The Etiquette of Business Networking

BROUGHT TO YOU BY

THE ETIQUETTE OF BUSINESS NETWORKING

Do  you  know  how  to  put  your  best  foot  forward  in  business  rela5onships,  or  are  you  being  rude  without  realizing  it?  How  do  the  tradi5onal  rules  of  e5que<e  work  online?  And  how  can  you  make  more  happen  through  your  connec5ons?  We  found  11  need-­‐to-­‐know  5ps  to  help  you  navigate  business  networking  successfully,  both  in  person  and  online.  Plus,  three  of  our  SUCCEED:  Small  Business  community  members  weigh  in  with  their  own  expert  advice  at  our  virtual  water  cooler.    

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Before you start

networking, create a

short introduction that

describes who you are,

what you offer, and how

your product or service

benefits customers.

Get to the point fast.

Create a short introduction

that describes who you are,

what you offer, and how your product or service

benefits customers.

1

Keep your right hand free for handshakes.

2

At networking events, hold your glass in your

left hand. Keep your

right hand free, warm,

and dry for handshakes.

If you aren’t interested in

what other business

professionals do, change

your approach. Practice

coming up with unusual (but

appropriate) questions. For

example, ask a commercial

real estate agent to tell you

the oddest thing a client has

ever wanted to store in

rented warehouse space.

You’ll be remembered as a

great conversationalist.

3 Practice coming up with unusual (but

appropriate) questions.

Request a card at the end of your chat.

4

Asking for a person’s

business card right off the

bat and then reading it

aloud is not a substitute

for conversation. Request

a card at the end of your

chat instead—it’s a great

note to end on.

5

Don’t turn your business card into

junk mail—wait to

hand it over until it’s

requested. Then, only

offer one card unless

they ask for extras.

Wait to hand it over until it’s requested.

6

Never cold call without

doing research about

your prospect. If you have

nothing more to offer than

a scripted conversation,

don’t call (or email).

If you have nothing more to offer

than a scripted conversation,

don’t call (or email).

Customize your LinkedIn connection requests.

Customize your

LinkedIn connection

requests with a valid

reason to connect. If

there’s nothing in it for

the other person, don’t

be surprised if he or she

ignores your request.

7

Start out by giving instead of taking.

8

When someone does

agree to connect with you on LinkedIn, send a

message to start a two-

way conversation. Include

valuable information, such

as a link to an interesting

study or article that is

relevant to his or her

industry. This way, you

start out by giving instead

of taking.

Don’t ask questions that force listeners to

respond by agreeing or disagreeing with you.

When you give an

elevator pitch, don’t

ask questions that

force listeners to

respond by agreeing or

disagreeing with you.

It’s awkward and puts

people on the spot.

9

10

Ask for and make a note of each

contact’s preferred

communication

method for future

reference. Don’t email

people who would

rather get a phone call.

Don’t text people who

prefer email. Don’t email people who would rather get a phone call.

Remember to thank

business contacts when

they send you a lead.

Remember to thank

business contacts when

they send you a lead—

even if it doesn’t

progress to a sale.

Appreciation encourages

your network contacts to

keep sending leads your

way…and helps you

make more happen.

11

3 SUCCEED Members Share Their Networking Tips

WISDOMWATER COOLER

— Virginia Nicols, Small Business Marketing Champion

if you want results. Building a plan takes time and

effort. But it pays off because you know WHY you

are there at that particular meeting, WHOM you

need to meet, and WHAT to say to them that will

be useful and will lead to the next step.

“

“

Have a plan for your networking

The best way to make networking events successful is to just

focus on making new friends. The reality is that the person you are talking to will most likely not need your product or

service. But someone they know does.

“— Len Fry, Independent Global Marketing Entrepreneur

“

Untargeted marketing can make you so busy

with follow-up that you don't realize what's

keeping you busy doesn't actually generate

revenue. The, ‘Wow, I'm popular!’ feeling isn't

the same as the one that comes from

converting leads and satisfying customers.

Don’t overdo it with networking.— Michael LaRocca, Editor and Proofreader

“

“

Don’t get discouraged if you aren’t a “natural”

at networking. Just like any other skills, social

skills require practice.

!!!!

Sign up for a local business networking event

to test drive these tips this week.

!!!!

The richest people in the world look for and

build networks, everyone else looks for work. — Robert Kiyosaki

TAKEAWAYSLet’s Make More Happen

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““INSPIRATION:

GOT SOME OF YOUR OWN ETIQUETTE ADVICE TO ADD?

Share itwith your fellow small business professionals in

our SUCCEED LinkedIn community.