Luke Cunliffe regularly speaks on networking topics. If you’re new to networking and building business relationships, here are three steps he believes are essential to your success.
People do business with people they know, like and trust. And one of the fastest, most cost effective ways to start a business relationship is through networking.
Successful networking can bring in more leads for your business and help you in building long-term relationships with your clients.
Successful and effective networking involves three key stages: preparation, action and follow up. Take the time to master these, and the rewards will come your way.
Preparation
Make networking a part of your business strategy
Consistency is vital to successful business networking. Aim to develop a network of relationships for the long-term. This is a continual process that requires regular contact with your network and attendance at networking events.
Decide where to network
Where will you network? You can network almost anywhere. But time is money. So plan where you want to go and make sure you know what you are going to say when you are presenting yourself and your business.
Action
Focus on giving not getting
In his excellent book, Theories of Influence, Robert Cialdini discusses the importance of reciprocation in business. Put simply, give and you shall receive. Why? Because people feel obliged to return the compliment.
That's why effective business networkers ask a lot of questions. They put the spotlight on the other person. They connect. They listen out for ways to help by providing referrals, resources, information, feedback and connections. In short, they lead by example.
Follow up
Be rigorous with your follow up
Successful networks follow up their first meetings at once. Leave it a month and your new contact will almost certainly have forgotten you. Successful networkers have a follow up strategy in place. They keep their networking moving forward, building their business relationships They send thank you cards, emails, useful information.
In fact, failing to follow up is the number one missed opportunity in networking. Without regular follow up, all your hard work and preparation come to nothing.
If there is one secret to the art of networking, it is this. Follow up. The most effective business networkers follow up their new business contacts. They have a strategy for contacting people they meet, and they act on it consistently.
For more details on our public speaking services or to book Luke to speak at one of your events, please call us now on +44 (0) 20 7585 2595 or email us at info@cunliffeassociates.com
"I am writing this testimonial in my capacity as Chairman of the Basildon Business Association.
We engaged Luke Cunliffe of Cunliffe Associates to provide a speech for our members at one of our lunchtime meetings. The speech was entitled 'The Art of Effective Networking and ReferralBuilding' and was extremely well received by our members. Luke has a very calm and collected manner, and has excellent presentation skills. He gave a speech that was interesting, thought provoking and useful for all those looking to expand their business.
We would have no hesitation at all, in recommending Luke for training, whether it be on a group or one to one basis."
J Stewart, Director, PMi Independent Financial Advisers Limited
"Luke spoke at 1230 The Women's Club, a women's networking lunch which we run monthly. Although we didn't organise to have a guest speaker until last minute, Luke came calm and prepared, ready for a grilling from 20 women! Rather than give a formal presentation, Luke tailored his speaking to the audience and all of the guests became engrossed in an interactive discussion about how networking and referrals can help build your business. As many of the women present were owners of their own companies, his guidance and networking tips provided sound advice that the women could take with them and put into practice. A great speaker who we have since used at another of our networking groups."
Anna Mellows-Facer on behalf of 1230 The Women's Club
"Luke Cunliffe gave a talk at the Chandlery Share breakfast network at our studios on the subject of Strategic Networking and Winning Referrals. He was a revelation!
Firstly, our business relies on referrals and personal recommendations and of course networking is a key business development activity for all of our team. However, we hadn't really thought about it strategically, aligned with our other business plans, but rather in an ad hoc way. Our thoughts have now turned to seeking out networks where like-minded business people meet, of the quality of businesses we would like to work with.
Secondly, Luke helped us to think of networking as more akin to building relationships which could seed business further down the line with greater rewards. It's easy to feel disappointed if the returns aren't immediate. But networking takes precious time and energy, so maximising potential is so important.
And thirdly, Luke facilitated a discussion around the subject of small talk, beginning conversations, and tips around how to get to know someone in a very short space of time. How many of us are eager to exchange business cards without really knowing the person we’re speaking to and never once getting back in touch?
All in all an excellent speaker who is generous in sharing his experiences for the benefit of us all."
Anita Brightley-Hodges, Creative and Managing Director, Still Waters Run Deep
