People often tell me that local business networking meetings are just for people who want to win business from small local companies. Many people, however, are winning significant contracts selling to large companies as a result of attending local networking meetings.

I recently interviewed Charlie Lawson, UK National Director of BNI and expert in word-of-mouth marketing, to find out how it’s done. In this recording of edited hightlights of the interview, Charlie shares his insights and experience into the key mistakes people make when networking for contacts into large companies and his 5 top tips for using networking to sell to large companies.

Small differences in our approach can achieve big differences in results. I got a massive boost in my referrals into large companies.