How to Use Networking to Grow Your Business in 2014

HOW TO USE NETWORKING TO
GROW YOUR BUSINESS IN 2014

Net
working t Grow Your Business
o
How to Use Networking to Grow your Business in 2014

ARE YOUR NETWORKING EFFORTS OFF TARGET?

No
“Ordinary”
Business
Network

Net
o

WHAT IS BUSINESS NETWORKNG?
Definition (according to Ask.com):

Business Networking is a skill and a low cost method of marketing that is used to build
new business contacts through connecting with other like minded individuals. Business
Networking is generally done through face to face meetings almost anyplace or anytime
but is commonly done at business or community events and even more specific, Business
Networking events that are hosted by business networking organizations. "
"
The events are usually planned around an activity, such as a guest speaker. Either before or
after the activity, attendees are given the opportunity to meet and interact with one another
to share business thoughts and ideas with the intent to build business relationships that will
be of benefit to each involved.

Because business networking is based on the building of relationships with people, it is a
ongoing and long term method of gathering business contacts that is very effective.

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“Ordinary”
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•  How Xtraordinary Women has used networking to our advantage
•  Consistently showing up at industry events outside of XW
•  We don’t use “outside” suppliers when it comes to getting work done
•  We take a genuine interest in the person and their business
•  We have a “How can we serve you mindset”

A few examples
•  Our Branding & Positioning statement was done via Brandheart Marketing
•  Our Website was designed by Retha van Staden from Solutionetics
•  Our Logo was designed By Erica Groves Design
•  Our pens and business cards by Dynamic Exposure
•  Our Marketing and PR by Word-On-The-Street Media
•  Business Coaching from Carol Gerber Results Driven Coaching
•  And many more…

All done by building lasting business relationships through networking!

No
“Ordinary”
Business
Network

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o

WHEN IT COMES TO NETWORKING, IS THIS YOU?

I hate standing up and
speaking to people.”

HELP!!
No
“Ordinary”
Business
Network

I

don’t know my elevator

pitch so I STRESS out.. I don’t
know what to say”

Net
o

SO, WHAT IS STOPPING YOU FROM NETWORKING EFFECTIVELY?
1. 
2. 
3. 
4. 
5. 
6. 
7. 
8. 

I don’t have enough conﬁdence
I’m not sure what to say
I’m not sure what to “sell”
I don’t know how to approach people I don’t know
I don’t know what to do
What if I come across as “not knowing my stuff”
Nothing ever comes from networking so I am wasting my time
I’m scared to death standing up in front of people I don’t know and
introducing myself

No
“Ordinary”
Business
Network

Net
o

TIPS AND TRICKS TO ADDRESS YOUR CONCERNS
1. 
2. 
3. 
4. 
5. 
6. 
7. 

I don’t have enough conﬁdence –
I’m not sure what to say –
I’m not sure what to “sell” –
I don’t know how to approach people I don’t know -
I don’t know what to do -
What if I come across as “not knowing my stuff” -
Nothing ever comes from networking so I am wasting my time! "

8.  I’m scared to death standing up in front of people I don’t know & introducing myself!

No
“Ordinary”
Business
Network

Net
o

DIFFERENT FORMS OF NETWORKING

•  Ofﬂine
•  Business Networking Breakfasts
•  Cocktail Parties
•  Workshops/Conferences
•  Speed Networking Events
•  Expos (where the exhibitors are your prospects)
•  TedEx Talks
•  Industry Events
•  Dinners
•  Etc.

No
“Ordinary”
Business
Network

Net
o

DIFFERENT FORMS OF NETWORKING

•  Online
•  Twitter
•  Facebook
•  G+
•  LinkedIn
•  Webinars
•  Etc.

No
“Ordinary”
Business
Network

Net
o

NETWORKING EVENT VS NETWORKING PROCESS

•  You get a Networking Event & then there is a Networking Process
•  Networking “The Event” is very different to Networking “The Process”
•  Events:
•  Are a build up of expectations
•  We expect something to happen
•  There is a Guest Speaker etc.
•  Process:
•  A Process is a set of logical steps to get to a desired result
•  This is exactly what networking is..a process!
You need to separate the Event from The Process

No
“Ordinary”
Business
Network

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NETWORKING EVENT VS NETWORKING PROCESS

•  You need to be patient and understand that networking is a process and it
takes time

•  Needs to form part of your long term strategy - your efforts will pay off!

•  It is not about keeping score as you will be disappointed in the beginning

•  You can’t expect to come away immediately with results, although, often you
do

•  You reap what you sow – at each event, you are sowing the seeds to grow
your business.. It is a process and your reward is at the end…

•  It takes time but you do get results!!

•  You need to build trust and credibility - this takes time
No
“Ordinary”
Business
Network

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A XTRAORDINARY NETWORKER…

• 
• 
• 
• 
• 
• 
• 
• 
• 
• 

Is warm and approachable
Cares about others and has a “service-orientated” mindset
They have an honest desire to make a difference in their community
Is always willing to offer assistance and recommend resources,
service providers etc.
They connect people – connecting is the highest form of networking
Tunes into opportunities and facilitates introductions
Looks at what people do separately and envisions how people can
do things together and perhaps create partnerships
Learn and be the best they can be at networking
Finds the opportunities for other people
When you do this, people are are inclined to want to pay you back
as you made a difference in their lives

No
“Ordinary”
Business
Network

Net
o

FOCUSING YOUR EFFORTS
Have a Strategy
Is your strategy no strategy?
Are your efforts a hit or miss?
Are you doing your homework?
Research the networking organisation you are going to attend –
there must be an alignment with your own values. Find one that
compliments your business and is committed to helping you grow
your business
•  Part of your strategy must be to network regularly

• 
• 
• 
• 
• 

No
“Ordinary”
Business
Network

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FOCUSING YOUR EFFORTS
•  Why network regularly?
•  When people see you at more than one networking event, you are:
•  Top of mind when they think of your industry
•  They see that you take your business seriously

No
“Ordinary”
Business
Network

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o

STRATEGY FOR THE EVENT
• 
• 
• 
• 

How are you going to approach people?
How are you going to meet them?
Why are you going?
You want to leave with names of people with whom you can follow
up and build lasting relationships

Because of your strategy and follow through – you will see results!

No
“Ordinary”
Business
Network

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PREPARATION IS KEY!
•  What do you want to accomplish by attending?
•  Go with set goals in mind
•  Do your Homework. Have a look at the guest list and find out who
will be attending and how does this fit into your business plan/
strategy
•  Look at their website, Facebook, twitter etc. and find out if you have
something in common with them
•  Are you going to meet prospective clients, find referral sources, build
trust, need a new supplier?
•  Who do you want to connect with and why?
•  If you see someone you know that will be attending, perhaps they
might know the person you want to connect with

No
“Ordinary”
Business
Network

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AT THE EVENT
•  Do not arrive late
•  Arrive early (look at the registration time)
•  Chances are that the Guest Speaker is there already – It is a great
way to connect and chat to them. You might not get a chance later
•  If you see someone that is new, and they look like they are
intimidated by the event, approach them and introduce yourself and
then introduce them around – it makes the difference between – I
got nothing out of it.. And I am coming back
•  Make a positive ﬁrst impression.
•  Good Handshake – not too ﬁrm or soft
•  Eye Contact
•  Great smile
•  Be friendly

No
“Ordinary”
Business
Network

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AT THE EVENT..

•  When introducing yourself, ensure it is done in such a way that that
person will be able to tell someone else EXACTLY what you do when
asked.
•  Focus on forging quality contacts, instead of quantity (its not about
how many business cards you can collect and add to your
database)
•  Be a resource for other people - with no strings attached. It is also
creates an opportunity to follow up with them.
•  For example – send them a relevant article
•  Refer a person that can help them in business
•  Send them information – website etc…
•  Leverage off the people that you do know at the event and ask them
to introduce you
•  Also offer to do introductions for other people

No
“Ordinary”
Business
Network

Net
o

GREAT ICEBREAKERS TO INTRODUCE YOURSELF
• 
• 
• 
• 

Hello, my name is _____, it’s wonderful to meet you.
Is it your ﬁrst time that you are attending this event?
What is your interest in the topic?
I saw your proﬁle on LinkedIn – tell me a little more about your
business? Your products looks great.
•  You are showing an interest in them
•  It is a lot more personal. People get excited when they talk
about their business and as a listener you learn so much more

No
“Ordinary”
Business
Network

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DURING THE CONVERSATION
•  Find out what the person is passionate about and watch their eyes light
up!
•  Find something you have in common (if you did your homework you
would know what this is and steer the conversation into that direction)
•  Find out what it is that they are currently looking for and what their
objective is for attending the event
•  Get to know the person. Ask open ended questions like “What kind of
businesses are you looking at being referred to?”
•  Build TRUST!!
•  Be Yourself and behave with Integrity

No
“Ordinary”
Business
Network

Net
o

AFTER THE EVENT
•  Do a debrieﬁng afterwards:
•  Will you attend again? If not, why?
•  Did you meet your goals
•  Make notes of who you would like to follow up
•  At the back of the business card write:
•  The date
•  Which event you met them at
•  Something that you will remember them by
•  Topics of interests and how you can assist them
•  Follow up:
•  You have 24 hours to follow up, or you will be forgotten

No
“Ordinary”
Business
Network

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NETWORKING TOOLBOX
•  Business cards, Pamphlets & Brochures

•  Map & directions – You don’t want to be late – it creates a bad impression

•  If you are selling a product, bring a sample
•  If you are an author, bring the book along and use it when you introduce yourself,
it is great to make that visual connection

•  Rehearsed Elevator Pitch

•  The Contact list – research the people that are attending the event

•  Follow up System – we recommend a professional mailing programme to do this
(MailChimp or GraphicMail),

No
“Ordinary”
Business
Network

Net
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MY GOLDEN RULES
•  CONSISTENCY IS KEY! Networking needs to form part of your
business plan and strategy for the year

•  Align your business goals and plan accordingly, so that you know
what you are looking for at each event and what type of person/
company you are looking for to build a relationship with, that will
beneﬁt both you and the person you want to deal with

•  Show a genuine interest in the person and don’t go into any event
with the mindset - How many people can I sell to today – IT WILL
NOT WORK.

•  People do not want to be sold to.. Build that lasting business
relationship and IT WILL beneﬁt you

No
“Ordinary”
Business
Network

Net
o

MY GOLDEN RULES Cont..
•  Do not speak about more than one product or service. You are your
brand and you are creating brand confusion for your guests

•  Pick which product and service to “punt” at speciﬁc networking
events – to guests who are your prospects

•  Tailor your elevator pitch to your audience

•  When you attend an event.. Go with the mindset.. What Can I do for
you! People will remember you for being helpful. Share your
knowledge as much as you can – recommend others etc. You will
be remembered as someone that can help! So you will be top of
mind!

No
“Ordinary”
Business
Network

Net
o

MY GOLDEN RULES Cont..
•  Show up to as many events as you can – you want to be top of
mind when people need someone in your industry. The only way you
are going to achieve this is by showing up consistently. Also – do not
change your brand message all the time. Be CONSISTENT!
•  If you go again and again, you will cement the relationship with the
person, you will get to know them a lot better
•  If you make meaningful contacts at an event – you are going to want
to go back..

No
“Ordinary”
Business
Network

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MY BIGGEST NETWORKING AND BUSINESS SECRET?

CONSISTENCY IS THE
KEY TO SUCCESS!

No
“Ordinary”
Business
Network

CONTACT DETAILS
GWEN KLOPPERS

Info@XtraordinaryWomen.co.za
www.XtraordinaryWomen.co.za
@GwenKloppers
@XOrdinaryWomen
Gwen Kloppers
CEO & Founder:
Xtraordinary Women

How to Use Networking to Grow Your Business in 2014

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How to Use Networking to Grow Your Business in 2014