networking: the “how,” “when,” and...
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eXtensionEntrepreneurs & Their
Communitieswww.extension.org/entrepreneurship
Mary PeabodyETC Co-DirectorUniversity of [email protected]
Housekeeping Details
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• Site orientation
Networking 101:The “how,” “when,” and
“why”
Glenn Muske, Ph. D.Micro/Home-Based Business [email protected]
Networking
An Example
Georges Seurat
Invitation to a Sideshow
Networking
True or False-Networking is as simple as connecting
the dots
People think true– Seen in their actions– But 95% of networking is a waste of time
Good Networking
Is an attitudeTakes workDoes not happen overnightNot a one-way streetHas a pay-offIs a processIs reciprocated
Networking defined:
Can you define?– “I know it when I see it but can’t define it,
explain it, or understand why I can’t make it work”
Definition: The informal process of linking people to each other as resources; assisting, supporting, and helping others find the resources they need
Also Known As
LinkingRainmaking
The “good ol’ boys”Schmoozing Connecting
“6 degrees to Kevin Bacon”
Today
eXtensionFacebook
2nd LifeMy SpaceLinkedIn
http://www.insidecrm.com/features/50-social-sites-012808/
Why Network
2 Reasons – To connect with:
1. Those who need me
2. People I will need
Another Way to Think About ItWant more work/sales/customers– Goal today is not making a sale
Need helpInformationMake another contact Build an informal advisory board/brain-trust/think tank– Include other bus owners, assoc. members, experts,
authors, regulators, consultants, people like you– Want expertise, creativity, not “yes” people, know the
industry, can be objective
Types of Networks
Business-relatedSocialEducationContacts– Strong– Casual
Network contact spheres– i.e., business services, contractors, health
Network with:
Competitors or Noncompetitive competitorsLike-mindedProfessional associationsReferral partners– Complimentary products/services– Same/Different geographical area
Networking Tips
Positive attitude – Set objectives - PlanBe sincereKnow what you want to say– Not a sales pitch
Be a good listener – 80% listen, 20% talkThank peopleOffer help – Be a referral source for othersPractice, practice, practice
Networking EventsDon’t arrive late – Best opportunities in first 30 minutesDress appropriatelyBe the host – Take advantage of “no host” eventsManage your time– Plan how to meet people and how to move
Give undivided attentionWork the roomStand by the food – Everyone comes by
Networking Tools
Your business cardBusiness cards of othersName badgeBrochuresNotes – On back of cardsMemory hooks– Help others remember you– Use them to remember others
Don’t forget to
ASK!!
After the EventNotesFollow-up – Remember your promises– In general – Set goals, # per day or week
Send note cards – Hand-written is niceMake appointmentsCritique yourself – Learn from your mistakesReward yourselfPlan the next event
Managing the Business Cards
Collect several – one to keep and the rest to give awayKeeping order– Be consistent– Stay up-to-date
One MethodA’s – Prospective clients
- People who will refer others to you
- People who you will refer others
B’s – Possible references, not regular
contact
C’s – Everyone else
Ways to Keep in Contact
Lunch or coffeeJoin groups – Professional– Civic
Stay active – email, holiday cards, clip and send relevant articles, etc.Invite to other eventsBe regular in contactsSpread out contacts
What is a networking event?
Anything and everything might qualify– Working with a customer– Giving a customer his or her bill– Business conferences– On a plane– In a doctor’s office – even ask the Dr.– On a golf course– In church
TIPSDefine your objectives for an eventDon’t talk to people you knowListen, focus on the other personFollow-up on new contactsDevelop a 3-minute commercial– Goal – Response of “tell me more”
Give more than you hope to gain– Mentor others, look for long-term payback
Contact within 48 hoursDon’t forget current clients & contacts – 60-90 daysBuild your community profile
Remember
Networking doesn’t end – Work your key contactsNetworking is a 2-way street – Help for you and you help others
Networking is more than meeting people– It’s an attitude
Remember your business card and your 10-second pitchYou never know who might be a key contactFinally….
It’s NetWORK!!!Not
Netsit
orNeteat
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