the etiquette of business networking
DESCRIPTION
Do you know how to put your best foot forward in business relationships, or are you being rude without realizing it? How do the traditional rules of etiquette work online? And how can you make more happen through your connections? We found 11 need-to-know tips to help you navigate business networking successfully, both in person and online. Plus, three of our SUCCEED: Small Business community members weigh in with their own expert advice at our virtual water cooler.TRANSCRIPT
BROUGHT TO YOU BY
THE ETIQUETTE OF BUSINESS NETWORKING
Do you know how to put your best foot forward in business rela5onships, or are you being rude without realizing it? How do the tradi5onal rules of e5que<e work online? And how can you make more happen through your connec5ons? We found 11 need-‐to-‐know 5ps to help you navigate business networking successfully, both in person and online. Plus, three of our SUCCEED: Small Business community members weigh in with their own expert advice at our virtual water cooler.
!!!!
Before you start
networking, create a
short introduction that
describes who you are,
what you offer, and how
your product or service
benefits customers.
Get to the point fast.
Create a short introduction
that describes who you are,
what you offer, and how your product or service
benefits customers.
1
Keep your right hand free for handshakes.
2
At networking events, hold your glass in your
left hand. Keep your
right hand free, warm,
and dry for handshakes.
If you aren’t interested in
what other business
professionals do, change
your approach. Practice
coming up with unusual (but
appropriate) questions. For
example, ask a commercial
real estate agent to tell you
the oddest thing a client has
ever wanted to store in
rented warehouse space.
You’ll be remembered as a
great conversationalist.
3 Practice coming up with unusual (but
appropriate) questions.
Request a card at the end of your chat.
4
Asking for a person’s
business card right off the
bat and then reading it
aloud is not a substitute
for conversation. Request
a card at the end of your
chat instead—it’s a great
note to end on.
5
Don’t turn your business card into
junk mail—wait to
hand it over until it’s
requested. Then, only
offer one card unless
they ask for extras.
Wait to hand it over until it’s requested.
6
Never cold call without
doing research about
your prospect. If you have
nothing more to offer than
a scripted conversation,
don’t call (or email).
If you have nothing more to offer
than a scripted conversation,
don’t call (or email).
Customize your LinkedIn connection requests.
Customize your
LinkedIn connection
requests with a valid
reason to connect. If
there’s nothing in it for
the other person, don’t
be surprised if he or she
ignores your request.
7
Start out by giving instead of taking.
8
When someone does
agree to connect with you on LinkedIn, send a
message to start a two-
way conversation. Include
valuable information, such
as a link to an interesting
study or article that is
relevant to his or her
industry. This way, you
start out by giving instead
of taking.
Don’t ask questions that force listeners to
respond by agreeing or disagreeing with you.
When you give an
elevator pitch, don’t
ask questions that
force listeners to
respond by agreeing or
disagreeing with you.
It’s awkward and puts
people on the spot.
9
10
Ask for and make a note of each
contact’s preferred
communication
method for future
reference. Don’t email
people who would
rather get a phone call.
Don’t text people who
prefer email. Don’t email people who would rather get a phone call.
Remember to thank
business contacts when
they send you a lead.
Remember to thank
business contacts when
they send you a lead—
even if it doesn’t
progress to a sale.
Appreciation encourages
your network contacts to
keep sending leads your
way…and helps you
make more happen.
11
3 SUCCEED Members Share Their Networking Tips
WISDOMWATER COOLER
— Virginia Nicols, Small Business Marketing Champion
if you want results. Building a plan takes time and
effort. But it pays off because you know WHY you
are there at that particular meeting, WHOM you
need to meet, and WHAT to say to them that will
be useful and will lead to the next step.
“
“
Have a plan for your networking
The best way to make networking events successful is to just
focus on making new friends. The reality is that the person you are talking to will most likely not need your product or
service. But someone they know does.
“— Len Fry, Independent Global Marketing Entrepreneur
“
Untargeted marketing can make you so busy
with follow-up that you don't realize what's
keeping you busy doesn't actually generate
revenue. The, ‘Wow, I'm popular!’ feeling isn't
the same as the one that comes from
converting leads and satisfying customers.
Don’t overdo it with networking.— Michael LaRocca, Editor and Proofreader
“
“
Don’t get discouraged if you aren’t a “natural”
at networking. Just like any other skills, social
skills require practice.
!!!!
Sign up for a local business networking event
to test drive these tips this week.
!!!!
The richest people in the world look for and
build networks, everyone else looks for work. — Robert Kiyosaki
TAKEAWAYSLet’s Make More Happen
ADVICE:
!
!
ACTION:
!
!
““INSPIRATION:
GOT SOME OF YOUR OWN ETIQUETTE ADVICE TO ADD?
Share itwith your fellow small business professionals in
our SUCCEED LinkedIn community.