xmas break and the results amazed us both.

Some networking events and groups had resulted in some very good new business for us, some great friendships and strategic alliances were forming. I knew so many more people and I was becoming very confident and my prior experience and (pre – children) was coming to the foreground.

Some events though were costing me money and my return on that investment was Nil. That needed to be addressed.

I realised that I could achieve good referrals for my business through networking if done the correct way. My role has grown from Business Manager to being the “Rain Maker” for the business, proving my expertise and natural ability to meet new contacts and develop relationships that result in new business and continued growth for all parties.

I made a networking business plan and identified my actions for the New Year. I have not looked back since.

Our business has a packed timetable of workshops which we run with various strategic alliances formed via my networking. We now have a reference manual of our circle of referral partners and strategic alliances. Our clients are better served.

My return on investment now is well and truly in the positive and Networking is our main advertising and publicity method. We have ambassadors promoting our business every day. I speak regularly at different events, to help both business owners and staff group’s network effectively.

I have developed networking into both my own business, as well as a part of our business. That’s networking! (With Janet) What you have always wanted to know about

BeNetworking Seen, Get Known,for your Make Business. Money Janet Culpitt

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Presented by Janet Culpitt

Networking is About Much more Than Sales!

Over the past 7 plus years, as a business development manager and business owner; the key lesson I’ve learned about networking is that you shouldn’t be trying to make a sale at a networking event. It’s great if you do get a new client; BUT; networking should be about so much more than that!

I try to attend at least one event a week where I might meet new people. These could be events such as events, industry events, local groups, or something else that might take my fancy. As a business owner, I know that Return on Investment (ROI) is important; however ROI can be measured in many different ways. This is why I don’t put pressure on myself to make a sale at each networking event I attend. Networking for business is a long term investment, not just a short term cash grab.

These are my questions for assessing the ROI of a networking event, and finding some further clients along the way:

1. Was it fun? I only ever attend networking events I believe will be enjoyable. If there’s going to be delicious food, or an inspiring speaker, its worth attending. Other people will likely feel the same way, so I’m probably going to meet someone new. 2. Have I met anyone new? My purpose for networking is to meet new people and increase the number of people who know what my business does so we’re first point of call when they need us. I try to avoid going to networking events with colleagues as there can be a trap of catching up with work, rather than meeting new people. 3. Have I reconnected with someone I’ve fallen out of touch with? It can take more than one brief networking conversation to convert a client; use this to build a stronger relationship. 4. Is there any opportunity for follow up conversations with people I’ve met? It’s important that even though there’s no pressure for a sale at a networking event, at some point, there is business to be done. So I try to make arrangements to meet with people again quite soon after a networking event, if there is a possibility of working together, either as a client, or possibly a referral partner. 5. Have I had a fresh idea or learned something? By meeting with new and interesting people through networking, I learn new skills and information every week. Often I learn by watching others network and assessing what may work for me too.

Anita Moss | DIRECTOR | BBus (Mgt), GAICD

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Presented by Janet Culpitt Successful networking starts with attending the right events

One of the key factors to being successful in business has always come down to networking with the right people. From creating introductions to building trust and reputation, networking is a core strength of successful business leaders. When people trust you they will buy from you and recommend you to people they know. Networking is equally a skill that can be learned, and the more people you meet at events the better a networker you will learn to be. But the most essential tip for successful networking is attending the right events – it’s really where it all starts.

If you spend some time researching local business events in your area, you will find many opportunities to network with the right people. If you are a tourism operator, look up your local tourism body and sign up to be notified with their upcoming events. Often there is an annual membership cost involved, but usually it’s a small price to pay in exchange for the valuable contacts you will make.

One of the key benefits of joining Bartercard is the networking events which provide opportunities for meeting local business owners within your region. Each Bartercard franchise holds networking events twice a month which are attended by members actively looking to do business. Seasonal trade shows provide the opportunity to showcase your product to hundreds of consumers. Another benefit is the relationship you will build with your Account Manager who will recommend your product or service to thousands of other members within the network. We regularly work with our clients to broker deals allowing them to move excess stock and achieve the highest value for their products. As a business development manager at Bartercard, I regularly meet with my clients over a cup of coffee to see how I can best support them – for me it’s all about building one on one relationships to develop credibility and trust. Bartercard is Australia’s largest business marketplace, and with that comes great networking.

Some quick tips for successful networking – results guaranteed!

1. Research and attend local industry events. Bartercard franchises hold networking events twice a month inviting local business members which provide valuable introductions for local business owners. Regular trade shows also expose your product to hundreds of consumers. 2. Always carry a business card with you – you never know who you will meet on your way to the office or run into at the coffee shop. 3. Know how to market yourself well. Memorise a 30 second spiel which summarises your business to a tee and use this as a standard introduction at networking events. 4. Follow up useful contacts with a quick email letting them know it was great to meet them. 5. Connect with people online – networking is no longer limited to events. Sites liked LinkedIn are connecting people and creating business relationships in the digital space. If a new contact’s business has a Facebook page, like it, or if they have a blog ensure you check it regularly. You may have the opportunity to comment on their posts or entries with industry advice, letting you to position yourself as an expert in your field.

Karen Bailey, Business Development Manager BARTERCARD GOLD COAST [email protected] 0421872619

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Presented by Janet Culpitt Networking The Room

Online or offline ‘Networking’ still remains the most effective way to build a portfolio of more people than you will ever need in your lifetime to meet your business and personal goals.

By adopting a ‘Networking’ lifestyle any individual or business can produce outstanding results.

The key factor to achieving those results is through having the confidence to realise that you do in fact have something valuable to contribute. There’s a multitude of networking tools and techniques that you can implement into your business. Attending events is a great place to start your ‘Networking’ journey.

Here are 6 tips that will help you Network the room:

1. Networking is not about YOU or selling. It’s about listening and learning about others. A good networker knows that networking is about building relationships and taking the time to find out about others and from there future business relationships will evolve. 2. Keep your branding and the message you communicate simple and consistent. 3. Arrive on time so you can introduce yourself to the event organisers and get a feel for the environment. You’ll also have time to assess the event format, organise your plan of action and preview name tags of the guests to see if any are your existing contacts. 4. Be professional - always have adequate business cards with you. Only pass your business card on to those you have engaged in conversation AND no card flicking – it’s totally unprofessional. 5. Introducing or taking a friend along for support can work well, but most times it is a stumbling block to achieving outcomes as you will use the event to catch up. There is nothing wrong with inviting a colleague, but ensure you split up on arrival and catch up after the event to discuss outcomes and any personal chit chat. 6. Great networkers always follow up after events. If you tell people you are going to call, do it. The fact is 95% of people DON’T follow up, so be part of the 5% that DO. A word of warning, following an event, never contact people you have not spoken to personally and certainly never spam event attendees. Beside the fact it is illegal, it’s really important within networking groups that you display exceptional networking ethics, manners and show other people respect.

Networking goes well beyond purchasing a ticket to attend an event. It is a tried and true environment in which you can build and grown your business and prospects.

Lynette Palmen AM is the Founder and Managing Director, Women’s Network Australia (WNA). Established 25 years ago, the organisation is Australia’s premier network for business and professional women. For more information phone 1800 052 476 or visit www.womensnetwork.com.au Subscribe to WNA emailing list for Free here http://www.womensnetwork.com.au/enoticeboard

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Presented by Janet Culpitt "Become a great LISTENER”

There I was, the shy young girl in school, sitting in the back of the class-room, working away in silence, rarely making my voice heard. Well, things have changed, transformation happened and today, I find myself with more than eighteen years of experience and great success in the Network Marketing industry and currently running my own Healthy NetWealthing events here on the Gold Coast, expanding to Sydney and launching Brisbane before the end of the year. Healthy NetWealthing, a wonderful ‘hang out’ for entrepreneurial Soul Mates where heart-centred connections and ‘Business MATCH Making’ is actualised. How did this happen? I have built my confidence around networking on one very important skill – LISTENING! I found out that I was a great LISTENER! I was quietly listening to what people said, asking questions and genuinely seeking to understand their needs. The result - people feel comfortable and trusting of me. Listening is such a valuable skill in all areas of life, a skill I suggest any business builder to invest time and energy into enhancing. It has been scientifically proved that when true listening is happening and when a person is truly being heard, endorphins (happy hormones) are being released in the body. When, on the other hand, we are not being listen to, toxins are building up inside. Listening is a way of healing and a wonderful way of building trust! To become an excellent Networker, become an excellent Listener! Honour the time people spend with you and stay present when connecting with others. Listen intently from your heart, allowing people to open up and reveal themselves. Be authentically curious, show interest and ask open questions to get the conversation moving - questions like How? What? Where? When? Why? Who? Be patient – a pause and quietness in the conversation is ok. Value what people have to say and nurture the relationship. In today's world we don't go to networking events to collect business cards and grow our database - we build relationships and connect with communities that have similar values to our own. The real benefits of networking are seen when there is a genuine alignment between you, your business or product, the service you provide and the networking group you connect with. Choose wisely! Excellent listening skills will help you to find the right group to connect with. A few questions to ask yourself... - Can you learn from others in the group? - Can you contribute and add value to others in the community? - Can you position yourself as an expert within your field?

If this rings true for you and you find such a networking group, you can rest assured that you have the right people around you! The ones you can rely on, the ones that can challenge you, the ones that can help and encourage you to further growth and expansion.

There is no doubt that we need to have the vision, the drive and the skills to make business work and to succeed on a long term basis, you need to engage! Seek to have thought provoking and mind expanding conversations with people – listen from your heart, stay present to the moment and I can promise you great results. True listening is a fantastic business tool and a great way to create a sphere of like-minded people around yourself, people with whom you can connect and grow long lasting relationships.

Improve your LISTENING skills, get back to your WHY and strive for Networking EXCELLENCY – enjoy the PROCESS! Susanne Ridolfi [email protected] www.healthynetwealthing.com www.enikken.com.au/bodydynamics +61(0)416 094592

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Presented by Janet Culpitt

Don’t under estimate the power of Following up

When I first started Networking, I couldn’t walk into a room full of strangers on my own. I would sit in the car, trying to work up the courage to go in. Sometimes I would go in, and other times it was just too daunting, and I would drive off and go home.

It took me many years to become comfortable with networking, but what I learnt along the way was, it’s not all about me. In fact when I speak to people at events, I often don’t talk about my business at all. I do of course make sure we exchange business cards, but I’m keen to learn about YOU and YOUR business. While I’m talking, I’m not learning anything and the information you can gather at a networking event is very powerful. I’m very much about gathering information that may help me, but also I think about who I know that may also benefit.

So if I don’t talk much about my business at an event, aren’t I missing the reason for being there?

Not at all. You see the one thing that very, very few people do is FOLLOW UP after an event. I’ve been keeping statistics on this, and I find that it’s about 1 in 25 people who do follow up. So if you are the only person who follows up after an event, aren’t you going to be the one that everyone remembers?

A simple email such as

Hi John, It was great to meet you at the (name of the event) on (day of the week). I enjoyed hearing about ……… (Something you spoke about on the day) I’d love to catch up for a coffee to learn more about your business, and tell you about mine, to see if we can help each other.

If you’d like a copy of my Top Ten Networking Tips, you can download them via this link…….. They’re free to download.

Look forward to catching up soon.

Terri Cooper

You may not want to catch up for coffee, and if that’s the case, simply saying it was nice to meet them and offering a free report or download that might be beneficial to the person is usually well received and they are much more likely to want to do business with me because

1. I have not tried to sell to them. 2. I have offered something of value to them at no cost 3. I have established myself as an expert in my field. 4. We have now developed some rapport and trust

Don’t under estimate the power of Following Up. It’s the one thing that will ensure you stand out from the crowd and it costs nothing other than your time.

Terri Cooper, founder Terri Cooper Networking, www.terricooper.com.au

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7 Secret Networking Tips Presented by Janet Culpitt 8

Presented by Janet Culpitt Are you a connector?

Connecting and networking is a lifelong skill that can be learnt. Connecting the room with integrity is an art and easy to master.

Effective networking skills are a powerful tool for all entrepreneurs. The more you practise the easier it will be to become and you’ll be seen as the expert in your .

Here are my top 8 tips on how to make friends and create new business contacts.

1. Have a purpose. Remind yourself why you are at an event and have a purpose. Set objectives, for example speak to 3 new business owners and or learn 2 new pieces of information. Go prepared and have your key messages clear and concise.

2. Sit next to someone you don’t know. Have you attended an event with people you already know and sat with them the whole event? Sit next to someone you don’t know and increase your chance of meeting new people. Simple right? Well NO our human behaviour compels us to sit in our comfort zone and connect with people we know. Make a conscience effort to sit next to someone new every time and boom you have just increased your network.

3. Act like the host. If you know the event organiser ask for an introduction to key people you would like to meet. There is nothing like a warm introduction. Approach anyone on their own. Chances are they are waiting to meeting someone and would be happy for others to join them. Make sure once you have connected, excuse yourself politely and work that room like a host of an event would.

4. Body language. Having a warm smile, leaving your arms unfolded and maintaining eye contact will make anyone feel welcome. However if you go all the way you’ll not only make a friend but meaningful business contacts. Be your real self. Be subtle. Listen and pay attention to the details. Remember it’s not about you, it’s about them.

5. Break the ice. Ever had an awkward silent moment at a networking event? Avoid that my asking some friendly general questions, it can be as simple as commenting on the venue, the program, speaker or the food; asking people where they have travelled from or whether they have been to the event or place before; or expressing an interest in why they are attending. Making that personal connection is KEY.

6. Give before you gain. Offer to give someone something for nothing and don’t expect anything in return. Most people appreciate a generous offer of help and want to reciprocate. In time, your good karma will reward you.

7. Go easy on the business cards. Make each business card count, rather than handing them out like you are desperate. It’s not about quantity it’s about quality contacts. Be ready to hand out a business card if someone requests it or you think that you have a made a good solid connection. Always ask for one in exchange. Don’t make the mistake of keeping your cards in a pile on your desk. Make a time to connect with your new contacts on LinkedIN and Facebook. Make a time to get to know them and their business.

8. After the Event The real connecting begins after the event, it’s all about setting the foundations for establishing a meaningful and mutually beneficial relationship. This takes time to nurture and cultivate. Remember it takes time to build trust and friendship, then the business will come. By Natalie Moutia, Founder of Success Women’s Network www.successwomensnetwork.com.au

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Presented by Janet Culpitt