networking - empowering leaders - bowman, 2016

Glenn Muske

Rural and Agribusiness Enterprise Development Specialist

Glenn.Muske@ndsu.edu

October, 2016

Networking and MarketingEmpowering Leaders – Bowman, ND

You don’t have to know everything as long as you know the people who do.

Harvey Mackay

Effective Networking• A myth - Networking means meeting other people • See in their actions and their words• Reality - 95% of networking is a waste of time• Why – You don’t have a goal.

- You are unsure of the steps.

• It’s not a contest• Most business cards handed out or received• Most handshakes• Most trips to the snack bar

Networking Goal1. Connections

• Those who need me• Those I need• Those who can help me take the next step

2. Learning - Trends, competition, industry & customer problems

3. Tips from those who have been there4. Future5. And……

Traditional Marketing Online Marketing

PRPaid

Promotion

Distribution Channels

Customer SupportVisualMix

One-on-one & Networking

Word-of-mouth & ReviewsReputation

YOUMarketing

What Networking Looks Like

This is ineffective networking. May be your first step though. http://sethgodin.typepad.com/seths_blog/2015/02/connect-vs-connect-to.html

Getting Better

Reaching the full potential of networks. Realize though that these take time.

Networking defined:

• The informal process of linking people to each other as resources; assisting, supporting, and helping others find the resources they need

• Widely-held definition - “I know it when I see it but can’t define it, explain it, or understand why I can’t make it work”

Networking With ???• Competitors or Noncompetitive competitors• Like-minded AND non-like minded• Professional associations• Referral partners• Complimentary products/services• Same/Different geographical area

• Business contact spheres – i.e., services• Social contacts

Networking – How?• Positive attitude – Set objectives - Plan• Be sincere – Be open – Be genuine – BE YOU!!• Know what you want to say – Your elevator pitch• Not a sales pitch• Be aware of your nonverbal cues

• Be a good listener – 80% listen, 20% talk• Thank people• Offer help – Be a referral source for others• Practice, practice, practice

How to Use Networking Events• Don’t arrive late – Best opportunities

in first 30 minutes• Dress appropriately• Be the host –

Take advantage of “no host” events• Manage your time• Plan how to meet people and how to move• Set a limit on # of people you want to meet

• LISTEN - Give undivided attention – It’s about them• Work the room• Stand by the food – Everyone comes by

After the Event!!• Take notes

• Keep in contact

• Remember your promises

• Send note cards – Hand-written is nice

• Critique yourself – Learn from your mistakes

• Plan the next event

Networking ToolsYour business card

Business cards of othersName badgeOnline Profile

Website

It’s NetWORK!!!Not

Netsit

orNeteat

Online NetworkingThe “Who” and “Why” are the same.

What differs somewhat is the “HOW.”

Online: Part of “how” remains the same

• Know what you want - Set objectives – Plan - Strategize• Key is “online profile” and the “about us” section • Be a good listener – 80% listen, 20% talk• Thank people• Add value. Offer help. Be a referral source.• Lurk• Find the key players

More Online Tips•Connect•Attract – Find a niche – Can’t be all things to all people•Greater focus from getting to giving • Acknowledge, say thanks, comment on others, follow

back, share, join communities and help

Networking in Small Communities“We already know everyone and how they might help us.”

Do you???

1. Are you inclusive? How about new residents, people outside the business community (government, social agencies, religious groups, etc)?

2. Are you thinking regionally?3. How about those who serve the region but don’t live here?4. Are there some people you need to seek out and find?5. Are you having something other than surface conversations? Are you asking

questions that help?6. Are you listening?

Networking = Success

Networking has delivered more return on investment than any other tool in my business, both financially and in non-

monetary terms – Chris Garrett

Remember

Networking may not show immediate or direct results.

More “How”• Start small• Lurk - Watch, listen and learn before participating• Develop a strong profile. This is your business card, elevator

speech, and online profile• Find the key players – Don’t be afraid to “unfriend”• Learn the preferred connection methods of the key players

and community and key players• Share and contribute – Add value

Expand your network by one quality person

a day, forever!

Mark Victor Hansen

Glenn MuskeRural and Agribusiness Enterprise Development Specialist

NDSU Extension Center for Community VitalityGlenn.Muske@ndsu.edu

Questions??Resources:

http://www.ag.ndsu.edu/smallbusiness http://powerofbusiness.nethttp://www.extension.org/entrepreneurship