“I want to network with bigger businesses.” Adventures In Networking EP03.

In this episode, Kelly & James talk about the oft-repeated networking refrain: “I want to speak to bigger businesses” with guest ⁠Kallum Nicholson⁠ from The Unconventional Growth Agency (TUGA) and talk about how much time to allocate to networking in the Repair Shop.

Listen/subscribe on Apple Podcasts:
https://podcasts.apple.com/gb/podcast/i-want-to-network-with-bigger-businesses-adventures-in/id1500905335?i=1000651472175

Listen/subscribe on Spotify:
https://open.spotify.com/episode/2R47r9lXvugfPIhO8gQUcr?si=fec732747be74465

Show notes
In this episode, Kelly and James announce the latest ONLE group: Orlando which launches on 16th May, 0930-1100 Eastern and Kelly explains the head and heart decision to open the first ONLE overseas group in New York.

How to reach bigger businesses:
1) You need to tell me who you want to speak to. Are you asking for something specific? Or just a vague comment such as ‘companies with 50 employees’. 

2) You also need to tell me why they would want to talk to you!  Because most people don’t address the second part, which leaves me with the inference that you want to speak to my connection to sell them something. Make yourself referable by telling me why my contact who has 100 staff would want to talk to you! What do YOU have that they don’t already have? 

3) Have you earned credit? E.g. why would I go out of my way to help you with a connection - are you a team player? Are you consistently part of the network? We don’t tend to put ourselves out for hit-and-run networkers. Have you done anything for the members of the network? Are you assuming they can’t help you because they run a small business - who are they married to - which big corporation did they leave to set up?

4) Also don’t write off the ‘room’! Even if they are not your target audience, there is an opportunity to make money and gain access to their networks - e.g. get you closer to the big businesses you crave.

Can you develop something for smaller businesses - a taste of what you do? A one-to-many service (e.g. workshop) or a simplified, cut-down version of what you’re great at that can help business owners? For example, if you’re a leadership coach who wants to work with businesses with 100 employees, presumably you have knowledge that could help small business owners become leaders of themselves and small teams? How can you help these people develop their skills? If you’re able to help the businesses in your network, they are more likely to buy into you and be able to sell you on.

The Networking Repair Shop:
This month our theme for the Repair Shop was time, inspired by a LinkedIn comment from Andy Wood. While online networking undoubtedly more time efficient, there is no shortcut to building relationship. For in-person networking, you have to account for the travel time and time chatting to people before and after. Whereas with online networking the meeting itself is less time-consuming but the follow is even more crucial so you don’t fade into the background. You should spend much of that you have save still engaging with your network and completing those all important follow up steps that will cement a valuable connection.

If you think networking is going to be a quick-fix solution, most of the time you will be disappointed. Successful networkers put the hours in to help the members of their network with no expectation of a return. Committing to this attitude of helping others always brings rewards, whether that be referrals, direct business transactions or even advice in the early stages of your networking journey. Whether that be effort or time, in the world of networking you get out what you put in.

Conclusion: If you want to talk to bigger businesses, are you arming people with the correct information to allow you to do that?