networking: the “how,” “when,” and...

eXtensionEntrepreneurs & Their

Communitieswww.extension.org/entrepreneurship

Mary PeabodyETC Co-DirectorUniversity of VermontMary.Peabody@uvm.edu

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• Site orientation

Networking 101:The “how,” “when,” and

“why”

Glenn Muske, Ph. D.Micro/Home-Based Business Specialist405-744-9931glenn.muske@okstate.edu

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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• Wednesday, January 14– The Real Story on E-Commerce

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