Networking in the New World

How to develop business through networking the “new way”.

NETWORKING IN THE NEW WORLD

/chadmassaker/carceron


/in/chadmassaker/companies/carceron

THE BIG UGLY MAN BEFORE YOU




MY QUALIFICATIONS• Owned a managed IT services business and have grown it almost entirely through

networking. I have belonged to just about every kind of professional and non-profit organization you can think of:

• Chambers of Commerce (2)

• Business Associations (4)

• Closed Contact Networks (BNI, Powercore, etc.) (4)

• Non-Profits (6)

• Director of Corporate Connections, A BNI Pilot Program

• Corporate Connections Members Had to Be Owners of B2B Businesses with Clients With Annual Average Revenue of $5,000,000

• As a director my job was to start new chapters and coach existing members on how to get new referrals and new referral partners. I also developed many of the newer programs that they currently use to this today such as the Power Team meeting format. Some of the material in this presentation came from those innovations.




HOW HAVE YOU BEEN TOLD TO NETWORK?




WHAT ARE THE BENEFITS OF NETWORKING?




NETWORKING WITH PURPOSE

This presentation assumes that you are want to network for 2 reasons:

1. To sell more stuff via referrals, &…

2. To improve access to obscure resources




WHO SHOULD YOU NETWORK WITH?

Workbook Exercise




WHERE SHOULD YOU NETWORK?




WHERE SHOULD YOU NETWORK?

Workbook Exercise




MARKETING YOU: YOUR BUSINESS CARD




MARKETING YOU: SOCIAL MEDIA

• Complete Your Profile As Much as Possible. EVERY AREA!

• Connect with everyone you meet. Even if you don’t like them. You may need the connections past them some day.

• Get an upgraded account, such as Business Plus, which will allow you to:

• Perform more advanced searches of people (especially C-Level types)

• Send inMails: inMails let you send so many messages per month directly to 2 nd and 3rd level connections per week, thus by-passing the need to use the “Introduction Forward Request” feature. If the recipient does not reply within 7 days, you are credited back that inMail. (even if they reply after 7 days, you get the credit).

• Will give you notifications of who has viewed your profile so that you can reverse stalk them.

• Several other cool features that make it well worth the money for networkers and hunters.




MARKETING YOU: SOCIAL MEDIA

• The more complete your profile the better

• Get over your hang ups about separating work and personal.

• Create a Facebook fan page

• Use the post promotion feature (personal profile and fan page) liberally

• Use events to advertise seminars and events. Ask friends to help spread the word.




MARKETING YOU: SOCIAL MEDIA MISC.

• Twitter: It’s not necessary but easy enough to setup and manage. Just create an account and have either your Facebook or LinkedIn posts sync to it. I hardly ever log into my Twitter account, yet post to it several times a day this way.

• YouTube: A great social medium if you have the money, time and content to educate your target market. If you are interested in learning more, check out vLinkSolutions.com

• Use a social media management platform, like Hootsuite to easily manage all of your social mediums and even schedule posts. There’s even a mobile app for Hootsuite.

• Social media is about engagement and interaction. If your friends/fans are not engaging (Like, comments, etc.) then work on your content delivery. Maybe lighten it up a little. Humor is always good. Photos and video are also good.

• Remember that social media is a virtual extension of your real-world networking activities. So make sure to connect with everyone you meet in real life online.




YOUR “ELEVATOR SPEECH”WORKBOOK

EXERCISE

So, what do you do?

*YAWN* Let me out of this

thing!

Oh, Hi! I’m John. My company sells the most reliable, most dependable water bottles. We also have the best

customer service around. Blah blah blah blah. Yada

Yada Yada. Me Me Me….Do you buy

water bottles?Here, take my card.

We should talk. [elapsed time 1m 30 sec]




MY “ELEVATOR SPEECH”

• Hi. My name is Chad Massaker. I own Carceron Systems Group, the most customer recommended IT firm in Atlanta on Linkedin.com. We provide businesses with an outsourced IT department: everything from the level 1 helpdesk technician to the Chief Technology Officer, at about 1/2 of what it would cost to have these types of people on a business’s payroll.

• Since we’re outsourced, we don’t get sick, take vacations or need benefits, and because we are flat fee, we are incentivized for being proactive. In addition to all of this, Carceron also acts as a technology broker for a wide range of services for everything from telecommunications to cloud computing.




NETWORKING ETIQUETTE: BUSINESS CARDS

• When should you give your business card? • WHEN YOU ARE ASKED FOR IT!

• If you were not asked for your business card it is because:• Your elevator speech sucked• You are not interesting• You’re poorly dressed• You smell• All of the Above• Etc….




NETWORKING ETIQUETTE: BUSINESS CARDS

If you want them to ask you for your card, then you need to sell them on asking you for it. If you want them you ask for you card, then you must become….




NETWORKING ETIQUETTE: BODY LANGUAGE

• Shaking hands• Shake firmly• If you get a bad grip, reset and shake over. It’s awkward for you both when it

happens. • Use two hands when possible. This is considered more intimate. You can clasp

two hands on one hand or shake with one hand and use you other hand to grasp their arm behind the elbow.

• Always wear nametags on you right breast so that when you shake hands your tag is clearly visible.

• Kissing• Be very careful. Many women do not like this. • Be mindful at cultural events where this might be a norm.

• Get to Understand Body Language• Buy the book “What Every Body is Saying” by Joe Navarro• Try mirroring to gain rapport




NETWORKING ETIQUETTE: BODY LANGUAGE

CLOSED: Do not interrupt

OPEN: Ok to Step In




NETWORKING HIDDEN TIPS & TRICKS• Never go to an event you have never been to before without a wing man unless you are just

an alpha hunter. Make sure you know someone there who can make introductions prior to going. This is also helpful to canvasing a room with a referral partner as you can introduce each other to connections that you meet when you split up (divide and conquer).

• Take a leadership role in any organization that you are involved in. This builds credibility for you and keeps you in front of people.

• Start your own networking group or event and become “the center” of your referral-verse. Develop a reputation as a connector.

• For more formal referral relationships, make sure that you track referrals passed as well as revenue. Sometimes you may need to find a new partner or you may find that you can do that service yourself for your clients and keep the profit.

• LEVERAGE YOUR TIME: Hire an admin to automate as much work behind the scenes as you can (social media management, sending inMails, appointment setting, etc.). Stick to what you do best and outsource all tedious work. Check out eLance.com for virtual assistance or find someone local.




RECAP & HOMEWORK

• Determine who your ideal referral partners are (at least 3) and solidify these Synergy Referral Partners ASAP.

• Determine at least three good places/events to meet these partners and potential customers and get these meetings on your calendar.

• Get business cards from everyone you meet and connect with these people on social media.

• Make regular posts on social media about what you do.

• Meet with your Synergy Referral Partner 1:1 at least monthly to discuss referral opportunities. Share leads, client lists, intelligence… whatever it takes to get the funnel full.

• Hold you Synergy Referral Partners accountable for their results after these meetings.




ONE FINAL THOUGHT

Nobody cares how much you know, until they know how much

you care. ~Theodore Roosevelt

“Givers Gain” ~Ivan Misner, BNI




CLOUD COMPUTING SEMINAR ON MAY 14TH AT INFOMART

During this seminar you’ll discover…

• What cloud computing is and why thousands of companies are trading in their traditional computer networks for this new, lower cost, more flexible alternative.

• How cloud computing can drastically lower your IT costs and free you from frequent (and expensive) hardware and software upgrades.

• How to gain automatic backup and disaster recovery through cloud computing.

• Answers to important questions about security, where your data is stored and Internet connectivity.

• How you and your staff can gain greater freedom to access your desktop and e-mail from anywhere, using practically any device.

• Critical facts every business owner must know before switching to a cloud based network.

RSVP to [email protected]




• Members-Only Club for Business-to-Business Business Owners & Executives Only. • Business-to-Consumer and Multi-Level-Marketing Companies Are Strictly Prohibited.• B2B Sales People Permitted on a Case-by-Case Basis.

• Meetings are monthly at exclusive, high end venues in Metro-Atlanta.• No membership fees. Events generally cost $25 each.

Apply for membership at www.SpeakeasyAtlanta.biz




Q&A