Addy's Blog: My First Networking Event

It’s been a busy day here at AddressTwo catching up after my first networking event last night. This morning I have been putting people into the system, editing my email drip campaign, and researching more networking events through the Indy Chamber!

Putting people into the system is simple. I’ve put in all of the information I can from their business card and any notes I remember from them. I kept a notebook, so remembering is easy too.

Editing my email drip campaign has been the most important part of my morning. I envisioned a networking event to be full of potential customers, when in actuality the people I met may not be the best fit for AddressTwo. That doesn’t mean my networking wasn’t a success. In fact, that’s what networking was made for. In the future, I may see an email from Darcy after she encounters a customer who is a great fit for our software. Networking is about making connections. I want to find great potential customers for the people I meet and connect with potential customers through them.

My favorite part of the event was meeting up with a current AddressTwo customer. She shared her insights on networking and already knew a few people at the event. Thanks to her mentioning it, I will be attending another event through Indy Chamber next Tuesday morning. The Women in Business breakfast should be a great second networking experience for me.

I had a great experience at the Indy Chamber event! If you’re wondering what this blog is all about, you can go check out my first two blogs about preparing for networking. How Do You Prepare for Networking Events and Preparing for Networking with a Drip Campaign will help you understand my experiences as a first time networker.

Let me know if you have any tips or tricks for me as I continue to use networking to grow my personal brand and company name! Stay tuned for my next update on my email campaign results.

Thanks for keeping up with me!

Addy's Blog: Preparing for Networking with a Drip Campaign

We are now just two days away from my first networking event, and I have been working on tying up loose ends. Friend of AddressTwo, Jack Klemeyer, has helped me to develop an email drip campaign to send out to the people I meet at the Business After Hours event. It is important to keep in touch with these prospects. Whether they are potential AddressTwo customers or could just refer friends to us in the future, keeping in touch with them will allow us to build a relationship (which is what CRM is about afterall).

My email drip (or trigger) campaign will consist of four simple emails. Drip emails are sent in sequence. Each subject line below is linked to send you to an image where you can view the body of the emails. Here is when I will send my emails out:

Email #1- Subject: "Nice Meeting You" A few hours after meeting

Email #2- Subject: "I forgot to mention..." Three weekdays later 10:20am

Email #3- Subject: "How can I help?" Three weekdays later 11:15am



Email #4- Subject: "One more thing" Two weekdays later 10:35am

I have otherwise prepared for this networking event by having business cards printed and reading up on The Unbeatable Recipe for Networking Events by Robby Slaughter. In his book, Robby covers the typical issues with networking events and how to make them a successful endeavor. I feel more than ready to take on this event armed with Robby’s tips. And though I am armed with business cards, I know that it’s more important to receive than it is to give. Especially since I will have the art of follow-up on my side. 

Here is to hoping this goes well for me! Feel free to comment on this blog with any other networking tips you have for me before my event at 5pm on Thursday!

Thanks for reading!

Old Fashioned In-Person Networking: What’s the Use?

Social networks seem to be popping up daily, and LinkedIn is making a name for itself as the premier platform for business networking. But with all these options to like, friend, email, follow, and otherwise engage online, is there any benefit to in-person networking?

The short answer is yes, but understanding why social networking platforms may put you at a disadvantage can help you better understand the world of networking, and where that world is heading. There are still many professionals that abhor or ignore their social media profiles, and even for those immersed in interactive platforms, a personal touch can go a long way.

The Advantages of LinkedIn

There’s no doubt about it: LinkedIn is a tremendous platform for social networking. Whether it’s meeting new people or reestablishing former colleagues from two career changes ago, LinkedIn can help you find new business prospects, experience new opportunities, and lay groundwork for your next career move. You can see many contacts at a glance, learn new information about companies, and comfortably reach out without waiting for just the right opportunity or worrying about making an instant good impression.

Why In-Person Meetings Are Always Best

Despite the advantages of LinkedIn, personal meetings are almost always better. Talking to someone face-to-face gives you a much better read on their body language, a much more open conversation, and far more opportunities to guide the nature of the budding relationship. Not to mention, in person you’ll have opportunities to meet people that aren’t on social platforms, or who may not be found through the digital means available to you.

A Business Card and a Handshake

Many business leaders still appreciate the conservative values of the past, and the irreplaceable tangibility of a firm handshake, a straight look in the eyes, and a business card. First impressions are as priceless as ever, and in most situations, a static image and handy tagline are no replacement for a real world introduction.

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Using Social Media For Online Business Networking

No matter what generation you claim membership to, if you aren't taking advantage of social media as an online networking opportunity you may be missing valuable connections.

Social media sites such as LinkedIn, Twitter and even Facebook allow professionals the opportunity to by-pass the gatekeeper and develop relationships with prospects and suspects. For example, we have an intern whose dream is to work in Public Relations for the Disney Company. She is a sophomore at a local university and has already developed enough of a LinkedIn profile for future employers to get to know her. Through some careful searches and respectful connection requests, she is now conversing daily with team members in the Public Relations department at DISNEY! Do you think this activity will give her a leg up when intern or direct hiring positions come available? We certainly think so.

Using social media to network is a lot like online dating. The goal is to meet your perfect professional match, get to know each other in the safety of your office (talk about decreasing business expenses!), establish trust, then meet offline to further the professional relationship.

Just like watching how someone conducts themselves on the golf course can be a window into how they will conduct themselves in the board room, conversing with or following someone on social media can be an indicator of personal and professional integrity as a client or strategic partner. You can learn a lot about someone by what they post on social media as a status update or how they interact with you when you ask to connect. (HINT: Sending a sales message to us on LinkedIn right after connecting is a good way to get you un-connected.)

Not convinced? Try it out and let us know what happens. Connect, follow or fan a prospect or suspect on Facebook, Twitter or LinkedIn, then leave a comment about your social media networking success (and not so successful) stories.

8 Networking Tips To Ensure You Make the Right First Impression

Everyone feels a little bit like a fish-out-of-water at their first networking event. There are new faces in a new place and everyone seems to already be getting along just fine. To overcome this, having a few networking tips in your back pocket can give you the confidence you need to be successful at your first networking.

Once you go to a few events and practice using these tips, they’ll become second nature and you won’t even have to think about them.

So, if you want to take the first steps to becoming a networking superstar, keep on reading!

Tip #1. Keep in mind: everyone has started where you are now

No matter how charismatic you are it’s natural to feel a little uncomfortable at your first networking event.

Everyone has been there.

Each person you see working a room like they were born to do so also started out where you are now; they’ve just had the opportunity to practice and attend more events than you have. Now, as a result, they have fine-tuned their networking “routine” and have become comfortable in applying it regularly.

Don’t worry; you’ll get there. Be patient.

Tip #2. Don’t be afraid to take the first step

The hardest part about networking is starting the conversation. Many people find it intimidating to walk up to a person or group of people to interrupt their conversation so that you can join it – especially when it’s your first time meeting them.

Don’t think of it that way.

Every person at any given networking event is there to meet people and broaden their network! You’re a person! You could be a new member of that person’s network!

Therefore, using that logic, every person at any given networking event is essentially there to meet you.

Tip #3. Don’t rely solely on your title when you’re introducing yourself

People associate much of their identity and self worth with their job title, but why?

Job titles can be vague and can often lead to the person with whom you’re speaking to create assumptions about you, your skills, and the work you do based upon their preconceived notions associated with your job title.

Instead of facilitating assumptions being made about the work that you do, make your role clear to that person by stating your one of your specialties.

For example, I might introduce myself using, “Hi, nice to meet you; my name is Kristine. I work for an Internet marketing company based in Columbia, MD and my specialty is online brand and reputation management.”

With this introduction, the person I’m speaking with has a clear understanding of what area it is that I specialize in.  Now, if that person speaks to someone who has a need for online brand and reputation management, specifically, my name will pop into their head.

Tip #4. Always be willing to give something

The whole point of networking is to build mutually beneficial relationships. Doing something to better the person you’re networking with will aid in building the foundation of that relationship!

You know the saying, “You have to give a little to get a little”? Well, it’s true.

If you go into a networking event fully prepared to make yourself a resource for others, they will do the same for you.

If you focus on giving or teaching one thing in your 5-10 minute conversation with every person you talk to at an event, essentially leave them “wanting more,” you have successfully opened the door to start building a relationship beyond the initial introduction.

Tip #5. Know what you’re looking to gain

Have you ever heard of the Reciprocity Principle?

Well, even if you have I’m going to tell you what it is anyway.

The Reciprocity Principle states that people, in most situations, will reciprocate – or give you something back – if you give something to them. Whether it’s the name of a tool that solves a problem they’re having or making an introduction on their behalf to someone they’d like to meet, people appreciate these small tokens.

So much so, that they want to return the favor.

Tip #6. Be A Mensch

Mensch is a Yiddish word that basically means, “all around good person”, so when I say “Be a mensch” I just mean be genuine.

No one likes people who act one way in some scenarios and act another way in others. Similarly, no one likes a greedy person who is only looking out for themselves.

If you’re not networking to better yourself and others, you might want to reconsider networking at all.

Tip #7. Exit Gracefully

Just as entering the conversation is hard, exiting is too.

The goal of networking events is to have as many meaningful conversations with as many people as possible, so it’s a good rule of thumb to keep each conversation between 5 and 10 minutes.

Now, here’s the tricky part – some conversations don’t naturally end after 5-10 minutes, which is where it could get awkward.

So, if you find yourself in one of those types of conversations, you might try one of the following approaches:

1.      Excuse yourself to go get a drink. If you do this though, there is a small chance that person might just follow you. If that happens, get your drink and try one of these other approaches.

2.      Introduce that person to someone else in the room. You want to be able to say something about both parties while you’re introducing them to each other, so be sure that you know enough about each person to do so.

3.      Excuse yourself to take care of something. If you do this, make sure you actually go through the motions. If you said you needed to speak with somebody you just saw, go speak with somebody. If it was to use the restroom, use the restroom. Nothing is more insulting to someone than finding out they were lied to so that you wouldn’t have to talk to them anymore – even if it is in the interest of being able to network more effectively.

Tip #8. End With The Future In Mind

If you’ve been following these tips, by the time you get to the end of an event, you will have given something to someone and, odds are, you have offered to follow up with them in some shape or form.

If this is the case, make it a point to follow through with whatever you committed to doing for that person.

Your actions speak to your character and if you don’t follow through with even something so small as sending an email, that portrays you as either forgetful or neglectful. Either way, it will leave that person with a bad taste in their mouth; no one wants to feel as though they’ve either been forgotten or just downright ignored.

After networking events, some people have an issue sorting out who was who, either because they talk with so many people at a single event or they just have horrible memories.

Whatever the case, if that is something you think could be an issue for you, there is a great networking tip so you can nip it in the bud. When you take a person’s business card at an event, after you’re done talking with that person, take a moment to jot down some notes, such as:

·         What you committed to do – the most important thing, especially if it requires action from you. For example, “need to introduce Bob to Fred” or “send email tomorrow about the event next week.”

·         What you talked about – this is extremely helpful when you’re crafting your follow up email to that person. For example, if the person you’re emailing mentioned during the event that they have two kids or that they’re getting ready for a 2-week vacation to Hawaii, you can bring that up in your email to add a personal tone. Saying things like “how are the kids” or “have a great time in Hawaii, it’s so beautiful,” show that you cared enough about the conversation you had with that person to remember those details.

·         Something notable about their appearance – this will help you remember who was who as you review your cards the next day, which will allow your memories of your conversations and the event in general to be easier to recall.

That’s all Folks

I could probably ramble on and on for hours about networking tips and experiences I’ve had, but I’ll stop so you can start looking for some networking events in your area. It’s your turn to get out there and get some first-hand experience!

Good luck and happy networking!

About Kristine Wilson

Kristine Wilson is the Marketing Director for WebMechanix, an Internet Marketing firm based in Columbia, MD.  She enjoys networking, social media, and helping companies thrive through integrated marketing strategies. Click here to follow Kristine on Twitter.

NETWORKING - IT'S AN ART FORM! from @BareKnuckleMktg

Networking is an art form, you say??  NOT!  

That’s what most people think.  “I’ll go to this event, show up, pass out a few business cards and get back to work or home in time for dinner.”  Well, I beg to differ in a major way about networking, especially using this kind of mindset when approaching a networking event.

Art involves creative and critical thinking.  So does networking.  To be successful in networking the principles are the same: dress the part, create a positive, business mindset, then plan on how to network when at the event.  For example, if you are attending for the first time, go through the guest list (you can usually get access to this if you sign up online) and see if there’s anyone you know that’s going.  Get in touch with this person and see if you can get information on how the event is conducted.  Some events have people introduce themselves and give a short speech on what your business is and what your role is in the business.  The last line of your speech should be something memorable, such as “I’m Joe from HyperSo and I want to do something outrageous today.”  Do you think that line might be memorable?  Of course it is...most people don’t say things like that.  Be as creative or as conservative as you feel comfortable but  make that last line memorable!

For the networking events that are more learning based, you might get there early, get your seat and then walk around and see who you know.  If there is no one there you know, still be sure to smile at people and make it a goal to speak to at least 2-5 people before the session begins.  After the session, you might get a chance to talk with a few people, but I’ve found that if it’s learning based, the best time to network is before the class begins, while getting coffee, a drink or hanging up your coat.  While you walk around, smile and make eye contact, and take a moment to say hello, at the very least.  If the session is beginning and there’s someone you wanted to talk with, let them you that you would like to talk after the session.  Ask them politely if you might speak with them after the event.  They will either say yes or no, I can’t.  And if not, be sure to ask for a business card to get contact information and let them know you will be in touch.  .

Art is about expression.  So is networking.  How you express yourself is the difference between  people understanding what you are trying to say, or express, to them.  For example, if I wanted to talk with Joe from HyperSo, I might begin with a catchy or funny line.  I might say “Hi Joe, from HyperSo, who’s in the know.  AND SMILE!!!  I cannot stress this enough for networking or any meeting you have.  I studied broadcasting and was told to smile whenever you spoke because “people hear you smiling.” And it’s true!  Practice in the mirror or record yourself...say a sentence without a smile and then say it again with a big ol’ grin.  Which one sounds better???  The smiling sentence, of course.  If you want to be approachable (and you do!) wearing a smile is the best way to be perceived as approachable.  A smile is always your best asset!

Now that you’ve arrived early at the event, listened to the speaker and are are getting ready to pack up and leave, look around.  Look at the people that are there and see if there’s someone in close proximity to talk with, briefly, or if there’s someone across the room, make your way over there.  Then, introduce yourself and if they can’t talk, get their contact information - usually a business card.  Try to give them a memorable line, if possible, but if not, be the person that smiles the biggest and they will probably remember you when you contact them later.

Or, sometimes you fly blind and don’t know what you are walking into.  I’ve had this happen and   for me, I use smiling along with memorable lines and friendly chat.  Be genuine in what you say and if you say it with conviction, you have a better chance at being memorable.  Use a witty or funny line and they definitely won’t forget you.  Being their BFF is not the objective.  The objective is to connect with someone, just be yourself and have a plan in mind on how you want to network.  You don’t need to talk with everyone (unless you want to and have the time) but make the most of your time at the event.  And, if you’ve done your research and see someone on the guest list you would like to talk with, be sure to find them, make that introduction and SMILE!

Art is something that makes you feel good and moves you in some way.  Networking is too, or it should be.  Your plan should be who, what, where, when and why.  Those are the things you need to ask yourself in relation to the event - make it part of your plan to be true to yourself, have passion and conviction about your business and how you speak about it.  Lastly, networking is an art because it follows the rules artists follow when thinking about what their next masterpiece is going to do or be.  If you don’t want to be a starving artist, make networking a part of your business life and always think about how to approach each event, each person and memorable lines you want to say.  And, by all means, put a big grin on that kisser!



written by Di Stamper, Account Manager at Bare Knuckle Marketing 2013

Taking the Dread Out of Networking

There’s lots of great networking advice out there, most of it geared toward surviving while swimming either in a sea of competitors or disinterested, overwhelmed prospects more interested in selling than buying.  Here are three tips to help you eliminate dreading those networking events.

1. Genuinely care about the others. There are two opposing pressures facing most people engaged in networks: the quick sale vs. trust building.  While seeing a speedy ROI for networking fees may be intoxicating, over the long run, you’ll enjoy greater revenue from authentic relationships.
2. Let your strong point of view glow in the dark. In other words—stand for something. Don’t try to “fit in”.  Even in networking groups that exclude competitors in the same industry, the pressure to homogenize and conform to dress, conversation topics, or even business practices can be immense.  While listening to the others is the critical first step to understanding their needs and how you might be able to help them, don’t compromise your perspective in hopes of winning them over. If you’re just giving them more of what they’re already thinking or doing, you’re not helping. You’re just prolonging their agony. Instead, make it clear that what you bring to the table is wildly different and you’re committed to it.  Be prepared to give solid support your point of view but don’t water it down. You’re there to help them do something different, right?
3. Create your own network. If you truly dread attending networking events, perhaps you’re in the wrong place. In fact, the right place for you may not even exist! So what then? Start your own network based on the values and purposes that are meaningful to you. Find others who share those values so going to the networking events becomes one of your favorite things to do. Find a purpose or cause you all can agree on and work together to solve problems. By collaborating with other businesses who share your values, you’ll not only find creative solutions to existing problems but you’ll also be the first person they’ll think of when they need what you sell.

Pam Hausner is the CEO and co-founder of Big Vision Media Group, a branding and marketing agency advancing responsible businesses for a better world.

Business Networking Tips from Pixie Dust University

When you think about networking, you probably think about going to an event, handing out your business cards, seeing some folks you know but hopefully some you don’t who will want to do business together some day down the road.  But what about digital networking?  Every single day—literally every hour of the day—we have an opportunity to connect with other people and expand our network thanks to social media.  But how do you use the digital landscape to network effectively?  Here’s a few tips we think work really well:

1. Networking is not a sales presentation.  You don’t go to a networking event and break out the PowerPoint to sell someone right away and you shouldn’t do that online either. Social media connections should be more about the relationship and less about the sale. Work on increasing that “know, like, and trust” factor first and sales will naturally follow.
2. Never “go” anywhere without your contact info. When you go to a networking event, you take your business cards with you and you probably practice your “elevator” speech.  In social media, your profile and your bio does that for you.  Always make sure that people can read more about who you are and what you do and then how do they connect with you.
3. Be clear on who you are and who you serve. When you meet someone new and you exchange information, it’s always best to let them know exactly what you do and who you work with. This gives them a good idea if you’re a good fit but it also allows them to think about who they might introduce you to in the future. Social media works the same way. Be clear and you’ll make it natural for people to share your content and your contact info.
4. Dump the drunken Cinco de Mayo sombrero profile photo. As fun as that night was, it’s not appropriate for a profile photo.  When someone views your profile, this is the first handshake—the first impression.  Make it a good one that lets them know that you’re the kind of person they want to do business with.
5. Engagement is a two way street. If you were at an event and you asked someone a question or made a comment to someone expecting an answer but got none—how would you feel? Yeah—not cool, right? So, if someone takes the time to come “stand” next to you virtually, engage in the conversation with them. Don’t wait 2-3 weeks (or whenever you feel like it) to answer them. If you have trouble remembering to check it, set up alerts to let you know when someone has posted a comment or question.

These are just a few simple ways to make your digital networking go smoothly. As you can see, it’s much like networking out there IRL (in real life).  For more strategies on building relationships on and offline, join us at Pixie Dust University.

Networking and Professionalism – The Secret Recipe

By Clancy Cross

Someone once said, “It’s not what you know, it’s who you know.”  Then someone a bit smarter came along and said, “It’s not who you know, it’s who knows you.”  Once again, someone even smarter figured out that, “It’s not who knows you, but what they know about you that matters.”  Contained in these clichés is the following wisdom…

•                Life is about people.
•        Success is about successful relationships with the right people.
•        Professionalism matters!

A friend of mine, a leader in the information technology industry, shared with me his approach to building a team.  His strategy was simple –find the right people and teach them the technical skills they need to be successful.  He was talking about character and the so-called “soft skills.”  Instead of hiring the most technically qualified people and trying to develop their so-called soft skills, he selected people of good character who were skilled in communication, problem solving and creative and strategic thinking. Then if necessary, he helped them upgrade their technical skills.  I recall that one of his “techies” had a performing arts degree.

One day I was visiting my financial advisor and was caught off guard when he asked if I ever considered his business as my next career move.  I laughed.  After apologizing, I explained that I wasn’t qualified to work in his field.  In the coaching moment that followed, he patiently explained that he was looking for someone to fill his shoes when he retired.  He assured me that he could teach me the skills of his industry, but needed “the right kind of person”, someone who shared his professional values.  Being offered an opportunity based on my character and soft skills was a reminder that it’s not who knows you that matters, but what they know about you that does.  In both of these examples, “professionalism trumped technical expertise.”

Although the lesson about professionalism is clear, there’s more – the value in being intentional and proactive toward building professional relationships.  Instead of reacting, why not be proactive?  Regularly devoting a fraction of your time to expand your circle of influence is not only a strategy for finding superstars, it also leads to hidden life and career opportunities.  It took me awhile, but today I believe wholeheartedly in the value and power of strategic networking.  Boy, am I ever thankful!  It was networking and professionalism (“what people know about me”) and perhaps some divine intervention that led my colleague David Wright and me to a strategic partnership with Zig Ziglar’s company.  That story can wait.  Let’s network so I can hear your story!

Clancy Cross is an inspirational teacher, coach, entertainer, business owner
and author of “Professionalism from A to Z.”

'Tis the Season of Giving, Even in Sales

It’s that time of year again the weather is cooling down, the days are becoming shorter and we are beginning to think of what we can give this holiday season. One place that we never really consider giving is in our sales strategy. Too often, we focus more on getting. How many leads can I get, how many prospects can I find and how many sales can I close? That’s a lot of “get.” It’s time to switch the tables this holiday season, starting with networking in unexpected places, like holiday parties.

Networking is often a misused prospecting technique. Most people all do it the same way. We seek out an individual to whom we can spill our guts about what we do, with the hope that they have a need and will buy our product or service. Doesn’t sound very effective does it? Here’s a different approach to help you stand out among the crowd.

At your next holiday party or networking event, switch out your sales hat for your helping hat. You’ll catch people off guard by this unlikely approach and most people will remember you for it. Ask the person what they do and really listen rather than just searching for words or a sign that they might need your product or service. Ask them what their ideal prospect looks like and let them paint you a picture. After they tell you, let them know that you will keep an eye out for anyone who might meet their criteria. Here’s a little known secret- Often times they will reciprocate. So at the very least you’ve doubled your chances of bumping into the right person. The person you just met now sees you as an ally, they will remember you because you did something different and best of all they will remember what you do.

The key is to listen to the person and steer an ideal prospect in their direction. Many will be skeptical at first, this is natural. The moment you actually do send a prospect their way that skepticism will melt away and they will look to reciprocate. The best leads we ever get are referrals. Now imagine getting high-quality referrals from people you just met.

It’s important to always be fine-tuning your networking skills, because you may need them in unexpected places. Don’t let your next holiday party turn into a lost business opportunity. By following the reason for the season and focusing on giving at networking events, you’ll build great relationships and enjoy the abundance of what you’ll receive in return.

By John Rosso, founder and CEO

of Sandler Training by Peak Performance Management

Sandler Training by Peak Performance Management is an international training organization dedicated to improving sales and management skills

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Check out a great podcast on networking: U.AddressTwo.com

ZebraCard.Me: Are QR Codes Dead?

Back this project on Fundable.Com/ZebraCard

Is the QR Code a fad that's fading into the distant past of marketing tactics from yesteryear?  That's what my friend Brandon thinks.  In response to a tweet last week, he had a pretty firm opinion that he wasn't afraid to share.

I agree with Brandon to some degree.  The QR Code is overused.  It will certainly fall from glory as the "next big thing" if it hasn't already.  But I don't see it disappearing.  Instead of the next big thing, it will become just another thing.  A valuable thing.  A thing that can be used when and if it has purpose.  But not slapped on everything just because it's the next big thing.

Here at AddressTwo, we've been working on a side project: ZebraCard.Me.  We think that one place QR codes could be used is in the exchange of data.  Where else do people exchange data more than anything else?  Business cards.  What if your business card contained more data than just what was printed in ink?

But here's the catch.  Here's the one thing that will make the QR code functional, not just a fad: Analytics.

What if you could know who had viewed your business card and what actions they took? Did they visit your website? Did they read your blog? The QR Code has been implemented on business cards to-date merely as a means to enhance the recipient's experience--offering more data, making it easy to scan, etc. But ZebraCard.me offers value both to the recipient as well as the giver of the business card. ZebraCard.me creates a QR code or barcode for your business card that points to a URL where each user's interaction with your business card data is tracked. If they download your vcard, you'll know. If they read your blog, you'll know.

The power of digital data isn't just in ease of transfer, it's in the trackability of those transfers.  

Back this project on Fundable.Com/ZebraCard

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
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Follow Me on Twitter!  @eWeb2Sales & @KenE3C
Ken@eWeb2Sales.com

www.eWeb2Sales.com   (Sales, Profitability, Social  & New Media Coaching)
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"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?