4 Steps for Effective Online Networking

A popular misconception is that networking is about getting a job or landing a client. In reality, networking is about establishing relationships that provide you with valuable feedback and allow you to make educated decisions.

Business networking is key to gaining information, increasing your visibility in your field, and establishing personal connections that will help you move forward in your career. The rise of social media hasn’t changed the fact that successful human beings get even further ahead based on the strength of their networks.  In fact, social media gives you the power to connect with people who you would never have the opportunity to converse with in the physical world.

Let’s look at some networking best practices, along with a few ways you can use the various social media sites to engage with previously inaccessible people and get the attention of those who are too busy to return your phone calls or e-mails.

1. Look for Ways to Expand Your Networks

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In an era where the average person will have more than a dozen jobs in their career, you need to ensure that you’re looking beyond your company and immediate circle so that your networking has lifelong continuity. To that end, seek out and join professional organizations that you have a genuine interest in and attend at least one activity a month. At the same time, habitually ask your contacts if they know anyone who might be a good person for you to meet. At its core, networking should be fun. If you seek out people who care about the same things you do, you’ll enjoy networking and won’t view it as a chore.

Social media sites — especially the big ones like Facebook and LinkedIn — are a networker’s dream. LinkedIn in particular allows you to establish a professional network consisting of your connections and your connections’ connections, automatically linking you to thousands of people in your industry and related ones. It’s a painless means to create new relationships and get introduced to advantageous contacts through people you already know.

Jason Alba, the author of I’m on LinkedIn — Now What??? recommends joining relevant LinkedIn groups to expand your search visibility, and complementing a LinkedIn group with a Google or Yahoo! group. He also suggests using the Answers feature to ask a question and invite your network to respond. Questions typically range from knowledge-based issues (e.g. Does anyone know a good web-based survey tool?), to help in finding a job (e.g. Do you know of firms that employ environmental engineers in the San Francisco area?). Asking a question once a month provides an opportunity to probe your contacts in a creative way. Choose the “best answer” to bolster the reputation of the person who provided it, and thank everyone personally who participated. In turn, if someone asks a question that you can answer intelligently, do so, as this increases your visibility in the broader LinkedIn community.

Whether you’re on LinkedIn or another social network in which you engage with professionals, make it easy for potential contacts to search for you by incorporating keywords into your profile (e.g. database programmer, Linuxexpert). Also, include a link to your professional profiles as part of your e-mail signature line so people can click on them and learn more about you. Within your profiles, include the URLs of articles you’ve written, organizations you belong to, and events where you’re speaking.

2. Know What You Want, and What You Can Offer

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Many people dislike networking because they think asking a veritable stranger for help is an imposition. As it’s human nature to want to help someone, I think you’ll find that most people will be receptive, provided you approach them the right way.

Whether you’re meeting people online or offline, you should prepare for networking conversations in advance by considering what you need from the contact. Make sure your planned request is reasonable, considering you barely know the person. Using an example from my own life, asking for 30 minutes of advice on the book publishing industry works a lot better than asking me to refer you to my agent.

Rachel Solar-Tuttle and Diane Danielson, the authors of Table Talk, say that because networking is a collaboration, every time you ask for something or meet with a potential contact, you should think about how you can help her in return. Follow your contacts’ work carefully so that you can glean insights about how you might assist them. One caveat for this step and the next one: Do not try to impress contacts by promising something you might not be able to deliver, such as a client engagement or an introduction to someone you might not be able to get a hold of.

High level individuals often use LinkedIn, Facebook, Twitter, and their blogs to publicly express what they’re working on, and the business problems that are vexing them. Pay attention to the questions they’re asking and provide helpful resources and information in the form of comments or LinkedIn Answers. If they’re in the midst of launching a new product or initiative, help them spread the word. Giving freely of your own knowledge and support is the best way to launch a one-on-one relationship that will eventually pay major dividends.

3. Contact the Person Privately

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Once you’ve gotten to know the person a bit, it’s time to get more personal. Send a warm-up message to re-introduce yourself and cite recent activities of theirs that you may have followed. Try for a more intimate angle (for example, you can comment that you have a child who’s the same age, or that you also enjoy skiing and recently tried a terrific new resort in Colorado). I, for example, got the following DM on Twitter recently.

Legalbear must know that I’m a wanna-be environmentalist who adores the Caribbean.

When approaching a potential contact, be friendly, respectful and brief, and be very clear about your request. Always keep in mind that the person is doing you a favor. If you’re connecting online and he says he’s in the middle of something, ask if you can talk at another time, and be conscious of his time commitments. If your request involves a conversation and you’re located in the same geographic location, it can’t hurt to try for an in-person meeting. When you sit down with your contact, offer to pay any expenses associated with the meeting, and remember to send him a thank you note afterward.

Even if you feel like the relationship is going somewhere, you should still manage your expectations. It’s unlikely that any a brand new contact will offer anything concrete like a job offer. Remember that your goal should be to gain valuable insights or information in the short-term and a meaningful professional relationship in the long-term.

4. Follow Up Regularly

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It’s your responsibility to keep the lines of communication open. Did your contact give you any advice or suggest a course of action? If so, touch base every so often to remind her who you are and keep her apprised of your progress. Keep on top of her career moves and make sure she stays informed of yours. Invite her to get together again, and during the holiday season, send her a card with a nice note.

I get hundreds of e-mails every day, but this one from Laura Strauss stood out as an effective follow-up, because it was kind, non-intrusive, specific, and action-oriented:

Conclusion

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I hope these ideas make networking go down a little easier for you. One word of caution, though. Having these tactics in your back pocket does not give you permission to stalk important people. In fact, the more personal the level of interaction, the greater potential for abuse, so you must proceed with caution. Apply the 3/6 rule of networking, in which you contact someone no more than three times in a six week period. If the person or organization does not engage back within that time frame, then move on. There are plenty of valuable contacts who will be open to your overtures.

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What are some ways to find new customers and distributors?

I believe the old maxim “It’s better to give than receive” holds the key to our referral success. For centuries this has been sound advice for living. From the Bible’s command to “love your neighbor as yourself” to sales trainer extraordinaire Zig Zigler’s key principle that “you can have everything in life you want if you will just help enough other people get what they want”, being a giving person brings success.

What are some practical things you can do to genuinely be more of a giver?

Give Away Your Possessions

Sometimes it is appropriate to show appreciation with a gift. Sending a gift sets you apart and finding something that uniquely suites the individual helps build solid relationships. It says, “I know you and care enough to think about what you might enjoy.”

Sometimes it’s appropriate to send a gift even when the sale doesn’t close. If you appreciate the effort someone has made on your behalf, feel free to send a little something. You will keep them on your radar and prospect list. I often send flowers.

Sometimes they just mean “thanks for thinking of me.” Sometimes I give a food gift such as popcorn or as I get to know people, I offer something specific like a book they mentioned in our meetings, a type of wine or a magazine subscription. In all cases, you are building the relationships.

Give Away Your Expertise

Share your skills and experience happy in the knowledge that you are helping friends and colleagues. Others appreciate and seek out knowledgeable people who give generously of their expertise. When you have been a resource to others, people are more willing to help when you ask. I work at being a major resource and learning as much about everything that I can. I call it “collecting vital information” and it always comes in handy as I am talking to my contacts, prospects, downline and clients.

Give Away Your Time

The more you are involved in your business and community, the more people you will meet, the better you will get to know those in your organization and the faster your network will expand. There are several ways to do this. Consider the following steps for your next meeting, training event or activity where you are looking to build your client and prospect list.

1. Volunteer to be the “greeter” when people are registering. This is a great way to meet others and this simple act of hospitality helps you to connect with people later. When we simply attend meetings, we limit our ability to meet and get to know people, so I make sure to join a committee and get involved. I always build new relationships. These people will often become those whom you will rely on and who will rely on you in the future.
2. Give a speech. Organizations are always looking for programs or breakout sessions for larger meetings or conventions. Perhaps you can put together a seminar about selling your specific product or share a simple technique you’ve successfully used to close more business. Putting together a quality presentation can take a bit of time, yet after you have done your research, you will be more knowledgeable about your business and become an expert—and you will be sure to pick up some new interest in your business.
3. After you’ve done your presentation, go one step further and offer to write an article for the organization’s newsletter or magazine on the same topic. This is a key way for people to be able to remember who you are. Be sure not to make it a commercial—you are just showing a way in which you build business that could be used by other salespeople in other businesses.

Being a giver is what relationship marketing is all about. Especially in these uncertain economic times, network professionals who give, continue to plant seeds and nurture their relationships will be the ones people reach out to when they are ready—because they will stay on many people’s radar screen until the time is right for them.

By Andrea Nierenberg

Do you consider yourself to be an experienced networker? Are you a fixture at all the local networking events, yet you’re not receiving the amount of referrals you’re hoping for, if any at all? Are you struggling to manage the network you are out there creating? Are you getting tired of the time and money investment you are making into your networking, without getting a return?

If you answered yes to any of these questions, I invite you to listen in on this exclusive interview with a superstar referral marketing guru, as he reveals the little known system, that most of the top networkers are coming to find and implement to immediately explode their network and their referrals.

Click on the audio cd image to the right to listen, and if you have any questions at all, or would like to see the system in action with no obligation whatsoever, just give Todd a call at 732-674-6572.

How to Look Like Less of a Jackass at Lunch Meetings

This is a pretty simple post in what might become a series (depending on the response).

As a freelance designer I work from my home (as I’m sure many of my readers do as well, even though many aren’t designers). As I’d like to make a good impression on all of my current and potential clients, I don’t invite them into my house when we have to get together to discuss a project. It’s just unprofessional.

So I’m often meeting clients for lunch. Over the years I’ve learned a few things about lunch meetings, some I’m sure you’ve heard, others I’m sure you haven’t. Just thought I’d take a few moments to share some of my secrets on how to avoid looking like a jackass during lunch meetings.

You Can Eat – But Eat Light

I don’t agree with all of the commentary I’ve seen suggesting that when on a lunch meeting you shouldn’t eat at all. I’ve been on both sides of the table. I can tell you that if I’m a buyer, I like it when the vendor I’m working with isn’t all business. Idle chit chat is nice, but nothing says informal meeting quite like shoving a sandwich into your face.

But don’t overdo it. You don’t want to look like a jackass, after all. A couple foods to avoid would be … Read the rest of this entry

Getting The Word Out About Your Business

Long overlooked in favor of other forms of marketing, word of mouth is back in a big way, and is a sure way to kick your sales into high gear if you do it effectively.

Word of mouth has always been a source of business—in fact, at one time, it was the only way that people found out about a product or service. Long overlooked in favor of other forms of marketing, word of mouth is back in a big way, and is a sure way to kick your sales into high gear if you do it effectively.

Virtually every business owner understands the role that word of mouth plays in their growth. Very few, however, think of it as something to proactively manage to capture sales. Some people think of it in only in terms of customer service: Customers who are happy will pass your name along to others because they’re just so darn happy.

Think about it, though. Do your happy clients talk spontaneously about your company to their networks? Not likely. It’s the unhappy customers who most often do the talking. In terms of customer service, the kind of word of mouth we are most concerned about is the negative kind, not the business-building kind.

Another off-base idea that business owners have about word of mouth is that it is a natural force, something that has a bearing on the business but over which they have little control. Here are some proactive ways to increase word of mouth about your company, products and services:

Read the rest of this entry

Ten Top Tips for Successful Networking

Any business’ success or failure can largely be traced to networking. Networking will put you into contact with those that can help your business grow, from suppliers to financial backers. Yet many business owners are unsure how to tap this valuable resource. Here is a guide to making the most of your networking opportunities.

1. Research opportunities – Dedicated industry events are perhaps the best place to network, offering a chance for those in the industry to come together for the same purpose. However, some events are more relevant than others. Look for opportunities that are most likely to yield success.

2. Make the first move – It can be difficult to approach strangers, especially if you are shy. However, it is important to leave shyness behind and make that initial approach. Remember that you may have something valuable to offer the other person as well.

3. Talk to everyone – Even if someone looks like he or she will be unable to help you out, make that contact anyway. He may know someone who can offer you something or you may be able to offer her a valuable resource, creating a favor that will later be repaid. Read the rest of this entry

‘What’s In It For Me?’ Networking

I recently received an e-mail from someone who read an article I wrote about collaboration and working together. He said, “The type of networking you talk about describes the way things should work, but in the real world most people seem to have an attitude of what’s in it for me?“ He asked, “How can I prevent wasting my time and efforts on people, only to find that they have this kind of attitude?”

The short answer to his question is this—stop hanging out with the wrong kind of people and start actively seeking out the right kind of people. Trust me, I’ve been there and done that when it comes to getting stuck with the wrong people. Moving beyond that and building the kind of network that wants to help you (knowing that you also want to help them) is a journey—not a destination.

I have two suggestions to make finding the right networking partners easier. First look for some of the signs relating to people who fit the profile of good networkers. They include:

• People who ask how they can help you or what they can offer you (and mean it) before they ask anything from you. Read the rest of this entry

One of the best networking books I’ve come across is The Go Giver by Bob Burg and John David Mann and it gets our highest recommendation. This easy to read book does an excellent job of illustrating through parable, the new school approach to networking and building relationships.

Providing value first and foremost before ever expecting anything in return, be it business referrals or otherwise, is crucial in developing long-term business relationships.

Please watch the video book review below by Benjamin Bach