This document provides 10 tips for online networking for small and medium-sized enterprises (SMEs). The tips include having an organized online presence on websites and social media, creating useful content for target clients, participating in online discussions, building a professional network, helping others in the network, using events strategically, and consistently repeating networking activities over time. The goal is to expand one's network and influence in order to generate more business referrals and opportunities for SMEs.

1. 10 tips for online networking for SMEs Carolyn Morgan 27 May 2010

2. Strategist and New business development in digital media and marketing 20 years strategic, marketing, publishing, events, digital experience in media businesses Grown, launched, acquired media businesses in print, events and digital Consultancy for media businesses on digital strategy (Guardian, ABC, CDS, Archant, CIOnet, Eye magazine, Emap, RHS Media) Trainer for ebusiness programme on planning websites and SEO for SMEs Workshops for SMEs on digital media and marketing Launched Specialist Media Show for media businesses – national quality speakers and exhibitors in a regional venue Regularly speak on digital media and marketing at conferences, write articles for trade publications and the Penmaen Media blog www.penmaen-media.co.uk Carolyn Morgan – Penmaen Media

3. How to win business Best way is personal referrals But how to expand your network and influence? For SMEs time is precious Online networking can accelerate referrals Here are 10 tips to get you started

4. 1. You are the brand You represent your company best People buy people People remember people Social networking is based on individuals What are your particular strengths, skills, expertise?

7. 2. Know who is buying you Who are your best clients? Who is your dream client? What is important to them in buying your services? Where do they spend time online? Linked-in Facebook Twitter Industry forums/ discussion groups

11. 3. What makes them contact you? Have a problem? Want to buy? Comparing products? Have read a recommendation? Know you are the expert?

12. 4. Organise your online presence Website in order – with testimonials and calls to action Linked-in professional profile – contacts, recommendations, links Professional profile on twitter – start posting Company page on facebook Profile on professional sites with good pagerank Keep it all up to date

14. 5. Create useful content What are you expert in? What is important to your dream client? Start a blog or add useful content to your site Get it published in the right places Talk about it on facebook, twitter, linked-in and include a link Post comments on forums and add a link

16. 6. Take part in discussions Find out where your ideal clients hang out online Comment on forums/ discussions Answer questions – eg Linked-in, Yahoo Review relevant books on Amazon

19. 7. Build your network Add your current clients to your linked-in network Ask them for recommendations Add people you email regularly and go through your business cards Go to events Use online tools (people you might know) Add your personal contacts, old colleagues, suppliers… Invite contacts from facebook, twitter, forums to linked-in You can export your linked-in list to excel for mailing

20. 8. Be helpful and connect people Be helpful to your network Pass on interesting articles and links Offer recommendations Answer questions Help make introductions Comment on posts

21. 9. Use events strategically Identify events your dream clients may attend Go to the most important ones, chat and get business cards Contact organisers and offer to speak (for free) to establish yourself as an expert Provide an article on your content in advance and offer it free in return for a link. If you can’t attend, see if there is a twitter hashtag and join in the discussion, adding helpful content and following interesting people You may just get noticed and someone will follow you back

23. 10. Repeat from the start Networking takes time to build Connections build on connections Business often comes from the 4 th or 5 th connection Clients can take months to make a decision Keep adding content, speaking, writing, helping people out to build a reputation Enjoy! It’s great when the phone rings!