Virtual Networking: A New Way of Connecting

Technology has opened up great opportunities for entrepreneurs, even in the area of networking and networking groups.  For example, technology can now be used for efficiently making referrals, especially with the use of a great CRM system such as AddressTwo.

However, when we think of networking meetings, we typically think in terms of meetings in our own area.  However, thanks to technology advances we can now participate in virtual networking meetings.

Virtual networking allows a group of individuals from throughout the country, or even world, to join together in a networking meeting.  For an entrepreneur that wants to expand their business outside of their physical area, this provides a great opportunity to make new contacts and discover new referral partners.

I’ve been a public speaker for many years and I remember my initial resistance to the tele-class or webinar format for delivering content.   I thought I needed to see the faces of my audience to do a good job presenting my programs.  It turns out I was wrong.  When I first heard about virtual networking, I knew it was a concept that could be effective in the same way that tele-classes or webinars work.

The virtual networking meetings that I’ve been involved with are structured much the same way as local networking meetings, without the open networking time.  There’s usually a speaker followed by an opportunity for each person to introduce themselves.  During their introduction, a slide is shown on the screen with their contact information, picture and company logo.  After the meeting, the participants can schedule one-on-one phone, Google Hangouts or Skype meetings with the others that they want to connect with further.

Right now up to nine people can participate in a video meeting using Google Hangouts; I’m sure the technology will be here soon (if it’s not already) where there can be a virtual networking meeting with a group of 20 people all participating on video.  I’m not sure if I’m ready for that – part of what I like about virtual networking is not having to get gussied up!

So how do you get started with virtual networking groups? 

Here are a couple of ways:

1.      You can approach a national or regional group that you are already a member of and see if they might be open to adding a virtual networking meeting to their schedule.  That’s what I did with the Powerful You! Women’s Network virtual meeting that I now facilitate.  PS - that’s the risk of having an idea – you may have to back it up with involvement!

2.     You can start a virtual networking group on Linked In, Facebook or Google+ and invite people to participate.   It will be up to you to decide if you want to charge for the meetings or not.  I’ve seen some that are charging $10/meeting to offset the cost of preparing the slides and the conference calling system.

Technology has opened new ways for entrepreneurs to connect with others to grow their business; I encourage you to consider virtual networking as another viable source of networking.

About Pat Altvater:

Pat Altvater is a speaker, consultant and author of Choose Success - Ignite the Power Within and the creator of BizConnect TV.  In her books and products, she describes her system for taking charge and creating outcomes desired called the Conscious Transformation Process™. 

As an entrepreneur, she opened 10 franchised women's only fitness facilities and took them to profitability within the first year.  Currently, as a sales and marketing consultant, she helps entrepreneurs showcase their expertise and extend their influence through the BizConnect TV show host opportunity. 

Networking Can Take Place Anywhere

Back when I first started my business, or really it was when I was a sales representative for a chemical company, I spent much of my time attending business networking events, such as Rainmakers. Even though I still use part of my business development time going to these events, I have expanded my networking to include many more arenas than what we would typically think of as business networking.

Awhile back, I volunteered to work at my daughter’s school for a Family Fun Day event. I was in charge of the popcorn, which meant I spent about four hours just popping popcorn and putting them into bags for the event later on that day. During my shift, a lady joined me in my popcorn adventure and we started chatting. To make a long story short, I had just found a writer – someone who had won awards for her writing – and she was looking for some freelance work! Bingo!! I had been putting my feelers out there to bring another writer on board as my business was growing, and who would have thought I would find such a gem while popping popcorn at my daughter’s school.

The point is business networking really can take place anywhere – and even though I absolutely love the official business networking opportunities, don’t forget the little league games, community events, fundraisers, and school family fun days to find a new prospect, a strategic partner, or in my case, an absolutely gem of a writer to help me offer more writing opportunities to my clients and grow my business! Yes!

This is a guest post by Serina Kelly with Relevate, a relationship marketing company. Check out some of her other blogs or like Relevate on Facebook.

Traditional Networking versus NetWeaving Online Group Networking

The Webster dictionary defines networking as “the exchange of information or services among individuals, groups, or institutions; specifically : the cultivation of productive relationships for employment or business. “

I would agree that any networking activity should be PRODUCTIVE but also PROFITABLE too. In business, all your networking events and relationships should have a direct impact on the bottom-line. If not, why do it?
Do you like networking? However, what is your actual return on investment (ROI) on your networking activities?
If you are a solopreneur or an entrepreneur, it's vitally important to watch the every dollar that you spend because it has a direct impact on your profitability.
Do you ever notice that at some of your networking events, you might not find as many decision-makers that you would like to see? Where are the decision-makers? You will probably discover lots of company employees, new companies, start-ups, part-time entrepreneurs and people thinking about starting a business. And, I find there are lots of sales people too. But, where are the decision-makers? If you want a sale, you must ask a decision-maker to do business with you. You must convince them to buy your product and service.
I used to love networking. I was excited to meet new people and all the potential sales deals that I was GOING to close. Right?

Most traditional networking is so unstructured. Most times, you are not even sure who will attend these events. Will you specific target market be there? Who will you connect with? Who will be interested in your product or service? How many centers of influences can you develop?
How do you connect with the people? What do you learn about these attendees, besides your name, company and a little about what they do​? Do you really connect with them on a deeper level? What is their passion? Why did they start their own business? What's their favorite hobby? What is a little known fact that most people don't know about you? You never learn these interesting nuggets of information because, you are trying to sell them on your product or service. Or you're asking them who they know that will buy something from you. At most networking events, I find that most people are focused on themselves.

I believe that there is an alternative approach to networking. There is a better way. I call it “Online Group Networking”.. I have always been a connector. I love connecting people and helping people do deals together. If you truly embrace the web and comfortable with the Internet, why not use the web and technology to do networking too? Today, most people have affordable high speed Internet, powerful desk top, laptop or notebook computers and web cams too. With today's technology, why not try it?

Frankly, let's be honest. The traditional sales and marketing methods, strategies, tactics, ideas are costly, efficient and no longer effective. It is harder to reach decision-makers today. We have to discover new ways to attract, connect, engage them and create a truly unique experience. It is important that entrepreneurs and business owners get smarter with their time, money, assets and resources. It might be wise to find a better way to network besides attending a networking event and hoping to find good prospects.

I incorporated the web and technology into my own networking activities. Today, I do the majority on my networking ONLINE by conducting sessions on Wednesday at 11am EST and Thursday mornings at 8am EST where we have five to ten people on the call. We also do ONLINE connections with 3 or 4 way online calls to introduce clients and strategic partners to other business opportunities. We call it “eWeb2Connect”.

It is amazing what you can do from with the Internet these days. In 2010, we made over 1,060 connections and last year, we did 1,470 connections. We have achieved at least 4,000 networking connections since 2006. These networking connections were all accomplished by embracing the power of the web! It is structured group networking. We connect and do deals – all ONLINE less than 60 minutes. I know one company that generated at least $8,000 gross sales from her connections on eWeb2Connect. And, there are other benefits too: savings on networking memberships and event fees, gasoline, transit time to these events and wear and tear of our personal and corporate vehicles. Yes, ONLINE networking works!

This is one of my passions and I love making connections too! 

It is my version of social media. We are coming together connecting and socializing by using the web. During these sessions, we are not trying to sell to each other, but, learning, teaching, sharing and supporting one another. eWeb2Connect is focused on entrepreneurship and it is educational and inspirational too. It is a great opportunity to connect with other entrepreneurs and business owners from different industries who are experts in their professions. Although we are experts in what we do, we all have specific issues and challenges and we are looking for solutions. Lastly, eWeb2Connect can be a lead source too. Most participants discover great referral opportunities also. This forum creates an atmosphere that encourages eWeb2Connect participants support each other in their businesses.

Actually, eWeb2Connect is really not networking. We call it “NetWeaving”.

In fact, we are conducting “NetWeaving” sessions and not networking sessions. Have you ever heard of the term NetWeaving? The netweaving philosophy created by Master NetWeaver Bob Littell (www.netweaving.com). NetWeaving is 180 degrees different from traditional networking. Back in the 1996, I attended one of Bob speeches and was very impressed. With NetWeaving, people are encouraged to share and not sell. I thought that it was a terrific idea that I was doing actually doing during the networking session that I attended. Bob defined and start promoting it to the world. This master NetWeaver has sold two books about the concept and has been successful raising money for charity. I just apply the NetWeaving concept to the web! Instead of networking face-to-face, we do it ONLINE.

Additionally, we turn it into new media – because we broadcast live over the Internet using the BlogTalk Radio platform. People can join and listen to eWeb2Connect ONLINE by utilizing their personal computers. And, that networking session is turned into a podcast too. So, if anybody misses the session, they can listen to it later. Also, invited participants can share the link or download it in a MP3 audio file to their clients, friends, associates and strategic partners and center of influences. Additionally, we post everyone's company information for additional exposure  on Twitter, Linkedin, Facebook, Google Plus and as a blog post too.

It is efficient, productive, cost effective and ONLINE!! Participants are able to introduce themselves, share their passion, describe their business and educate others about what makes them special!

If you have questions, check out our eWeb2Connect web page, listen an eWeb2Connect overview and a past eWeb2Connect session. Listen to us on iTunes. Email me at Ken@eWeb2Sales.com. Join us for our next weekly sessions! As mentioned, we conduct our eWeb2Connect sessions on Wednesdays at 11am EST (8am PST) for the west coast and for companies in the mountain and central time zones. On eWeb2Connect on Thursdays at 8am EST we do eWeb2Connect for companies on the east coast.

Sincerely,

Kenneth Darryl Brown
404 957 9193
Ken's Business Profile
Follow Me on Twitter!  @eWeb2Sales & @KenE3C
Ken@eWeb2Sales.com

www.eWeb2Sales.com   (Sales, Profitability, Social  & New Media Coaching)
Ken's Media Page: www.eweb2sales.com/media/
Ken's Results & Testimonials: www.eweb2sales.com/results  www.eweb2sales.com/testimonials

"Our PASSION is delivering INCREASED SALES and PROFITS by EMBRACING the WEB and IMPROVING your BUSINESS SYSTEMS, WEB PRESENCE, COMPANY WEBSITE, SOCIAL and NEW MEDIA EFFORTS."

What Do YOU Do With All Those Business Cards From Networking Events?

You know the drill. You go to a networking event, gather business cards, then go home and either input the data into your mailing list or the card goes into a pile to be pulled out at some magical time when you remember you have the card and need to use it.

Let's assume you are a "good steward of data" and add the new contacts to your mailing list. What then?
Gone are the days when you could just send a newsletter every month to all your contacts and they were pleased as punch to get your updates. People, in general, are so overwhelmed by the "noise" that comes into their email box every day that you have to work harder to get above the noise level.  But how do you do that?

In my opinion, the keys are being deliberate and having a good Customer Relationship Management (CRM) package.

We use Address Two, but it could be ANY one of the iterations out there. The trick is to find one and USE it. A good CRM tool will allow you to gather the details about your client/customer base so that you can send targeted updates customized to what someone is looking for.

It's kind of like the premise our parents used for discipline. You remember what that was don't you? We would misbehave, then they would activate the nerve at the base of our butts that sent the signal up our spines and to our brains to prevent us from performing the same misstep again.

Same premise, but with a little more accentuation on the positive. With a good CRM we are activating the "call to action" nerve to initiate contact from the customer based upon what we know they want.

Now I'm not going to lie to you. For this to work, you have to go deeper into your contact base and have a conversation with them. Find out what it is they want, and deliver it. Yes, it's that easy :)

So here is your action list:

1. Find and use good Customer Relationship Management tool to house your data
2. Make a personalized phone call to all these wonderful contacts you've gotten to reconnect and find out why you wanted each other's business cards to begin with.
3. Send them information tailored to their needs.

It's quick, it's simple, and will set you apart from your competitors by offering the value they are looking for.

The Importance of Repetition in Business Networking

Advertisers swear by the power of repetition. The more familiar a customer is with your brand, the more credibility they attribute to it. The first impression is designed to expose; subsequent impressions build familiarity and comfort. Eventually, the repetition leads to assumed expertise. When the time finally comes for conversion, the desired cumulative effect of repetition is that your product is the first thing that comes to the customer’s mind. 

The same model holds true as it relates to business networking. Yet in some ways even more is at stake. You may not be pitching a multimillion dollar campaign, but you are trying to sell people on you. As a small business owner, that equates to potential future earnings. If you come across poorly – too arrogant, not confident, generally off-putting – you’re digging yourself a hole. 

Your goal, the first time you enter a room full of potential contacts, is to let people know you exist. Who are you? What do you do? Why are you there? You need to be consistent, engaging, and positive. You are there to meet new people, but you also want them to find you interesting. Leave a good impression. The second time you appear – preferably at the next scheduled meeting – the intent is to build familiarity. Again, consistency is critical. Who you are, what you do, and why you’re there should, barring a few tweaks, be similar. Following that pattern and increasing the positive impressions will lead to familiarity. The final step, while maintaining that repetition, is to attain top-of-mind placement where you’re known as an expert in your field. 

Good business networking practices take time to master. But repetition of good habits will ensure you take advantage of your opportunities.

What are some repetition strategies you employ to make the most of business networking?

Outcome Obsession ----- and Disingenuous Networkers

by guest blogger: Barb Girson @mysalestactics

As professional networkers, we have heard the phrase, and the know the importance of the meet in greet.  This, one could say, is the space at which industry professionals gather for the flow and exchange of backgrounds, goals, ideas, services.  The more you engage in networking however, the more you will encounter not just those who attend events to participate in a meet and greet-- but those solely to meet and fleet!

What is the meet and fleet? The meet and fleet is the networking equivalent of a hit and run.  Who commits this crime... you may be pondering?  It is the  networker single-mindedly obsessed with outcome. It is the networker haplessly willing to sidestep the integral stage of care and connection, in pursuit of capital gain.  It is the networker inflicted with the business epidemic called "Outcome Obsession".  It is the business bully. 

Business bullies are bad news.  The bullies regard rapport and connection-cultivating engagements as quick and intentional as speed-dating.  In the absence of "worth it" gains, bullies treat networking opportunities as meaningless and pointless experiences.  Additionally, "I want it now" sales mentality fails to understand the buying cycle and the value of delayed rewards. Too great of urgency is a turn off in the networking arena, and without mutual interest, need or desire, it registers as desperation.

Networkers and entrepreneurs, of yesterday, today and tomorrow, I am here to tell you that these practices will always be regrettable in business.  The function of networking is NOT to only find business.  Rather, this mindset is the fastest road to missed opportunities, and more important; missed meaning.  

© 2012 Barb Girson Original Work

Edited by Robin Brooke

For more information on networking, follow-up, and building healthy business relationships, see my article, How To Conquer The 3 Most Common Networking Concerns – Pushy, Perfection, Possibly NO and visit MySalesTactics.com Just remember: fast and furious networking leads to futile networking!

“Networking in Small Businesses: Making Strong Connections”

Small business networking may seem like a straightforward, stuffy process of meeting-and-greeting, there is a definite science to making a great first impression and keeping your new, influential contacts drooling for more of you and your company. These four strategies are great tools in forming a memorable first impression and keeping your contacts interested.

·         

      Understand your Audience

Successful networking comes from a strong understanding of who or what you’re connecting with. Before attending, you’ll familiarize yourself with the nature of the event to better understand the motivations and demographics of the attendees. Then you’ll be able to approach your potential partners with a specific strategy and cultivate a savvy first impression.

·          

      Be Conversational

Nobody wants to hear a dry, over-practiced sales speech. You have a personality—flaunt it! Small businesses are full of energy and character, so jump in with a personable and real conversation. Ask leading questions, share your own personal stories, and genuinely listen to people. The professionals you’ll connect with will appreciate your individuality and remember you as being friendly and approachable.

·         

          Offer them Something!

Smooth talking only gets you so far—the networking opportunity may never take off unless you have something to offer your prospective connection. Find out what their pain points are, and offer them specific products or solutions. Don’t just trade business cards—build your connection by giving them something to remember you by or lending small favors, which they will undoubtedly return in one form or another.

·        

          FOLLOW UP

Don’t let your connections forget about you—follow up as soon as possible without stalking them. This could mean a simple email or phone call, or possibly a meeting over lunch. You’ll have to utilize the best mediums in following through on your connection—standard methods of communication are always reliable, but business relationships may develop more powerfully through a social network. Facebook, Twitter, and LinkedIn all offer distinct advantages and disadvantages, so make your afternoon internet browsing count!

This is a guest blog by

Quéz Media Marketing

Quézmedia.com

Info@quezmedia.com

216.910.0202

With Recent News From Google, Google+ Is Now A "Must Have."

Google+ was on the “to do list” yesterday and with recent news it’s a “must have now” today! Total integration of social and search. Facebook’s social graph and its attempts to permeate Bing and Yahoo have been a work in progress and I believe they could get there but with social and search under one roof at Google the integration will be swift and the course correction will be agile.

With this change, no company who wants to be easily found on the web can ignore or discount social media. If they do, it’s at their own peril and they will go the way of the Dinosaurs. So crusty and stubborn business owners of the world beware of the social media future because it is here!!!!! If you want to fondly remember the good old days, watch “Mad Men.” Then wake up tomorrow morning and call your internet marketing guru ‘cause you’ve got some work to do!

> Google's own Blog



This is a guest blog by Dan Hahn, Owner of Main Street Marketing.

Connectors and Collectors

Successful business networking requires an equal amount of give and take. In their book, “The N Factor: How Efficient Networking Can Change the Dynamics of Your Business,” authors Marion Freijsen and Adrie Reinders discuss the difference between people who make a concentrated effort to build real relationships versus those in the habit of collecting business cards to pad their contact lists and online profiles. The former are labeled connectors; the latter collectors. Which one are you?

To be a truly valuable business networker, you must strive to be the connector. Freijsen and Reinders call this “two-way street” the key to success. The basic premise is uncomplicated: You’re willing to selflessly put in the time and effort to help others build the networks that will assist them in growing their business. As a result of putting yourself out there and making those valuable connections for others, you’re more likely to experience benefits for your business down the road. Simply put – you get what you give.

On the other hand, if you find that you attend networking events that result in brief conversations, the exchange of business cards, and no subsequent follow-up, you’re probably a collector. And if you’re a collector, you’re not taking full advantage of the power of business networking. 

So, how do you go from being a collector to a connector? You need to shift your thinking. As a collector, the focus is you; as a connector it’s the people with whom you interact. Engaging with those in your networking circle – truly finding a way to help them – will lead to more opportunities to connect. You’ll still collect the business cards. The difference is that they’ll finally mean something.

Networking with Purpose

Do you go to a networking events? 

If you go to networking events, do you network with a purpose? 

I can hear the questions now. How do you network with purpose? 

Most people go to a networking event “hoping” to meet someone that will buy their product or service. 

Let me suggest an alternative approach to networking.

Imagine for a moment you have been invited to networking event. There is food, drinks, and many, many people.

Most small business people will register at the registration table then head immediately to where the food or alcohol is being service. After they spend time talking to the other hungry and thirsty people, they might venture out into the main area and try to meet others. They have no purpose for being there other than hoping someone will notice and talk to them. 

Now imagine, in walks a networking professional. He registers and walks into the main area bypassing the food and drink. He walks up and introduces himself to the people standing around. He asks a few questions, maybe passes out a business card, excuses himself and starts the process over with a new group of people. When he receives a card he writes something on the back of the card, puts it in his pocket, and starts the process anew. After a while, he checks the cards in his pocket to see if he has achieved his purpose then he smiles to himself as he heads over to have a sandwich and drink. 

 What is different? 

First, the networking professional treated the event as a business meeting. Secondly, he had a specific purpose for being there. He wanted three “A” people to connect with. He defined “A” as people who could use his product or service. He would write the letter “A” on the back of the card to ensure he would call the right people tomorrow. For all “A” contacts he would follow up the next day. When a “B” was written on the back of a card, he expected the individual would be worth investing some time in over the long haul. If a “C” was written on the back of the card, it met there was no reason to connect. Third, he had a process. For each person he met (business card received) he would write A, B or C on the back of each card. “A” individuals were people he wanted to follow up with immediately. They were either prospects or potential business partners. “B” individuals were people he wanted to develop a relationship over the longer term and would schedule a “get to know” meeting in the next 30 days. “C” on the back of the card received a “great meeting you” email with no plans to follow up. 

Once he received his three “A” contacts he allowed himself the privilege of eating and drinking. 

To use this simple system you must know your business we enough to know who you’re A, B, and contacts are. Search them out and start to develop a relationship with them to see if the opportunity exists. That is a discussion for another day.

Next time you go to a networking event, network with a purpose. Treat the event as a business event and respond accordingly. Do not eat or drink until you have achieved your purpose of meeting three “A” contact. Once you achieve your purpose, treat it as a social engagement and have some fun. Reward yourself for doing with others are not doing: using networking to grow your business. 

Ron Finklestein
Small Business Coach
www.businessgrowthexperience.com
330-990-0788
ron@businessgrowthexperience.com

Who You Are: The Importance of Being Genuine

It’s a timeless sales adage:  When you’re in front of a potential customer, you’re not just selling them on your product; you’re selling them on you. The customer feels that sense of trust and comfort. There’s an implicit bond that you’re offering something they need. One of the keys to the connection is being genuine.

That honesty and sincerity is just as important in business networking. Consider a typical scenario: You’re launching a new business and you’ve been invited for the first time to attend a monthly get-together of other small business owners. The room will likely be filled with 75-to-100 people that you probably don’t know. Each one of those people has a network of contacts, so the potential is there to have access to several thousand more connections. A lot is at stake. 

Now, you can enter the room with ego on display all set to talk about the great and powerful you. Or, you can choose to engage with people and learn about them. What do they do? Why are they there? How long have they been attending? 

Here’s where it gets tricky. If you come across as fake, as if you’re going through the motions just to build business, the truth will peek through. But if you’re truly curious about the people you meet, and the process feels natural, that’s when you’re being genuine. More often than not, that earnestness will be recognized and appreciated.

The importance of being genuine in business networking can’t be understated. Most people can intuitively sense when passion and sincerity are pure when compared to someone faking their way through the motions. By being genuine, your business networking connections are more likely to want to help you succeed. 

What about you? Have you noticed a difference in your attitude toward someone in a business networking situation when they were genuine?