How to grow your business and gain access to obscure resources through traditional business networking reinforced by social media. Tips, tricks and hacks to maximize your networking efforts.

1. How to develop business through networking the “new way”.
NETWORKING IN THE NEW WORLD

2. /chadmassaker
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THE BIG UGLY MAN BEFORE YOU

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MY QUALIFICATIONS
• Owned a managed IT services business and have grown it almost entirely through
networking. I have belonged to just about every kind of professional and non-profit
organization you can think of:
• Chambers of Commerce (2)
• Business Associations (4)
• Closed Contact Networks (BNI, Powercore, etc.) (4)
• Non-Profits (6)
• Director of Corporate Connections, A BNI Pilot Program
• Corporate Connections Members Had to Be Owners of B2B Businesses with Clients
With Annual Average Revenue of $5,000,000
• As a director my job was to start new chapters and coach existing members on how
to get new referrals and new referral partners. I also developed many of the newer
programs that they currently use to this today such as the Power Team meeting
format. Some of the material in this presentation came from those innovations.

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HOW HAVE YOU BEEN TOLD TO NETWORK?

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WHAT ARE THE BENEFITS OF NETWORKING?

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NETWORKING WITH PURPOSE
This presentation assumes that you are want to network for 2 reasons:
1. To sell more stuff via referrals, &…
2. To improve access to obscure resources

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WHO SHOULD YOU NETWORK WITH?
Workbook
Exercise

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WHERE SHOULD YOU NETWORK?

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WHERE SHOULD YOU NETWORK?
Workbook
Exercise

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MARKETING YOU: YOUR BUSINESS CARD

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MARKETING YOU: SOCIAL MEDIA
• Complete Your Profile As Much as Possible. EVERY AREA!
• Connect with everyone you meet. Even if you don’t like them. You may need the
connections past them some day.
• Get an upgraded account, such as Business Plus, which will allow you to:
• Perform more advanced searches of people (especially C-Level types)
• Send inMails: inMails let you send so many messages per month directly to 2nd
and 3rd level connections per week, thus by-passing the need to use the
“Introduction Forward Request” feature. If the recipient does not reply within 7
days, you are credited back that inMail. (even if they reply after 7 days, you get
the credit).
• Will give you notifications of who has viewed your profile so that you can reverse
stalk them.
• Several other cool features that make it well worth the money for networkers
and hunters.

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MARKETING YOU: SOCIAL MEDIA
• The more complete your profile the better
• Get over your hang ups about separating work and personal.
• Create a Facebook fan page
• Use the post promotion feature (personal profile and fan page) liberally
• Use events to advertise seminars and events. Ask friends to help spread the word.

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MARKETING YOU: SOCIAL MEDIA MISC.
• Twitter: It’s not necessary but easy enough to setup and manage. Just create an account
and have either your Facebook or LinkedIn posts sync to it. I hardly ever log into my
Twitter account, yet post to it several times a day this way.
• YouTube: A great social medium if you have the money, time and content to educate your
target market. If you are interested in learning more, check out vLinkSolutions.com
• Use a social media management platform, like Hootsuite to easily manage all of your
social mediums and even schedule posts. There’s even a mobile app for Hootsuite.
• Social media is about engagement and interaction. If your friends/fans are not
engaging (Like, comments, etc.) then work on your content delivery. Maybe lighten it
up a little. Humor is always good. Photos and video are also good.
• Remember that social media is a virtual extension of your real-world networking
activities. So make sure to connect with everyone you meet in real life online.

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YOUR “ELEVATOR SPEECH”
WORKBOOK
EXERCISE
So, what do
you do?
*YAWN* Let
me out of this
thing!
Oh, Hi! I’m John. My
company sells the
most reliable, most
dependable water
bottles. We also
have the best
customer service
around. Blah blah
blah blah. Yada
Yada Yada. Me Me
Me….Do you buy
water bottles?
Here, take my card.
We should talk.
[elapsed time 1m 30 sec]

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MY “ELEVATOR SPEECH”
• Hi. My name is Chad Massaker. I own Carceron Systems
Group, the most customer recommended IT firm in Atlanta on
Linkedin.com. We provide businesses with an outsourced IT
department: everything from the level 1 helpdesk technician to
the Chief Technology Officer, at about 1/2 of what it would cost
to have these types of people on a business’s payroll.
• Since we’re outsourced, we don’t get sick, take vacations or
need benefits, and because we are flat fee, we are incentivized
for being proactive. In addition to all of this, Carceron also acts
as a technology broker for a wide range of services for
everything from telecommunications to cloud computing.

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NETWORKING ETIQUETTE: BUSINESS CARDS
• When should you give your business card?
• WHEN YOU ARE ASKED FOR IT!
• If you were not asked for your business card it is because:
• Your elevator speech sucked
• You are not interesting
• You’re poorly dressed
• You smell
• All of the Above
• Etc….

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NETWORKING ETIQUETTE: BUSINESS CARDS
If you want them to ask you for your card, then you need to sell them on asking you for it.
If you want them you ask for you card, then you must become….

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NETWORKING ETIQUETTE: BODY LANGUAGE
• Shaking hands
• Shake firmly
• If you get a bad grip, reset and shake over. It’s awkward for you both when it
happens.
• Use two hands when possible. This is considered more intimate. You can clasp
two hands on one hand or shake with one hand and use you other hand to
grasp their arm behind the elbow.
• Always wear nametags on you right breast so that when you shake hands your
tag is clearly visible.
• Kissing
• Be very careful. Many women do not like this.
• Be mindful at cultural events where this might be a norm.
• Get to Understand Body Language
• Buy the book “What Every Body is Saying” by Joe Navarro
• Try mirroring to gain rapport

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NETWORKING ETIQUETTE: BODY LANGUAGE
CLOSED:
Do not interrupt
OPEN:
Ok to Step In

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NETWORKING HIDDEN TIPS & TRICKS
• Never go to an event you have never been to before without a wing man unless you are just
an alpha hunter. Make sure you know someone there who can make introductions prior to
going. This is also helpful to canvasing a room with a referral partner as you can introduce
each other to connections that you meet when you split up (divide and conquer).
• Take a leadership role in any organization that you are involved in. This builds credibility for
you and keeps you in front of people.
• Start your own networking group or event and become “the center” of your referral-verse.
Develop a reputation as a connector.
• For more formal referral relationships, make sure that you track referrals passed as well as
revenue. Sometimes you may need to find a new partner or you may find that you can do
that service yourself for your clients and keep the profit.
• LEVERAGE YOUR TIME: Hire an admin to automate as much work behind the scenes as
you can (social media management, sending inMails, appointment setting, etc.). Stick to
what you do best and outsource all tedious work. Check out eLance.com for virtual
assistance or find someone local.

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RECAP & HOMEWORK
• Determine who your ideal referral partners are (at least 3) and solidify these
Synergy Referral Partners ASAP.
• Determine at least three good places/events to meet these partners and
potential customers and get these meetings on your calendar.
• Get business cards from everyone you meet and connect with these people
on social media.
• Make regular posts on social media about what you do.
• Meet with your Synergy Referral Partner 1:1 at least monthly to discuss
referral opportunities. Share leads, client lists, intelligence… whatever it
takes to get the funnel full.
• Hold you Synergy Referral Partners accountable for their results after
these meetings.

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ONE FINAL THOUGHT
Nobody cares how much you
know, until they know how much
you care. ~Theodore Roosevelt
“Givers Gain” ~Ivan Misner, BNI

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CLOUD COMPUTING SEMINAR ON MAY 14TH AT INFOMART
During this seminar you’ll discover…
• What cloud computing is and why thousands of companies are trading in their
traditional computer networks for this new, lower cost, more flexible
alternative.
• How cloud computing can drastically lower your IT costs and free you from
frequent (and expensive) hardware and software upgrades.
• How to gain automatic backup and disaster recovery through cloud
computing.
• Answers to important questions about security, where your data is stored and
Internet connectivity.
• How you and your staff can gain greater freedom to access your desktop and
e-mail from anywhere, using practically any device.
• Critical facts every business owner must know before switching to a cloud
based network.
RSVP to Katie@Carceron.net

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• Members-Only Club for Business-to-Business Business Owners & Executives Only.
• Business-to-Consumer and Multi-Level-Marketing Companies Are Strictly Prohibited.
• B2B Sales People Permitted on a Case-by-Case Basis.
• Meetings are monthly at exclusive, high end venues in Metro-Atlanta.
• No membership fees. Events generally cost $25 each.
Apply for membership at www.SpeakeasyAtlanta.biz

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Q&A