Business Networking for the Non-Networker 052510

Sigma FreePresents…

Provided by Sigma College of Small Business, Inc.

Business Networkingfor the Non‐Networker

Tuesday, May 25th

Haymarket, VA

Copyright 2010 Sigma College of Small Business, Inc.

Measure Your Networking Prowess

• Networking Master– LOVEs the challenge of the big room!– Rest better when everyone knows everyone

• Networking Professional– Network because it’s good for business– Can work a room if necessary– Satisfaction in giving GREAT referrals

• Non‐Networker– Sees the value in networking– Big rooms are extremely intimidating

• they typically “Latch On”– But, they do like meeting new people

• Hermit – Not sure I can help!

2Business Networking for the Non‐Networker

Copyright 2010 Sigma College of Small Business, Inc.3

Introductions

Keynote TopicBusiness Networking for the Non‐Networker

Keynote ConclusionBusiness Networking for the Non‐Networker

Break – Refreshments and Networking

Ask Questions Any Time

Agenda

Business Networking for the Non‐Networker


Business Networking‐ for Non‐Networkers

• This Class is NOT……..– A Psychology Class

• Not trying to change you– A Motivational Class

• No Rah‐Rah to get out thereand meet people

– Quick Tricks and Tips Class• There is no“Networking Get‐Rich‐Quick” Scheme

• This Class…– Presents systematic methods for growing a quality network over time

• Regardless of your networking prowess



Some Networking Basics

• Reasons for Networking– Selling

– Learning

– Buying

• Basic Value– “Warm” introduction is better than cold call

– Build a relationship before the hard sell / buy

– Generate and qualify leads / vendors



The REAL Value• Making ONE solid connection

• Links you to MANY potential connections

6

YOU Networking Contact

You Don’t Have to Sell to Every Contact!



Networking GoalsAlign with Marketing Goals

• Match goals to product– High Volume – Low Value

– Medium Volume – Medium Value

– Low Volume – High Value

• Set realistic “Event” Goals that match YOU!

• Pick events according to your prospective customers

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Quality of Touch Point

Size of Audience

Networking

Direct Marketing

Mass Media

Higher

Netw

orkingFocus



Sigma Networking Principles

• Time and Touches Principle– A quality network takes time and multiple touch points

• Referral Principle– A new contact’s referral is more likely than their business

• Meet Small – Build Big Principle– Use small groups to meet new people and big groups to reinforce relationships

• Forced Opportunity Principle– Develop techniques where an easy action forces networking


Sigma FreePresents…

Provided by Sigma College of Small Business, Inc.

Business Networkingfor the Non‐Networker

Tuesday, May 25th

Haymarket, VA


Business will be first, relationship will

require more effort

Techniques

Use Variety of Events• Networking Environments

– Routine • Not specifically organized for networking• Volunteer work, kid’s programs, training

– Social• Organized for non‐business interests• Clubs, hobbies, service groups

– Informal• Organized for “general” networking• After hours, luncheons

– Serious• Specifically organized to generate leads• BNI, B2B Networking Group, Leadshare

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Easy to build relationships before approaching business

USE TACT!



Techniques

Meet Small – Build BigMeet in small “functional” settings – reinforce at big events

• Use small settings to introduce and meet new people– “Functional” meetings reduce the “what do I say” barrier

• Classes, committees, volunteer opportunities

• Big events– Mixers

• People you have met ‐ spend short times with them to reinforce• Look for other “non‐networkers” – they are usually in a corner

– “Sit‐down” events• Tables turn big events into smaller events

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Long term approach reduces stress of selling in first meeting



Techniques

Be in the Right Place

12

Know

Empty

Don’t KnowSomething as simple as where you sit affects your networking



Over Tim

e…

Techniques

What to Say

A new contact’s referral is more likely than their business

• Build credibility and trust through relationship– Ask and listen– Find common ground

• Make them sales people– Match your product to a tangible need– Help them see how it fits for themselves and others

• Provide the sales support– How to identify prospects– How to present your product

13

Great approach for introducing yourself

in networking groups



Techniques

Follow ‐ up

A quality network takes time and multiple touch points

• Follow‐up is a great touch point– Keep it simple – save something for the next touch– Phone call, note or email? – match to your comfort level– Think of follow‐up during initial contact

• Plan the next Touch Point– Especially for good network contacts– Could be indirect or direct

• Leverage their follow‐up



Techniques

Social NetworkingUse Online Social Tools to Leverage Your Business Network

• Friend, Follow, Fan and Subscribe– Simple piece of your follow‐up– Shows interest and helps you

• Social Networking Interaction– Read and comment on blogs– Reply, share and re‐tweet

• Join Mailing List– Keep track of your network


Networking is no longer limited to face‐to‐face


Critical Business Areas

Strategy and Planning

Marketing and Sales

Accounting and Finance

Operations and Quality

Leadership and Administration

Technology and Innovation

Sigma College of Small Business

• Upcoming SigmaFree Classes– 6/8 – What’s the Best Entity? Solve the Mystery of Legal Organization

– 6/15 – What is Your Business? The Art of an “Elevator Pitch”

• Upcoming Sigma College Course– Leveraging the Online Social Network

– Tuesday, July 13th, 10am‐2pm

16Dedicated to the Learning Needs of Small Business!

Business Networking for the Non-Networker 052510

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