The document provides tips and strategies for effective networking. It discusses defining networking roles, different networking styles, recognizing behavioral profiles, communication tips tailored to different styles, online marketing strategies, and defining what success means for networking. Key points covered include distinguishing between marketing, networking and sales; learning one's own behavioral style; spotting behaviors to better connect with others; communicating based on their behavioral profile; using different social media platforms tailored to each profile; and defining relationship "buckets" to help network. The overall message is that understanding behavioral styles and adapting one's approach accordingly leads to more effective networking, relationship-building and ultimately success.

1. Get Smart Web Consulting 1
Get Smart Networking

2. Get Smart Web Consulting 2
Why do we network?
To get clients and make lots of money, duh.
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3. Get Smart Web Consulting 3
Defining Roles.
Marketing vs Networking vs Sales.
Marketing Networking Sales
Opens the door, creates opportunity,
gets you noticed, and keeps you in
front of people.
This is where you close, the door was
opened, the tour has concluded, and
the selling can happen.
Builds the relationship, helps people
get to know you, helps you get to know
them, and leads to the sale.
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4. Get Smart Web Consulting 4
Networking Styles
You know these people.
Take Charge Sarge
I am on a mission and I am not taking
prisoners. I have a plan, I am going to execute
that plan, and get out.
Slick Rick
I can save you money, make you money, and
you won’t have to spend any money!
Suzy Serious
It’s all about work, what I do, how I do it, and
why I do it. I am passionate and you will love
working with me!
Good Time Charlie
Life’s great, I like to have fun, talk to people,
and let the chips fall where they may!
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5. Get Smart Web Consulting 5
What is the result?
Total Disconnect
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Say What?
Well one of us is happy!
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6. Get Smart Web Consulting 6
What is the result when we adapt?
Synergy, Connection, Friendship
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Well one of us is happy!
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7. Get Smart Web Consulting 7
Learning your own behavioral style
Not always pretty.
You Are Fired!
We will send you your belongings!
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8. Get Smart Web Consulting 8
Hard Truths
You’re not as awesome as you thought.
ME
Sense of Urgency
Bridget is often frustrated when working with
others who do not share the same sense of
urgency.
No Patience
Bridget may lack the patience to listen and
communicate with slower acting people
Get to the Point
Bridget may lose interest in what others are
saying if they ramble or don’t speak to the point
Opinions
She challenges people who volunteer their
opinions. She would rather have options than
opinions.

9. Get Smart Web Consulting 9
I think I’m a cool innovator
How do other people see me? How do they need to see me?
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10. Get Smart Web Consulting 10
Who are you?
How do others see you?
Dominance:
Direct & Decisive
High D's are strong-willed,
strong-minded people who like
accepting challenges, taking
action, and getting immediate
results.
Influence:
Optimistic & Outgoing
High I's are "people people" who
like participating in teams,
sharing ideas, and energizing
and entertaining others.
Steadiness:
Sympathetic & Cooperative
High S's are helpful people who
like working behind the scenes,
performing in consistent and
predictable ways, and being
good listeners.
Conscientiousness:
Concerned & Correct
High C's are sticklers for quality
and like planning ahead,
employing systematic
approaches, and checking and
re-checking for accuracy.
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Source: http://www.vtaide.com/gleanings/DISC-recognise.htm

11. Get Smart Web Consulting 11
What we do
See yourself and others
Influence ConscientiousDominance Steady
Conscientious (c):
are slower paced (slower to move, talk and
respond), more indirect (take time to get to
the point and gives detailed information),
task/goal orientated (wants to do things the
right way first time) and personally more
guarded (do not disclose personal
information readily)
Steady (S):
are slower paced (slower to move, talk and
respond), more indirect (take time to get to
the point and gives detailed information),
relationship orientated (want to get to know
you) and personally more open (will
disclose personal information)
Dominance (D):
are faster paced (movement, talking,
deciding) more direct (to the point),
task/goal orientated (want to win) and
personally more guarded (do not disclose
personal information readily)
Influence (I):
are faster paced (movement, talking,
deciding), more direct (to the point), people
orientated (seek out and enjoy the company
of others) and personally more open
(disclose personal information readily)
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👥 👥 👥 👥
Source: http://www.athleteassessments.com/how_to_identify_another_person.html

12. Get Smart Web Consulting 12
Recognizing the Profile
Connecting is easier if you know what they want
Recognizing the Behavioral Profiles
Ask and Tell; Control and Emote.
(Ask - Tell) describes the continuum in which a person interacts with others.
Is the person more proactive or reactive? In conversation, does the person
tend to ask rather than tell?
(Control - Emote) describes the continuum in which a person reveals her
personal thoughts and feelings to others.
To what extent does this person keep to himself or express his thoughts
and feelings to others?
Based on your observations of a person's behavior plus what this person is
concerned about (his motivation), you can form an initial impression of the
person's probable profile as to whether he is a high D, I, S or C.
I tried to be normal once. Worst two minutes of my life ` Unknown
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Source: http://www.vtaide.com/gleanings/DISC-recognise.htm

13. Get Smart Web Consulting 13
Spotting the behaviors
The more you see, the better you can connect
D’s
Steady & Correct
1. Infrequent use of gestures and voice intonation to emphasize points
2. More patient and cooperative
3. Often makes qualified, well-structured statements
4. Subtle body language or gestures
5. Infrequent but profound contributor in the team
6. More likely to wait for others to introduce themselves
7. Reserves expression of opinions
I & S: Open & People Focused
• Shows feelings and enthusiasm freely
• More relaxed and warm
• Emphasizes main ideas
• Goes with the flow
• Conversation can wander in team meetings
• Opinion-oriented
• Animated facial expressions
• Easy to get to know
• Friendly body language or gestures
• Initiates/accepts physical contact
Drivers & Influencers
• Frequently uses gestures and voice intonation to emphasize
points
• Less patient; more competitive
• Often makes emphatic, generalized statements
• Sustained eye contact
• Frequent contributor in the team
• Obvious and strong body language or gestures
• Expresses opinions readily and openly
• More likely to introduce self to others
D & C: Guarded & Task Focused
• Keeps feelings private
• Limited range of facial expressions
• More formal and proper
• Avoids/minimizes physical contact
• Goes with the suggested program
• Speaks in specifics; cites facts and examples
• Formal body language or gestures
• Conversation stays on subject
I’s
S’s
C’s
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Source: http://www.athleteassessments.com/how_to_identify_another_person.html

14. Get Smart Web Consulting 14
Communication Tips
Communicating on their level will get you farther
Communicating with a person
who is
Ambitious, forceful, decisive,
strong-willed, goal-oriented
: Be clear, specific, brief and to the point
: Stick to business
: Be prepared with support material
: Don’t talk about irrelevant issues
: Don’t leave loopholes or be unorganized
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Communicating with a person
who is
Magnetic, enthusiastic, friendly,
demonstrative
: Provide a warm & friendly environment
: Don’t deal with a lot of details
: Ask feeling questions to get opinions
: Don’t control the conversation
: Don’t drive on facts & figures
Communicating with a person
who is
Patient, predictable, reliable,
steady, relaxed, modest
: Begin with personal comment –break ice
: Present your case softly, nonthreateningly
: Ask “how?” to draw opinions
: Don’t rush headlong into business
: Don’t force them to respond quickly
Communicating with a person
who is
Dependent, neat, conservative,
perfectionist, careful
: Be prepared
: Stick to business
: Be accurate & realistic
: Don’t push too hard
: Don’t be giddy, casual, or too loud
Source: http://www.athleteassessments.com/how_to_identify_another_person.html

15. Get Smart Web Consulting 15
My Networking Buckets
Helps define the relationship early
Client
You could be a client of mine, right now or in the future, and
you fit my perfect customer model.
Referrer
Hit the jackpot! These people are rare find and should be
cherished. They are natural referrers, they just can’t help
but refer business.
I Like You
There is a connection, I like you and would enjoy hanging
out.
Customer
I could be a customer of yours. You have a service or
product I might want now or in the future
Not a Match
I am just not that into and/or you are just not that into
me
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16. Get Smart Web Consulting 16
Marketing strategy circle
Where to connect online?
(I)
LinkedIn, Twitter, Facebook, Instagram,
Pinterest, Youtube, In-Person
(D)
LinkedIn, Twitter, Email, In-Person
(S)
LinkedIn, Twitter, Facebook, Instagram,
Pinterest, Youtube, In-Person
(c)
LinkedIn, Facebook, Pinterest, Email, In-Person
Marketing
Strategy

17. Get Smart Web Consulting 17
Networking Online
Knowing what to share with whom and understanding people by what they share and don’t share.
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Social Media
📷
🎤
🌄
♫
📱
🎬
photo sharing
Expertise
Connect
Community
Interests
Video sharing
Tech
In-Person
📣

18. Get Smart Web Consulting 18
Success!
What does success look like for you?
✒
Like minds!
In everyone’s life, at some time, our inner fire goes out. It is then burst
into flame by an encounter with another human being. We should all be
thankful for those people who rekindle the inner spirit. ~Albert
Schweitzer.
A business that makes nothing but money is a poor business. ~Henry Ford
image
🚀
SUCCESS

19. Now for a
COFFEE
BREAK
30 min