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Don’t forget your pen, your business cards and your torch.

Business cards and pen seem fine…but a torch. You don’t actually need a physical one but you do need a mental one. You need it to put the focus on others. One key issue for people is they spend too much time focusing on themselves, hence their nerves when attending an event. When you give your attention to others, be more interested than interesting,and focus on others, you don’t have …Read More

Do you like someone? do they like you?

The three key steps to building relationships is A getting to know people B creating some sort of ‘liking’ C building trust at a later time LIKING The more I think about this step the more I realise how critical it is. Think about it. When we like someone we like everything about them. BUT when we don’t like someone, for whatever reason, we tend to find fault in everything …Read More

Just be nice to people

I recently got a phone call from an event management company on behalf of a large law firm. The lady in question had never heard of me, and when I asked her why she had phoned, she told me she had been recommended. When I asked her who recommended me she told me it was a very well known fellow professional speaker. This person and I had never met to …Read More

Why do people recommend you?

People recommend you because they like you and trust you – the 2 fundementals of any reationships. People like you when you build rapport with them. You find things in common and they perceive you as a ‘nice’ person.They see you as friendly, as a giver, as someone whose comapany they are happy to be in. Being an epathetic lister can take you a long way in the building of …Read More

Efficient networking

Making the best of networking events Advertising is floodlight marketing, networking is spotlight marketing and the most effective way to grow a business. 1. Turn up as often as possible. People have short memories, if you’re not there referral business will be offered elsewhere 2. Get there early and aim to leave space at the end. That’s where the real business is done, in the informal sessions. 3. Have a …Read More

The right and wrong approaches to networking

Too many people go to business events thinking only ‘What’s in it for me?’ or ‘How can I get these people to buy my services or products?’ Or ‘I must sell something here otherwise it will be a total waste of time’. Networking is not about; W.I.I.F.M. – “What’s in it for me?” but much more about W.I.I.F.Y – “What’s in it for you?” look back at this second acronym …Read More

Business cards are, well sort of, important!

In our training we say the most important aspect of business cards is not you spraying yours to all and sundry but, when you spot an opportunity,to ask for the other persons.That card should be the gateway to the follow up I was talking with my friend Mark Greenwood of Simply Networking who had been viewing some of his members’ cards after an event. Although he agreed about my views …Read More


One fear people have when attending business events is not knowing the answer to a question and showing themselves up. I guess it is a natural thing to think particularly with younger people who are starting out in their careers. Just because the person you’re talking to knows something doesn’t mean to say you should. Enter TED. Generally people are keen to tell explain things when you don’t understand what …Read More

Names, names names

DALE CARNEGIE SAID OVER 75 YEARS AGO “Remember that a person’s name is to that person the sweetest and most important sound in any language.” – Dale Carnegie No single action conveys the message “you’re important” as effectively as remembering another person’s name. Here are some steps you might take to help ensure name recollection: Hear and understand the name Create a mind picture linking the name with the person …Read More

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