Glenn Muske
Rural and Agribusiness Enterprise Development Specialist
Glenn.Muske@ndsu.edu
October, 2016
Networking and Marketing
Empowering Leaders – Bowman, ND

You don’t have to know
everything as long as you
know the people who do.
Harvey Mackay

Effective Networking
• A myth - Networking means meeting other people
• See in their actions and their words
• Reality - 95% of networking is a waste of time
• Why – You don’t have a goal.
- You are unsure of the steps.
• It’s not a contest
• Most business cards handed out or received
• Most handshakes
• Most trips to the snack bar

Networking Goal
1. Connections
• Those who need me
• Those I need
• Those who can help me take the next step
2. Learning - Trends, competition, industry & customer
problems
3. Tips from those who have been there
4. Future
5. And……

Traditional Marketing Online Marketing
PR
Paid
Promotion
Distribution
Channels
Customer
Support
Visual
Mix
One-on-one &
Networking
Word-of-
mouth &
Reviews
Reputation
YOU
Marketing

What Networking Looks Like

This is ineffective networking. May be your first step though.
http://sethgodin.typepad.com/seths_blog/2015/02/connect-vs-connect-to.html

Getting Better

Reaching the full potential of
networks. Realize though that
these take time.

Networking defined:
• The informal process of linking people to each other as resources;
assisting, supporting, and helping others find the resources they need
• Widely-held definition - “I know it when I see it but can’t define it,
explain it, or understand why I can’t make it work”

Networking With ???
• Competitors or Noncompetitive competitors
• Like-minded AND non-like minded
• Professional associations
• Referral partners
• Complimentary products/services
• Same/Different geographical area
• Business contact spheres – i.e., services
• Social contacts

Networking – How?
• Positive attitude – Set objectives - Plan
• Be sincere – Be open – Be genuine – BE YOU!!
• Know what you want to say – Your elevator pitch
• Not a sales pitch
• Be aware of your nonverbal cues
• Be a good listener – 80% listen, 20% talk
• Thank people
• Offer help – Be a referral source for others
• Practice, practice, practice

How to Use Networking Events
• Don’t arrive late – Best opportunities
in first 30 minutes
• Dress appropriately
• Be the host –
Take advantage of “no host” events
• Manage your time
• Plan how to meet people and how to move
• Set a limit on # of people you want to meet
• LISTEN - Give undivided attention – It’s about them
• Work the room
• Stand by the food – Everyone comes by

After the Event!!
• Take notes
• Keep in contact
• Remember your promises
• Send note cards – Hand-written is nice
• Critique yourself – Learn from your mistakes
• Plan the next event

Networking Tools
Your business card
Business cards of others
Name badge
Online Profile
Website

It’s NetWORK!!!
Not
Netsit
or
Neteat

Online Networking
The “Who” and “Why” are the same.
What differs somewhat is the “HOW.”

Online: Part of “how” remains the same
• Know what you want - Set objectives – Plan - Strategize
• Key is “online profile” and the “about us” section
• Be a good listener – 80% listen, 20% talk
• Thank people
• Add value. Offer help. Be a referral source.
• Lurk
• Find the key players

More Online Tips
•Connect
•Attract – Find a niche – Can’t be all things to all
people
•Greater focus from getting to giving
• Acknowledge, say thanks, comment on others, follow
back, share, join communities and help

Networking in Small Communities
“We already know everyone and how they might help us.”
Do you???
1. Are you inclusive? How about new residents, people outside the business
community (government, social agencies, religious groups, etc)?
2. Are you thinking regionally?
3. How about those who serve the region but don’t live here?
4. Are there some people you need to seek out and find?
5. Are you having something other than surface conversations? Are you
asking questions that help?
6. Are you listening?

Networking = Success
Networking has delivered more return on
investment than any other tool in my
business, both financially and in non-
monetary terms – Chris Garrett

Remember
Networking may not show
immediate or direct results.

More “How”
• Start small
• Lurk - Watch, listen and learn before participating
• Develop a strong profile. This is your business card, elevator
speech, and online profile
• Find the key players – Don’t be afraid to “unfriend”
• Learn the preferred connection methods of the key players
and community and key players
• Share and contribute – Add value

Expand your network
by one quality person a day,
forever!
Mark Victor Hansen

Glenn Muske
Rural and Agribusiness Enterprise Development Specialist
NDSU Extension Center for Community Vitality
Glenn.Muske@ndsu.edu
Questions??
Resources:
http://www.ag.ndsu.edu/smallbusiness
http://powerofbusiness.net
http://www.extension.org/entrepreneurship