NETWORKING 101Band Business Crash CourseNovember 3, 2012Dana Myers, Esq.
NETWORKING: WHAT IS IT? Webster’s Dictionary: the exchange of information or services among individuals, groups, or institutions; specifically:the cultivation of productive relationships for employment or business. Karma: help others and others will, in turn, help you. Friends help each other out 6 Degrees of Separation: everyone is on average approximately six steps away, by way of introduction, from any other person in the world. CEO of Warner Music Group (major record label) is only 6 introductions away! Wouldn’t it be nice to get your demo on that desk?
NETWORKING: WHY IS IT IMPORTANT? The music industry is built on networking relationships Who you know will get you in the door; what you do/how well you perform will keep you there Record companies don’t listen to unsolicited submissions when seeking to sign new talent You just can’t do it all yourself – you will need the help of other people to advance as an artist
PRODUCTIVE RELATIONSHIPS “The cultivation of productive relationships” Relationships require renewed contact Adding someone on FB/LinkedIn is not enough Karma: Help others, and others will help you Think about how you can help the people in your network Be conscious of the type of relationship you are cultivating: business relationships are different than personal relationships
CULTIVATING THE RELATIONSHIP: MEETINGTHE CONTACT Music industry events Conferences, symposia, classes, concerts, open mic… Checking out at S-Mart/Walking the Dog… You never know when you are going to be presented with the opportunity to meet a valuable member of your network Always be prepared! The Introduction Don’t judge people by how they look People (especially influential people) will not always reveal who they are until after they get to know you Tact: Don’t throw yourself on someone Initiate conversation
CULTIVATING THE RELATIONSHIP:BEING REMEMBERED Ultimately the goal is to make a good-enough impression that your new contact will think of you when a future opportunity arises For the initial meeting Business Cards Demo (with your contact information) Elevator speech Follow-up For the productive relationship Give before you receive Make personal introductions: expand your contact’s network Give referrals Professionally ask for what you need Check in from time-to-time Thank you notes vs. email
EXERCISE An elevator pitch is a short “speech” that you have rehearsed and basically memorized, that portrays your business/band/music/poetry/etc. succinctly enough to say in the average elevator ride. Your pitch should be concise yet creative enough to catch your listener’s attention. It should address why you are different/special/the best at what you do or offer without being arrogant or dishonest. Take a couple of minutes to draft your own elevator pitch. When you have finished, say your pitch to your neighbor.