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INTRODUCTION
Welcome to 78 WAYS TO BECOME 'MASTERS IN NETWORKING'.
We wanted to produce a booklet that will give practical, proven
ways of improving your business and personal lives by
networking more effectively. These tools will enable you to
network with more confidence. Please do take a moment to let
me have any feedback from your actions. I love to keep
hearing about your success.
Take these ideas, practise with them until you feel comfortable,
and apply them to every area of your life. You’ll find that you’ll
attract more business, make more money and have better
relationships.
Networking is an effective, potentially lucrative way of
generating more business and is the most cost effective method
known. It is not hard when we look at the alternatives. Increase
your advertising budget. Develop an effective public relations
campaign. Pick up the phone and start cold calling or send out
direct mail. Very expensive marketing with limited results.
You might think that networking would be in the marketing plan
of every business, but this is rarely the case...
Networking can be used to harvest an abundant supply of
appropriate and high quality referrals for you, and help you
achieve a 'REFERRAL CENTRED BUSINESS'.
We can have a positive attitude, read and watch all the videos
on how to network more effectively. The only way to become a
‘Master In Networking’ is to go out there and practise. This will
build your self-confidence and will positively affect every other
area of your life. Practice does not make perfect - it makes
permanent. When we are practising, we are building a skill
which eventually becomes part of what we do.
There are no secrets to success; the route is plain to see. It’s up
to you whether you choose to take it or not. Good Luck.
So how do we become 'MASTERS IN NETWORKING'?
Here is a collection of ideas and approaches which I have tried
and tested over the years.
ABUNDANT REFERRALS - 78 WAYS TO BECOME 'MASTERS IN NETWORKING'
NET-EQUETTE
1. JOIN NETWORKING GROUPS.
Ask your accountant, Chamber Of Commerce or bank manager
if they know of any groups. They are usually the best networkers
and receive a lot of their business through referrals. Or for a list
of networking groups visit www.g-edge.co.uk/net.shtml
2. SMILE
Smile when you meet people smile and see what happens. If you
have difficulty smiling then you need to get in to the habit. Place
smiley faces on your office wall, on your computer or in your
diary. Remember practice makes it permanent. Say the word
‘Brarsh before you meet people and hold the smile. I use this
technique early in the morning to stretch my dozens of facial
muscles. Remember it’s free.
3. HAND SHAKE
Firm and trustworthy is what you are aiming for. Get a grip or you
will not gain the confidence of the other person in those crucial
first moments of a meeting.
4. EYE CONTACT
Always look the other person in the eye when shaking hands. Just
watch the next time you shake hands with somebody to see
if they look away. You will be surprised how many people do.
Eye contact exudes self confidence and builds trust.
5. REMEMBER NAMES
As Dale Carnegie said, “Remember that a person’s name is to
that person the sweetest and most important sound in any
language”. Remember the persons name by saying it over and
over again in your mind. When you meet this person again they
will be impressed that you have remembered their name. Top ten
list of how to remember names available at
www.g-edge.co.uk/down.shtml for no fee.
6. BECOME GENUINELY INTERESTED IN THE OTHER PERSON
People love to talk about themselves, so ask intelligent questions.
You will find all the information you need and build greater
relationships.Let the other person talk for 80% of the time and
you 20%.
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7. LISTEN
We have two ears and one mouth. Use them in that order and
you will become a better conversationalist who can build even
greater rapport. As Stephen Covey says “Seek first to understand
then be understood”.
8. FIRST IMPRESSIONS
Raise your personal standards by being cleaner and smarter than
you have ever been. You never get a second chance to make a
first impression. Ask a friend or colleague what they think of your
body language, tonality, rapport building, appearance and
listening skills. Assess how you look.
9. NAME BADGES
Get yourself a professionally made name badge. People want
to know who you are. Wear it high up and on your right side
as people read from left to right.
10. FRESH BREATH
Do you ever get paranoid about people smelling the garlic on
your breath? Try using Colgate Neutralise - a rinse and lozenge
system proven to last 24 hrs. I am not on commission by the way.
11. SPIT AND POLISH
Make sure you leave a lasting impression when you walk away
from someone. Polish the backs of your shoes not just the front.
12. DO NOT BURN BRIDGES
There will always be people in networking groups who you do
not get on with because we all have different value sets. As Dale
Carnegie Said ”Don’t criticise, condemn or complain”. If you talk
about others it will always come back and bite you when you least
expect it.
13. PERFECT THE 5 STEP RULE
When greeting someone;
• Introduce yourself
• Shake their hand firmly
• Smile
• Look them in the eye
• Repeat their name back so you remember it
14. PUNCTUALITY
There is nothing worse than somebody who arrives late and then
is the first to leave the event. Make sure you are not known as
a hunter.
ABUNDANT REFERRALS - 78 WAYS TO BECOME 'MASTERS IN NETWORKING'
EFFECTIVE NETWORK MEETINGS
15. FARMING NOT HUNTING
Do not be a hunter who takes as much business as you can from
a networking group. People will realise you are a taker and will
not want to know. We have to plant the seeds and wait for
relationships to grow before we can harvest business from them.
Networking is a long term commitment.
16. GIVERS GAIN.
Serve your ‘Support Network’ in as many ways as possible.
Find out how you can help people achieve their dreams and
desires. If you give me business then I will want to naturally give
you business. “I threw two pieces of bread across the lake and it
came back a ham sandwich” - Matthew Hall.
17. BE A GATEKEEPER
When a client, colleague or friend says they need a service, pass
on the relevant contact to them.
18. SELF PROMOTION
In order to stand out from the crowd we need to be unique so
people remember us. Become an unabashed, unashamed self-
promoter. If you don’t promote yourself no one else will.
19. GRAB PEOPLE’S ATTENTION
Develop your sixty-second elevator speech. “I serve ……. In their
desire to be……. which means that they……… Would you like to
me to send you a brochure?”
20. REFERRAL CARDS
Have professionally designed business cards printed with a
list of the services you provide and a photograph of yourself.
Have them bigger than normal so you stand out. We have 15
seconds to make a positive first impression.
21. BUSINESS CARD HOLDER
Always carry a cardholder with other people’s cards in to give out
to others. This way you can help others get business when you
come across a person with a need.
22. DON’T BE A CAVE DWELLER.
Get out there and meet as many people as you can.
It’s not who you know, it’s who you know, knows.
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23. FIND YOUR CENTRES OF INFLUENCE
These are people who complement your business. i.e. a painter
and decorator will have electricians, builders and plumbers as
their ‘Centres of Influence’. If you pass them business they will
naturally want to give you business. Make a list now and ask them
if they want you to give them business.
24. STAY IN TOUCH
In order to communicate with your ‘Support Network’, create
an email newsletter to e-network on your behalf. This adds and
creates value which will come back in many ways. Look at my
web site for past examples www.g-edge.co.uk/news.shtml and
look at www.nmduk.com for the technical side of things.
25. FOLLOW UP
Whats the point of meeting someone if you never get back in
touch with them? Always follow up with a telephone call after you
have met somebody to see how you might be useful to them, in
terms of information or contacts.
26. CONTACT MANAGER
Get contact manager software such as Outlook, Gold Mine or
Lotus to keep track of your ‘Support Network’.
27. READ
There are many books and audio tapes on networking. There are
at a least a dozen good ones.
Visit www.g-edge.co.uk/store.shtml
28. LIFE LONG LEARNING
Attend as many courses/seminars on your related profession.
Read trade press and join professional associations in order to
become a known expert in your field. This builds trust amongst
your ‘Support Network’ and looks good for your clients.
29. CONTRIBUTE
Once a member of networking groups and associations, you will
be mixing with the experts. Take a role within these groups to
really show commitment. You will open many doors you never
thought possible. This builds trust which is essential for referrals.
30. GET PUBLISHED
To become a true expert, write articles for trade magazines,
newspapers, other people’s newsletters or web sites. Use these
articles to send to potential clients, use on your web site/marketing
material and include in your ‘Welcome Pack’.
31. CREATE A MEMORY HOOK
Some of the biggest global brands all have strap lines that are just
ABUNDANT REFERRALS - 78 WAYS TO BECOME 'MASTERS IN NETWORKING'
as important as the brand name itself. Nike has ‘Just Do It’ and
Coke has “Can’t Beat The Real-Thing”.
32. HOST YOUR OWN NETWORK
If you cannot find a network for your profession, then set one up
on your own. Contact all your clients and ‘Centres Of Influence’
to tell them how you can help everyone get new business. Such an
activity gives a business extra value, and enables a great
reputation to be spread even further. Some solicitors gather their
clients and potential clients together to help everyone get new
business and give them value in the hope they will go tell other
people how good they are. Become a host of your own network.
33. NETWORKING IS A JOURNEY
Building relationships is a journey not a destination. Networking is
not just about gaining new business, it is about learning how
other people are doing things. Learning what your competitors
are doing. Learning what new products are out there. Meeting
new and supportive friends.
34. GAIN TESTIMONIALS
Get testimonials from your best clients and keep them with you
in a folder at all times to show people. This will build trust. Use
testimonials in all of your marketing efforts.
35. GIVE TESTIMONIALS
When out and about give people verbal testimonials in front of
other people if you have used their product or service. If you do
this make sure you add even more value to the relationship by
sending them a written one.
36. GOAL SETTING
How many people you would like to have in your ‘Support
Network’? To give yourself a challenge add a nought to this
amount, and then work out how many new people you need to
meet every week to achieve your goal.
37. SIX STEP RULE
You are only ever six people away from whom you want to meet.
The more people you know the likelier the chance you have to
getting a personal introduction. One person knows at least
100 other people. Can you see the power of networking?
38. BE A HOST
How many times have you been to a networking event and felt
really out of it? Can you imagine what people will think of you
if you make them feel welcome?
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39. EDUCATE OTHERS
Have you ever been to a network meeting and somebody on your
table stands up and says, ‘Well you know what a solicitor does’,
and sits down again? We need to educate our ‘Support Network’
on what we do, so that they can help us get business.
40. BE SPECIFIC
We are all very busy in life. Don’t say to people, ‘I am looking for
anybody who may want to use my services or buy my product’.
This is too general and will not make people think who would
want to use you. Get specific by mentioning a company or a
name you would like an introduction to. You will be surprised who
knows who.
41. IDEAL CLIENT CHECKLIST
Do you know who your ideal client is? If you don’t then people
will not be able to send business your way. Draw up your ideal
client list, and educate others about who you are looking for.
42. USE YOUR TIME
At a lot of networking events we are usually given a minute to
educate others on our product or service. Use the full time allotted
to you. If you took an advertisement out in the Yellow Pages would
you use all the space allocated to you?
43. VARIETY IS THE SPICE OF LIFE
People will become bored and switch off if you use the same
‘elevator speech’ on every occasion. Visit
www.g-edge.co.uk/down.shtml to receive a copy.
44. MAKE IT FUN
Why not take along props that will make your presentation
interesting and fun. People will remember you long after you have
done your presentation.
45. ENDORSEMENTS
People want proof that your product or service works. Take along
a testimonial which you can share with the group. Better still, take
along a client to give a ‘live’ testimonial.
46. GIVE OUT LITERATURE
If your network group doesn’t have a table for you to put your
company brochure or free gifts then ask them to do so. Be aware
that if you give out printed information in the middle of your talk,
people will start reading it, and stop listening to you.
47. HABIT
Make networking a permanent habit. Remember feeling shy is a
natural response. Keep stretching yourself out of your comfort
zone. The gold is never within your comfort zone.
ABUNDANT REFERRALS - 78 WAYS TO BECOME 'MASTERS IN NETWORKING'
48. ACKNOWLEDGE OTHERS
Reward the people who give you referrals or help you in any way
with a gift, or a hand-written thank-you. Have a stack of blank
thank-you cards in your drawer and pin up a list on your office
wall. When someone helps you, write their name on your list and
send out cards every Friday. Getting one of these on a gloomy
Monday will brighten their day. As humans we crave to be
acknowledged.
49. ADD AND CREATE MORE VALUE
Give to your ‘Support Network’ and to your client base so they will
go out and tell the world they need to be doing business with you
because you are just fantastic at what you do. This will create your
‘Positive Word Of Mouth’ marketing campaign and you will turn
everyone in to ‘Raving Fans’.
50. DO WHAT YOU KNOW
Some of these tips may be common-sense. “We all know what to
do, but we don’t do what we know”.
51. OPEN NETWORKING
Successful networking is all about building relationships in order
to gain trust. Most events have open networking before and after.
Arrive early and stay later to get the full benefit from paying
your fee.
52.GIVE TO THE GROUP
For any networking group to be successful a steady amount of
new people need to be brought in. Bring along your colleagues,
clients or friends to keep the group flowing. This will give you
credibility amongst the members and organisers of the group.
When a speaking slot becomes available it is usually given to the
proactive members who have given something to the group.
53. CHANGE SEATS
The purpose of networking is to stretch yourself out of your
comfort zone in order to meet new people and new ways of
doing things. Sit next to people that you don’t know. How
many times have you been to an association meeting and
someone says, ‘This is my place’? You can guarantee this person
will only know a handful of people and does not get the full
benefit out of membership.
54. ASK INTELLIGENT QUESTIONS
What do you usually get when you ask a rubbish question? You
get a rubbish answer. When communicating with people ask
questions that makes them think. You will be seen as an
interesting person. Use the 5 W’s; who, when, why, what, which.
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55. TOO MUCH, TOO SOON
Be very careful when you first meet people. If you jump straight in,
and force your card onto them, it can put them off. Ask for their
business card first. They will naturally ask for yours.
56. SERVE FIRST
Before asking people how they may be able to help you it is
imperative to give something first. Try using this technique ”If I
were to come across a person who needed your service how
would I know they were your ideal client?” This then opens up the
conversation and you get to find out more about the other person.
An element of trust is also established here as you are wanting
to help not just gain.
57. BODY LANGUAGE
When communicating with others we need to focus on our
body language. Stand tall, be enthusiastic and animated when
communicating. Research suggests that words make up 7% of
effective communication, tonality 38% and body language is 55%.
58. POSITIVE ATTITUDE
By having a positive outlook on life we naturally attract other
positive people. If we blame everyone and everything for our
mishaps we aren’t taking responsibility for own own actions.
Moaners and whiners usually tend to stick together and complain
about the trivial things. Don’t be sucked in to group politics.
We are there to enjoy ourselves, not to complain about things
beyond our control. Don’t become a victim.
59. MEET THE SPEAKER
Being a speaker is often a lonely and isolating profession. If you
are at an event go and praise the speaker and learn from what
advice they can give you. Collect their phone number because
you never know when you might want that person to speak for
you or your group.
60. NEGATIVE INTRODUCTIONS
What we tell ourselves will become true. Get rid of negative
language in our lives such as “try” and “hopefully” that will limit
our actions. When someone asks how you are don’t say, ‘Not
bad’. You have just used two negative words and will often make
you sound dull and boring. Use positive words such as, ‘Great
thanks’ or one I like to use is “If I feel much better than this I will
have to cancel my life insurance”. Get people laughing, and you
are on your way to building a rapport.
61. TEST NEW IDEAS
You have a great network of business people to test new products
or service ideas on. Networking isn’t just about new business it is
also about serving others with your knowledge, information
and experience.
ABUNDANT REFERRALS - 78 WAYS TO BECOME 'MASTERS IN NETWORKING'
62. PUBLIC SPEAKING
Use every opportunity going to practise your speaking skills.
If you can talk comfortably in front of a group for more than a
minute you gain an incredible amount of respect and admiration
from others. By practising your speaking you will gain lots of self
confidence which will then feed into every other area of your life.
63. SPEAK AT OTHER EVENTS
Once you become proficient at speaking, start to organise your
own material to go and speak at other events. Organisations
such as Rotary, breakfast clubs and Chambers Of Commerce
are always looking for interesting topics.
64. MAKE THE FIRST MOVE
At networking events it is easy to stay within our comfort zone and
watch other people make a move to talk to others. Stretch yourself
and go and talk to the person you want to.
65. BREAK INTO A CONVERSATION
If you want to talk to a person and are not sure how to break in
to a group of people try this. Walk over to the group and ask, ‘Do
you mind if I join you?’ You will never get a no. Once with the
group mirror the conversation. If lively, be lively. If people are
listening, just listen. Someone will then ask who you are, and if
they don’t, wait for an opportunity to introduce yourself to a
member of the group. Remember everyone is in the same
situation as you.
66. MAKE NOTES
When you receive someone’s referral card make a note on the
back with the date, venue, how you can serve this person and
what was discussed. When back in the office make notes in your
contact manager.
67. HOW TO GAIN GOOD REFERRALS
We may gain a lot of referrals from people who are not
appropriate for our needs. Sometimes we have to educate the
referral giver as to what constitutes as a good referral for us. This
way we can save them time in looking for the appropriate referral
that fits to our ideal client list. This way they can also educate you
on what specific referrals they would like to receive.
68. HOW TO ASK FOR REFERRALS
Use a system when asking for referrals. The quickest way is to ask
open ended questions. Such as, ‘Who do you know who….?’
Gently explore with the referral-giver how appropriate the contact
is for your needs. Ask for permission to brainstorm with the
referral giver to explore more fully.
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69. IN THE LOOP 76. FIND A MENTOR

Once you have been given a referral, keep the referral-giver
informed about the progress you are making. They will feel that
they have been of value to you, and will give you more referrals.
70. MONITOR REFERRALS
Keep a list of all the referrals you have been given, and how you
got them, so you can evaluate the process of how you got them.
Keep the date, the name of the referral giver and why that person
gave you the referral. This will help you determine what works
and what doesn’t.
71. ONE ON ONE MEETING
Just getting a person’s business card is not good enough. Gaining
referrals is all about getting to know the other person and how
you can serve them. Go meet this person and explore ways in
which you can help each other. Ask what their goals are and what
other networking groups they are involved in so you can spread
your wings. Have an agenda planned before you meet. Spend
the first part of the meeting dealing with your contact’s needs, and
then go onto yours.
72. TRAIN YOUR ‘SUPPORT NETWORK’ TO GIVE YOU
QUALITY REFERRALS
The best way top receive referrals is to give them. Do as you
would be done by. Put an hour a week in to your diary to find
referrals for others. This way you are indirectly training people
to give you referrals.
If you truly want to be the best at networking you have to learn
from the masters. Who do you respect as a true ‘Master In
Networking’? Speak to this person and ask them what has made
them so good at what they do. People love to help others. Once
you have asked them how they network so well, then model their
great practice. Remember style isn’t transferable so keep your own
personality.
77. BE A MENTOR
The old phrase “We teach what we want to know”.
Find somebody who has just got in to networking and help this
person overcome their fears and concerns by lending your ear.
Give people this booklet, and watch your networks grow.
78. HAVE FUN
Networking is all about having fun. Don’t get too serious
when networking. People will enjoy doing business with you if you
are having fun.
SUMMARY
Now its up to you. Use this tips booklet to achieve the
results you want from effective networking. You have to
believe that you are ‘A Master In Networking’.

73. TELL PEOPLE THE BENEFITS

People are not interested in how your product or service works. Good Luck!
Spell out what it can do for them. If you do this well they will pass Tony Gedge
the message on to others. Get other people to sell for you.
74. SEND VALUE TO YOUR ‘SUPPORT NETWORK’
After you have met every one in your ‘Support Network’ you
will have a greater understanding of how you can help them.
Send them relevant information, whether it be by word of mouth,
or gleaned from newspapers and internet articles.
75. PRACTICE
You have been given some helpful advice, resources and tools
within this tips booklet. You now know how to do it. The only
way you become great at networking is to practice. As I said in my
introduction, when we practice we are building a skill which
eventually becomes part of what we do.

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13 LUCKY TIPS TO PROMOTE YOUR FREE INFORMATION

BUSINESS WITH THIS BOOKLET
1 Send this booklet to your valued customers as a thank you for
PLEASE LET ME HAVE DETAILS OF:
doing business with you.
2 Include this booklet in the ‘Welcome Pack’ which you give to • ‘How To Create A Referral Centred Business’ workshop -
new clients. a proven system to achieve ‘Abundant Referrals’.
3 Give this booklet to all potential clients and everybody in your
• Tony Gedge conference speaking.
network to add and create value to the relationship.
4 Use this booklet in a mail shot. • Free subscription for the Abundant Referrals bi-monthly
email newsletter.
5 Organise a seminar and give to delegates.
6 Offer this booklet as an incentive for referrals and to maximise to
the response from a mail shot.
IN HOUSE AND EXTERNAL SEMINARS:
7 Use this booklet to thank your customers and contacts for passing
you referrals and information.
1 The Abundant Referrals program
8 Offer this booklet as a free gift when customers exceed agreed
orders of your service or product. 2 Masters in Networking program

9 Give this booklet out at trade shows. 3 Competing on Value program

10 Mail to clients when they pay their invoice.
11 Mail to clients and contacts for their birthday.
12 Use this booklet for staff training at your monthly sales meeting.
Name.......................................................................................................
13 Use this booklet to launch a new product or service.
Position.....................................................................................................
This booklet can be customised for your company, complete and
return the following form or call G-Edge Coaching Company on Company .................................................................................................
0845 053 1515 for more details. ................................................................................................................

Address ....................................................................................................
................................................................................................................
ABOUT THE AUTHOR
................................................................................................................
Tony Gedge is managing Director of G-Edge Coaching Company
Limited, Europe's leading provider of research, training and Postcode ...................................................................................................
consultancy of referral marketing within professional and sales
organisations. Founded in 1999, the company provides advice based Telephone number....................................................................................
on the philosophy of using referrals as part of the sales process to win
new business. The firm's own Unique Value Offering (UVO) is to Email in capitals .......................................................................................
empower organisations and individuals to implement simple, yet
powerful referral systems to attract and retain more perfect, clients.
Our client list includes, The Royal Bank Of Scotland, Skandia, NFU Simply fill in this form and return it to :
Country Mutual, Coutts and Co and National Westminster to name a
few. G-EDGE COACHING COMPANY,
PO BOX 90, LEEDS, LS13 1WN
Tony has never worked for anyone else apart from himself. He has
owned nightclubs, a record label, created the Leeds Food and Drink
Festival and named an area of Leeds called the Exchange Quarter.

He is a dynamic presenter who is a young, accomplished trainer with

a "down to earth" style that appeals to a British audience - no padded
shoulders, board breaking, piano key smiles or walking on hot coals!
✃

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