Welcome to Rob Brown Council!

Some people call it the festive season. Others the silly season. Whatever you name it, you're coming into the busiest networking time of the year. On top of the regular business-related events comes an avalanche of Christmas party invitations, festive 'mixers' and social gatherings. Your reputation is at stake, as well as your business prospects for the start of the New Year. Here are some of my best tips for making the most of the busy season with better networking, enhanced profiling and powerful reputation building...

1. Choose Acceptances Carefully. Some people would have you accept every invitation that crosses your desk. I say NOT! It would be unproductive and you'd be exhausted by the end of the year! Accept only the ones that (a) are likely to contain the kind of people you want to meet; (b) fit with your diary and allow you to get your work done to the same high standards; (c) have a theme and are of a length that you will enjoy; (d) fulfil at least some of your commercial objectives.
2. Look Ahead. Now is the time to reflect on what relationships are working for you and what aren't. What connections have you been investing time in and passing referrals to that have not reciprocated. Who doesn't appreciate you, what you do and how you do it? Who do you need to dump, park or phase out of your life if next year is going to be better than this?
3. Think Help vs Sell. Few people are buying at this time of the year. The credit crunch isn't helping that. Switch your focus to helping people. Look to make introductions, pass on referrals and pinpoint holes in their network that you and your contacts can fill. Ask pain-seeking questions about things such as their plans for the following year. See if you can dip into personal as well as business aspects - many people are concerned about their private future as well as that of their company.
   
4. Make Dates. When you come across someone interesting, your primary objective is a 'one-to-one' or 'get together' in January or early Feb 'to explore a few ideas'. A collaborative approach to see what you can work on together and how you can help each other is always more welcome than an opportunity to pitch to people.
   
5. Think Alliances. Hone in on people that serve your target market but don't necessarily do what you do. When you find people who supply products or services that are complimentary or non-competing, you've got opportunities to add value to that audience.

In a few days I'll give you some more party season tips, including how to socialise, how to be seen with the right people and what not to do when you're networking! And watch our for a special December offer to stock up on some Christmas gifts for yourself, your partners, colleagues, boss or team!