Business121 Small Business Newsletter #7

Business121 No.7

In this week’s Business121:

1. The best way to make networking work
2. 10 Top PR Tips to get people excited about your business
3. How to manage late payers
4. Tell me what your website does
5. Choosing a broadband supplier
6. 2005/06 year end tax planning guide
7. Small Business News

The best way to make networking work

Most business owners have an opinion on networking. For every person who enjoys and values it - you'll find another who visibly shudders at the mere mention of the word.

But why does networking seem to polarise us? Is it a massive untapped opportunity or is it an uncomfortable evening in the company of strangers and cocktail sausages?

The main problem with networking is that it's been hijacked by the hard-sell. If you've been at an organised networking event, you're sure to have been collared by somebody employing the 'double-glazing salesman' approach.

And no matter, how many times you say "No" they just don't stop. So you wait for your chance to make your dash for the exit, and away you go, scarred by the experience and vowing never to network again.

What makes it worse is that the guys employing the hard-sell are completely oblivious to the damage they're causing.

They measure their success solely in the number of sales or leads they manage to garner - and don't stop to think about what networking really is.

If only people used networking to... well... network!

Turn your expectations on their head

At any given networking event the chances of you finding your ideal customer within the room is remote. But the chances of you being able to help each other to find customers is far bigger.

If you're expecting to come away with ready-made sales and a long list of 'leads' you're going to be disappointed. You're far more likely to enjoy the experience and build long-term benefits for your business if you turn your expectations on their head.

Instead of thinking,

'How many sales can I make?' think,

'How many sales can I make for OTHER people?'

To do this you'll need to ask lots of questions and get your head around other businesses. When you meet others you'll soon find that the genuine interest you're showing in their business will help them to relax and open up to you.

The pre-prepared elevator pitch will be forgotten and you'll have a real conversation about real issues. You might learn that they're not happy with their accountant or are looking for a web designer to build their new website.

And this is your cue to ride to the rescue and show the true benefits of networking.

Give them the name of an accountant or web designer from your network. In an instant you've helped to connect two people - and all without a hint of 'selling'

Suddenly, with this simple change of approach you've added another person to your network and put a smile on two faces - actually three if you include your own!

Both of these contacts will feel indebted to you and will be far more likely to 'return the favour' in the future.

As your list of contacts grows, you'll find it easier to connect people within your network. Before too long you'll find that you're well-connected and have generated a huge amount of goodwill within your network.

You'll have created an army of ambassadors, all primed and waiting to help you and your business.

And this is the real benefit of networking.

Next time you're at a networking do (and I hope that you'll feel that it's worth one more go) put the selling to one-side and try this approach.

If enough of us take this approach to networking we just might be able to reclaim it from the hard-sell, begin to enjoy these events again and reap the long-term benefits they can bring to our businesses.

Finally, if you're in the Surrey area, I run an informal networking group for small businesses. We have no set agenda or speakers. We meet to talk, discuss and share. Our next meeting is on Monday, November 14 at the Weyside Inn, Guildford. We start at 6pm and end 8pm-ish. If you want more details just drop me an email - mailto:emyr@Business121.co.uk

If you're based in Scotland and looking for a less formal and more fun networking experience, have a look at Business Buzz. They seem to shun the hard sell. http://snipurl.com/BusinessBuzz

If you run a networking group and would like to spread the word about it, let me know. We may be able to put it in our new 'EVENTS' section on Bytestart. Over 22,000 visitors used Bytestart last month alone, so it could give your group a boost. http://snipurl.com/_Events

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10 Top PR Tips to Get People Excited About Your Business

If you're looking for more ways to spread the word about your business but don't have a budget to advertise then a PR campaign could be the answer. But just as with networking, some people think that a quick press release to the local paper will bring new customers by the bus-load. Sadly, that's not the case, if it was, I would have had to build a coach park by now!

To learn more about how you can use PR to get free publicity and people excited about your business we've got 10 Top PR Tips for you - follow these and you might just need that car park extension! http://snipurl.com/_10_Top_PR_Tips

How to Manage Late Payers

Small businesses are always vulnerable to slow payments from big clients. For most of us, managing debtors and chasing payments are day-to-day tasks.

So how can we minimise late payments and their harmful consequences?
Click here to find out: http://snipurl.com/_Late_Payment

Tell me what your website does

If you're launching, or thinking of redesigning your site or just want to learn more about web usability, have a read of this excellent article by web usability expert, Trenton Moss.

Trenton's advice, will help you to quickly get your message across to an impatient browser. His premise - as soon as new site visitors arrive at your website the first thing they need to know, before anything else, is WHAT YOU DO.

You can talk all you like about how great you are, but unless you spell out what you actually do, they won't even know what you're so great at! http://snipurl.com/_tell_me_what

Tips for Choosing a Broadband Supplier

Broadband uptake in the UK has surged in 2005 – the latest OECD statistics show that over 8 million of us have now converted to high-speed internet access, and as competition between suppliers grows each day, prices are coming down – fast.

However, you shouldn't necessarily go for the cheapest deal, as there are many more factors that should be considered when choosing a broadband supplier. You can read our top tips for choosing a good broadband supplier on Bytestart here: http://snipurl.com/_Broadband_Tips

2005/06 Year-End Tax Planning Guide

SJD Accountancy, our small business accountancy partner, has released a 2005/06 year end tax planning guide which includes information on efficient saving strategies, the Pensions 'A-day', tax timetables and a great deal more. Good information if you are running a small business. http://snipurl.com/_Tax_Plan_Guide

Small Business News

Small businesses fighting back against store giants
TALK to many small retailers today on either side of the Atlantic and they will say that Wal-Mart is devouring America and Tesco gobbling up Britain. But not every minnow is easily swallowed.

Small businesses have become some of America's most effective lobbyists, while in Britain, traders who join forces are holding their own. http://snipurl.com/smallbiz_fight_back

Young want to run their own business
In contrast to the survey highlighted in last week's Business121, research commissioned by Businessdynamics, found that 53% of school students wanted to become entrepreneurs. This is the highest figure recorded since the survey was launched in 2001. http://snipurl.com/aspiring_youth

Seminars for budding Berkshire & Wiltshire entrepreneurs
Have you got what it takes to start up a new business? Business Link in Berkshire and Wiltshire (BLBW) will help people find the answer at two events being staged during November. There's no cost to attend, full details here: http://snipurl.com/BLBW_Seminars

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WE SPECIALISE IN MORTGAGES FOR THE SELF-EMPLOYED .................................................................
FreelancerMoney specialise in arranging mortgages for small business owners, freelancers and contractors. To learn more about how we can help you to get the mortgage you want just click here: http://snipurl.com/_FreelancerMoney
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THINKING OF GETTING A NEW WEBSITE?
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Then don't go ahead without speaking with us first. At Blue-Egg eCommerce we're dedicated to producing websites specifically for small business. You can get a professional web design from just £750 (including hosting) and we're happy give a 10% discount to Business121 readers. Visit: http://snipurl.com/Blue_Egg

SEE YOUR AD HERE
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Business121 is read by over 12,000 small business owners every week. You can book an ad here for as little as £30. Just email: Classified@Business121.co.uk for details ...............................................................

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