How to Make More Money Networking

What is Professional Networking?

Business networking is based around developing relationships that result in the expansion of your professional contacts, career, and social sphere. It also provides the opportunity to invest in the skillsets and potential of other professionals. And who wouldn’t want this? Side effects of successful business networking can result in:

1. Increased sales,
2. Elevated social status,
3. More friendships,
4. Increased professional opportunities, 5. A boost in self-esteem & confidence, 6. Maximized professional sphere.

In short, business networking allows you to foster relationships with others that are mutually beneficial to your career as well as the careers of others.

Keep in mind, networking can happen literally anywhere at any time: church, the gym, grocery shopping, dinner parties, executive functions, fundraising opportunities, and, of course, professional business networking groups, clubs, and associations.

Successful networking allows you to make your career, skills, and abilities known while simultaneously learning about the skills of others. The benefits of which are both short-term and long-term.

Example: Porter Gale, author of “Your Network is Your Net Worth,” was furloughed from a job several years ago. Through her expansive professional network, she was able to land a career, via referral, as the VP of marketing at Virgin America. Currently, she advises start-ups as a consultant and is a professional speaker on the public circuit.

There is no end to the benefits a person receives when they learn how to network, and who to network with.

NETWORKING 101

Experience has proven time and time again that professional networking can:

1. be a rich source of job leads,
2. be a source for warm lead generation,
3. help a professional have a higher close rate on potential clients,

4. help a professional expand their sphere of influence.

Some other benefits of professional networking include the following: 1. Strengthen business connections,
5. Receive fresh ideas,

6. Collaboration opportunities with other professionals,

7. Career advancement & support,

8. Build confidence,
9. Gain different perspectives,

10. Develop long-lasting personal relationships.

Example: Via warm referrals through the We&Co organization, a member happened to close an additional $23,000 in a year. He admitted that he probably had incurred more profit, but that other members may have not logged those referrals through the We&Co automated system, instead passing them to him directly.

*Shameless Plug* We&Co was founded in 2020. The organization helps professionals save time while making more money by putting them in small groups of their ideal referral partners. The groups meet twice a month for an hour and strategize on how to corner and dominate their market segment. While We&Co provides many networking opportunities, it is in fact, a member-based referral marketing company, not to be confused with traditional “networking groups.”

NETWORKING STATISTICS

There is much proof that business networking has a place in the professional world. In the words of Porter Gale, “Your network is your net worth,” and the data seems to support this.

1. According to HubSpot, referral-based sales have a 50%-70% close rate, as opposed to 2.5% from cold-calling. Also, 85% of jobs in the United States are filled through word-of-mouth marketing.

2. According to LinkedIn, 70% of professionals hired in 2016 had a pre-existing connection at their company, and 80% of professionals consider networking vital to their career success.

3. 75% of customers either require or prefer in-person meetings, meaning that you can lose clients simply by not meeting them in person. The refusal to network with customers can also affect business profits. Executives reveal that they’d lose 28% of their business if they stopped networking. – Oxford Economics

4. A study by Forbes listed the top benefits of in-person meetings as opposed to networking via technology (including social media and zoom). The top benefits were:

• Build in stronger, more meaningful business relationships (85%)
• Better ability to read body language and facial expressions (77%)
• Ability to bond with co-workers/clients and more social interaction (75%)
• Allows for more complex strategic thinking (49%)
• Better environment for tough, timely decision-making (44%)
• Less opportunity for unnecessary distractions (40%)
• Leads to higher-quality decision making (39%)
• Easier to focus (38%)
• Fewer disruptions and delays (23%)

“Business is all about personal contact. No matter how heavy your workload is, everyone can and should be a networker.”
– Richard Branson

The data above points to the fact that being in front of people physically and having a good rapport with them not only affects your bottom line, but it grows it as well. If there is one thing I’ve learned, it’s that the adage, “It’s not what you know, it’s who you know,” rings true. Susan Roane took it a step further when she said, “It’s not what you know or who you know, but who knows you.”

The key here is to know people, and to be known as well!

PROFESSIONAL NETWORKING AVENUES

There are many ways to network professionally, but according to the above-mentioned statistics from Hubspot, referral-based sales have a 50%-70% close rate. And again, the more face-to-face meetings you have ends up increasing your overall persuasiveness (according to HBR.org). However, this doesn’t mean that you should meet up with everybody all the time – this could lead to burnout and frustration. But we will cover more of this later!

Here are some avenues you could pursue to kickstart your business networking activities:

Online/Social Media

Trade Shows
Networking Groups/Events
Social Clubs, Groups and Professional Associations Educational Events
School Functions/PTA
Nonprofit Events/Sitting on Nonprofit Committees and Boards Local Chamber of Commerce
Small Business Majority
Minorities in Business
1Million Cups

One thing several professionals do is to find out what events are happening locally. Are there any festivals happening, or school events? What hobbies do you enjoy? For example, some people decide to take dance lessons or boxing classes to meet new people. There are also running clubs available, toastmaster meetings, marathons, cross fit gyms, spin classes, yoga studios, cooking classes, and a plethora of other happenings in and around your town!

Example: The first time I had ever been to a Farmer’s market in Springfield, MO I had taken my daughter with me. There was an area whereby water shot through holes out of the ground that children frolicked through that providing relief from the scorching temperatures. My child was among the many children playing. It wasn’t long before my daughter had found a friend – a little girl about her age. After several minutes of watching the girls play, I noticed a lady watching them out of the corner of my eye. I assumed she was the mother of the girl my daughter was playing with, and I was right.

The lady walked towards me, introduced herself saying, “Hi, I’m Abby. Our kids are friends so we should be friends.” Fast forward several later, our kids are still best friends and so are we! She has introduced me to local business owners, has brought me to private invite-only events, and, as it turns out, is quite respected in the business world. Not only has she opened doors for me professionally, but she has become a very close confidant. This all goes to show that you never know who you are going to meet and how they can help you, or how you can help them.

Why Business Networking Doesn’t Work for Everyone

There are several pros and cons to professional networking, and many of us know someone who believes business networking is a waste of time. Perhaps they are right. Perhaps it was a waste of time for them, but the question is whether they were networking rightly?

The key to business networking is to network intelligently! It is not about how many people you meet, it’s about how many quality people you meet. While there are some professionals who avidly swear against it, here could be a few reasons why professional networking doesn’t work for everyone.

BUSINESS NETWORKING FACTS AND MYTHS

1. Professionalnetworkingisn’taboutsimplyclosingsales.

In short, the world isn’t flat (although some would disagree)! Some people solely go to networking events to collect as many cards as they can only to go home and sort them into two piles: prospects and non-prospects. Throwing out the non-prospects is a mistake: a non-prospect may connect you with someone or something you need either personally or professionally. As one of my mentors has said time and time again, “You are just one meeting away from closing the biggest sale of your life.”

Example: Years ago, a lady come to one of the talks I held monthly. The entire time I spoke, she didn’t smile, she didn’t seem engaged, and quite frankly, she intimidated me! She had this scowl on her face that didn’t budge! Instead of shrinking back and avoiding her, I approached her, struck up a conversation and found out that she had a massive headache, but decided to attend regardless because she didn’t want to miss my talk.

Fast-forward a year – while she was never a client of mine, she did become one of my closest friends in the world. If that isn’t enough, she referred me to several other clients, some of who I still have professional relationships to this day. Though she wasn’t a prospect, she did end up growing my business and a beautiful international friendship was born.

2. Broad Networking vs. Focused Networking

There’s a difference between a machine gun approach and a sniper approach to professional networking.

The Machine Gun Approach: We’ve all seen them – the people who are at every business function in town. They are at the Chamber of Commerce events, they are at every lunch, ribbon cutting, open house, business mixer, happy hour, and even professional breakfasts in town. They seem to know everyone, and it begs the question, “Do you ever get any work done?”

I’ll be honest, I used to be a machine gun approach kind of networker. I was everywhere all the time meeting whoever whenever! This got me into trouble. I have been in groups where I didn’t just waste my time, but I’ve lost money as well from the low-quality attendees. One such experience almost resulted in a sexual harassment lawsuit! I do what I can to avoid low-quality groups at all costs and identifying them is half the battle.

The Sniper Approach: The sniper approach is a little different, and from the outside it can seem like these professionals are a little snobby. After some of the experiences I’ve had, I’d rather be called a snob than waste another minute of my time with people who aren’t serious about business.

If you think about it, time is a finite resource. I can always make more money, but I can’t get my time back. The meetings I know are worth my time are already in my calendar and I attend those regularly.

If it is my first time visiting a meeting or event, I take that time to determine whether or not it is worth visiting again.

a. Were quality professionals in attendance?
b. Did I meet new, interesting people?
c. Am I able to support or help other professionals in the group and/or vice/versa? d. Was this event a good use of my time?

3. Quantity Over Quality

Business networking won’t work for someone who is meeting people for the sake of meeting people. This can turn into collecting a bunch of business cards, but not remembering who a person is, how long they’ve been in their industry or even how we can help them or how they can help us. Instead of trying to meet 10 or more professionals in a room of 40 or more, focus on five to eight professionals. Really make an impact and take a minute to chat with them and get to understand them and their business.

Remember, quality over quantity. There is a difference between wanting to connect and connecting for the sake of connecting. One is efficient and the other is a waste of time!

Additionally, there are going to be groups that may not serve you professionally. For example, it wouldn’t make sense for someone selling point-of-sale equipment to attend a realtor luncheon. Sure, they may eventually meet someone who’s Uncle owns a brick-and-mortar retail store who’s looking for a POS system, but the chances of this are slim. Instead, it would make sense for the POS account manager to attend a B2B group or event instead.

4. Lack of Follow Up

Believe it or not, a lot of the issues with professional networking is that people don’t follow up with those who they’ve met! This is one of the most important points people miss! Following up with people either the same day or the next day helps you to not only stay top-of-mind, but it can lead to a face-to-face meeting where you can further develop that relationship. Again, you never know how you can help someone, or how they can help you.

5. LackofEffort.

My organization hosts around four events per month. These range from happy hour mixers to lunches to coffee-talks and other happenings in and around Springfield, MO. There is at least one person at every event who sits off in the corner and stares at their phone for several minutes.

Usually, I or another We&Co member, introduce ourselves to them further asking if there is anyone at the event they’d like to meet. After taking them around the room and having them meet with various professionals from diverse backgrounds, there have always been a few who go right back to their corner to stare at their phones.

This is not networking. In fact, I wouldn’t know what the point of attending such an event would be if your goal was to go in a corner and stare at your phone. I can do that at home!

What I have found is that there are many similarities between these types of people and those who complain that networking doesn’t work.

NETWORKING NO NO’S

When you are first breaking out into the networking world, there are going to be things that turn you off when you first meet people or vice versa. Being aware of what these things are will help you identify who in the room is not someone you necessarily want to meet, but it will also help you to become a better networker yourself.

• Quit Your Pitching.
Whatever you do, do NOT go around the room pitching your product and service to everyone in the hopes of closing a sale. Remember, you aren’t going there to simply close sales – you are going there to foster relationships, add value, and expand your network.

Example: I once threw a ladies-only happy hour where around 40 women showed up to network. One lady brought her laptop with her and walked around the room the whole time trying to get the other attendees to sign up for her subscription. After about 10 minutes, all the other women would move to the side of the room she wasn’t on, as if they were avoiding her. She ended up becoming frustrated and leaving early to everyone’s relief.

The moral of the story? Don’t go to a business networking event for the sole purpose of selling. This isn’t a trade show, retail floor or flash sale. Networking events are designed to foster professional relationships!

• The Bamboozler.
The bamboozler is a person who acts interested in your product or service but has no intention of buying your product or service. Instead, their motive is to get you to buy their product or service.

Example: There was a gentleman who had told me at a business networking event that he was very interested in my business and wanted to know more. He suggested we meet up for coffee to which I agreed. The day of our meeting, he said he had to push back the meeting to 4 PM and change locations. I was new in town, so it didn’t bother me…until I met up with him.

The location ended up being a wine bar. Upon sitting down to chat with him, it became abundantly clear that he wasn’t there to talk about my business. He wanted to date and get to know ME as a person – something I was not open to at the time.

Example: I’ve also had the honor of having a lady express her sincere interest in my business and wanted to meet up over coffee face-to-face. Within the first 5 minutes of meeting her she expressed she wasn’t interested in my organization at all but thought I would be a great fit for her business model. As it turned out, I had been bamboozled. Manipulating someone to meet up with you under false pretenses is the same as lying. At the very least, be honest with your intentions. Give me the option of agreeing or disagreeing – at the very least you won’t be wasting my time and your energy! But more on this later!

• The 3 Don’ts.
Don’t be sleazy, skeazy or rapey. Yes, they are all a little different! Let’s break them down:

Sleazy is a person who tries to hard sell you at a product or service without your invitation to do so. The example of the lady walking around the room trying to get people to buy her subscription is a great example of someone who is being sleazy.

Skeazy is someone who walks around hitting on people or trying to get people to date them. A business networking event is supposed to be for business, not dating. Sure, sometimes things unfold organically, but a skeazy person is someone who shows up at a business function looking for a date or for someone to go home with.

Rapey, on the other hand, is the most dangerous of all. These are the people who try to slip something in your beverage or get you to drink too much so that you can’t drive home. Most of the time, they are trying to take advantage of you. Be safe and avoid the rapey people!

• The Trash Talker.
This is the person who bad-mouths all their competition despite whether they are in the same room! These guys aren’t too hard to spot – they rarely have anything nice to say about anyone who is in the same line of work as them. In fact, there have been trash talkers who have even bad-mouthed people within their same company! Steer clear of the trash talkers – it’s only a matter of time before you become the person they are trash-talking.

• The Drive by.
The drive by is a person who runs around the room, stating their 30 seconds, handing out a card and then quickly moves onto the next person. They rinse and repeat the whole night before leaving with a stack of cards. There could be a couple of different reasons for this behavior: one, they are nervous, and this is a kind of stress response to being in a crowded room or in a professional setting. Or two, they are there to gather as many business cards as possible, take them back to the office to determine who is a potential client and who isn’t, and only follow up with potential clients.

Regardless, neither reason fosters the spirit of business networking. Machine gunning your way around a crowd isn’t going to help you get business any more than running around the room with a laptop in hand, trying to get people to sign up for your downline on the spot.

• The Stage 5 Clinger.
Have you ever gone to a networking event, and there was that one person who would not leave

you alone? It’s almost as if they have sunk their pinchers into you and won’t let go! There could be several reasons for this, but if I was to pull from one of my own personal faux paus from the past, it was because I was nervous, shy and I didn’t know how to introduce myself.

One way to free yourself from a Stage 5 clinger is to take them around and introduce them to other people in the room. Typically, another person will strike up a conversation and you can exit the situation. Another way would be to politely excuse yourself by saying, “It was great meeting you, but I am being conscious of time, and I’d like to say hi to a few other people in the room.” It’s a professional, direct and not a personal attack.

In summary, remember to focus on five to eight people per networking event, and give them five to eight minutes of your time and attention before moving on.

How to Network Efficiently and Effectively

Identify and Keep Notes on Your Network

To begin developing your network, organize the contact information of your existing professional and social connections. This list may include professors, friends, relatives, colleagues, former colleagues, and fellow members of professional, religious, or civic organizations.

*PRO TIP* Signing up for a CRM wouldn’t be a bad idea. It helps you list down who is in your circle, and you can even make notes as to when you last spoke with them and set up reminders on when to follow up with them. For example, maybe you want to touch base with everyone in your sphere at least once a quarter. Depending on the CRM you use, you can set up quarterly reminders to follow up with people, touch base or even have a quick phone call with them so that you stay top-of-mind.

The next step is to add to this list by making new connections through attending events via local professional associations, social groups, or hobby meetups. Though there are several other resources, you could easily find what events are available by checking out the following:

• Meetup.com
• Your local Chamber of commerce website
• Your local convention and visitor’s bureau website
• Facebook
• Eventbrite
• Other local business publications KNOW YOUR STORY As you begin building your network, keep in mind that you have a story to tell, and people may prompt you to tell this story while you are out and about. Typically, these conversations often turn to one of three topics: family, hobbies and/or career. Your story will be the response to questions like, “What do you do?” or “What kinds of career opportunities are you looking for?” Vague or generic responses to these questions communicate that you have not defined your story. Your story is a summary of your skills, abilities, and interests. To be prepared for any networking situation, be able to summarize your story in 10-seconds, 20-second, and 30-second scripts. For example, when someone asks me what I do, in 10 seconds I simply state, “I help local professionals make more money by forming small industry-specific co-ops designed to help them corner their market segment and grow their books of business.” Usually, they have a confused or intrigued look on their face which opens the door for a longer conversation or a continued discussion over coffee. 30-SECOND ELEVATOR PITCH A 30-second elevator speech is a concrete, highly focused tool to help you tell your story about who you are professionally. It conveys a message that introduces your unique skills, qualifications, and the services you have to offer, as well as the pains you alleviate with your clients. It should be brief and intriguing enough that your audience wants to hear more. Here is one of my 30-second introductions.

I am many things…. A mom, entrepreneur, but most of all, I am a time snob. Being a time snob is something I take pride in.

1. No, I don’t want to meet for coffee and talk about joining your downline.
2. No, I don’t want to meet up during work hours to talk about how hungover you were this

morning.

3. And NO – I am NOT interested in being pitched a product or service. I want to know YOU and YOUR business. Not have my time wasted!

Hi, I’m Jana Moreno with We&Co, and I want to talk shop with others who are hungry, humble and smart! I am looking for any professional or business owner who has

been in their industry for at least three years,

wants to grow their book of business,
doesn’t want their time wasted by wheel spinners.

Don’t get me wrong, I love networking. But when I’m on the clock, I want to make those minutes count so I can get home and spend time with my kiddo…even though she’s at the age where hardly ever wants to spend time with me.

BUT I DIGRESS!

If you know anyone who fits these three key points and is a time snob, I’d love to meet them! We&Co: Saving our members time while helping them make more money!

As you can see, the big “PAIN” I am putting an emphasis on is time. As stated before, a person can always go out and make more money, but time is something that, once spent, you can never get back!

Another tip for a killer 30-second elevator pitch is to make it memorable. Humor is a great way to have other professionals remember you and your business. Don’t be afraid to sit down and spend some time crafting your perfect 30 seconds. It’s worth your time!

Professional Networker vs. Unprofessional Networker

Professional networkers are not salespeople.

Networking is not a sales transaction and should not feel like one. Anything that signals, “this isn’t a personal interaction between two individuals” will dampen spontaneity, rapport, and contacts’ willingness to help later on. In your interactions, remember the three Cs: concise, casual and conversational.

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Professional networkers give contacts time to speak.
Whether at a cocktail party or informational interview, use the 80% listen / 20% speak rule. Demonstrate that you have been listening and ensure you understand by paraphrasing, “Let me see if I understand you correctly,” or “What I am hearing from you is that you are looking for….”

Professional networkers are compassionate.

Being compassionate in business means a few different things: 1.
They respect others, as well as their own, time.
2. They can pick up on social cues.
3. They know what to talk about and not talk about (for example, politics, religion, etc.).

In short, they do not ask for too much or too little and they mind the clock vigilantly once a meeting commences. At a cocktail party, good networkers do not impose too much time with any single party guest; they tend to limit themselves to 8 to 10 minutes before moving on to greet someone else!

Remember the five-by-eight rule: focus on five to eight new people per meeting and spend no more than five to eight minutes with each person.

Compassionate also means respecting others’ wishes. If someone is not interested in my service, I thank them for their time and invite them to other upcoming events. Chasing them down and trying to beat a sale out of them after they’ve clearly told you no can be futile. I’d rather spend my time meeting other people who are interested in what I am offering.

This works both ways: If someone offers me their products and services, and I say I am not interested, I don’t want them to chase me down, corner me and hard sell me. You can be professionally direct and tell them, “Thank you but I am not interested at this time.” It isn’t personal, it is honest and compassionate. Don’t keep chasing me down to buy your product or service – I am not interested and don’t waste your time!

Every time someone tells me “No,” I leave happy. Now, if someone tells me they are interested and they ghost me? THAT is something that upsets me. Just tell me – don’t string me along! I can handle my no’s, and I’d rather hear the truth from someone as opposed to a beautiful lie.

Professional networkers offer to help.

They show sincere gratitude for offers to make personal introductions, follow up promptly on referrals, and never use the contact’s name for referral purposes without permission.

Professional networkers respect confidentiality. Good networkers do not attribute information to a contact or other source without reflecting on whether the disclosure will compromise the person.

Professional networkers value gratitude. They communicate appreciation at the meeting, inform the contact of where and how their time and expertise has been valuable, provide the contact with information that may be of interest and speak warmly of the contact’s helpfulness to others.

When all goes well, the networker creates a treasure that goes far beyond help in securing employment or helping to grow one’s book of business. Thoughtful, considerate networking creates lasting sources of

information, support and professional rapport that pay dividends in countless other ways. And as you may know, success and profits are a by-product of healthy professional relationships.

Off You Go!

Whelp, you’ve done your homework, know what to do and what not to do, and now all that’s left is to get out there and put some of this knowledge into action!

DURING THE EVENT Travel Strategically

Knowledge is of no value unless you put it into practice – Anton Checkhov

If you do not know many people, stand near and around food stations. These locations attract a variety of guests, people are generally more at ease while eating, and the food itself offers an easy conversation starter. You could also stand near the bar, but depending on the type of event, this area can be noisy, and it can be difficult to hear what the other person is saying.

*PRO TIP* if you are looking to converse with someone specifically: stay near the entry way or the registration area. Even better, offer to be a greeter or visitor host at the event. This way you are one of the first faces attendees see when they walk into the room. Offering to be of service is a fantastic way to get out there and get in front of other people.

Entering and Contributing to Conversation

Entering into conversation is as easy as asking open-ended questions. Here are a few examples:

1. What business are you in?
2. How did you get into your business?
3. What makes your company different from your competitors?
4. What industries are you breaking into or getting ready to break into?
5. What are your professional goals in the next year, three years and/or five years? 6. How can I best support you in your business?
7. What are you hoping to gain from being here today/tonight?

Make your presence felt in creative and kind ways. The best way to enter a conversation is by asking a simple question. Once you’re in, offer professional humor, smile, use encouraging words, and be sure to provide recognition or praise.

As a rule of thumb, practice the 80/20 rule. Listen 80% and speak only 20%. As a rule of thumb, if I get someone to talk solely about themselves for 80% of the time, it means I have done my job as a professional networker. They were comfortable, they shared their interests and occupation, and nine times out of ten, I know what or who they are looking for in order to expand their business.

Handling Food and Drink

Grab a drink and begin traveling around the room. Always hold your drink, especially if it is cold, in your left hand. This leaves your right hand free for introductions and keeps it dry.

Research conducted by psychologists at the University of Alabama in 2000 tested the handshakes of 112 volunteers and compared the impressions they made with the psychological reports the volunteers completed afterward.

The researchers found that a “firm handshake” corresponded to personality traits that included extroversion and “openness to new experiences,” while those with a weak handshake were more likely to show higher levels of shyness and anxiety on their psychological reports. Women generally had weaker handshakes than men, but women who shook hands firmly were rated positively. Even among women, a strong handshake suggests a strong personality.

Exiting the Conversation

As a rule of thumb, hold a conversation with an individual for around five to eight minutes, but not longer than 10. To excuse yourself and the individual to meet other people, simply say, “It has been a pleasure speaking with you.” If you would like to speak further, request their card and follow up with them on a later date to meet over coffee or lunch. To make this natural transition, say “I’m glad we had this opportunity to talk. Maybe I could call you or join you for coffee or lunch. May I have your card?”

Choosing Groups to Enter

Carefully choose individuals or groups of people to enter a conversation with. Giving preference to groups of three to five people, in my experience, is easier than trying to enter a conversation between two people. The group conversation is likely to be general and often requires less specific knowledge about a subject. Likewise, larger groups are more open to allowing a new member.

If you have ever entered a group and quickly found out they are all colleagues, this can be uncomfortable. Before entering, take a cue from the proximity in which the group members are standing to each other. The closer they stand, the more familiar they are with each other.

AFTER THE EVENT

Follow-Up With New Contacts

Phone or send a thank-you note after an event if it seems appropriate. Forced gestures are usually ineffective – here, authenticity reigns! Do your best to follow up within 24 hours or the next business day. Again, this will help you stay top-of-mind!

Networking Using Social Media

When you meet someone new, you will likely Google them to learn more. Likewise, your new networking contacts and potential employers will also Google or use Facebook to get to know you. Social media is an easy, free way to manage and control information about you on the internet, however, it is a double-edged sword.

Whereby many of us use social media for our personal lives, employers and would-be clients use it for research. What you post on your profile matters.

Typically, what you post online is subconsciously how you want the world to see you. Are you posting pictures of your family or pets? Is it mostly business? What about politics? Are you argumentative with those who don’t share the same viewpoints as you? What kind of selfies or photos do you post up? Are you posting pictures or videos of yourself and, if so, in what kind of manner are you posting them?

Your social media speaks volumes about who you are as a person. The question is how are you portraying yourself?

All About LinkedIn

The reason LinkedIn works so well for professional matchmaking is that most of its members already have jobs. A cadre of happily employed people use it to research clients before sales calls, ask their connections for advice, and read up on where former colleagues are landing gigs.

In this environment, job seekers can do their networking without looking as if they’re shopping themselves around. This population is more valuable to recruiters as well.

Tips for Using LinkedIn:

1. Create a professional profile that highlights your skills, education, and experience. Early in your career, do not hesitate to include volunteer work, internships, or awards received. When you Google search your name, make it your goal that your LinkedIn profile is often the first hit.
2. Update your profile regularly and include professional PowerPoint presentations or other portfolio work. Your contacts are alerted regularly of new posts onto your account.
3. Complete your profile! The more detailed your LinkedIn profile, the more chances you will have to be found and to be contacted by would-be clients, spheres of influence or other professional liaisons.
4. Include a recent professional headshot or photo. This allows your contacts to recognize you and feel more secure in inviting you to connect.
5. Your contact settings let your connections know your availability. Options include things like career opportunities, consulting offers, new ventures, job inquiries, and reference requests.
6. Your LinkedIn profile allows you to post a link to your personal or professional website, gallery or portfolio. Take advantage of this option if you have a site you want to show off, especially if you work in visual or graphic arts, or keep a professional blog.
7. Include keywords and skills: Add these specific terms so that your profile will be picked up in relevant searches.
8. Whenever you make a new contact, locate them on LinkedIn and invite them to connect. Leaving a message also increases the likelihood that they will connect with you!
9. Join a LinkedIn Group, there are 500,000 of them, based on companies, schools, and interests. You will have access to discussion boards, industry updates, and a greater professional network, through membership.

MAINTAINING NETWORK CONNECTIONS

Build & Maintain Trust

Once you make the initial connection, you must cultivate your business network. This is so your contacts become and stay fruitful over time. The strongest network is one strengthened by time and trust. To initiate the trust-building process, it can take as long as six months to two years.

To build trust, you must show that you are trustworthy. This means doing what you say and saying what you do. I believe strongly that how you do one thing is how you do most things. If someone stands me up at a first face-to-face meeting, I tend to let it slide. Life sometimes gets in the way, and you never know what they are going through.

*PRO TIP*

I like bringing my laptop everywhere with me so if someone does have to cancel last minute, I can still get some work done.

However, if they do it more than once, or don’t inform you before you are already at your meeting spot, it portrays that they don’t value your time. And if you don’t value my time, then I am not going to make time for you in the future.

In short, follow up when you say that you’ll follow up; send the referral if you offer to send the referral, etc. Remember, how you do one thing is how you do most things, especially when it comes to agreements with your professional network!

Keeping Your Network Active

Do not let your network die due to a lack of attention. All it takes is a single email, phone call, text or note to re-establish a connection. If I have a lull in my day, sometimes I’ll go through my phone and reconnect with people I haven’t spoken to in a while. I’ll give them a phone call or shoot them a text asking how they are and if they need anything. I’ll also invite them to one of the We&Co upcoming events to see if they are available.

SUMMARY

In summary, here are a few of key points this guide touches on:

1. Your Network is your Net Worth.

2. Referral-based sales has the highest close rate against other forms of marketing.

3. It’s not what you know, it’s who you know and who knows you!

4. To network efficiently and effectively, use the sniper approach as opposed to the machine-gun approach.

5. Professional networking doesn’t always work for everyone because not everyone knows how to network!

6. Have killer 10, 20 and 30-second introductions of yourself and your business (be sure to identify the pain points your organization solves).

7. Be compassionate. Respect others’ time and their decisions. If someone isn’t interested in your product or service, respect their wishes! Don’t keep chasing them down for that sale! Move on – don’t waste their time and energy!

8. Ask open-ended questions and be prepared to listen.

9. Follow up with your contacts after each event within 24 hours or by the next business day.

10. Portray yourself professionally on social media sights.

11. Maintain that network! Touch base with people you haven’t connected with in a while so that your network doesn’t grow cold.

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