Labeled ‘Mr Network’ by The Sun, Andy Lopata is one of the UK’s leading business networking strategists. He is the co-author of two books on networking, 'Building a Business on Bacon and Eggs' '...and Death Came Third!' Andy is a featured columnist for the US magazine ‘The National Networker’ and has a regular column in Business Matters magazine and 4 Community magazine, as well as being quoted in national press, including The Sunday Times and The Guardian. Additionally, Andy has a weekly show as an expert for the ‘your Business Channel’ internet TV station. He also publishes the blog, Connecting People.
How do you define "business networking?"
Networking is the collaboration with others to enhance our potential beyond that which we could achieve on our own.
How did you brand yourself as a "networking authority?"
My brand was created by my actions. I had a business that was a network so I was asked to speak and write about networking. Ongoing branding is multi-layered.
What are some of the strategies that you have used to build up your own network?
Profile building – Spread my name with people who I know and through technology such as eCademy.
Networking events – Attend events to find very well connected people and entrepreneurs operating in similar field.
Speaking – My network grows when I speak at events.
How can someone leverage networking to stay relevant during challenging economic times?
Look to your network for support. If people rely on the media to learn about the business climate, then so much more will be put in your head. If you’re isolated and media is your only information, then you will be depressed. Having the right network around you will provide you support and information about what is really happening. The media only cares about big stories. With your peer and support group, you will get 1) a reality check and 2) support and encouragement to try new ideas. It is important to share creativity with each other because people will have less money to spend on marketing. During a downturn, we definitely need networking. People use networking for recommendations and for sources of new business. You can’t go into a recession and expect things to happen. You need to have already built up a network to see results.
How have you benefited professionally from networking?
I have a small business but in my client base, I have some of the biggest clients in the world. I am not a preferred supplier but landed clients through networking. I was able to get my client base much quicker than through traditional means. Also, I haven’t received any business through cold calling and advertising.
How have you benefited personally from networking?
Networking has given me an incredible amount of close friends. With this group of friends, I go to them quite often because they teach me a lot about business. I have learned more than any education could have taught me. Through networking, I have been able to see some of the most amazing places in London and met some of the most influential people. It has done a lot for me. I don’t have any qualms about getting anything done. I know that I can get help.
How have others benefited from your network and/or expertise?
Financially - Some of my clients have had a seven figure impact on their business. One client in particular achieved its revenue target in only six months (budgeted for a year).
Referrals – One client had never asked for referrals but decided to ask for them in a meeting. As a result, this client received many referrals.
What is one of the lesser-known secrets to effective networking?
Don’t talk about your business with other people. Everyone assumes that people have an interest in your business. If you treat networking as long term view, people will want to know about your business and their will follow through.
Please share a successful networking story.
I got contacted by a sixteen year old guy a couple of years ago who was running a networking group for local businesses. He emailed me to get some advice so I met with him. As a result of meeting this person, I am now working with Merrill Lynch and talking to 3-4 other large firms. The lesson learned is that you shouldn’t have preconceptions about people.
I am part of network called "Wild Card Pack". Once a month, we brainstorm and discuss the challenges of business. As a result, I experienced a complete transformation of my business that is worth six figures. This group has helped me to create a more compelling business. I am fortunate that people gave up their valuable time to work on my business.
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