» Networking and advocacy

A fundamental way of growing a business is by acquiring clients through the recommendation of third parties. This is all about successfully initiating and developing profitable business relationships, so is a key area for emotional intelligence at work.

Advocacy by others and referral from others are exceptionally powerful uses of such relationships—for both parties.

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> Networking guide

Networking and advocacy

How to run a business networking event

Let’s be clear. Hiring a room, making a sign saying ‘Networking event’, and sticking it above the door, does not constitute providing a networking event. Networking events

Who to focus on when networking

For anyone to refer their contacts—possibly close business partners or friends—to your business, they will have to have a certain minimum level of awareness of you and your

OK. I’m doing what you told me. How come it isn’t working?

In business, we all need to learn how to do things―whether it’s preparing a financial plan, writing a proposal, or participating in a networking event. Some people make it a

«Network better»: the programme

The programme will enable attenders to hugely raise their game in business networking and referral marketing.

«Network better»: the book

Network better is my new book on business networking—currently looking for a publisher.

How strong are your business relationships?

In his book, Business by referral (and also here), Ivan Misner identifies three levels of networking relationship, defined by their strength.

“I’m not making progress with networking”

Most businesspeople are not as successful at networking as they would like to be.

«Network better»: the pitch

Network better is my new book on business networking—currently looking for a publisher. Networking is the only activity that business people do that only requires good

Ledger

Some years ago, when I used to have lots of one to one meetings with people I met at networking events, I arranged to have such a get together with an accountant.

How to choose a regular business networking event

A useful, regular networking event is likely to cost you both an admission fee to each event and a membership fee to belong to the organisation. Here are some questions to

Ways of getting clients

Traditionally, small businesses have adopted many ways of getting clients: advertising (whether print, posters, radio), cold calling, direct mail, and networking among

A short piece about the principles of networking

These ten principles of networking (particularly aimed at startup businesses) have been developed from thirteen years of networking, coaching and teaching about networking and

A short piece about elevator pitches

The idea of an ‘elevator pitch’ is that you get into a lift (elevator) only to find that inside is the very person whom you need to persuade to help your business. What do you

Briefing an advocate

What does your advocate need from you? The purpose of having an advocate is to have them refer their contact/friend/business colleague to you. It is not for them to "sell"

Setting the right intention

Accept 100% responsibility for your outcomes and accept that there’s another person in the discussion with their own set of needs, wants, desires and outcomes

A short piece about going to networking events

Before you go to a networking event, you need to find one that is worth going to. You need to know why you’re going—in other words, your purpose. You need to know what you

A short piece about business networking events

There are many opportunities for business people and others to go to networking events. Whether these are any good, is a matter of opinion.

Stop selling!—1: Two barrels

Imagine you have two barrels. One is full of expensive wine, the other is full of urine.

Networking: just do it

Maggie was one of two directors of a small business. The directors knew that business networking was an important part of their strategy for growing the business, but only

How to ask open questions confidently

I was asked on LinkedIn how less sure and less experienced coaches could increase their confidence to ask the most useful questions which can often be the hardest to ask (and

Structure your story well

There are many structures that story-tellers can use. But some structures are more useful than others for the purpose of networking. Here is one that works.

How many referrals do you need?

Use this simple calculator to give yourself an idea of how many referrals you need from networking

Why tell a story?

Stories are memorable in ways that dry factual statements aren’t, particularly when people are listening to a number of other people for the first time all telling them what

A story about stories

One Friday afternoon, the telephone rang. It was a woman who asked me if she could discuss my website. Thinking that this was another website developer cold calling about my website

Getting clients by networking and advocacy

All businesses need to be aware of the power of networking and advocacy as a means of obtaining clients. Often, it is the most productive use of businesspeople’s limited time

Networking guide

This page lists all the content on this website about identifying people with whom you might develop a mutual referral and advocacy relationship.

Take a different approach to networking

Many people misunderstand the purpose of a networking event. It isn’t to get customers, or even leads.

Networking thought

Thought-provoking videos and material from other practitioners on developing business through networking

The perfect ten minute presentation

In ten minutes, you can say a lot. What you say depends on

Elevator pitch

What do you say in thirty seconds about your business? There are two answers to this question: the conventional one and the useful one.

Talking about your business

It is essential to be able to give a statement of what your business does that is brief, comprehensible and useful to the particular person to whom you are talking.

What is the purpose of your business?

If you don’t know what the purpose of your business is you will find it hard to be compelling, or even comprehensible when you talk about it.

Setting up successful advocacy relationships

Dealing with reservations is an essential part of setting up successful advocacy relationships.

Building advocacy relationships in business

Advocacy marketing is a powerful and, arguably, essential component of any business's marketing strategy.

Heaven and hell

A woman who had worked all her life for good causes was granted a strange wish

What is networking, really?

The strongest route to having someone buy your services or products is if someone they trust recommends you.

‘Cargo cult’ networking

In the years during and after the second world war, vast amounts of war material were airdropped into the islands of New Guinea during the Pacific campaign.

Networking and advocacy

Further reading