Trouble working the "Big Room"? - Learn to build a network without the pressures of becoming a different person. Business Networking for the Non-Networker outlines steps and techniques for putting you in situations where you can more comfortably network.

1. Sigma Free
Presents…
Business Networking
for the Non‐Networker
Tuesday, May 25th
Haymarket, VA
Provided by Sigma College of Small Business, Inc.

2. Measure Your Networking Prowess
• Networking Master
– LOVEs the challenge of the big room!
– Rest better when everyone knows everyone
• Networking Professional
– Network because it’s good for business
– Can work a room if necessary
– Satisfaction in giving GREAT referrals
• Non‐Networker
– Sees the value in networking
– Big rooms are extremely intimidating
• they typically “Latch On”
– But, they do like meeting new people
• Hermit – Not sure I can help!
Business Networking for the Non‐Networker
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Copyright 2010 Sigma College of Small Business, Inc.

3. Agenda
Introductions
Keynote Topic
Business Networking for the Non‐Networker
Break – Refreshments and Networking
Ask
Questions
Any Time Keynote Conclusion
Business Networking for the Non‐Networker
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Copyright 2010 Sigma College of Small Business, Inc.

4. Business Networking
‐ for Non‐Networkers
• This Class is NOT……..
– A Psychology Class
• Not trying to change you
– A Motivational Class
• No Rah‐Rah to get out there
and meet people
– Quick Tricks and Tips Class
• There is no
“Networking Get‐Rich‐Quick” Scheme
• This Class…
– Presents systematic methods for growing a quality
network over time
• Regardless of your networking prowess
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Copyright 2010 Sigma College of Small Business, Inc.

5. Some Networking Basics
• Reasons for Networking
– Selling
– Learning
– Buying
• Basic Value
– “Warm” introduction is better than cold call
– Build a relationship before the hard sell / buy
– Generate and qualify leads / vendors
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Copyright 2010 Sigma College of Small Business, Inc.

6. The REAL Value
• Making ONE solid • Links you to MANY
connection potential connections
YOU Networking
Contact
You Don’t Have to Sell
to Every Contact!
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Copyright 2010 Sigma College of Small Business, Inc.

7. Networking Goals
Align with Marketing Goals
• Match goals to product Quality of
Touch Point
– High Volume – Low Value
Networking
Higher
Focus
– Medium Volume – Medium Value Networking
– Low Volume – High Value
Direct
Marketing
• Set realistic “Event” Goals that
Mass
match YOU! Media
• Pick events according to your Size of
Audience
prospective customers
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Copyright 2010 Sigma College of Small Business, Inc.

8. Sigma Networking Principles
• Time and Touches Principle
– A quality network takes time and multiple touch points
• Referral Principle
– A new contact’s referral is more likely than their business
• Meet Small – Build Big Principle
– Use small groups to meet new people and big groups to
reinforce relationships
• Forced Opportunity Principle
– Develop techniques where an easy action forces
networking
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Copyright 2010 Sigma College of Small Business, Inc.

9. Sigma Free
Presents…
Business Networking
for the Non‐Networker
Tuesday, May 25th
Haymarket, VA
Provided by Sigma College of Small Business, Inc.

10. Techniques
Use Variety of Events
• Networking Environments
– Routine
• Not specifically organized for networking Easy to build
• Volunteer work, kid’s programs, training relationships before
– Social approaching business
• Organized for non‐business interests USE TACT!
• Clubs, hobbies, service groups
– Informal
• Organized for “general” networking
Business will be first,
• After hours, luncheons
relationship will
– Serious require more effort
• Specifically organized to generate leads
• BNI, B2B Networking Group, Leadshare
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Copyright 2010 Sigma College of Small Business, Inc.

11. Techniques
Meet Small – Build Big
Meet in small “functional” settings – reinforce at big events
• Use small settings to introduce and meet new people
– “Functional” meetings reduce the “what do I say” barrier
• Classes, committees, volunteer opportunities
• Big events
– Mixers
• People you have met ‐ spend short times with them to reinforce
• Look for other “non‐networkers” – they are usually in a corner
– “Sit‐down” events
• Tables turn big events into smaller events
Long term approach reduces stress of selling in first meeting
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Copyright 2010 Sigma College of Small Business, Inc.

12. Techniques
Be in the Right Place
Something as simple as Don’t Know
where you sit affects your
Know
networking
Empty
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Copyright 2010 Sigma College of Small Business, Inc.

13. Techniques
What to Say
A new contact’s referral is more likely than their business
• Build credibility and trust through relationship
– Ask and listen
Over Time…
– Find common ground
• Make them sales people
– Match your product to a tangible need
– Help them see how it fits for themselves and others
• Provide the sales support
Great approach for
– How to identify prospects
introducing yourself
– How to present your product
in networking
groups
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Copyright 2010 Sigma College of Small Business, Inc.

14. Techniques
Follow ‐ up
A quality network takes time and multiple touch points
• Follow‐up is a great touch point
– Keep it simple – save something for the next touch
– Phone call, note or email? – match to your comfort level
– Think of follow‐up during initial contact
• Plan the next Touch Point
– Especially for good network contacts
– Could be indirect or direct
• Leverage their follow‐up
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Copyright 2010 Sigma College of Small Business, Inc.

15. Techniques
Social Networking
Use Online Social Tools to Leverage Your Business Network
• Friend, Follow, Fan and Subscribe
– Simple piece of your follow‐up
– Shows interest and helps you
• Social Networking Interaction
– Read and comment on blogs
– Reply, share and re‐tweet
• Join Mailing List
– Keep track of your network
Networking is no longer limited to face‐to‐face
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Copyright 2010 Sigma College of Small Business, Inc.

16. Sigma College of Small Business
Critical Business
Areas
• Upcoming SigmaFree Classes
Strategy and Planning
– 6/8 – What’s the Best Entity? Solve the
Marketing and Sales
Mystery of Legal Organization
Accounting and
– 6/15 – What is Your Business? The Art of Finance
an “Elevator Pitch”
Operations and
• Upcoming Sigma College Course Quality
– Leveraging the Online Social Network Leadership and
Administration
– Tuesday, July 13th, 10am‐2pm
Technology and
Innovation
Dedicated to the Learning Needs of Small Business!
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Copyright 2010 Sigma College of Small Business, Inc.