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Speaker 1: The money shows small business focus.

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Speaker 2: Well, when you're going out there as an entrepreneur and

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Speaker 2: you're trying to sell your business, you're trying to sell

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Speaker 2: your product, you're trying to get it into various places,

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Speaker 2: you're trying to get people to actually do business with you,

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Speaker 2: it seems there's probably nothing better actually than doing it

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Speaker 2: face to face, not on zoom. I mean face to face.

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Speaker 2: Jeremy lang Is, a managing director of Business Partners Limited. Jeremy,

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Speaker 2: A good evening, Am I right here? I mean it's

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Speaker 2: face to face interaction. You know that the feel of

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Speaker 2: someone's hand as you shake it still really the most

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Speaker 2: effective way for a business owner to get someone a

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Speaker 2: potential client, to build that trust relationship.

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Speaker 1: Hey, good evening, Stephen, And also to your listeners, yes, yes,

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Speaker 1: indeed continue to where the wall's goin from a technology evolution,

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Speaker 1: the networking events get togethers that are still intend still

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Speaker 1: very very well attended, and it seems to be and

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Speaker 1: maybe it's just the way we are wired as human beings.

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Speaker 1: A desire to want to to act in person, shake

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Speaker 1: the warm end of someone else, greet them with a smile,

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Speaker 1: welcome them to the event, and interact with people in person.

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Speaker 2: So I mean an in person network event you know

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Speaker 2: you have it's not easy to get You have to

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Speaker 2: get a new car, you have to pay for petrol,

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Speaker 2: you have to go there. You could someone could say, oh,

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Speaker 2: you could do this on zoom. I mean, I'm just

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Speaker 2: trying to think of a zoom meeting with one hundred

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Speaker 2: people on it. How does those sort of in person environments,

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Speaker 2: I mean, what sort of opportunities do they create?

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Speaker 1: I think, firstly, if you compare whilst online is very

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Speaker 1: very convenient, it's maybe limited to one person speaking at

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Speaker 1: a time, versus going to any event where it's absolute

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Speaker 1: chaos in terms of noise in the room, lots of

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Speaker 1: multiple conversations happening at the same time, and your ability

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Speaker 1: to move between one conversation to the next is much

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Speaker 1: easier in person, where online you somewhat restricted in terms

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Speaker 1: of how many people can speak at a time, potentially

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Speaker 1: how many people you are limited to access within a

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Speaker 1: fifty minute sixty minute period. So I think the energy

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Speaker 1: that you feel in the room, you get a sense

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Speaker 1: of where the circles of influence are, where you need

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Speaker 1: to move towards or always close more closely aligned to

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Speaker 1: your objectives in attending the event. So in person for

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Speaker 1: me still offers lots of benefit. You meet people across multiple,

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Speaker 1: multiple industries, and Stephen did I say, sometimes it's the

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Speaker 1: odd conversation at the beverage table or in the bathroom

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Speaker 1: waiting to go into the bathroom. So unintentional opportunities also

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Speaker 1: presents itself from that perspective.

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Speaker 2: So I was going to bring that up. I mean,

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Speaker 2: it's the element of chance, which I think actually plays

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Speaker 2: a much bigger role in business than we want to admit.

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Speaker 2: Where you bump into a person. I mean so often

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Speaker 2: someone will say, well this happened, or I bumped into

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Speaker 2: this person, or they have the same problem, or they'd

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Speaker 2: lost their their parking card, and so I you know,

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Speaker 2: things like that. I mean that element of chance. Will

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Speaker 2: you bump into someone who actually suddenly you strike up

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Speaker 2: a conversation and two weeks later you know you're signing

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Speaker 2: a deal.

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Speaker 1: Yeah, that's happened to me on several occasions, even to

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Speaker 1: the extent of, oh this is what you do. You

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Speaker 1: should speak to that guy with the gray suit or

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Speaker 1: this woman with the blue shirt. She's looking for exactly

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Speaker 1: what you're offering. So that kind of interconnectedness within an

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Speaker 1: environment of an in person event is really strong. And

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Speaker 1: also it creates an impression right people. I think the

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Speaker 1: memory it creates is much stronger. People remember a location,

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Speaker 1: they remember remember an event, they remember the way in

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Speaker 1: which you interacted with him, gestures, posture responses, those for me,

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Speaker 1: the multi sensory encoding I think strengthens memory and experiences

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Speaker 1: like that.

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Speaker 2: So if you go to a networking event that has

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Speaker 2: has people from different industries, so if you go to

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Speaker 2: people from your industry, that's one thing different industries. Is

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Speaker 2: that better? I mean you can there'll be a very

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Speaker 2: different vibe, a very different flow of ideas.

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Speaker 1: Perhaps, yes, And I've been too many of both. Industry

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Speaker 1: specific tends to the similar narratives tend to come up,

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Speaker 1: similar challenges tend to come up, similar solutions tend to

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Speaker 1: come up. The multi industry, for one, is quite dynamic

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Speaker 1: because although we share universal challenges sometimes in business, the

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Speaker 1: way in which different industries solve them is different, and

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Speaker 1: you can actually learn from that from that, the way

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Speaker 1: in which they think, the way in which they approach

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Speaker 1: a challenge. Although the problems are universal, from HR to

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Speaker 1: access to capital and so on. So both have their

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Speaker 1: place for sure, but the multi industry for me is

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Speaker 1: where I tend to learn more. And if you look

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Speaker 1: at the reports like Freemen Who's the global leading events releases,

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Speaker 1: still more than after people attend events actually to learn,

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Speaker 1: not to buy, not to solve, but actually to learn.

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Speaker 1: They want to come back enriched, knowing more, knowing more people,

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Speaker 1: and increasing their knowledge base.

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Speaker 2: I mean, everyone talks about a digital first world, which

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Speaker 2: I can't stand the thought of it. How do you

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Speaker 2: manage your sort of online networking with actually in person

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Speaker 2: connections because you can't be everywhere at the same time,

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Speaker 2: even in the digital world.

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Speaker 1: So I think there's a place for both. On the

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Speaker 1: digital side, you have the opportunity to get reach so

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Speaker 1: you can have conversations with people on the other side

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Speaker 1: of the world, for example. I found that very useful.

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Speaker 1: Or the geographic location is quite fast, so you can't

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Speaker 1: get there locally, but you can still dial in. But

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Speaker 1: like I said earlier, it has its limitations in terms

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Speaker 1: of access to the number of people, how many can

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Speaker 1: speak every time, and so on, but they're still a

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Speaker 1: place for it. I must say, I prefer the in

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Speaker 1: person I like to interact with people human beings. It

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Speaker 1: feels a little bit artificial for me through a screen,

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Speaker 1: but it's still a place for it, and you can

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Speaker 1: always follow up with an in person conversation, so that's

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Speaker 1: always the opportunity. But I really enjoy the reach because

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Speaker 1: I've reached people in different parts of the world where

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Speaker 1: otherwise would not have.

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Speaker 2: I mean, you also need to go into these things

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Speaker 2: with a kind of right attitude. Right whatever it is

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Speaker 2: I'm going to meet people today, you have to be

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Speaker 2: quite confident. People respond well to confidence. The way you

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Speaker 2: introduce yourself. I've always just find Hi, my name is Stephen.

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Speaker 2: What's your name? And going from there you're kind of okay, yes,

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Speaker 2: I mean Stephen.

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Speaker 1: Some some are better than others, And it's just having

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Speaker 1: the courage to step up to somebody. And the nice

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Speaker 1: thing is that that person is also there to want

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Speaker 1: to meet somebody new, somebody that can add value in

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Speaker 1: their life, in their network. Maybe it's not immediate, maybe

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Speaker 1: it's in much future, but the contact is really good

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Speaker 1: to add to your to your networks. So and it's

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Speaker 1: not off the cuffs. Even You've got to prepare well,

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Speaker 1: you've got to know why am I going there? Do

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Speaker 1: I one specific contacts or one specific contacts in this field,

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Speaker 1: who are the lead speakers, what is the profile audience

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Speaker 1: that will be there. So you've got to do your

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Speaker 1: homework and then I know we don't like it, Steven,

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Speaker 1: but practice practice at home, practice and a family member,

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Speaker 1: approaching somebody for the first time, introducing yourself and maybe

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Speaker 1: a want or two lineer about what you do. But

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Speaker 1: more importantly, tend to try and listen more than you speak,

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Speaker 1: because that's what people value. They want to be able

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Speaker 1: to tell you about themselves and if you are genuinely interested,

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Speaker 1: it also enhances the experience and creates a platform for

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Speaker 1: a better relationships. So I would say sell more, but

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Speaker 1: axell less, but bold more relationships.

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Speaker 2: Jeremy Lang, thanks so much, Managing director at Business Partners Limited,