Leveraging Professional Networks Ruth Martin Professional Association Networking Specialist

2 Growing your business through networking A Crucial Skill Make Valuable Contacts Find New Customers Welcome

3 Misconceptions about Networking Phony Insincere Awkward Threatening Takes too much time Difficult Expensive Welcome

4 Attributes of Good Networkers Outgoing Sincere Friendly Supportive Good Listener Good Follow-up Stays in Touch Welcome

5 Am I a Good Networker? How do I like to be treated? What type of people do I trust? Do I tend to monopolize conversations? Do I act interested in only what others can do for me? Do I give other people referrals and ideas without a thought for my own personal gain? Can people count on my word? Welcome

6 Effective Networking Involves a PLAN TO GET TO KNOW PEOPLE WHO Who want to do business with you Are willing to introduce or refer potential customers to you Welcome

7 A Simple Networking Plan Starts With…. Who Is Your Target Market? Satisfied Customers Excellent referral sources Their endorsement is extremely important to prospective customers Keep in regular touch through personal contact Always remember to thank them for their business Phone calls and in-person conversations are best Welcome

8 A Simple Networking Plan Your Target Market (cont’d.) Prime Prospects (Prospective Customers) Come from various sources Promptly follow-up on phone, website and inquiries Promptly follow-up on leads coming from other referral sources Organizations & Events Become involved with organizations in which customers and prime prospects are involved Participate in programs, conferences, and community events that customers and prime prospects attend Welcome

9 A Simple Networking Plan Your Target Market (cont’d.) Professional Memberships Associations of like-minded professionals who help each other through cross-referrals and sharing of best business practices Golden Slippers Network Members Come in regular contact with people who need the type of services you provide Can help by referring their customers and others to you Can help you expand your network of potential referral sources Welcome

10 Keys to Effective Networking and Cross-Referrals Become known, liked, and trusted by people you meet Get Involved and Give Back Attend Golden Slippers Network meetings Volunteer and serve on a committee Write articles and contribute content about your business or expertise for GSN’s website and newsletter Welcome

11 Other Suggestions Reach out to other GSN members Visit their businesses when you’re in their area Schedule a time to meet them for coffee or lunch Discuss how you can help each other – be strategic! Make referrals to GSN members, and let them know about it so they can thank you Don’t be afraid to ask – let other members know you would appreciate receiving referrals from them The more you give, the more likely you are to receive Welcome

12 Final Words about Networking It’s more than getting out and meeting people To succeed you need to : Make a plan Commit to carrying out your plan Devote enough time and effort to make the plan work Welcome

Get in the “habit” of networking whenever and wherever appropriate Be genuine and friendly -- not pushy Work your “elevator speech” into conversations Let people know you would like to stay in touch with them Give them your business card If they seem receptive – make the first move and give them a call! Enjoy the process while growing your business!