the 10 best ways to make money from networking

8/13/2019 The 10 Best Ways to Make Money From Networking

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Te 10 Best ried, ested and

Proven Ways to Make Money from

Your Business Networking Efforts!

N E T W O R K I N G C H E C K L I S T # 9

www.TeRobBrown.com


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Page 2 of 21 Rob Brown 2014 www.therobbrown.com @therobbrown

How to Guarantee You Create Opportunities and Make

Money from All of Your Business Networking Events,Connections and Opportunities!

Have you ever thought that networking is a waste of time? That its just for

other people with more working the room skills or a more sellable business

proposition? Perhaps youve attended business networking events - breakfasts,

lunches, dinners, seminars, groups, clubs and association meetings - only to

nd yourself having all the wrong conversations with all the wrong people? You

can make money from your networking efforts, and Im going to show you how!

Networking Checklist #9 - The 10 Best Tried,Tested and Proven Ways to Make Money from Your

Business Networking Efforts from Rob Brown

Hi Im Rob Brown, and if youve not comeacross me before, I help experts, businessowners and employed corporate professionalsbuild, serve and profit from the most powerfulconnections and networks for more influence,more sales opportunities and more money!

A few years back I was pretty broke andstruggling to make my own networking work. Idcome out of a teaching job to one selling privatemedical insurance. Direct sales, commissiononly. You know the deal - if you dontsell, youdont eat.

Although the company gave me leads toconvert, part of my role was generating my ownbusiness.

My boss recommended business networking,and although I had no clue what I was doing,I got my new pack of business cards and wentout there pressing the flesh and shaking lots ofhands. Want to know how well I did?

In two years (thats 24 whole months!) I attended126 business events and spent 3485 onbreakfasts, lunches, dinners and networkingmemberships. I spent 284 hours just at theevents (thats not including travel to and from)and collected 987 business cards.

That all sounds pretty good if youre measuringmy efforts and my activity. Not so good if yourejust measuring my results!

Making money fromnetworking is totally doable,coachable and vital for your

business success.

ROB BROWN


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Page 3 of 21 Rob Brown 2014 www.therobbrown.com

Robs Networking Checklists #9 - The 10 Best Tried, Tested and Proven

Ways to Make Money from Your Business Networking Efforts!

In terms of business generated, I created NOTHING.

Zilch. Nada. No income whatsoever. I wasconverting a few of the leads the company weregiving me, but nothing of my own activities. Itsimply wasnt working.

See, I didnt realise it back then, but goodnetworking is not merely a case of showing up,showing people your card and expecting them tobuy. I mean, go figure! It shocked me too, after twoyears of no income from all of that networking!

Ill tell you the story sometime of the day it all

turned around for me. For now, know that I madea decision (at a point of deep shame and financialurgency) that I would become world class atnetworking.

I didnt know what world class networking actuallylooked like, but I knew there were people makingmoney from their networking efforts.

So I set about following them, talking to them, evencopying them. I got around some good mentorsand teachers. I read some good books and went onsome good seminars.

I became really good at networking, and at makingmoney from networking. In the space of 13 months,Id multiplied my income by a factor of 15!And therest is history.

By this time, people were asking me to share withthem my secrets of how Id turned things aroundand how Id make my networking a whole lot moreprofitable. And thats what Im going to share with

you in this special Networking Checklist.

So lets ensure youre the right person to bereading this special .report. Let me ask you thisquestion:

What would your life and business look like if youcould walk into a room of strangers confidentlyand know exactly what to do and say to work aroom, create opportunities and win business?

If your answer is pretty good! or somethingsimilar, then Ive got the answers you need tomake it happen.

But the fact remains that if you love networking,youre in the minority!

Despite the fact that networking is one ofthe most crucial skills you will ever acquirein business, almost all professionals strugglewith walking into a room full of strangers andcoming out with meaningful contacts.

So, if you feel uncomfortable in business orsocial situations where you have to meet peopleand kick-start relationships, you can at leastcomfort yourself and enjoy the fact that you arenot alone!

Lets turn you into confident, profitable andproductive networkers by sharing with you the10 best tried, tested and proven ways to makemoney from networking. Once you masterthese, youll never look back.

These skills, strategies and concepts will last youfor the rest of your life. Youll be able to createsomething meaningful from practically anysituation in which people come together.

Prepare to become a world class networker, for

pleasure, for profile, and most importantly, forPROFIT!

The richest people in the worldbuild networks. Everyone else

just looks for work.

ROBERT KIYOSAKI


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1. GET MOTIVATED TONETWORK

Do you really like networking? Or do you hateit with a passion? Perhaps youve had a badexperience that has put you off for life? Perhapsyouve just never been taught how to do itproperly, so it scares or worries you?

One thing is for sure. Youre never going to makeany money from networking, or indeed create anysignificant career or sales opportunities from yournetworking efforts unless youre motivated to do it.Youve got to want to be there.

Its like keeping fit. Youll never do it unlessyou have a strong reason why - a compellingmotivation. Whats making you want to network?

There are many benefits of networking. Youve gotto persuade yourself to get out there and do it ifyoure going to make it work. To do that, you haveto see whats in it for you.

Once you see what you can get from networking,youll be much more empowered and motivated to

be out there. And thats going to make the rest ofthe networking process much easier for you.

When youre motivated to do it, youll be a morecompelling, attractive, magnetic proposition.

People will want to meet you, know you,partner with you, refer you, buy from you andrecommend you. And thats the kind of stuff thatmakes you more money from your networkingefforts!

So here are my top 20 benefits of networking.

You dont need to resonate with all of them. Justpick a couple that will inspire you to get out thereand make it happen.

Robs Top 20 Benefits of Networking

Improve your self-confidence and self-1.esteem.

Source great new suppliers or advisers.2.

Make your mark in a new role or territory.3.

Enjoy the challenge, the adrenalin kick and4.thrill of winning new business!

Learn new ideas, industry tips and insider5.trends and information.

Scout the competition, see who your rivals6.are and what theyre doing.

Maintain and go deeper with your existing7.contacts, clients and colleagues.

Develop referral networks by educating8.people in exactly what youre looking for.

Meet new friends or gain a support system -9.business can be lonely!

Develop leadership skills.10.

Locate new joint venture partners or strategic11.

alliances.

Uncover new business opportunities.12.

Meet or exceed targets for bonuses,13.commissions or equity.

Keep your boss off your back!14.

Safeguard your job and make you un-firable15.in tough economic times.

Recruit your next employee, non-executive16.director, team member or supplier.

Raise your personal profile.17.


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Source mentors and gurus who can cut18.your learning curve to where you want togo.

Have fun - its good getting out of the19.office to meet new and interesting people.

Make more profits and more money!20.

So lets assume now that youre fired up to21.get out there. Now youve got to masterthe skills of networking, starting with anunderstanding of the basics.

2. MASTER THE BASICS

While most people struggle with walking into a room of strangers, the good news foryou is that networking is almost completelycoachable!

True, there will always be naturals who canwalk into any situation and leave with businessand life-long friends.

For the rest of us, our hope comes in acquiringthe knowledge, skills and strategies that allowus to meet the right people in the right place

with the right result.So lets look at some of the basics. If youregoing to make money from networking, thereare few quick fixes and magic silver bullets.

Its not a get rich quick thing. Were talkingabout complex people, relationships,emotions, motives and personalities. So youvegot to master the basics.

First, lets properly define networking. As socialnetworking is all the rage and everyone iscreating their own little space, website, videos,stories and personal profile, its crucial we stickto the business end of things.

I believe there are three definitions of businessnetworking:

1. Function-Based Networking

This real time face to face networking issimply attending social and business events tofulfil your commercial objectives.

These could be regular weekly/monthly clubsand lunches, or one-off dinners, conferencesand seminars.

It could involve cups of tea/coffee over one-to-ones or attending industry/associationmeetings. Wherever two or more people cometogether, the magic of networking happens!

2. Online Networking

This is building online relationships, presenceand credibility for personal and commercialgain. You step into the murky world of socialmedia, with channels such as LinkedIn,Facebook and Twitter. Plus hundreds of otheronline platforms to share your content andmake connections.

Gone are the days of the old boys network andexpensive gold clubs or private gentlemensclubs to make the highest level contacts. Withonline networking, if you know what youredoing, you can almost connect to anybody.

3. Process-Based Networking

Strategically building a professional and

personal network over time.

When you get the first two in place and workingfor you, youll naturally achieve the third one.You build a great network when you reach outto people, make great connections and servethem with your knowledge, expertise andtalents.

So now you are clear on exactly whatnetworking is, lets look at the currency ofnetworking - relationships.


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It took me quite a few years of coaching and trainingpeople to make more money and create more

opportunities from their networking to come upwith this Five Step Networking Success Formula:

Great Questions =

Great Conversations =

Great Relationships =

Great Opportunities =

Great Business!

Lets unpack how this Five Step Networking

Success Formula works. The table above expandson this for you. See how relationships are at thecentre of it all? And how communication underpinsall of your relationships?

When I discovered that this was how the bestnetworkers were making the most money from theirnetworking efforts, things really started to happenfor me!

Now that you understand the relationship buildingprocess that governs all of your networking, lets goback to those definitions of networking.

1. Function based networking (face to face)

2. Online networking (including social media)

3. Process-Based Networking (building a network

over time)

Both real-time face to face and online networkinggive you terrific channels to develop that long-termstrategic network that will sustain you over theyears.

They will bring you the business, resourcesand partners you need and help you cultivate

the reputation you want.

Out of those two channels, you should focuson the real time, face to face, function-basednetworking. Almost anyone can be goodonline. With the tools of technology availabletoday, its pretty straightforward to master.

Its the face to face stuff that freaks people outthe most. Indeed, a recent US survey askedpeople what they fear the most in life, andboth networking and public speaking came

before death!

Yet youre never going to be able to escapemeeting people, shaking hands, introducingyourself face to face and making a great firstimpression.

Whether youre out socially having a fewdrinks or at a business meeting or networkinggathering, the face to face stuff is crucial. Itpays to master these basics if youre going tomake any money from networking.


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The following Networking Checklistsarejust some of the resources that will give youpractically everything you need to master

the face to face stuff like making an impactwhen you meet people, working a room,delivering a killer elevator pitch and handlingthe networking dialogue by going through theconversational gears.

#10 Great First Impressions

#14 Working a Room

#17 Brilliant Elevator Pitches

#22 Killer Networking Questions

Stay connected to me and Ill be sharing themwith you over coming months.

Alternatively, ask me about some one to onenetworking coaching or get yourself along toone of my one day FEARLESS UK business eventsand learn this stuff with me face to face! Thedates for forthcoming events are here...

www.fearlessbusinessevent.com

Youll find it hard to make money from anynetworking if youre simply not good at it.Master the skills of networking and watch yourbank balance grow!

3. HAVE A NETWORKINGSTRATEGY

Youve got a hang of the basics. You know howto meet and greet, work a room, shake hands,introduce yourself, connect others, go through

the networking conversational gears and swapbusiness cards.

Now the magic comes in ensuring youre in theright room with the right people. That meansdevising your networking strategy. Its no goodbeing the worlds best networker but showingup in all the wrong places talking to all thewrong people.

Or even worse, being a great networker but notdoing any networking. Get in the game!

Knowing who you want to meet and why, andwhere youre going to meet them is what makesyour networking strategy. Lets break this down.

A. Know Who You Sell To

Who are your target markets? When you knowwhat your best customer or client looks like, youcan go looking for them. The pro networkersknow their target market or niche.

You can find anybody if you know what they looklike and where they hang out! Ask yourself:

What problems or challenges do your idealprospects have?

What kind of people would benefit mostfrom what you sell?

What kind of people naturally come to you?

Who is most disposed to spend money withyou?

What targets are currently under-serviced,unloved and undiscovered that you might beable to take advantage of?

What gaps in the market can you exploitwith a different or better offering?

Think laterally about not just who these peopleare, but what kind of people can introduce you tothem. These will be good referral sources for you.


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Once youve decided who youre going after,youve got to work out how to get to them.

B. Know Where to Reach ThemYouve figured out your targets - the people andcompanies with whom you have influence towield and value to add.

Now you can think about getting to them. Thisstage of strategy fine-tunes your approach toconnecting. Do you know where they hang out.How can you get an invite to the party?

You can reach people through any of thousands

of networking groups, clubs, organisations,associations, platforms, social networks andonline directories. But you cant use them all! Sopick a lane! Or two.

Ensure your strategy plays to your strengths.If you prefer your computer to your car, thenfocus on the many online places your targetmarket could be showing up.

If you are more comfortable networking face toface, search out the many networking groups,

clubs and affiliations that will bring you into thesame room as your prospects or connectors. Youmight do both - the pros do. But do something!

Choosing the right networking group or event willmake a massive difference to your bank balance.

If youre doing F2F networking, the best resultscome from attending the appropriate networkingevents for your particular industry. This shouldinclude trade shows, conferences, and associationsdedicated to your line of business.

For example, if your target market is a corporateentity, it does not make sense to join a groupwhose primary membership consists of individualbusiness owners.

In short, look to network in places that have a highproportion of your target market and/or a highproportion of people who can introduce you toyour target market. Ill cover that more later...

So lets recap so far. Youre motivated to network,

which will make you more money because youllbe out there for the right reasons and with theright attitude.

Youve worked on your skills and got a handleon the basics which will make you more moneybecause youll be much better at networking thaneveryone else.

And youre got your networking strategy whichwill make you more money because youll behaving conversations with more of the right

people at the right time.


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Lets look at more ways to make money fromnetworking...

4. HOST YOUR OWN EVENTS

Traditionally there is not much money inrunning networking events unless you havescale and volume.

But there are many benefits to running eventsyourself. I call these SHEs which stands for selfhosted events. Here are some of the upsides ofdoing these.

The Benefits of SHEs (Self-Hosted Events)

You have full control of the guest list.1. Thatmeans you can decide who comes and goes.Its great for making you the only player intown and excluding all of your competitionfrom the party.

You get all emails and contacts details.2.When people book or register, you procurevital information. That means you can followup with relevant offers, introductions and

further events that will be of value.

You are the kingpin.3. Youre the hub,the connector and the door-opener thateveryone goes through. You have thereputation, the kudos and the power ofhaving the world come to you.

You can make money.4. With a good venue,decent numbers, low marketing costs (wordof mouth), good quality guests and visitors

and a decent, distinctive experience, you candefinitely charge enough to make a decentprofit.

Its fun.5. Whats better than deciding how,when and with who you want to network?You have the power, the access and therevenue. Now that ought to put a smile onyour face!

Theres a lot to starting, running and filling your

own successful networking clubs, groups andevents. But like a plane, once you get it offthe ground, you can create scale and repeatincome.

When you start doing regular events and havemembership set-ups, you being looking at

month on month income. Thats how to makemoney from networking.

Ill be sharing more of these secrets inthe upcoming Hosting Your Own EventsNetworking Checklist - stay connected to meand youll get your copy later this year.

And if you want some one to one coaching onsetting up and running your own networkingevent, get in touch.

Youve got a hang of the basics. Youre allskilled up! You know how to meet and greet,work a room, shake hands, introduce yourself,go through the networking gears and gainpermission to follow up.

Your richest resources will always befound in your richest relationships.

ROB BROWN


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Youll recognise them because they representsome form of pain. Pain to get things done,sorted or expanded. Pain of growth or

contraction. Pain of people, plans, projects orproblems.

Money always follows pain. For you thatmeans opportunities to create wealth fromyour networking efforts. Lets first look atrecognising those triggers or opportunities foryou to work some networking magic

A. Spotting Opportunities

These appear in networking conversations ifyoure open to them and are looking for them.Youre on the hunt for any of the following foursignals:

Plans, projects, programs, goals,1.objectives, KPIs, dreams, aspirations &ideas.These future based opportunities tellyou where people are going. All of these

represent an opportunity for you to help,serve, sell, advise and introduce. These areimportant to people. Their success dependson nailing them. People are measuredon and judged by their ability sort thesethings. If you can get them over the line,accelerate their progress, introduce themto people who can help, give them greatadvice or sell your great stuff to them, youllbe doing them a huge favour. All of whichmakes more money from your networking!

Pains, challenges, problems, worries,2.concerns, moans and whinges.Thesepast based opportunities tells you whats

going wrong. All of these represent anopportunity for you to help, serve, sell,advise and introduce. These are importantto people. Their success depends onnailing them and putting them right.People are measured on and judged bytheir ability accomplish these things. If youcan get them over the line, accelerate theirprogress, introduce them to people whocan help, give them great advice or sellyour great stuff to them, youll be doingthem a huge favour. All of which makesmore money from your networking!

Priorities3. . Whatever is urgent, people willinvest time, money and effort in to sort.Thats where you, your expertise and yournetwork might come in.

People4. . Do they need more/better staff,more customers/clients, access to the rightsuppliers, advisors and providers? People

problems are always opportunities for youto display your networking magic.

If you come across anything like this in yournetworking conversations, your alarm bellsshould be ringing favourably that youve gotan opportunity to do some good and makesomething happen.

Money in the bank!

But what happens if you dont or cant spotany opportunities? Dont worry - there is

another way!

When dealing with people, remember you arenot dealing with creatures of logic, but with

creatures of emotion, creatures bristling withprejudice and motivated by pride and vanity.

DALE CARNEGIE


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B. Creating Opportunities

If opportunities are not coming up, you mayhave to create them. Its easy to do - you justhave to ask good questions.

Ask about people plans, projects, pain andproblems. It starts with the very simple howsbusiness going? and works out from there.

When you discover whats important to them,where their pain is and how you can help them,youre in a prime position to both serve andprofit from your networking efforts.

There are thousands of killer networkingquestions, many of which I give you this othernetworking checklist: Killer Questions forNetworking.

Its got 21 of my best ever networking questionsto open people up, create opportunitiesand make you look good. Thats when yournetworking turns into money!

6. PENETRATE WITH YOURBRAND

What does this mean? It means your elevatorpitch, your personal brand, your reputation - itshould all pull in the same direction.

Your brand is your message. It comes our in yourmarketing literature, your email signatures, yourwebsites, your business cards and your elevatorpitches.

Do you know what you do and how you make adifference? Do you know what you sell and howit adds value? If you know all of that, can you putit in a few words or sentences?

If you can succinctly deliver a killer elevator pitchthen you really increase the likelihood that youll

be remembered, recommended and bought.That turns networking into money!

Lets unpack this a little for you. Youve got to sellyour products and services.

You need a pitch or opening. An elevator pitch.The pro networkers have a strong proposition.Ask yourself:

What is it about what youre selling thatmakes you special?

Why should I choose you above and beyondall of my other choices, including doingnothing?

In a crowded, predatory marketplace, yourelooking for attention. Youre looking to stand outin some small but significant way. Differentiateor lose!

Wherever you want a conversation to go, theright question will take you there.

ROB BROWN


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Are you the first, best, cheapest, latest, oldest,newest, fastest, closest, biggest, smallest orsafest?

Are you the most radical, convenient, innovative,experimental, strategic, thorough, global,positive, entrepreneurial, relationship-based,profit-centric, results-focused or customer-led?

As well as the stuff your competitors do, areyou also an author, thought leader, innovator,campaigner, speaker, coach, mentor, consultant,connector, referrer, philanthropist, problem-solver and comedian?

Youve got to have some edge. Some hook.Something to set you apart. Only needs to be

slight. Just enough.

All of this needs putting into a killer elevator

pitch as well as all of your marketing literature.

Your brand should penetrate enough to stand

out and get through.

People are busy. They get bombarded with

messages. To cut through the noise, your brand

must be three things:

CONSISTENT1. (not all over the place anddoing too much)

DISTINCT2. (a little bit different from yourcompetition so you stand out)

PASSONABLE3. (easily repeatable by others)

If you fulfil all of these 3 criteria, youve got achance to make a networking impact, whichmeans the chance to make more money fromyour networking efforts.

A useful note here. Youll need more than

one elevator pitch. Yes, your brand must beconsistent. But youll need a soundbite 7-10words that lasts 7-10 seconds.

Then youll need a 20-30 second one for thoselonger introductions. Then you might needa 1-2 minute and then a 5-10 minute one. Inshort, one for all occasions.

The longer ones will feature PROOF of what

you do - examples, statistics, mini case-studies,testimonials and stories of how you made adifference.

All you need now is to be ready for when thatwhat do you do? question comes at you. Thatmeans rehearsing, crafting and practisinguntil its natural, perfect and authentic. Thatway youll be primed and ready for any and allnetworking situations.


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My Elevator Pitch Networking Checklisthas ten great templates you can use to puttogether some great elevator pitches. Stay on

my lists and Ill get it to you soon.

Its no good being brilliant, unique or superfriendly, but not being able to articulate clearlywhat you do. If you want to be talked about,credible and buyable in your marketplace,ensure your brand and your messagepenetrates.

That way youll get on the radars of all the rightpeople, and that will create more than enoughmoney making openings from your networkingefforts.

7. FOLLOW UP

Youre probably not surprised to see the followup in this Networking Checklist on how tomake money from your networking efforts.

Not following up is the single biggest mistakeamateur networkers, business owners, salespeople and corporate professionals make when

it comes to building and leveraging powerfulnetworks.

There are really only three reasons peopledont follow up once theyve met somebody.If youre not following up consistently andsystematically, ask yourself why not. It willcome down to one or a combination of these...

Motivation.1. You dont want to. You donthave the will or the motive. You dont care

enough. It doesnt mean enough to you.You cant be bothered. You have prioritisedother things, so following up isnt asimportant.

Skill.2. You dont know how to. You dont knowwhat channel to follow up on (phone, social

media, face to face, email). You simply dontknow what to say and when.

System3. . You havent mastered the tools orthe technology to follow up. You want tobut youre overwhelmed by which systemor process. Youre not strategic. Youre notorganised. Whether its your email system,your CRM, your diary management or yourgeneral productivity, youre just not equippedto sustain a meaningful and thought out follow

up to your networking.

As a result of any/all of these, youre leavingvaluable money on the table. Can you afford to dothat?

Perhaps youre playing the numbers game.Network with enough people and one or twowill convert even if you dont follow up. Thats adangerous game!

Make the call or suffer the consequences. Youve

got to follow up or its like you never went!

So get yourself sorted with your follow up, oryoure never going to make any money from yournetworking.

Do you want to come over in the best possible way and create or uncover opportunities for potential newbusiness, or do you want to induce resistance, boredom and a blandness that fails to distinguish you from

everyone else who does what you do?

ROB BROWN


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Here are four quick and dirty tips to raise yourgame when it comes to following up. There are

more in my Networking Follow Up Checklist,but this will get you moving in the rightdirection:

Four Powerful Networking Follow Up Tips

Hit them within 72 hours.1. This is FollowUp Phase 1 - Reconnection. Rememberyouve already met, they liked you and youboth expressed a desire to keep in touch.As a general rule, aim to follow up within72 hours of meeting someone. There is a lot

to be said for a handwritten card, though ofcourse, its okay to put your business cardin there.

Suggest a meet up within 2-3 weeks.2.This is Follow Up Phase 2 - Rendezvous.Within a couple of weeks, contact themand arrange to meet for coffee or lunch.Your agenda will be to Spot or createfurther opportunities, as youve alreadylearned. Unless the timing is perfect (they

really need you, they have budget andtheyre ready to move and youre ready tosell) this is less about selling to them andmore about learning more of their businessneeds, plans and challenges. Rememberthat money follows pain! If you can help

them, great. If you can introduce them tosomeone, great. If its merely relationship

building, thats great too. The money willcome. Like a seed, it just needs nurturingand growing until its ripe to pick!

Be succinct.3. Get to the point. Nobodywants you to waste their valuable time.Whether its an email or phone call, beclear about who you are and what youwant. Let people quickly know whats init for them and why its worth it for themto spend more time with you. I remember

great sales expert Joe Maddalones quotethat everything worth saying can be saidin under 30 seconds. If it takes you longerthan that, you might lose me!

Be personal.4. Whether its the subject lineof your email, a social media connectionrequest or a follow up call, make it aboutthem. If you dont grab them in the firstfew words , what comes after that isirrelevant. Theyll have switched off. If you

really want to talk to someone take thetime to make it personal and individual.Can you make reference to somethingfrom your conversation? Remind them ofsomething they said or shared?

Theres an old saying that the fortune is in thefollow up. Nobody is going to buy from you,recommend you or spend money with youafter meeting you once.

Unless your timing is absolutely perfect.

That that would take luck. You cant build abusiness on being in the right place at theright time.

Nothing in life is worth having that doesnt lieon the other side of a risk.

COLUMBIAN PROVERB


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It explains why traditional interruptionmarketing methods such as advertising, coldcalling and direct mail often bring low returnsand often induce resistance.

It is very difficult to bring people to a buyingstate of mind from a cold start. Thats calledinterruption marketing.

You are like everyone else that buys products,services and experiences. You need somekind of emotional involvement. Thats morepermission marketing.

When people have a crisis to overcome, aproblem to solve, a challenge to conquer, adifficulty to ease or a need to meet, they couldbe in a position to buy.

If they have the corresponding resources

to fund that purchase, you are in a perfectposition to sell them what they need.

But getting to that point where you are in poleposition to satisfy that need, some kind ofrelationship is required.

Once youve got them to that point, youre inthe selling zone!

My best advice in this area is to get some greatsales training. Read some good books on

sales - there are loads. Go on a sales seminar ortraining workshop.

Some of it will be about prospecting, whichyour networking will be doing for you. Thatswhat they call lead generation. Networking

allows you to grow your contact list ofprospects and referral sources. And youve gotthat sorted, right?

But with a good sales course, most of it shouldbe pitching and closing - the skills you reallyneed to turn those business card into sales.

The other sales tip I always give my networkingaudiences and coaching clients is this. Sell it to

yourself.

Youve got to back yourself and believe yourethe man/woman/company for the job. If youdont believe in yourself, nobody else will. Beconfident in yourself and what youre offering.

Believe that you can make a difference for thegood. Thats often the edge that makes peoplebuy you instead of others that do pretty muchthe same as you.

The first sale you make is always selling you to

yourself. Ask yourself:

How do I generate any kind of impact andcreate a good first impression?

How do make myself engaging andmemorable?

Would I buy me if I was them?

And when they believe in you, buy from youand refer you, thats when the money happens!


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9. GET PAID FORNETWORKING

Could you be a professional networker? Ivemet people who are so good at networking,they become the sales arm for somebodyelse.

If youve been found yourself sellingsomebody better than they could dothemselves, youll understand what I mean.

Ive met people at business networkingevents with 2-3 different business cards

in their pocket/ They all have their nameon, but theyre representing differentcompanies. Then depending on the situationor opportunity, they bring out the mostappropriate card. This takes some doing towear multiple hats and have multiple elevatorpitches. But it can be done.

Remember your network is valuable. Ifyou can broker connections, win referralcommissions and introduce business to other

people, this is a clever and lucrative way tomake your networking pay.

The equivalent of this in the internetmarketing world is affiliate marketing, whereyou have a list, a database or a network, andyou promote other peoples products to it.

You can also put partnerships, alliances andjoint ventures (JVs) under this heading. A

simple JV is where you partner with someonewho has something complimentary butnot competitive that is of relevance to yournetwork.

Dictionaries define it as a partnership withanother business that can give you accessto new resources, markets and distributionchannels.

Equally, you might have a product or servicethat would benefit their list. So you do a JV. You

promote their product to your list and take acut (anything from 40-100%) and they promoteyour product to their list.

With paid referral commissions, you simplyintroduce potential customers or clients to anopportunity. If they buy, you get a commissionor cut.

This might be 2-6% in the case of property orreal estate deals where the ticket price is high.

And much higher commission rates (up 2025%) for lower value introductions.

With some of my professional speakingfriends here in the UK, Ive paid (and received)commissions of 15-20% for introducingspeakers to platform opportunities that wereworth 3-5K to them.

They are often happy paying 20% of thatbecause they see that they would nototherwise have got the gig. Of course, youdont have to charge or pay a commission.Sometimes you do it as a favour or for goodwill.Its up to you what the arrangement is.

Some people give you 100% of the first salebecause its worth it to them to get a new leador customer. They know that the lifetime valueof that contact will be worth a lot more.

So consider the possibility of selling for othersand making those offers to your network. Its a

great way to make your networking pay.


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Which reminds me - I have an affiliate schemewhich you can ask me about and make somemoney from your networking!

So if you feel that your network and credibilityis strong enough to do some paid networkingby whatever means, its a great way to leverageyour connections for profit.

Remember youre in business to make money,not spend money. Your network is only anasset to you if you can use it to make moneyfor you.

10. BECOME A THOUGHTLEADER

In my networking training workshops, I talkabout how a network is basically who knowsyou. This is part of your wider reputation,which also encompasses who knows you.

A particular kind of network is a community orfollowing. These are not just people that youknow (and that know you) but people who

follow you.You become their expert, their guru, theiroracle. Using a variety of online tools, websitesand products, you can sell them things.

You can make money from your networkingif you are an expert or thought leader. If youhave an opinion or perspective, you can chargepeople for that insight. Some examples are:

Blogs or Youtube channels. With suchlarge readerships or viewers that you cansell advertising or sponsorship.

Information (how to) products. Withhundreds of millions of people on socialmedia sites, you have a ready madeaudience to promote a range of productsto. Your network, followers, friend orconnections come to you as the authorityin that space.

Books, ebooks, white papers andspecial reports.This Networking

Checklist is an example of that. Althoughyoure getting this one for free, I sell theseon my website for $27.

Online courses, membership sitesand e-learning. You can packageyour knowledge and insight into manydifferent formats.

There are no limits on how you makemoney from a network if you think like this.Your network becomes a list of potentialcustomers that actually never need to seeyou. It can all be done online.

When you have a following or community,people will pay for your knowledge, insightand expertise. Thats good income from yournetworking and list-building efforts.

The internet provides you with countlessopportunities to make money from youconnections. Particularly if what youve got is

valuable or relevant to their needs.

Sure, you may be selling regular productsand services as part of your core business.But how else might you serve a slice of yournetwork or a particular niche by sharing yourunique skills and knowledge?

In serving your network, you can set yourselfup as THE expert who speaks to theirproblems, pains and goals. Thats worth

something!


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So thats 10 tried and tested ways to makemoney from networking. But heres a bonusone which I bet youve never thought of but

which might just excite you!

11. BECOME A NETWORKINGCOACH

Ive left my favourite networking moneystrategy until last. This is where you literallymake money from networking - by teachingpeople how to do it!

Are you really into networking? Do you think

you could show others how to do it?

Ive made a six figure income since 2003around helping experts, business owners andcorporate professionals build, serve and profitfrom the most powerful connections andnetworks for more sales opportunities, moreinfluence and more money!

For some people its career networking. Theyknow that 90% of jobs are never advertised,

and they want to tap into that lucrative hiddenjob market.

Or they just might want to improve theirpromotion prospects by making partner ormoving up through the corporate ranks.

That means building a network, creatingadvocates and sponsors, and getting on theradars of the right people.

For others, its about building a profile or

reputation in a community or industry asthat number one go to choice. That takes aparticular kind of networking and personalbranding.

When I wrote my bestselling book How toBuild Your Reputation, this was the audience Ihad in mind. To stand out in a crowded marketplace, you need to be a strong, committed andstrategic networker. You need to make friendsin high, influential places. And you need to

work your network.

All of those is coachable. And later this year, Ill belaunching the Networking Coaching Academy.

Ill be taking on a handful of coaches

worldwide to share my systems, my checklists,my powerpoint presentations, my trainingworkshops, my books, my articles, my blogs,my products and programs and my wholemethodologies so that you can go out there andmake six figures as a networking coach too.

It will almost be a business in a box. And guesshow youre going to promote your networkingcoaching business?

Through networking and referrals, of course!Through building and working your connections.Through doing everything youll be teachingyour clients to do.

There are so many lucrative markets and nichesout there that need help with networking. Youmight just be the perfect networking expert ina particular niche to serve them and help thembecome confident productive networkers in theirindustry.


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Page 21 of 21 Rob Brown 2014 www therobbrown com



Helping experts, business ownersand corporate professionals

build, serve and profit from themost powerful connectionsand networks for more sales

opportunities, more influenceand more money!

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C O M P E L L I N G W O R D O F M O U T H 9C O R P O R A T E E X E C U T I V E P R E S E N C E9

If that interests you, drop me a quick email [email protected] and Ill personally invite you tothe webinar launch later this year. #Exciting!

So that brings us to the end of this specialNetworking Checklist with the actually 11 best,tried, tested and proven ways to make moneyfrom your business networking efforts.

Lets recap on what weve covered. Here arethose ten best ways to make more money fromnetworking.

Get motivated to network.1. When yourreason why is strong, youll make it count!

Master the basics.2. When youre skilled up tonetwork, youll make things happen!

Have a networking strategy.3. Knowing whoto network with and where is crucial!

Run your own events.4. A brilliant way to makethe world come to you and make money atthe same time!

Create or spot more opportunities.5. When

you see more, you can help more, serve moreand sell more!

Penetrate with your brand.6. A consistent,distinct and passonable message makes for akiller elevator pitch!

Follow up.7. This is where your fortune is, sofollow up and keep in touch!

Sell better.8. Convert your opportunities toturn your business cards into sales.

Get paid for networking.9. JVs, referral feesand selling for others are great ways to earnnetworking income!

Become a thought leader.10. Your ideas andexpertise are valuable to your network!

Become a networking coach.11. Possiblythe best way to make money if you lovenetworking!

Youve mastered other things. You can masterthis. Youve got to want to be superb. With theright strategy and the right execution, you caneasily be in the top 1% of networkers in theworld. Know and then do!

Id like to help you do that. Could we worktogether to make you a pro networker?

Connect with me and well find out!!

the 10 best ways to make money from networking

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