Acelera Group Business Networking: It's Not Who You Know

Business Networking
IT’S NOT WHO YOU KNOW
Lee Levitt, Managing Director
© 2017 Acelera Group All Rights Reserved

What is Business Networking?
It’s Not Who You Know!
A Framework for Networking Success
{ 2 }
TODAY’S CONVERSATION

What is
Business Networking?

When You Hear the Term…
{ 4 }
Connections
Relationships
Opportunity
Business
Contacts
Meeting

The Purpose
of Business
Networking
{ 5 }
To develop and activate
your relationships to
increase your business,
enhance your knowledge
and expand your sphere
of influence

Who is Business
Networking For?
Sales people…
Job seekers…
•
•
•
Chaplains!
“I went to a Central Kentucky
Hospice Chaplain Peer
Group meeting. Learned more
about helping mourners
with complicated grief, met
other area chaplains, and
commiserated/shared
experiences/tips/strategies.”
{ 6 } © 2017 Acelera Group All Rights Reserved

What Holds You Back?
27%
16%
14%
12%
10%
6%
22%
I haven’t found a good
networking group
I don’t like asking for
business or favors
I don’t know what
I can contribute
I don’t want
to appear pushy
I haven’t gotten
positive results
I’m afraid to meet
people I don’t know
Nothing, I love
networking
Events
Networking
Schedule
Business
Location
Commitments

How Would You Characterize the People
You’ve Met at Business Networking Events?
5%
2%
50%
29%
Pushy or
overbearing
Quiet, withdrawn
or shy
Comfortable
or friendly
Helpful

Most network events are meet-n-greets, time consuming,
and have little value. Building a good network requires
strong relationship building, not “LinkedIn relationships.”
{ 9 }
Some have no idea what networking is about.
Often don’t listen, just interested in spreading cards
and talking about themselves/their business.
What I find with networking is that people are full of ideas
and promises and connections when you meet face-to-
face, but the follow-through is often really disappointing.
I am probably at fault for not following up at times myself.
The People You Meet

Range in Recent Experience
Waste of time. A college
alumni event in NYC;
the average age was
too young for me. Just
felt like I could have
researched it better
before attending.
I was asked to help with
some governance issues
at a theatrical non-profit,
and as a result of those
contacts the organization
is helping me to put on a
theatrical production, and
helped write – and get – a
grant for the production.
People at those things tend to
talk to people they already
know. Few are there to help
generate ideas or make
introductions. They are there
for the free food, drinks and
seeing people with whom they
already have relationships.
It was tremendously
valuable. It showed
me the preparation that is
necessary to be effective
at a conference. I hadn't
done it, which meant the
results were mediocre,
and I know what to do
for my next conference.

Value of Your Network
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Network
Connections
Opportunities
Business
Referrals
Results

The Power of Your Network
24.5%
10.6%
7.2% 7.9%
8.9%
13.5%
27.4%
Less than
$10k
$10-25k $25-50k $50-100k $100-250k More than
$250k
Don't know/
not sure
$26M
302 people
reporting!
In thinking about the power of your network, how much business revenue did
you generate in the past 12 months with the help of your network (contacts
made, referrals, references...)?

It’s Not Who You Know…
…IT’S HOW WELL YOU KNOW THEM,
AND HOW WELL THEY KNOW YOU

Farming vs. Hunting
Understanding What’s
Important To Others
Developing Your Personal Brand
CRITICAL SUCCESS FACTORS

Farming vs. Hunting
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Hunting takes advantage
of weakness
Farming requires
investment and patience
Quality versus quantity

Understanding What’s Important to Others
What do others care about?
What’s their Language of Value?
What are their values, passions,
specialties, talents, goals?
What’s your common connection?
How can you help?... How will you help?

Connection Quality Matters
11.5%
25.1%
40.7%
19.9%
2.9%
Like it
very much
Like it
somewhat
Feel neutral
about it
Dislike it
somewhat
Dislike it
very much
{ 17 }
When a casual business acquaintance asks for an introduction to a trusted
business contact of yours, which of the following best describes your feelings
about the request?

Connection Quality Matters
43.7%
28.3%
24.2%
2.9%
1.0%
Like it
very much
Like it
somewhat
Feel neutral
about it
Dislike it
somewhat
Dislike it
very much
When a trusted business acquaintance asks for an introduction to a trusted
business contact of yours, which of the following best describes your feelings
about the request?

Developing Your Personal Brand
{ 19 }
Core Values
Passions
Talents
Your Specialty
Goals

A Framework for
Networking Success

Establishing a Consistent System
BUILDING YOUR
NETWORK
CULTIVATING
RELATIONSHIPS
ASKING
FOR HELP
When is the best time to build your network?

The Concept of
Givers GainⓇ
Good business networking is
about establishing yourself
as a resource
The more you give, the more
you’ll get…
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Givers Gain Ⓡ
is a concept popularized
by Ivan Misner, Founder of BNI

Ten Rules for Building Your Network
Find the “right” venue (event,
one on one, small group)
Schedule time in your calendar
for follow up
Do your homework
Invite a friend/peer/coworker
Show up early, be the host
Bring plenty of business cards!
Listen actively (rather than
waiting to talk!)
Have a goal and a plan – is
there someone specific you
want to meet? (The Ten Penny
System)
Write notes and commitments
on business cards
This is network, not neteat,
netdrink, netsit, netsell

Cultivating Relationships
{ 24 }
Prepare, research,
understand – what is
up for the person
you’re talking with?
How will you stay
connected?
How can you help
them to achieve their
goals?
What commitments
are you willing to
make/hold?

Asking for Help
• Remember – people want to help!
• If you are living your Personal Brand,
help will come to you!
• Be specific in your requests
• Follow up with your referral source.
Thank them for the referral, with specifics.
If it wasn’t a good fit, reshape your request.
• Build referrals into your day-to-day activities or calendar

Review your personal brand with two or three
trusted friends; ask them what value you bring
Commit to attending a specific number of events or
meetings
Use the buddy system to hold yourself accountable
Review the ten rules for building your network
before each event
Follow up on commitments
Ask for referrals (rather than for business)…
Be clear on your goals for networking
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NEXT STEPS…BUILDING AND ACTIVATING YOUR NETWORK

Three Things to Remember
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Networking is about giving
Your Personal Brand is your only
durable asset
Invest in your network every day

Let’s Connect
twitter: @LEEMLEVITT
linkedin: WWW.LINKEDIN.COM/IN/LEELEVITT/
blog: BLOG.ACELERAGROUP.COM
web: ACELERAGROUP.COM

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