f traffic. If you want to get run down by Grand Prix cars you have to stand on a Grand Prix track. If you want to be run down by Harleys, you need to stand outside one of those road side eateries where the Hells Angels congregate.

If you want to meet a specific type of client you have to stand in places where those people g

There simply is no point in using business networking to build your business unless it wins you good clients.

I have been to some of these networking breakfasts. I met some really pleasant people there, but I never met a single person who introduced me to anyone who ran, or knew someone in a position of influence in, the sort of business that I believed would make a good client.

And that’s the next important point – you need to be clear about the type of organization you want as your clients. Perhaps that’s why those breakfast meetings didn’t work for me. I knew exactly who I wanted to meet. They had to be substantial companies capable of paying good fees for my services.

If you look at my client list in the resource box at the foot of this article you will see that I have been successful in winning business from good blue-chip clients. The fact that I focussed on those sorts of companies has been, I believe, a major factor in my success.

I did a course some years ago with a company in California. The course leader kept using a phrase that has stuck in my mind ever since – “go stand in the traffic.” If you’re going to win business you’ve got to be where the business is.

The critical point that is missing in the “go stand in the traffic” mantra is it has to be the right sort of traffic. If you want to get run down by Grand Prix cars you have to stand on a Grand Prix track. If you want to be run down by Harleys, you need to stand outside one of those road side eateries where the Hells Angels congregate.

If you want to meet a specific type of client you have to stand in places where those people go

rt of business that I believed would make a good client.

And that’s the next important point – you need to be clear about the type of organization you want as your clients. Perhaps that’s why those breakfast meetings didn’t work for me. I knew exactly who I wanted to meet. They had to be substantial companies capable of paying good fees for my services.

If you look at my client list in the resource box at the foot of this article you will see that I have been successful in winning business from good blue-chip clients. The fact that I focussed on those sorts of companies has been, I believe, a major factor in my success.

I did a course some years ago with a company in California. The course leader kept using a phrase that has stuck in my mind ever since – “go stand in the traffic.” If you’re going to win business you’ve got to be where the business is.

The critical point that is missing in the “go stand in the traffic” mantra is it has to be the right sort of traffic. If you want to get run down by Grand Prix cars you have to stand on a Grand Prix track. If you want to be run down by Harleys, you need to stand outside one of those road side eateries where the Hells Angels congregate.

If you want to meet a specific type of client you have to stand in places where those people g

ng good fees for my services.

If you look at my client list in the resource box at the foot of this article you will see that I have been successful in winning business from good blue-chip clients. The fact that I focussed on those sorts of companies has been, I believe, a major factor in my success.

I did a course some years ago with a company in California. The course leader kept using a phrase that has stuck in my mind ever since – “go stand in the traffic.” If you’re going to win business you’ve got to be where the business is.

The critical point that is missing in the “go stand in the traffic” mantra is it has to be the right sort of traffic. If you want to get run down by Grand Prix cars you have to stand on a Grand Prix track. If you want to be run down by Harleys, you need to stand outside one of those road side eateries where the Hells Angels congregate.

If you want to meet a specific type of client you have to stand in places where those people g

me years ago with a company in California. The course leader kept using a phrase that has stuck in my mind ever since – “go stand in the traffic.” If you’re going to win business you’ve got to be where the business is.

The critical point that is missing in the “go stand in the traffic” mantra is it has to be the right sort of traffic. If you want to get run down by Grand Prix cars you have to stand on a Grand Prix track. If you want to be run down by Harleys, you need to stand outside one of those road side eateries where the Hells Angels congregate.

If you want to meet a specific type of client you have to stand in places where those people g

f traffic. If you want to get run down by Grand Prix cars you have to stand on a Grand Prix track. If you want to be run down by Harleys, you need to stand outside one of those road side eateries where the Hells Angels congregate.

If you want to meet a specific type of client you have to stand in places where those people go. I never found any of the sort of people I wanted to meet at any breakfast meeting.

Now before you all leap to the defence of your breakfast group, let me make it clear that I have nothing against them. It’s just that I don’t think they work for me. And I don’t believe they represent good value for people who are trying to build serious businesses in the Business to Business fields.

In my opinion there is an effective way and many less effective ways to use business networking to win good clients in the Business to Business arena. These days I don’t need any more clients so I am sharing my secrets with others. I have made a movie about how I use networking that I have posted on my web site for all to see. Take a look, I am certain in my mind that it will help you win the good clients on which you can build a successful and profitable business.