“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
“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
“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
“ ”
Tracy Johnson, Marketing Services Director, Eventia
“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
“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
“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
“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
“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
“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 certainly made a difference on how I normally approach / perceive events such as this. ”
Ann Azzopardi, Category Buying Manager, Pret a Manger
“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
“"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 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
Letting People Buy From You
6th April 11 — andylopata
This article originally appeared in The National Networker
Sometimes it's much more powerful NOT to sell to a prospective customer.
Last month I enjoyed a wonderful weekend away in The New Forest on England's South Coast. On our final morning in the area I was led into a small boutique selling upmarket women's clothing. We were the only people in the small shop, other than the owner and her mischievous little dog.
As we looked around the shop the owner chatted away to us. She talked a little bit about the clothes on display, but more about our weekend away, where we had stayed, where we had eaten and her recommendations for future visits.
By the time we left we knew where we need to stay and where to go out and eat when we next visit the area. Although no purchase had been made, we had the shop's details. The recommendations had been written down on the back of a postcard advertising the boutique!
Walking away, I questioned the percentage of visitors to the shop who actually buy something on their first visit. After all, because of the nature of the area, many people visit as part of a short break, not specifically to shop. It must be quite frustrating for someone owning a shop in a tourist area to see an endless stream of people walk in, browse and walk out again empty handed.
The wrong response to that frustration would be to try a hard sell whenever people walk in. Instead the owner of Stanwells sat back and gave us some space, chatting freely but never trying to sell. In recommending other businesses she made herself a valuable resource for us and built some rapport and trust.
If the businesses she recommended are aware of her activity, no doubt they are recommending her in return. In fact, since our return we have booked one of the hotels she recommended for a visit in June, and Stanwells is listed on the hotel's site as a place to visit in the area.
We walked away empty handed but with plenty of good will. When we return to the area it is likely that we will return to her shop, this time having thought about it in advance. And we may well recommend the shop in the meantime.
Sometimes you may see people walk away empty handed from a conversation with you. But instead of desperately pushing the sale it can be better to allow a relationship and goodwill to grow. That patience can reap its reward not only in terms of people buying when they are ready, but possibly recommending or referring you several times in the meantime.Sometimes it's much more powerful NOT to sell to a prospective customer.
Last month I enjoyed a wonderful weekend away in The New Forest on England's South Coast. On our final morning in the area I was led into a small boutique selling upmarket women's clothing. We were the only people in the small shop, other than the owner and her mischievous little dog.
As we looked around the shop the owner chatted away to us. She talked a little bit about the clothes on display, but more about our weekend away, where we had stayed, where we had eaten and her recommendations for future visits.
By the time we left we knew where we need to stay and where to go out and eat when we next visit the area. Although no purchase had been made, we had the shop's details. The recommendations had been written down on the back of a postcard advertising the boutique!
Walking away, I questioned the percentage of visitors to the shop who actually buy something on their first visit. After all, because of the nature of the area, many people visit as part of a short break, not specifically to shop. It must be quite frustrating for someone owning a shop in a tourist area to see an endless stream of people walk in, browse and walk out again empty handed.
The wrong response to that frustration would be to try a hard sell whenever people walk in. Instead the owner of <a href="http://www.stanwells.com/pages/about-us" target="_blank">Stanwells </a>sat back and gave us some space, chatting freely but never trying to sell. In recommending other businesses she made herself a valuable resource for us and built some rapport and trust.
If the businesses she recommended are aware of her activity, no doubt they are recommending her in return. In fact, since our return we have booked one of the hotels she recommended for a visit in June, and Stanwells is listed on the hotel's site as a place to visit in the area.
We walked away empty handed but with plenty of good will. When we return to the area it is likely that we will return to her shop, this time having thought about it in advance. And we may well recommend the shop in the meantime.
Sometimes you may see people walk away empty handed from a conversation with you. But instead of desperately pushing the sale it can be better to allow a relationship and goodwill to grow. That patience can reap its reward not only in terms of people buying when they are ready, but possibly recommending or referring you several times in the meantime.
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