December 21 2009 saw the launch of the East Midlands Networking Forum. This is a group of high-level networkers who will help shape the networking landscape of the East Midlands.

In this initial meeting, 20 influential connectors, leaders, movers and shakers gathered together to set out an agenda of collaboration, strategy for growth and awareness of the many networking opportunities and styles in the region.

The group is founded and chaired by networking and referrals expert Rob Brown and is purely invitation-only. Those invited must be in East Midlands based and have both established, high level networks and a positive attitude to personal development.

In addition, those accepted to join must be in either sitting in a leadership position of a networking group, club or organisation, be running regular business events or have a responsibility for bringing people together to network, generate business opportunities and develop themselves.

Simon Bozeat, who runs four Bozeat Premier Business Clubs, said:

"This is a very exciting opportunity for any business club and network leaders in the region."

One of the remits of the group will be to collectively target the 97% of the East Midlands business community who do not network on a regular basis. Says Tim Sayers, who runs the Nottingham Rugby 1877 Networking Club:

"Whilst all the groups will have their own specific objectives/targets I think if we as a collective cohort can penetrate the 97% effectively we will grow all our businesses and start a 'ripple' effect that could have quite staggering and lasting consequence."

Trevor Wood, founder of Network Midlands, added:

"Two of the main keys to the Group's success are internal and one external. Internally is transparency. We're all working together, learning from each other. Externally is penetrating the 97%."

The 97% of untouchables need a compelling reason to engage. That reason will be different depending on the individual. Thus a blended approach of engagement at various levels from various stakeholders is required. This needs thinking through and executed 'en masse'. Which is where our EMNF comes in.

Martin Rutte once said:

"You have to do by yourself,
And you can't do it alone."

A joined up approach will help us reach the unreachable over the next 12-24 months. We'll make it a significant part of our agenda.

All members are experienced networkers in their own right, and have incredible expertise in connecting people, running events and making things happen.

Another 40-50 potential members have expressed an interest in being part of the Forum, and will be invited to a further meeting on Jan 11 2010 to explore what this might mean for them, their groups and organisations and of course the East Midlands Networking scene.

After the first meeting, Rob Brown commented:

"I was really impressed by people's willingness to share, be open and acknowledge that there is strength in numbers. I'm excited by what we're creating and looking forward to an incredible 2010"

If you would like to be involved with shaping the networking landscape in the East Midlands region and feel you fulfil the criteria for membership, contact Rob Brown on 0115 846 2127 or This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

You can meet all kinds of people at networking events and social occasions. Just came across this great comedy clip which illustrates beautifully how some people get it all wrong when they're networking.

The good news is, you reap what you sow! Have a look at this 2 min clip and you'll see what I mean!

Three quick tips to help you avoid messing up the complex brain surgery that is networking!

1. Make 'what do you do?' your second or third question rather than your opening. It pigeon-holes or categorizes people too quickly and can close down rather than open opportunities. It's better to ask some general small talk questions before requesting their elevator pitch.
2. Remember it's not what they do, it's who they know. Just because someone isn't your target market, doesn't mean they don't know your target market. By exploring what other events they go to, where their network is strong, what kind of clients they deal with and who they have around them, you begin to see them as a door that's opening rather than one that is closing.
3. Use job titles only if you want to soothe your ego. People are actually more interested in what you do than who you are. It might sound grand being a consultant, lawyer or accountant, but it's the difference you make that counts.
   

Good networking is not rocket science, but it does take a little thought! If you could use some help with doubling your revenue through better networking and referral marketing, This e-mail address is being protected from spambots. You need JavaScript enabled to view it today!

You're good. You have a well-thought-out referral marketing plan and you regularly get referrals from a range of special referral partners, right?

WRONG. Or at the least, unlikely.

Why? Because very few people have any kind of strategy for generating referrals beyond 'we deliver a great service and we ask for them occasionally.' Is it any wonder most people claim to grow their business by referral but struggle to get as many of the right kinds of referrals?

I'd like to give you some food for thought on an area of weakness for many referral marketing disciples - the follow up. In strong contact networking groups like BNI, you have one of the most powerful referral generating mechanisms in the world. But you still have to do the follow up and make the sale.

Depending on the complexity of what you're selling, the sales cycle and the ticket price, it may pay to go into some detail with your fact-finding on this new prospect. Here are 12 of the best questions I've used in the past to help me make the right kind of approach in the right kind of way to make the right kind of sale!

1. Who do they follow, admire or like?
2. How do you know each other?
3. Why is this a good referral for me?
4. How do you think they will respond to my approach?
5. What's the best way to get their attention/onside?
6. What drives them?
7. Will your referral partner/introducer be contacting the prospect?
8. How will contact be made?
9. How might they react when I approach them?
10. What are they likely to say?
11. What's the best place and time to contact the prospect?
12. What possible objections might I have to overcome?

Answers to just a few of these will put you in a better position to make the sale. And the more you can educate your referral partners, the more these questions are answered for you.

To learn more about how to craft a referral marketing plan that will double your business by referral in 12 months, guaranteed, here are two ways forward:

1. If you live in the East Midlands, and can get to Nottingham, Derby or Leicester in the next few weeks, come to one of our Referral Institute Success Masterclasses. Simply click a date to the right here - we run them once a month in each town.
2. If you live anywhere else, This e-mail address is being protected from spambots. You need JavaScript enabled to view it about you joining my intense six week Networking and Referrals Mentoring Program. It's incredible!
   

Here's to more referrals for all of us - there are plenty to go around if you know what you're doing. Get some education!