This document discusses the importance of networking for entrepreneurs and small business owners. It defines networking as building and maintaining relationships. Networking can take place both formally at events and conferences, as well as informally in social situations. Preparing an elevator pitch to concisely introduce your business is essential. The document provides tips on starting and ending conversations, as well as following up with new contacts to fully leverage the benefits of networking.

1. Expand
your network,
grow your
business
Content by Audie McCarthy
(Author of Networking Edge—
Building Relationships for Success)

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What is
networking?
For entrepreneurs,
networking
means building
and maintaining
relationships

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Networking is a combination
of art and science
Expressiveness,
creativity,
relationships
Systematic
knowledge,
practice and
research
ART NETWORKING SCIENCE

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There is more than one way and one place to network
Types of networking
 Formal
networking
(Conferences,
meetings, etc.)
 Informal
networking
(Social situations)
 Social media
networking
(LinkedIn,
Twitter, etc.)

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The ability to present
yourself and your business
clearly and succinctly is
essential in networking
 Prepare an “elevator pitch”
of your business in advance.
 Practise on friends and family
and use their feedback to adjust
your speech.
 Test it on someone who does
not know your business to
ensure they understand.
Preparing your introduction

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 Keep it simple, clear and concise.
 Stand out from the crowd by highlighting unique
competitive differences.
 Put yourself in the listeners’ shoes and account
for their needs.
 Adapt your speech to the place and audience.
 Be ready to answer tough questions by identifying
potential objections.
Some key guidelines for your “elevator pitch”
Preparing your introduction

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How to start a conversation
 What business
or industry are
you in?
 What do you
enjoy most
about it?
 How did you get
into it?
 Who are you
looking to
connect with
today?
 Tell me about your ideal client and
how I might recognize him/her.

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 What projects are you
working on right now?
 What is your biggest
challenge these days?
 What do you like most
about what you do?
 What type of clients are
you looking for?
How to start a conversation

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 I’ve kept you
long enough.
I’m sure there
are others
here you want
to meet.
 I don’t want
to take up
too much of
your time.
It was great
to meet you.
 Have you
met...?
How to end a conversation

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 Who else have
you met here
tonight?
 I’d like to continue this
conversation. Why don’t we grab
a coffee sometime?
How to end a conversation

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Following up
 If you don’t follow up,
you might as well not
have networked at all.
 Focus on what you can
do for others.
 Be unique. Stand out from
the crowd.
 Do what you said you
would do.

12. bdc.ca | 1-888-INFO-BDC
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