The fundamentals of Networking

Ever heard the saying “your network is your net-worth?” Knowing people is something else, but connecting with them and having them do something for you hits differently for your business, and even for your personal life. 

Think about how much businesses spend to get their products and services out there in the market space. Imagine how much they pay influencers to increase their patronage, and also how much they channel into marketing. 

You know, Facebook Ads, Instagram Ads, SEO, inbound marketing, outbound marketing, cold pitching, this list goes on, and on. As a business owner, you sure know how it feels to find leads, convert them to customers, and ensure recurring sales.  

However, businesses and establishments, especially in this age where assets and services are built online, are beginning to take marketing to a whole new level. 

Entrepreneurs are beginning to understand that business to customer relationships should not end in sales. But these customers can be converted to a workforce of marketers through the right form of Networking. 

This is the model used by all successful businesses, you know why? Because the best form of marketing is by word of mouth! By human relationships, and by establishing connections, we can do almost anything with ease.

The perks of Networking is limitless for businesses, for personal relationships, because we are humans, and we need people, people need people to get things done. 

For this reason, like your knight in shining armour, we have come to save the day as usual. We have invited the owner of JMack Media LLC. He is a digital marketer, copywriter, podcast manager, and a Fiverr pro seller. 

He connects with people and builds relationships with people because we need such connections to establish a working relationship for any purpose.

His name is Casey D. Eberhart and without selling anything (and without accepting any payment apart from your attention), he will be sharing with us a blueprint that can increase your influence both offline and online. 

PS: for offline Networking, we will talk about the 5 MUST talk to people in every event. You don’t want to miss this. And be sure to share this FREE information with someone of concern.

Among this blueprint are strategies that you can implement immediately for your business success. Oh, there is a bono for the exact formula that Oprah used to build her network to the extent she was referred to as ‘the most powerful woman in the world.’ 

If you are still here, grab something, you know, something eatable, or drinkable, and sit out this session that can change your businesses and personal connections. 

We are talking about, automated referrals, saving more time, and getting more money to your pockets. 

Individuals and businesses have used technology (Social Media) for attention and marketing. But you are saying now that CONNECTION is the new CURRENCY. Can you explain?

Technology has brought a new form of leverage. It has levelled the plain field for businesses to compete. I mean, the smallest business has as much access to customers for their services and products as the established businesses. Technology has eased the learning curve, and the ability to reach out to potential customers. 

But sometimes, this technological availability lacks the connectivity that enables someone to not just learn about us, our services and products, but to take their time to invest and purchase them. 

Networking now should be all about getting back to the old school hospitality while using and implementing ‘new school’ technology.

Let us Talk about Oprah. What do we have to do to be like Oprah?

It all started with the same strategies and blueprints used for successful marketing. Every time I go to an event and ask “who is the most powerful woman in the world?” everyone will scream “Oprah,” Followed by “Ellen,” “the Queen of England.” I mean, the loudest name screamed was always Oprah. No matter the size of the crowd, or calibre of people. Well, some of the husbands in events do scream the name of their wives, but each time, the name Oprah came out first.

I started looking at Oprah and her endeavours. Yes, she is one of the most influential women, she had one of the most powerful talk shows, she has not been on the air for almost 20 years, and yet, she remains the most powerful woman by word of testimony. 

I realized her strategy and I have put together in the following formula which is OPC + TR = MC. OPC here means ‘other peoples content,’ + TR which is ‘their reach’ = MC which is ‘more contacts.’

She would bring TV Stars and Movie Stars, they will bring on their content (movies in this case) and while at the show, they will come with their reach, you know, they will post on their social media platforms about the show, share the show on their fan pages. 

During the show, a lot of these people will stick around to find Oprah to be a ‘plug’ for their interests (blockbuster movies and shows of reputable TV guests.) They would even stick around with her and join her book club without an elevator pitch. 

She built her tribe and fan base by leveraging on other influencers in the entertainment industry. 

What is Oprah’s ‘Super Power’?

I feel her super power is her ability to make other people look amazing. By listening, responding, and connecting with her show guests.

She is not like every other journalist who just asks randomized or structured questions. She comes down to the level of guests and speaks with them in the best way possible.

Most people feel like they are not enough to start anything, or engage. But quickly, here is one way to pose in the market place. You can share and promote businesses and services of other reputable people. People with high level of influence are always watching people who are raving fans of the business you are promoting. 

More also, potential leads also begin to see you as having the right answers to their needs. Sooner or later, they begin to come to you for unanswered questions, which opens the floor to convert them to returning customers.

You go to a lot of Networking events; can you tell us what most people do there?

Well, a lot is happening at the same time. If you watch Oprah’s shows, you will discover that she is always fully present in her conversation.

Number two is that she is asking questions any average person in the crowd would ask, itching to ask, more like serving the purpose of a ‘middle man.’ 

One of the biggest problems with networking events is the fact that most people come there to sell something to a bunch of people who are not there to buy anything, and the reason why those people are not there to buy anything is because all of them came to sell something. 

The first thing I would recommend for anyone heading to any networking event is to not try to sell anything. 

In this case, ask yourself, what will Oprah do? I don’t think she walks into networking events with brochures, samples of her product or even a prepared commercial on how to sell you to her book club. 

The simple blueprint to every networking event is to ask yourself “will Oprah be engaged in this conversation, and handle this event this way.” This question will save you a lot of mishaps during networking events. 

When you go into networking events with the mindset of just connecting, you just, connect. You will not be tensed into gearing conversations to the wrong direction, no pressure at all compared to when you want to sell a number of things to people who don’t need them. 

Going to networking events should be solidly for networking sake. This helps to direct your conversations rightly. 

Since going to networking events with a mindset to sell ruins the whole purposes, and puts people in tension; Do you have any trick that helps you position yourself to actually network?

First, if your purpose of attending networking events is to sell something, STOP. It may sound counterintuitive, in fact, you are better off at home posting on social media than doing that because nobody is there to buy stuff, they may not even be your target audience and customers. 

Secondly, getting customers this way is a short-sighted strategy, because most networking events are not reoccurring. 

One of the best ways to even go about selling is to meet the organizer and then present to them a persona of people you want to meet. It is better they do the warm introduction for you, and still yet, you should not try to sell on that first day. No please. 

Many people think organizers are quite busy to be interrupted. How do you go about making organizers introduce you to potential leads?

The key is to find people that are there with more influence and help them get what they want. It becomes easier to make them help you get what you want. 

Example; When I go to events, I always help the organizers to set things up. I help them sometimes even from their car in the parking lot, even when I am speaking in the event. I arrive early, and find a way to offer help, whether at the door greeting people, setting up registration, name tags, and other ways that can help me be an asset in the whole process.  

This makes it easier when I ask them to help me make introductions to people who they already know, you know, word of mouth, referral kind of introduction.

It is counterintuitive and it is a proven blueprint that works in just any business. Be willing to offer something, it can be knowledge, help, anything at all, just make sure you are offering value to people and your customers. 

The benefit of this method extends even to people who are not your potential customers because they will always refer someone else. Humans never change, we show appreciation to help, gullible to genuineness, and connected to honest help. 

When you offer value, it blinds every avenue that makes you look desperate, and it upscales your brand messaging because your means of connection is congruent with your services and products.

So here is a little whinny bit of summary;

Find the point of need, wants and desires, especially for people with influence.

Genuinely help them even if it has nothing to do with your products and services. I mean the kind of ‘selfless help.’ 

Who are the most important people to meet in a networking event?

We have already talked about the organizer and have addressed the issue of meeting them without coming off as desperate and sleazy. 

The next people to talk to are people whose influence are likely to rub off on you. For example;

The Speaker. 99% of networking events announce their speakers prior to the event. One way to reach the speakers is by researching on their presentation, seek out to help them to make their presentation. 

One time, I met a speaker who I read his article, bought his book before the event, asked him to sign, and asked how I could possibly help him in the event. He said “can you ask me about this article during the Q&A time.” when I asked the question, he ended up talking about me and my services and I was in front of 500 people. 

This works so well because every speaker in events look forward to an engaging audience. Every speaker is always scared of not receiving intended engagement in events. 

Anyone can do this. Just research about the speaker, if they have a book, buy the book, just a few bucks, then reach out and ask them how you can be of help. You can even suggest that they look your way if they need some engagement during the event. It can be anything at all, anything. 

The opportunity with speakers is mostly to help them engage with their audience. And 9 times out of 10, those speakers always highlight you in front of their audience. 

The other three people are the Yap 1, Yap 2 and Yap 3.

We know one of the best way to connect with people is by asking questions. What kind of questions do you ask in these networking events?

Remember, your purpose of being in the show is not to sell anything, but to make other people feel amazing. The best way I know how to do that is to get them to talk about themselves. When I can keep them focused on talking about themselves, they build up the notion that I am excellent. 

I happen to use an old school formula that can help you. The acronym I use is FORM. The ‘F’ stands for Form, ‘O’ stands for Occupation, ‘R’ stands for Recreation, and ‘M’ for Money. 

Sometimes I carry a recorder with me or I begin to jot things down on their business card because this helps me follow up. 

Do you ever feel like you need to buy from them to maintain the relationship?

If I figure out that I will be having a long-term relationship with someone, and I am going to be the one to move that relationship, then buying their products becomes inevitable. 

Whether it is a product that I need or not, I am focused on the social value of buying that product. 

As an entrepreneur, I made it a core value to not buy anything I can purchase from a direct sales agent or another entrepreneur from a store. It has allowed me to add social values to my network by patronizing their business, making them customers, and even getting the best of products when there is a new trend in the market place. 

I don’t just stop at buying, I also promote the seller and their products on social media. By supporting these entrepreneurs, I gain much more social value for more opportunities. 

Connectivity is today’s new currency. Businesses that are more connected with their customers will always win.

At what stage of the introduction do you reveal your business?

I know this may sound shabby to some people, but I try to hold it off for as long as I can. I truly believe that people try to pitch sales too early. If you want to serve someone the best way possible, the best is to use the method which I have suggested. 

Ask them questions about themselves, it puts you in a better position to serve them better and also helps you build connection beyond sales. 

Sometimes, I make it a deal to not tell anyone what I do when I go to networking events and a greater deal to SHOW them what I do. 

For example; I love sending personalized coffee mugs to the influential people in an event. They end up talking about how they got a mug from me and at the end of each event, I end up with inquisitive people who ask “hey how do I get a mug.” 

I collect their names, and I send them a mug with their logo on it, or their name on it. When they ask what I do, I ask them how they felt when they received my mug. The resulting feeling answer is always not far from ‘I felt amazing, awesome.” Then I answer with “We help people feel exactly the same way about your business.” That EASY, no elevator pitch needed.

You need to create a good experience journey for your customer.  

How can you follow up after networking events?

Some people find it difficult to collect phone numbers during events. Here is a hack, just take a picture or a selfie with the desired person. Then on social media, you can upload the picture tagging the involved person and the event too, promote their business and services.

It doesn’t have to be an act of novelty, but a simple act of care, and concern can change your business status.