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On the eighth of March in France an ordinary performing working day. What's more, the day is winter season. Spring will occur only on March 21, and for now, despite the warm rays with the sun and then the backyard garden and discipline daffodils throughout, winter season may be authorized for another two weeks of living. No obvious and festive enjoyment. Flowers and romantic presents got on the beloved with the French on Valentine's Day. There's also Mom's Day and Grandmother's Day, when presents to small children who kind these several household armies are handed to little ones and grandchildren.
According for the fresh news there exist nations around the world the place the Global Women's Day is roofed that has a passionate halo, the bulk in this article didn't hear in the slightest degree. And for a date devoted to your battle for women's legal rights, the eighth of March has prolonged been clearly known. The program of occasions, which can be condition, municipal and general public structures, will likely be notably diverse and incorporates the two scientific conversations and road actions, in addition to a cultural poster. This yr is also no exception.
For example, from the municipality with the Paris suburb of Saint-Denis debates would be held less than the title "Women and Men". Judging because of the announcement, it should be about gender equality from the historic, economic and cultural viewpoint. Additionally, two curious expositions will likely to be held from the French capital. Within the 1st a single it is possible to see posters reflecting the lengthy heritage of the feminist motion, and then the second just one is entitled "Women-Totems from the Abroad Territories" and tells regarding the previous and current working day in the inhabitants for the tropical lands.
But this cultural topic is simply not exhausted. The operation beneath the initial title "Vagina Monologues" might be offered by the Bobino Theater. The play relies for the play of Yves Ensler, written again in 1996. The theater's ?nternet site reviews which the author, referring to your taboo matter, "reveals the political and cultural dimension of women's sexuality." For more than twenty years, the engage in has been translated into forty-eight languages and place inside a hundred and forty international locations.
There are plenty of fun things to do online if you find yourself bored, but there's things it's important to deal with. Feminists contact on all doing work French females to strike on March 8 along with a need for good wages, in addition to the most active - to vary seats on this day to bicycles, that have lengthy been contemplated an emblem of women's equality. The website focused towards the action affirms that women are paid out twenty-six percent a lot less for comparable give good results than their male counterparts, which condition hasn't modified for numerous ages. You'll discover other, further disturbing figures. Such as, based on these details, much more than six hundred French a lot of women were sexually assaulted inside workplace, and thirty-nine have been victims of violence.
"The worldwide women's day could be the tale of common a lot of women who definitely have long gone down in background," the Paris mayor's office environment notes. "The roots of the vacation day back again to the age-old battle of ladies for your suitable to participate in modern society over a par with fellas."
On the event of March eight in Paris, conferences, discussions, and screenings of flicks are prepared, which can be female actresses. "Employment and work of women" - this matter was picked for this year's holiday so that you can give voice to members in functional programs .
On March eight, the Jean Moulin Museum in Paris will host a symposium dedicated to Germain Tillon, a French-Algerian researcher, an ethnographer, participant from the Resistance motion during the Next Earth War. The symposium was opened by the vice-mayor of Paris, in charge of gender equality matters. Fatima Lalem.
The Paris Association of Libraries dedicated into the global exhibition "Photography, A lot of women, Feminism", showcasing two hundred pictures on the background for the battle for women's rights.
On the exact same working day, the Women's Legal rights Safety Affiliation "Watch Dogs" announced the laureate of its annual anti-prize "Macho of the Year", that is certainly marked by men and women who are permitted themselves unflattering community statements about most women. Jean-Claude Elfasi. The winner of the calendar year was the photographer-paparazzi. In November for the past 12 months, he generated a statement while in the radio broadcasts of ladies who had been denied access to lawful proceedings for domestic violence by their husbands, calling them "rejected fools who've next to nothing additional to do". The jury on the anti-prize "Macho in the Year" this 12 months was done by the Minister for Solidarity Affairs Roslyn Bachelot.
On March eight, the French Minister of Labor, Work and Health and fitness, Xavier Bertrand said that before the summer, a decree could be issued for females.
Xavier Bertrand, talking within the celebration belonging to the Global Women's Working day to the radio station Europe 1, explained this decree also gives you for "real transparency for wages" for guys and girls. "I count on that enterprises that don't have equality in between men and women will make your mind up that it is much better to equalize their personnel than to pay a fantastic," the minister mentioned.
In France, most women receive 27% much less than adult men. Meanwhile, in response to data, much less and less gals inside of the community hold principal positions.
One-fifth: that is the amount of a lot of women amongst the top executives inside the earth. Grant Thornton. March eight from the London-based audit business Grant Thornton. Eleven thousand heads of medium-sized enterprises all over the globe. The volume of women of all ages administrators was gained by Ga, followed by Russia, followed by Hong Kong additionally, the Philippines. Near the record of India, the United Arab Emirates and Japan. The examine also notes that women occupy the highest place of work (standard supervisor or president with the supplier), from the environment especially modest - much less than two percent.
According towards the public figures, French ladies nevertheless have something to struggle for in politics. As an example, not like the neighboring Stellar Britain and Germany, French women of all ages have to date managed to go the point out and the saying "it's not truly worth luring wines" continues to be topical. Sociologists believe that if Marin Le Pen was a woman with a absolutely unique political system, it will however be really difficult for her to get a male candidate. In the other hand, such imperative buildings since the Ministry of Defense along with the Ministry of Justice in France are headed by ladies.
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“Networking – that’s not for me. Cheesy American rubbish! You can’t get business just by chatting to people, besides I’ve got better things to do with my time. Trust me; it will never catch on…”
I’ve had all these thrown at me in the past and I still probably hear one similar phrase a week dismissing networking as new age nonsense.
But let’s look at this a bit closer and see whether networking is new or American, or whether it even works.
Networking isn’t new; it is in fact one of the oldest forms of advertising and business communication in the world.
We rely heavily on adverts on TV, radio and in print now, but before these mediums of communication, how do you think people would get business?
Merchant traders, like Marco Polo, would travel the world and once they arrived in a country they would begin trading with other merchants. But in order to keep exchanging business in that location they would have relied on word of mouth referrals and networking. They would have asked the people they were trading with who they knew to see if they could trade with them as well. It’s quite a brief version of trading history, but can you think of any other method of business communication that would have helped these merchants to become successful other than through word of mouth?
Even since TV, radio and print advertising has been around, this type of marketing hasn’t always been accessible to every business and yet they have still been very successful. 25 years ago, solicitors weren’t allowed to advertise, but there were still plenty of legal practices around and they succeeded because they built their business on word of mouth referrals and networking. We could go on about all the business empires built on referral marketing but that would take another blog…
It looks like networking isn’t new or American, but, does it work? The answer is yes.
Only 1 in 7 people buy a product or service that hasn’t been recommended to them and more often than not, people prefer to be personally introduced to someone who will be able to help them solve a problem rather than searching for the right person to assist them.
When Neil Giller from Central Direct Mail wanted an introduction to the FD of a football club he didn’t ring up the club and ask for a meeting because he knew that wouldn’t work. Instead, he asked his network for an introduction and a networking colleague was able to take Neil to lunch with the FD. Networking opens doors that cold calling can’t.
You get out of networking what you put into it, but with a bit of effort, networking can help you win new clients or customers and build a better business.
So, networking isn’t new, it isn’t particularly American and it works. It has well and truly caught on and is here to stay. So, best get networking!
I was recently sitting on a train waiting to come home from an exhibition in London. In exhibition, I saw cheap trendy little girl clothes and then I had a seat but the train was starting to fill up. That dreaded feeling started in the pit of my stomach. You know the one. Who is going to sit next to me? I tried spreading my stuff out as much as possible which put a few passengers off but it would only work for so long. So I put my stuff away and got out my Kindle to use as a protective barrier and to show the unwanted passenger that I didn’t want to talk.
Then I saw him walking for the only seat left in the carriage, next to me. Then a thought popped into my head. Maybe he’s not a boring smelly lunatic. Maybe I should give him a chance to talk. The conversation was quite awkward at first but by the end of the journey we had swapped business cards and I had 3 referrals for friends of mine as he was involved in construction.
Many of the referrals I get come from casual conversations with strangers such as walking from a plane to passport control, waiting in a reception area and in a crowd at an event.
So before you make that decision to open your kindle. Give them a chance, you might get a pleasant surprise. You may get some business for yourself or someone you know.
If they are boring, you can still get your kindle out later!
I was at The Open recently with a group of people and the subject of networking came up over a beer.
I was listening and it came across as if networking was almost like a science. What to do, what not to do, how to behave, how not to behave. How do you work a room effectively? Should you network online or offline? I was then asked the question I was dreading… “Ewan, what do you think?”
I said: “Networking is simple. People make it more complicated than it needs to be”.
So here is my take on it.
1. Turn up. Business networking is about relationships. If you are not there you cannot build relationships, therefore networking will not work.
2. What do you do? Spend as little time as possible explaining what you do as most of us understand. I am not an IT type person but I understand the frustrations when it doesn’t work, and I know what a printer or bank manager does. So don’t spend time explaining what your job role entails.
3. Tell me who you work for. This instantly helps me find you referrals and introduce you to the right people at the right level.
4. Tell me who you want to work for. You need to know your own target market. If you don’t know, just ask for similar customers to the ones you already have.
If you follow these four tips above you will not go far wrong.
Most people are in a network of some kind, whether it is professional networking or more of an informal networking group. But one common miss conception in all networking groups is this. “I need to meet loads of new people and contacts”. The good news is that you don’t.
Meeting new people and contacts is good but most of us know enough people to make word of mouth marketing work.
The problem is that our contacts don’t know the right stuff. So in order to turn a contact into a referral gold mine, we need to do things well and do them consistently.
1. Educate: We need to educate our contacts about what we are looking for and why we are looking for it. We need to educate them on how to start a conversation about us. We need to educate them on who are good introducers for us. We also need to get them to do the same for us. Someone will not be a goldmine if it is one way traffic.
2. Contact: We need to contact them regularly. By phone, email, text or even by letter. But we need to have regular contact and updates on what is going on. Have you got new products, suppliers, clients or targets?
3. Praise: We need to let our contacts know how good a job they are doing for us. But we need to do it regularly. Make them feel special and they will continue. Ignore their efforts and they will stop.
4. Reward: We need to reward them. This is not the same. Take a goldmine out to lunch or pay for a ticket for an event. Take them for a game of golf or just buy them a pint but do something!
If you can do these 4 things with 5 to 10 people you will see your referrals grow dramatically.
I was working with a Solicitors’ firm some time ago and I noticed a glass fronted cabinet with some brochures in it.
I asked if I could have a look at one and the Solicitor said “of course, you can take a couple”.
I then asked a question which stumped the Solicitor: ‘if I am already here in your office why would I need a brochure?’
So how to you get your brochures and leaflets to prospects?
Most marketing literature never leaves your place of work so why bother getting them done in the first place? I know we all need them but wouldn’t they be of better use if a prospect could pick one up?
If the Solicitor’s brochure were left in an Accountants or Insurance Brokers or Estate Agents would they be more likely to be picked up by a prospect? The answer is yes.
So, have a think about who you have a good working relationship with who would agree to have your information displayed at their work place, shop or reception area.
Marketing materials will be of more use to you if prospects can pick one up than in a dark cupboard in your office!
I was working with a client recently and I came upon a recurring problem.
The client was a well-established, family run business with a large turnover and several different departments selling different products to different customers. To give them an idea of how being very specific about who your target market is, we were doing a who-would-be-your-dream-client exercise. This is simply a shout-out session on who would be a really good client that you have not already got – you might want to try it and see what comes up.
Anyway, one department said that they would really like to deal with company X. Someone in another department said that they already dealt with them. This sparked a bit of a row as the 1st department had been trying to get company X as an introduction for 2 years.
This might sound strange but it had happened at every company I have worked with. So what do we learn from this? Share information amongst your team, your network, even the people that you socialise with, as they are all part of your network.
I hear all the time – “Why didn’t you tell me they were your clients?” to which the response 100% of the time is “You never asked”.
A few years ago, if I were setting off on a journey to somewhere new or unfamiliar I would have done a few things first: look at a map, calculate how long the journey would take, choose the best route and note down a few alternative ways in case I came across road works or delays.
We now have more modern technologies like Sat Navs which allow us to simply type in the destination and they do the rest. In a matter of minutes they calculate the route, the length of time the journey will take and they can even advise of alternative routes if you hit traffic or take a wrong turn.
The point of this blog isn’t to sell the benefits of Sat Navs to you though, it’s to tell you that we can learn a lot from this technology and apply it to our networking, particularly when we are trying to connect with the right person. In order to get to the people we want, we need to design a route which tells us how to approach the person and at the same time calculate an alternative route in case we come across obstructions, for example an unhelpful receptionist.
What most people do is just hope, on the off chance, that their potential client will just happen to be in the same room as them on the same day. Imagine if you got in your car, turned off your trusty Sat Nav and just drove taking random left and right turns – how long would it take you to do a 100 mile journey? My guess is that, unless you are very lucky, you’d be lost before you know it and before you got to your destination you would have turned round and come back, thus wasting your time and getting nowhere!
Just like when driving to somewhere new, it is very important to plan when networking and not waste your time by being random. If you want an introduction to Sir Alan Sugar you need to think about the route and how you will get there.
Think about what sort of events he may be invited too and who else might be there as well. Also, what companies does he deal with and who do you know that might know him or a company that works with him? Then think of an alternative route in case you do come across some obstructions, think about what his wife does and the route you would take to get in touch with her.
To get the quality referrals that you want you need to create a route to get there. Plan it in advance and stick to and think about it as your map, sorry – Sat Nav, to networking.
There are three key questions you need to ask yourself before bagging a big referral.
Let us start with a basic networking question: what motivates you to do what you do?
Like most people you are probably working to put your children through school, to pay you’re your mortgage or to live a better lifestyle. However, clients want to know what really motivates you and why you chose this profession.
Your contacts are more likely to refer you business when they can see that you are genuinely passionate about your work. People warm to you more when you give them a bit of your back story, such as what inspired you to go into your profession. They are also more likely to remember you and therefore pass on your details which in turn, earn you lots of referrals.
You definitely need to prepare an answer for this one: why would they want to work with you?
Put yourself in your client’s shoes and look at your company from their point of view. Why should they deal with you rather than one of your competitors? How are you going to add value to their business?
Think of it like this: A friend of mine is in a famous band and a photographer I know asked for an introduction to the group. I told him “this guy gets his picture taken every day for some publication or another, why would he want you to take his picture.”
The only answer the photographer could come up with was that he was really good.
As he couldn’t give me a specific reason with evidence to back up his claims, I found it difficult to introduce him. Your networkers will feel the same if you don’t provide them with a solid reason as to why you want to do business with their contact. If you want a big referral then you need to be have an answer for yourself and an answer to give your network so that they can say it for you when they are asked.
Finally, why do you want to work with this client?
Is it because they would be a good client for you? If so, why? Would they look good on your CV? Could it lead you to other business?
You need to give a focused answer so that your network has a good idea of what you want. If you are vague then your network will also be vague and this can put your potential client off. People like to know details, so give them as much as you can and will be more likely to pass on your business card along with a great testimonial.
We have people who recommend us very seldom and some who recommend us not at all and if we are lucky we have a few people who recommend us a lot.
So what makes them different? It could be attitude it could be motivation but more likely it will be information that you have not given them and how often do you contact them.
To get someone to refer you more often you need to train them to become a Referral Partner. That is someone who goes about their normal working day looking for business for you without having to think about it.
Just imagine a group of people who did that for you every day free of charge and loved doing it for you. What would your business look like? A bit better perhaps or even fantastic.
Firstly you must teach them what type of business is really good for you. Not just OK but really good so that they can find quality opportunities for you. This means they will bring you quality referrals all the time.
Secondly you must teach them how to find introducers for you. These are people who sell complimentary products to the clients that you want. A good introducer could end up being a quality Referral Partner.
Thirdly you need to contact them more often. If you already have someone who refers a lot of business to you, how often do you contact them? It should be at least weekly or maybe even daily. I know people who pass £100K of business to each other. How often do you think they talk to each other?
Lastly, thank them, thank them and thank them again. Take them out to lunch; buy them a pint, flowers, whatever it takes make a fuss of them. If you keep doing that they will keep referring you.
Give it a try. The worst thing that could happen is you get no more business than you are getting now.
First let’s have a look at what a network is.
Dictionary definition: a supportive system of sharing information and services among individuals and groups having a common interest.
For me it is a little bit different. It’s a system of sharing information and services with people who have a common connection.
When we look at it this way we have a much bigger network than we think.
Assuming that you all went to school, your old school mates are a network,
your college mates, your ex work mates, and even the people you do activities with e.g. sports, hobbies, people you meet at church and on the school run.
Also there are social business networks like ecademy, LinkedIn, FaceBook and Twitter.
Your business network is much bigger than you think. However, will any of these people help you get more business and connections? The answer is no.
However will any of them help you if you don’t ask them?
How many people do you know but don’t know what they do for a living. For instance you’re next door neighbour or a friend at the pub.
To get better results you need to share information with these people.
What do we need to share?
1. What you do
2. Who you do it for
3. Who you want to do it for
You will be amazed at how well this works
I was working with a Construction Client and asked one director “who do you want to do work for?” He named a company which was good. Then someone else in the room, in a different division said “we have been dealing with them for 3 years”.
I wonder how often opportunities go missing because we don’t know who knows who?
Quite often the cost of your services can stop you getting referred but not in the way that you probably think. You do not need to alter your costs or become cheaper to get referred more often. You’ll rarely hear people say: “I can’t refer him or her as they are too expensive.”
It is not what you cost that stops people recommending you: it is not knowing what you cost that stops people referring you.
Most times when we buy something we know how much it will cost. Have you ever gone to buy a car without asking how much it costs, or said to a trades person “just do the job and let me know how much it is afterwards”? We will not buy most things without knowing how much but people expect to refer you with no idea of what you charge.
Here is an example:
I know a software developer who was not getting much business referred to him by his network of people. Clients referred him but people who knew him and trusted him didn’t. I said that people don’t refer you because they think you are expensive. He said that I was taking rubbish. Too prove the point I asked him how much it would cost to create a simple reminder system for an opticians. He said about £500 which I knew was about right. So we asked the first person we saw at a networking event how much they would expect a software developer to charge for this. The first person said £10,000 the second said £12,000 none of the first 5 people we asked were under £10,000. So the guy was perceived to be very expensive. If people know what you charge they are more likely to refer you and refer you to the right people.
Imagine that ’m a web designer, who won’t get out of bed for less than £5000. I’ll make sure my network knows this, and as a result, they will refer me to £5000+ clients. They will not introduce me to someone who has a budget of £250. I may get fewer introductions but I will at least get the right ones.
If I don’t know what you charge then I might embarrass myself in front of one of my best clients by putting you in front of them. If I put a £5000 contact in front of a £250 client I will look stupid and if I put a £250 contact in front of a £5000 client I will equally look stupid so I end up doing nothing.
So you can see that it is not how much you charge but people knowing how much you charge that is important.
"Word of Mouth Marketing" is it new? Just think about this for a second. How did we get business before we had print or before people could read or write. Newspapers although quite old only really started in the late 1800’s. Solicitors were only allowed to start advertising in the UK in 1984 so how did they get business before then? They Networked. They networked very well and networking is part of a “word of mouth” marketing strategy which is a fantastic way to get you the business that you want. For those of you who have not done any networking let me tell you quickly what it is all about. Networking is sharing information with people. Do you have to go to a networking event to network, no you don’t you can do it on-line, you can do it over the phone, but it works best when you get like minded people together in a room to share information.
Why do we need to do word of mouth marketing? Any kind of advertising is about gathering any customers where as word of mouth marketing is about targeting the specific companies or people that you want to meet. You have no control over who reads, see’s or hears your adverts but you have got control of who your network is looking for to help you get more business.
What we are looking for are personal recommendation or introductions to companies or perspective clients which we are going to call referrals.
The reason we want referral is they are cheap to get as we don’t have to advertise for them. They are easy to convert into a sale because we have been recommended and finally they are usually really good work for us.
Most of us in a business environment do some type of networking even if we don’t know that that is what we are doing. It might just be on Facebook.
How difficult is it to get one of your clients or friends or family to recommend you or refer you to someone else who needs your products or services. It should be very easy but it doesn’t happen.
If every client referred you just once a year your business would double every year.
So why doesn’t it happen.
Here is one reason.
Business is great?
People don’t know that you are looking for more business
When we are out and about the most frequent question business people get asked is “how is business” it happens several times every day for most of us either over the phone, face to face or even by e-mail.
“Hi John how is it going? How’s business is everything OK?
We all reply “business is great”.
If someone says business is great does that make me want to find you more business. I can tell you that when someone says business is great to me I am thinking one of three answers.
A} I am really pleased for you
B} I am very jealous
C} You don’t need any more business
I am not saying that you need to say “business is dreadful and I am thinking of burning the house down to collect the insurance money” but you need to let people know that you are looking for more work.
Whether business is great or not we don’t like other people to think at we might be struggling or need some help. So we say business is great.
I have a friend who is in the print finishing business. When I ask him “how’s business” he usually say’s something along the lines of “it’s really hard out there at the moment but introductions to a couple of good printers would make life easier”.
Business is good but I can always do more.
Business is steady but an introduction to a firm of solicitors would be great for me.
People also need to do "word of mouth marketing" along with the other companies that provide digital marketing solutions to enhance the possibility of getting quality organic clients which will buy your product and increase your sales.
So I am constantly aware that my print finisher is looking for business so I look for him. When someone says business is great I have no need to look for business for them so I don’t. If you don’t give your contacts something to look for they will not look for it. Have you ever played Hide and Seek? Have you ever played Hide and Seek when nobody hid, it doesn’t work. Getting your network to help you find business only works if they know that you want more business. You give them something to look for or they will look for nothing. If I don’t know that you want more business I will not be proactive in looking for it for you.