Networking talking points from the Plea for Peace Band Business Crash Course, Nov. 3, 2012. Presented by Pacific Music Management Club, faculty and alumni.

1. NETWORKING 101
Band Business Crash Course
November 3, 2012
Dana Myers, Esq.

2. NETWORKING: WHAT IS IT?
 Webster’s Dictionary: the exchange of information
or services among individuals, groups, or
institutions; specifically:the cultivation of productive
relationships for employment or business.
 Karma: help others and others will, in turn, help
you.
 Friends help each other out
 6 Degrees of Separation: everyone is on average
approximately six steps away, by way of
introduction, from any other person in the world.
 CEO of Warner Music Group (major record label) is only
6 introductions away! Wouldn’t it be nice to get your
demo on that desk?

3. NETWORKING: WHY IS IT IMPORTANT?
 The music industry is built on networking
relationships
 Who you know will get you in the door; what you do/how
well you perform will keep you there
 Record companies don’t listen to unsolicited
submissions when seeking to sign new talent
 You just can’t do it all yourself – you will need the
help of other people to advance as an artist

4. PRODUCTIVE RELATIONSHIPS
 “The cultivation of productive relationships”
 Relationships require renewed contact
 Adding someone on FB/LinkedIn is not enough
 Karma: Help others, and others will help you
 Think about how you can help the people in your network
 Be conscious of the type of relationship you are
cultivating: business relationships are different than
personal relationships

5. CULTIVATING THE RELATIONSHIP: MEETING
THE CONTACT
 Music industry events
 Conferences, symposia, classes, concerts, open mic…
 Checking out at S-Mart/Walking the Dog…
 You never know when you are going to be presented
with the opportunity to meet a valuable member of your
network
 Always be prepared!
 The Introduction
 Don’t judge people by how they look
 People (especially influential people) will not always reveal
who they are until after they get to know you
 Tact: Don’t throw yourself on someone
 Initiate conversation

6. CULTIVATING THE RELATIONSHIP:
BEING REMEMBERED
 Ultimately the goal is to make a good-enough
impression that your new contact will think of you when
a future opportunity arises
 For the initial meeting
 Business Cards
 Demo (with your contact information)
 Elevator speech
 Follow-up
 For the productive relationship
 Give before you receive
 Make personal introductions: expand your contact’s network
 Give referrals
 Professionally ask for what you need
 Check in from time-to-time
 Thank you notes vs. email

7. EXERCISE
 An elevator pitch is a short “speech” that you have
rehearsed and basically memorized, that portrays
your business/band/music/poetry/etc. succinctly
enough to say in the average elevator ride. Your
pitch should be concise yet creative enough to
catch your listener’s attention. It should address
why you are different/special/the best at what you
do or offer without being arrogant or dishonest.
Take a couple of minutes to draft your own elevator
pitch. When you have finished, say your pitch to
your neighbor.