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NETWORKING IN THE NEW WORLD 
by Chad Massaker © 
~ 90 Day Plan ~ 
 
Step 1. Determine Who Your Referral Synergy Partners Are. 
List the top 5 events that result in a sale for you. For example “moving an office” or “selling a business”.  
1. ___________________________________________________________ 
2. ___________________________________________________________ 
3. ___________________________________________________________ 
4. ___________________________________________________________ 
5. ___________________________________________________________ 
 
Now list all of the other professions that are also involved in the events that you listed above. For example, 
the event of selling a business often requires CPAs, attorneys and financial planners.  
 
 
 
 
   
 
 
 
   
 
 
 
   
 
 
 
   
 
 
 
   
 
Next, determine how referrals flow amongst the professions you list earlier and where you fit in that chain. 
For example, if someone is selling a building, the commercial real estate agent is usually the first to hear about 
it and many referrals flow from there (to the contractor for build out, the telecom guy for installation, etc.).  
 
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Step 2. Determine Where Your Customers & Referral Partners Hang Out 
Chambers of Commerce 
 
 
Business Associations 
 
 
Business Clubs  
 
 
Closed Contact Networks 
 
 
Trade Associations 
 
 
Political Organizations 
 
 
Religious Organizations 
 
 
Athletic Organizations 
 
 
Social Organizations 
 
 
Non‐Profit Organizations 
 
 
Other 
 
 
   
Step 3. Get Your Referral Marketing Plan Going 
1. Your Business Card 
a. Professionally Designed 
b. Thick Stock 
c. No Freemail Addresses (e.g. @gmail, @hotmail or @aol.com) 
d. Social Media Icons and Addresses 
e. Web Site Address 
f. Slogan or line as to what you do unless your business name makes it obvious 
g. Headshot 
2. Your Social Media Channels: 
a. Linkedin (for example, see http://www.linkedin.com/in/chadmassaker) 
i. Completed profile with a minimum of the following: 
1. Headshot 
2. Clear headline 
3. Detailed description of what you do.  
4. Previous work experience.  
5. College(s) attended 
6. Organizations 
7. Awards 
8. Groups 
ii. Connect with every person you meet in person on Linkedin, even if you don’t like them. 
This isn’t Facebook. It’s about expanding your reach. For example, if you connect with 
me, you will instantly connect to 21,000 people as 2nd
 level connections because that’s 
how many are connected to me. Make sense? 
iii. Get the Premium Account & Start Using inMails to Connect to 2nd
 and 3rd
 degree 
connections.  
iv. If you have more than 1 employee, make sure to setup your company page.  
b. Facebook 
i. Complete your profile to your level of comfort 
ii. Get over trying to keep it for strictly friends and family. Use Facebook’s privacy settings 
instead.  
iii. Because connections on Facebook are far more personal, being connected to the right 
people here often results in quick easy sales because you are always in front of them.  
iv. Make sure to create a Facebook fan page.  
v. Use the promote posts for your personal and fan page. This is very powerful.  
vi. Facebook events, especially when promoted, are also very powerful for attracting 
people to your seminars and other events.  
c. Twitter 
i. Setup an account and just have Facebook or Linkedin sync posts to it.  
ii. Use more at conferences for note taking and idea sharing because of hashtags. 
d. Google+ 
i. Optional. More B2B conversation on here though.  
e. Other Notes on Social Media:  
i. Make sure that your print collateral has your web address and social medial icons on it. 
Also make sure that you have social media icons and “Like” buttons on your web site.  
ii. Remember that social media is a virtual extension of your real‐world networking 
activities. So make sure to connect with everyone you meet in real life online.  
iii. Use social media management tools like Hootsuite to save time and schedule posts 
across social media outlets.  
iv. Social media is about engagement and interaction. If your friends/fans are not engaging 
(Like, comments, etc.) then work on your content delivery. Maybe lighten it up a little. 
Humor is always good. Photos and video are also good.  
   
Step 4. “Stepping on to the Mat” – Networking with Real People 
1. Your elevator speech 
a. Definition:  If you stood on an elevator and someone were to ask you “what do 
you do?” you would give a brief, prepared, reply in the time it took for the 
elevator ride to end (about 30 seconds).  
b. Here’s how: (components of the speech) 
i. Your name 
ii. Your company name 
iii. The pain that you fix, problem that you solve or solution that you provide in 
very easy to understand terms.  
iv. Structured in such a way so as to invite more conversation.  
c. Focus on making your message unique and avoid using platitudes such as: 
i. “Most reliable” 
ii. “Most dependable” 
iii. “Best customer service” 
iv. Etc. 
 
Your Name: __________________    Your Company Name: ___________________________ 
 
Solution: ____________________________________________________________________ 
 
____________________________________________________________________________ 
 
____________________________________________________________________________ 
 
____________________________________________________________________________ 
2. Networking Etiquette:  
a. When to give a business card: WHEN YOU ARE ASKED FOR IT! 
i. If you were not asked for your business card it is because 
1. Your elevator speech sucked 
2. You are not interesting 
3. You’re poorly dressed 
4. You smell 
5. Etc…. You’re job in network is to sell for the “ask” 
6. This will save your card from going to the floorboard of a car or straight to a 
garbage can.  
b. Always wear nametags on you right breast so that when you shake hands your tag is clear 
visible.  
c. Shaking hands 
i. Shake firmly 
ii. If you get a bad grip, reset and shake over. It awkward for you both when it happens.  
iii. Use two hands when possible. This is considered more intimate. You can clasp two 
hands on one hand or shake with one hand and use you other hand to grasp their arm 
behind the elbow.  
d. Kissing 
i. Be very careful. Many women do not like this.  
ii. Be mindful at cultural events where this might be a norm.  
e. Get to Understand Body Language 
i. Buy the book “What Every Body is Saying” by Joe Navarro 
ii. Try mirroring to gain rapport 
3. Tips & Tricks 
a. Never go to an event you have never been to before without a wing man unless you are just an 
alpha hunter. Make sure you know someone there who can make introductions prior to going. 
This is also helpful to canvasing a room with a referral partner as you can introduce each other 
to connections that you meet when you split up (divide and conquer).  
b. Take a leadership role in any organization that you are involved in. This builds credibility for you 
and keeps you in front of people.  
c. Start  your  own  networking  group  or  event  and  become  “the  center”  of  your  referral‐verse. 
Develop a reputation as a connector.  
d. For  more  formal  referral  relationships,  make  sure  that  you  track  referrals  passed  as  well  as 
revenue. Sometimes you may need to find a new partner or you may find that you can do that 
service yourself for your clients and keep the profit.  
   
Step 5. Homework 
1. Determine who you’re ideal referral partners are (at least 3) and solidify these Synergy 
Referral Partners ASAP. 
2. Determine  at  least  three  good  places/events  to  meet  these  partners  and  potential 
customers and get these meetings on your calendar.  
3. Get business cards from everyone you meet and connect with these people on social 
media. 
4. Make regular posts on social media about what you do.  
5. Meet  with  your  Synergy  Referral  Partner  1:1  at  least  monthly  to  discuss  referral 
opportunities. Share leads, client lists, intelligence… whatever it takes to get the funnel 
full.  
a. Hold  you  Synergy  Referral  Partners  accountable  for  their  results  after  these 
meetings.  

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