“Andy Lopata’s insights into referrals and networking should be taught in all induction programmes. Networking and referrals should not be thought of as another sales skill or tactic, but as part of the company’s values and culture. ”
Ignacio Hernandez Managing Director, EMEA, Currencies Direct Limited
“Andy certainly made a difference on how I normally approach / perceive events such as this. ”
Ann Azzopardi, Category Buying Manager, Pret a Manger
“ ”
Tracy Johnson, Marketing Services Director, Eventia
“Andy has successfully elevated networking into more of a strategic arena ...................rather than it just being a "skills" thing. ”
Phil Jesson, Director of Speaker Development Academy for Chief Executives
“Andy is an energetic presenter who quickly captured our audience's attention. The content of his presentation was excellent and fostered lively commentary and questions. We will definitely have Andy back for another session and are looking for other ways to partner with him. ”
Jennifer Rademaker, Head of Strategy Development Europe, MasterCard
“Andy has a can do and flexible attitude and is happy to develop and shape the content in line with the clients changing needs. Feedback from participants on Andy's workshops has been consistently very positive. ”
Una Murphy, Manager BBC Careerlink
“Of all the events I've organised, I have never received so much unsolicited thanks and positive feedback as I did following this. ”
Emma Mortimore Membership Secretary, One Alfred Place
“It was the best talk I’ve ever been to. Loved the content, pacing, delivery, structure. Your message was very memorable (imparting that much information can leave listeners forgetting what was said) and you managed the balance between substance, detail and memorability well. ”
Rebecca Aguilar, BBC Worldwide
“Andy has worked with my business partner and me for a number of months as a referral and networking coach. Our business has demonstrably grown due to the new techniques and skills learned through working with Andy. ”
Dan Hall, Financial Advisor, Merrill Lynch
“"In the three months since Andy delivered his sessions, I've noticed a clear change in the approach taken by everyone who participated. We have already received a number of referrals as a result." ”
Andy O'Sullivan, Head of Sales - Hospitality, Wembley Stadium
“Andy was a guest speaker at one of European Young Professionals networking events in London in 2007. The 400 people who showed up were blown away by Andy's presentation and it was in fact one of the key reasons behind EYP London's early success. ”
Nick Jonsson, Founder, European Young Professionals
“I've had the benefit of being mentored by Andy and he has provided enormous value. His style is both supportive and challenging whilst being very engaging, and the techniques he teaches are extremely practical and valuable. ”
Derek Bishop, Culture Consultancy ltd
“The striking thing about Andy is that he writes a book on networking that demystifies the process and shows you all the things you know you should be doing - but never really get round to. Then he surprises you by practising what he preaches! ”
Russ King, Product Manager, Monster.com
“There are many motivational speakers on the circuit who leave behind them just a short lived glow and then there are the subject matter pragmatic, passionate presenters who can potentially change the long term way their audience thinks or operates. I’d put Andy Lopata in the latter category. ”
Trevor Salomon – Director, Corporate Marketing, IFS

Invisible Networking

14th February 11 — andylopata

I was discussing networking skills during a lunch run by Chairman's Network last week. A couple of fellow attendees had read my profile in advance and had been watching to see how I 'worked the room'. Would I pass out lots of business cards? Did I make sure I spoke to everyone there? 

I'm pleased to report that I did none of the above, I simply relaxed, enjoyed myself and had a number of interesting conversations. Some of those conversations promise to lead to interesting opportunities. But I digress.

Talking about behaviour at networking events with these two attendees, one commented that "you recognise when someone is networking poorly, but don't actually notice it when someone networks well."

He was absolutely right. Good networkers act naturally and enjoy conversations. They are focused on the people in the room, while able to recognise when they should take the conversation further, or in a different direction. Everything is natural. Good networkers collect relationships rather than business cards.

Poor networkers work a room methodically, going through the networking dance each time of "What do you do? - elevator pitch - business card exchange". It's obvious, it's unnatural and it's no fun for anyone involved. 

I'm currently editing the second edition of my 2006 book '...and Death Came Third!' and I've just come across this story I told in the book which makes the point perfectly:

 

One of the best compliments I received was unintended. While on a trip to Asia, my travelling companion and I joined a group of British business people who were on a training course.

I was introduced as a speaker on networking and someone who ran networking events back in the UK. During the evening the organiser turned around to my companion and asked a simple question, “Why isn’t he networking? Surely this is a fantastic opportunity for him.”

What he hadn’t realised was that I had been networking. In fact, I had been networking very effectively. I had spoken with a number of the delegates that evening and I had been given a number of business cards from people who asked me to get back in touch when I returned to England and to arrange meetings to discuss business.

The key was that I hadn’t been running around the room trying to make sure that I spoke to everyone there. Instead I had allowed conversations to flow naturally and discussed business when others were interested and asked me. In short, nobody felt ‘networked’ and I enjoyed the evening by being myself.

If you are natural when you network and you simply show a genuine interest in the people around you, others will feel comfortable in your company and they will want to see you again, find out more about what you do and help you. 

And they won't feel networked. 

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