How to use Social Media for Offline Networking

There was a recent networking event hosted by a real estate company where all the agents (to my dismay) networked with each other. I have found that most people who attend networking events are really uncomfortable talking to and meeting new people. As you probably know, networking is an essential tool for small business. My guide book for building a networking business was (and is) Endless Referrals, Third Edition by Bob Burg. In the book, Bob talks about the objectives of networking and gives specific instructions on how to build the business around a networking model.

There are three main objectives to participating in networking events:

1. Meet new people - I know this might seem obvious but go into the event with an objective to meet at three to five new people. The easiest people to meet are friends of friends. If you see a group of two people talking and you know one of the two, stand close and they will invite you into the conversation by introduction. Now you have just met a new person at the event without saying a word!

2. Follow-up with contacts you already know - Occasionally, I will see nods of acknowledgment across the room. That is not a follow up! A great follow-up is remembering a small detail from the last conversation and asking a question. Now the other party knows you are interested in their success. That is why a good Customer Relationship Management system like Send Out Cards is critical to the success of your business!

3) Stay connected with five people - Connect means start a relationship or schedule a follow-up appointment. Keep your day planner on at all times (along with the cell phone and the laptop) so you can be prepared to do business. The first step of connecting is getting their contact information. I have seen way to many scenarios where a person goes around handing out their business card. The only reason to give a business card is to get a business card. A relationship begins when both parties have the similar information about each other.

Now that we have made new contacts, is it time to use social media tools for follow-up. As my mentor says, fortune is in the immediate follow-up. Immediately after the event, go to the computer and search for the new contact on Linkedin. As the world is connected by just 6 degrees of separation, you need to know how you are connected to this new contact. How many business contacts do you have in common? This is a very easy way to become as Bob Burg says in his book "Liked, Known and Trusted". A secondary search is Facebook, business is personal and the info tab on the facebook profile page is a great source of personal information that can be used to set your business apart from your competitors.

Happy Networking!

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