networking: the “how,” “when,” and...
TRANSCRIPT
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eXtensionEntrepreneurs & Their
Communitieswww.extension.org/entrepreneurship
Mary PeabodyETC Co-DirectorUniversity of [email protected]
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Housekeeping Details
• Sharing your email address• Webinar evaluation at
http://tinyurl.com/5nfjlwPlease take 5 minutes at the end of this
webinar to let us know how we did & what else you’d like to learn
• Site orientation
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Networking 101:The “how,” “when,” and
“why”
Glenn Muske, Ph. D.Micro/Home-Based Business [email protected]
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Networking
An Example
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Georges Seurat
Invitation to a Sideshow
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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
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Good Networking
Is an attitudeTakes workDoes not happen overnightNot a one-way streetHas a pay-offIs a processIs reciprocated
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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
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Also Known As
LinkingRainmaking
The “good ol’ boys”Schmoozing Connecting
“6 degrees to Kevin Bacon”
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Today
eXtensionFacebook
2nd LifeMy SpaceLinkedIn
http://www.insidecrm.com/features/50-social-sites-012808/
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Why Network
2 Reasons – To connect with:
1. Those who need me
2. People I will need
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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
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Types of Networks
Business-relatedSocialEducationContacts– Strong– Casual
Network contact spheres– i.e., business services, contractors, health
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Network with:
Competitors or Noncompetitive competitorsLike-mindedProfessional associationsReferral partners– Complimentary products/services– Same/Different geographical area
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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
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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
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Networking Tools
Your business cardBusiness cards of othersName badgeBrochuresNotes – On back of cardsMemory hooks– Help others remember you– Use them to remember others
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Don’t forget to
ASK!!
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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
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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
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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
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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
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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
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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….
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It’s NetWORK!!!Not
Netsit
orNeteat
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Upcoming Events• Wednesday, December 10
– Next Level eMarketingTim O'Brien, Information Technology Business Consultant with Nebraska
Department of Economic Development.
• Wednesday, January 14– The Real Story on E-Commerce
The Fruit Company founders share lessons learned in using Web 2.0 technology in a business setting.
• Wednesday, February 11– Maximizing Your Pay-Per-Click Campaign