Networking is about building relationships, not just making contacts. Effective networking involves meeting people to lay the foundation for future business relationships and referrals. It requires identifying target markets and ideal referral partners, then using networking events to set up follow-up meetings where you can provide value without overwhelming the other person. Nature teaches important lessons about networking - you need deep roots like a eucalyptus tree to withstand challenges, and intertwining relationships like a redwood or dry farming grape vines to thrive over the long term.

1. BUSINESS NETWORKING

2. Networking is the Start of the process---
not the beginning, middle, and end of the story.
YOUR TOP PRIORITY
BUILDING RELATIONSHIPS FIRST
“ Without good relationships with prospects, customers, and
referral alliances, you cannot create unlimited referrals.”
Unlimited Referrals, by Bill Cates

3. WHAT ARE THE STEPS FOR
EFFECTIVE NETWORKING?

4. •Meeting people at a networking
event is merely the
•FOUNDATION
•upon which a
•FUTURE BUSINESS RELATIONSHIP
•AND its
•REFERRALS are built.

5. Networking is a LEARNED SKILL.
There are MULTIPLE TECHNIQUES that,
IF PRACTICED, yield results.
What are some of those techniques?

6. SALES TOOL
X
RELATIONSHIP
BUILDING

7. Networking is more about

8. You Need A
REFERRAL MARKETING
BUSINESS

9. #1 Identify your TARGET MARKETS –
your IDEAL CLIENT PROFILE/S
How do you do that?

10. •What do they look like?
•Can you give an exact personal or business
name?
•Where do they live or work?
•What needs do they have that you can solve?
•What is their lifestyle?
•What event is coming up in their life?
•Baby, Marriage, new job or business, graduation, divorce
Consider the answers to these questions:

11. #2 Identify the IDEAL REFERRAL PARTNERS who
can deliver a STEADY STREAM of those clients.
These are PROFESSIONS who ALREADY SERVICE
your ideal client.

12. Where are these
professionals ?

13. SEVEN TYPES OF NETWORKING
ORGANIZATIONS
1. Casual Contact Networks (chambers)
2. Strong Contact Networks (Business Network Intl. or
BNI)
3. Community Service Clubs(Rotary, Lions, Kiwanis)
4. Professional Associations (American Bar Assoc;
National Speakers Assoc; American Medical Assoc.)
5. Social/Business Clubs (Jaycees; Singles)
6. Women’s and Ethnic Organizations (NAWBO)
7. Online/Social Media Networking

14. Pick the Right Group/s for You

15. PREPARE YOUR “INTRODUCTION”
BEFORE YOU ATTEND.
AVOID “Everyone who…” “Anyone who…”
Do you REALLY want everyone?
Your introduction should INTRIGUE the other person.
Craft your introduction to clearly DEFINE A VALUE
someone receives from your product or service.
TIP: Begin with a question that addresses that
need or pain.

16. Attending the Event
Go with the correct objective in mind –
building relationships rather than
“closing deals”.
Ask yourself the following questions:
1. Who can I meet who could help my clients?
2. Who does something I don’t do quite as well
and who I can collaborate with to provide the
best, most complete service for my clients?
3. Who could be a possible connection for me
personally?

17. Your IMAGE & YOUR CONVERSATION
A. Smile – the ultimate connection in any language
B. Appear Professional, friendly, and NOT “Out for
Self”
C. Don’t monopolize the conversation – even if
they ask you questions.
TIP: Leave them wanting to hear more by saying:
“You know, I would love to share more about what I
do, but first, I would love to know more about
your business.”

18. LISTENING
•Is the MOST IMPORTANT RELATIONSHIP SKILL
you can practice.
•Ask QUESTIONS and genuinely TAKE AN
INTEREST in those you meet. Ask questions like:
–What made you choose your career?
–What do you like most about it?
–When I am out networking, how can I identify a good
client for you?

19. NATURE
TEACHES US SOME
GREAT LESSONS

20. EUCALYPTUS TREE
From 6 ft. to 330 ft. tall Shallow Root System
90 % of roots grow in top 12 inches of soil but extends
100 feet
Taproot must grow down into soil at least 6 ft. to anchor
Sways and blows over in high winds.

21. California Redwood
Average height – 250 ft.
Shallow root system but they extend over 100 feet.
Intertwines its roots with other trees around it!
Doesn’t succumb to destructive forces.

22. Dry Farming
Never irrigated – whether dry season or rainy.
Roots must grow DEEP to tap into year- round
underground water supply.
Produces sweet grape made into expensive wine.

23. Use Networking Events as
AN OPPORTUNITY TO IDENTIFY PEOPLE
with whom you WANT TO MEET WITH AGAIN.

24. FOLLOW UP
1. Set an appointment.
2. Explore ways you can bring value to them (first) -
professionally or personally.
3. Never overwhelm them with you!
4. Don’t exclude meeting with competitors.

25. LEARN THE PROPER
NETWORKING TECHNIQUES
TO CREATE

26. REVENUE IN RELATIONSHIPS