Gregg Burkhalter– Digital Marketing Consultant

The Art Of Business Networking In A Digital World

What Is Networking?: the exchange of information or services among individuals, groups, or institutions; specifically: the cultivation of productive relationships for employment or business

What Is A Network?

: a group of people or organizations that are closely connected and that work with each other

Why Should I Network?• Most business is done these days as the result of

relationships.• It helps keep your brand “out there” and perceived as active

and viable.• It gives you the opportunity to help other businesses, who in

return, help you.• You improve your people and communication skills which will

help you as you deal with your customers.• What might happen to your business if you don’t network?

Where Should I Network?• FORMAL: There are networking groups who meet on a weekly

or monthly basis. These groups are either “closed” or “open” networking. Annual and monthly fees may be required.

• INFORMAL: You can also make valuable networking contacts at civic, church, school and community events. Everyone you come in contact with is potentially a networking opportunity. As a general rule, people enjoy talking about themselves so your genuine interest in them and their story tends to relax them (removes barriers) and leads to a nice conversation where a solid network connection is made.

Formal Networking

Informal Networking

Which Events Are Best For Me?• Each networking event has its own personality. The more

“structured” events are usually held just before the work day begins or during work hours. At these events, you are given the opportunity to do your 60 second elevator speech.

• The more “casual” networking events are usually held after work (and are often referred to as “Business After Hours”). These events feel more like a reception than a meeting. You will not be able to do your elevator speech to this group but will be giving brief snippets of it to every single contact you make at the event as you build the networking relationship.

Networking Meeting

Business After Hours

Networking Attire and Etiquette• You should be dressed neatly in professional attire appropriate

for your particular business or industry. • Wear a name badge. It should be pinned on your right chest.• Bring plenty of business cards. Your card should be

professionally printed (no Vista Prints) and contain your CORRECT contact information along with your company’s website address. It should represent your company well.

• Plan to arrive a few minutes early for the event and remain several minutes afterwards to allow ample time to make connections and building relationships.

You’re Here… Now What?• Browse the room to see if there are any familiar faces. The

people you know can provide background information on this particular networking group and can introduce you to some of their contacts in the room whom they feel you should meet.

• Approach people with the attitude of learning more about their company to see if you or your network can help them. Ask open ended questions (not yes/no) and listen to them intently (don’t fake interest).

• Then tell them about yourself, exchange cards and excuse yourself to continue working the room. Talk to as many people as you can without being ‘short’. (Maybe 10 per hour).

The Event’s Over… Now What?• When you get home from the networking event, you should

review the business cards you received (while all the conversations you had are still fresh in your mind).

• You should decide how you’re going to follow up with your new contacts. Will you send them a request to connect on LinkedIn? Will you drop them an email to say thanks and set up a one-to-one meeting to learn more about their business or is a phone call in order. (You should have a sense which is best for each particular person based on the interaction and conversation you had with the individual).

Why Connect On Social Media?• Let your business network know that you have a new

connection. (Meeting one well-networked person can expose you and your brand to thousands in the business community.)

• Relationships are about helping others first so let your new acquaintances have access to your network of professionals by adding them to your social network connections.

• You should stay up to date on your contacts by viewing their latest activity on your social media’s news feed.

• Promote your new contacts by “liking” or “commenting” on their postings. This shows your desire to help their business.

One-On-One Meeting

Nurturing Your Network• You’ve connected, had a one-on-one (or spoken on the phone)

and determined there is really nothing either can do for the other right now. The end, right? NO! You should retain and maintain this relationship by reaching out periodically and staying interactive with their social media postings.

• Your network continues to grow as does theirs so there might be opportunities in the future for the relationship to expand.

• Continue to make new relationships with the same zeal as your first connections. Your next new connection might be the one that sends your business to the stratosphere!

The Future Of Networking• “Facial Networking” will continue its merge with “Social

Networking”.• Quality networking in the digital age must include actively

promoting your networking contacts via your (and your connections) social media channels.

• Likewise, your networking connections should open up their social media pipeline to promote you and your business.

• The numbers are in your favor when you have a healthy mix of traditional and social media networking in action.

Planning Your Networking Month• www.joelslist.com• www.gwinnettnetwork.com

Do you have any questions, tips or suggestions?

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