Effective Networking: Tips and Techniques Glenn Muske, Ph. D. Micro/Home-Based Business Specialist

Networking True or False -Networking means meeting other people People think true –Seen in their actions –But 95% of networking is a waste of time

A Networking Example

Georges Seurat Invitation to a Sideshow

Networking defined: 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” Defined - 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” SchmoozingConnecting “6 degrees to Kevin Bacon”

Why Network 2 Reasons – To connect with: 1.Those who need me 2.People I will need

Another Way to Think About It More work/sales/customers –Goal today is not making a sale Need help/Information Make 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

Network 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 Tips Positive attitude – Set objectives - Plan Be sincere Know what you want to say –Not a sales pitch Be a good listener – 80% listen, 20% talk Thank people Offer help – Be a referral source for others Practice, practice, practice

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 Give undivided attention Work the room Stand by the food – Everyone comes by

What is a networking event? Anything and everything –Working with a customer –Giving a customer his or her bill –Business conferences –On a plane –Social engagements –On a golf course –In church

Networking Tools Your business card Business cards of others Name badge Brochures Notes – On back of cards Memory hooks –Help others remember you –Use them to remember others

After the Event Notes Keep in contact –Immediate - Remember your promises –On-going – Set goals, # per day or week Send note cards – Hand-written is nice Make appointments Critique yourself – Learn from your mistakes Reward yourself Plan the next event

Good Networking Is an attitude Takes work Does not happen overnight Not a one-way street Has a pay-off Is a process Is reciprocated Does not end

Remember 1. Remember your business card and your 10-second pitch 2. You never know who might be a key contact 3. And ….

It’s Net WORK!!! Not Net sit or Neteat