the do's, dont's and how-to's of networking

Danielle M. McFadden - @DMcFaddenLowell - [email protected] - linkedin.com/in/daniellemcfadden1

Networking - 101

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Networking…. Why Bother?

✤ You will develop personal relationships with other professionals and this will be your ultimate form of marketing.

!✤ Networking opens you up to the power of Word of Mouth (Social Media opens you

up to the power of World of Mouth). You can spend all the money in the world for advertising but nothing is as effective as a referral.

!✤ It helps you create a referral network that can lead to you becoming a connector (or

go-to guy or gal). !✤ Networking within your industry helps you discover trends and ideas, establish a

network of people that can become your sounding board and refreshes and reenergizes you.

!✤ Connects you to the community and deepens the appreciation for the people and

organizations within the area.





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In Person and at Events

Where Should I Go To Network?

There are so many great organizations and groups that provide networking opportunities including: !✤ Chamber Events !✤ Business Associations !✤ BNI (Business Networking International) !✤ Service Groups: Rotary International, Kiwanis International, Lions Clubs International !✤ Nonprofit Fundraisers !✤ Community Events !

Each group has it’s own personality and benefits. Network when it is good for you (morning, afternoon, evening) but every once in a while commit to networking at a time that may not be as convenient. This will open you up to the opportunity to meet a whole new group of people.





Networking - A Dirty 10 Letter Word

Networking can be very intimidating! Here are a few tips to make it a little easier: !✤ If you won’t know anyone at the event, call the organization ahead of time to let them know that you

are coming. Ask them if they have an ambassador or board member that would be willing to introduce you around.

!✤ Offer to help with the check-in or volunteer that night. !✤ Show up early so you don’t have to walk into a huge crowd. !✤ Approach groups of 3 or more so you’re not interrupting a potentially intimate conversation or find

someone standing alone and talk to them. !

✤ Look at the person’s name tag and ask them what their company does. If you are already familiar with the company offer a personal story about the company. Maybe you’re a customer or you have an uncle that works there. Perhaps you just saw their ad on TV. !

✤ When you approach a group have a conversation starter prepared in advance. You could reference the location (“This is a great room. Have you ever been here before?”) or the group (“This is my first Greater Lowell Chamber event. Do you attend a lot of their functions?).





Stand Out from the Sea of Networkers

✤ Establish yourself as warm, interesting and approachable: !

✤ Make eye contact, have a firm handshake and don’t look over the person’s shoulder. !

✤ Say the person’s name throughout the conversation. !

✤ Listen and ask questions: Spend the majority of the time listening and try to find a way to help the person you are talking to.

!✤ Thank each person you meet for a great conversation. A little gratitude can carry you far.

!✤ Build a reputation as the go-to person or as an expert in a particular field or topic. !

✤ Be a connector. !

✤ Follow up in a timely manner.





Follow Up Before You Fizzle Out

✤ Follow up within a day or so while the contact is still fresh in your mind. Reference something about your conversation and, if applicable, give them a name or a resource that may be of interest to them (this will help you become a connector). !

✤ The method of contact depends on your style: !

✤ Connect on LinkedIn and Twitter ASAP because once you are connected you will be able to see each other’s updates and stay top of mind with that individual.

!✤ Invite the person to coffee or lunch if you think you could develop a strong

professional network. !

✤ A personal note definitely sets you apart. Try using a system like SendOutCards. (www.cardsbydot.com)

!✤ Social Media is great way to stay top of mind with people – you can simply comment on

their posts and reach out via phone, message, email when necessary.


http://www.cardsbydot.com




The Do’s of Networking

✤ Wear a Name Tag. (Get a name tag made so you don’t have to wear a temporary name tag supplied by the event organizer.)

!✤ Dress appropriately and professionally. Keep in mind that this means different things for different professions. !✤ Have an elevator speech that includes a little bit about your business and your personal brand. !✤ Bring plenty of business cards. !✤ Body language: Firm handshake, eye contact, don’t look over the person’s shoulder, !✤ Listen more than you speak. !✤ Approach/sit with people you don’t know. !✤ Have an exit strategy: It could be as simple as excusing yourself to go to the bathroom. !✤ Write on the back of business cards so you can remember a fact or two about the conversations you had at the event. !✤ Introduce yourself to the event organizer. !✤ Follow Up!





The Don’ts of Networking

✤ Card Spam: Walk around the room handing out your business card without asking about the other person.

!✤ Be a wallflower: Go outside of your comfort zone and step outside of your circle of

influence. !✤ Be overly self-promotional. It’s better to share then to sell when you first meet

someone. !✤ Focus on working the room and meeting everyone at the event. You’re better off

focusing on quality not quantity. ✤ Getting too personal: Don’t talk about things that may make everyone around you

uncomfortable – politics, rocky relationship stories, bashing your competition, etc. ! ! !





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Online and Social Media

LinkedIn: One Giant Networking Event

Make sure your LinkedIn profile is dressed for success:!

✤ Profile Picture: Use a headshot (professional is preferred) that is from your shoulders/chest up. Make sure you look friendly and approachable and don’t be afraid to smile. Dress appropriately, leave the group shots for Facebook and make sure you don’t have a cocktail in your hand. After all, don’t you want the first impression of you to be a positive one?!

✤ Summary: Spend time writing your summary and always consider it a work in progress. Rewrite it as many times as necessary. The summary is prime real estate for you to tell your story. Make sure the way you tell your story is as interesting and approachable as you are! Be deliberate by using appropriate keywords, adjectives and industry terms and put your contact information in your summary to make it as easy as possible for people to contact you.!

✤ Recommendations: Recommendations are like reference letters and testimonials that are posted on your profile and broadcast to your entire LinkedIn network. The more connections that recommend you, the more validity you will have. If you want to increase the number of recommendations that you have, but feel bad asking someone to take the time out of their day to write you one, here’s an idea…. make the commitment to recommend one person a week. In many cases, people will be so thankful that you recommended them (unsolicited) that they will recommend you back.





LinkedIn: One Giant Networking Event

Make sure your LinkedIn profile is dressed for success:!

✤ Specialties: Think about how others may search for you or categorize what you do and ‘tag’ yourself appropriately. Also, consider using the keywords that you’d want to be found under in search results. These steps will make you more searchable.!

✤ Adding Your Websites to Your Profile: Don’t use the default descriptions (My Company, My Website, etc.). Make sure you add a custom description to remind people again what it is that you do.!

✤ Status Updates and Long Form Posts: Show other LinkedIn users that you are a hard worker and expert in your field. Share interesting articles, motivational quotes, business tips, upcoming events, etc. as status updates. This will push you into the newsfeed of your connections, promote conversation and let LinkedIn know that you are an active user and not just someone who sets up a profile and accepts connection requests every once in a while. Want to take it a step further? Be the person who writes posts that other people want to read and share. The Long Form post is powerful way for people to get to know you and view you as someone they want to do business with.





The Do’s of Social Networking

✤ Post content that is of value to your followers: things to do, upcoming events, useful information, quotes, interesting/beautiful photos, news, fun facts, etc.!

✤ Respond to people in real time!

✤ Ask for the share, retweet or like (on occasion)!

✤ Work with other individuals and organizations to increase your reach and theirs (RT each other’s tweets, reply to each other, etc.)!

✤ Proofread your posts before hitting send!

✤ Check-in when you are at an event/place that would be of interest to your followers (they may even come and join you!)!

✤ Stay active on Social Media (if you have a profile, use it)!

✤ Treat each Social Media platform as very different from the othersDanielle M. McFadden - @DMcFaddenLowell - [email protected] - linkedin.com/in/daniellemcfadden1




Use Social Media at Events

✤ Check-In: Give the hosting venue a shoutout by checking-in at their location on your Social Media profiles.!

✤ Hashtags: If there is an event hashtag, include it in your posts. You may also want to include any other relevant hashtags including the town/city you are in and words like #networking and #business. !

✤ Photos: A picture says a thousands words. Take photos at the event and post them on your Social Media sites. A good selfie never disappoints and can generate some great comments, likes and retweets. !

✤ Tag Others: When posting be sure to tag the organization hosting the event, other people in the room and the venue.!

✤ Share the Love: If you are having a great time at the event, use Social Media to leave a glowing testimonial. !

✤ Tip: Make sure to download the Facebook, Twitter and Instagram apps before you go to an event.





The Don’ts of Social Networking

✤ TMI: Let your personality shine, but watch out for too much irrelevant or personal information!

✤ Watch your language – be authentic, but appropriate!

✤ Be respectful – social media is not a place to pick fights, complain, etc…!

✤ Post negative posts or pictures!

✤ Post too much or not enough (you should be able to determine that with time)





!

Get People Excited About Your Profile/Posts !

✤ The more people Know, Like and Trust you, the more enthusiastic they will be about sharing and responding to your posts!

✤ Respond in real time when someone comments or responds to your posts!

✤ Thank people when they RT your tweets!

✤ Check-in and ask your Social Media friends to join you!

✤ Find out what your audience is already talking about and participate!

✤ Make sure your posts are of value!

✤ Post different types of things (photos, event info, fun facts, contests, etc.), see what gets the most interaction and do more of that





If You Build It… Business Will Come!

✤ Building a robust and diverse professional network is key if you want to grow your business!!

✤ Attend a lot of events!

✤ Explore different business and professional groups!

✤ Be an active participant on Social Media!

✤ Join a board, committee or local service group (Rotary, Kiwanis, Lions).!

✤ Use your skills for the betterment of the community and become the ultimate connector.





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[email protected]

@DaniMcFaddenlinkedin.com/in/daniellemcfadden1

@DMcFaddenLowell

Danielle M. McFadden!President/CEO!

Greater Lowell Chamber of Commerce

