1. Networking can increase
your sales, or be a big time
suck. It depends on how you
do it. This program teaches
the basics of networking for
results.
Networking Effectiveness Training
An introduction to effective networking that builds
more business in less time.
Professional Networking 101
For:
1.101ProfessionalNetworking101

2. NETWORKING 101
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Networking Can Unlock Doors
Networking is a key skill for nearly any professional. This workshop will
help you build a network that can help you reach your goals faster.
WHAT IS NETWORKING?
The core of networking is relationship building. If you
want to build relationships with others in your company, with
prospects and clients, and with others who share the same
interests, networking is a great way to accomplish your goals.
Networking can be a form of marketing where you connect
with your target clients. This is what most people think of
when they hear the term “networking.” We will address
networking primarily from this marketing perspective,
although the principles are the same for any relationship-
building purpose.
WHY NETWORK? THE VALUE
PROPOSITION
Studies have shown that your five closest friends will
determine how far you go in life. If the five people you
spend the most time with aren’t encouraging you to grow,
networking is a way to find others who will. You’ve heard it
before: Success is in large part determined by WHO
you know.
Networking is a critical skill for most professionals. In the
services and sales arenas in particular, a professional network
is the best way to expand business and achieve long-term
success. In other careers, having a network provides more
security and healthier living.
If you do not have a network, you:
• Will have a tough time if you lose your job
• Will not be able to sell effectively in a relationship-
based industry
• Will lose out on the joy of knowing more truly
interesting people
Remember: All other things being equal, people will work
with people they know, like, and trust.

3. NETWORKING 101
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WHERE DOES NETWORKING HELP?
The diagram below shows the difference between high
transaction and high relationship selling situations.
Companies that provide premium services should consider
marketing tactics such as networking to win clients. If your
company sells low value products and requires many
transactions, networking may not work effectively for you.
NETWORKING IS A TOOL
Networking is a tool. It is a set of skills that anyone can learn
to improve their quality of life. For those interested in
building business, networking is a marketing strategy, just
like advertising, direct mail, and cold calling. Except that
networking is a way to build deeper relationships – often
necessary for higher-priced and premium products and
services. Since people buy from those they know, like, and
trust – networking can be effective in growing your business.

4. NETWORKING 101
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How to Get Started
Networking can be done easily and with little stress. If you cringe when
people mention networking, take heart – we’ll make it comfortable for you.
BEGIN WITH THE END IN MIND
Stephen Covey led off his book on the 7 Habits of Highly
Effective People with this maxim. If you don’t know where
you want to go, you cannot plan.
Start with your goals for networking. Most people want to
achieve one or more of the following:
• Business success
• Finding new friends that share interests
• Growing a business and selling
• Developing relationships in an industry to advance
professionally
WHY NETWORK?
What do you want to accomplish, and how can networking
help? ______________________________________
__________________________________________
__________________________________________
__________________________________________
__________________________________________
__________________________________________
__________________________________________
YOUR VALUE
Know what you can offer others. Are you an expert at a
particular skill? Can you put people in touch with valuable
prospects? Do you have a good source for job or sales leads?
Think about how you can help others before you start
networking. You will find networking much easier if you can
convey this to others when you speak to them.
MY VALUE LIST
Write in the ways you can add value to others. We’ll get you
started with a few check boxes.
q Products q Services q Investable assets
q Specialized knowledge q Specialized connections
q Access to special networks q Niche-focused connections
_________________________________________
_________________________________________
_________________________________________
_________________________________________
_________________________________________
_________________________________________
_________________________________________

5. NETWORKING 101
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START SMALL AND BE COMFORTABLE
Start with your friends and others with whom you feel
comfortable. Talk to them about what you want to accomplish
and what you can offer others. Then ask for the names of a
few people they know who may be able to help you.
FIND A BUDDY
Just like diving requires a dive buddy, find a networking
buddy to be that lifeline if you aren’t comfortable with
networking. This is also an advanced networking tactic as
buddies can also speak to your strengths without you
sounding like an egotist. Ask others to go to a networking
function with you and reconnect with them if you start getting
overwhelmed. Stay with them during the event and talk to
others as a team if it feels more comfortable.
PREPARE YOUR INTRODUCTION
Having an introduction already planned out helps you enter a
conversation with more confidence, which makes your
networking more effective. People want to work with
confident people. An introduction simply answers the
following questions:
• Who are you and why should people want to know
you?
• What’s your business, and how can you help others?
• What are you working on and how can others help
you?
An example introduction for Big Think is:
“Hi, I’m Craig Mathews. I have a burning desire to help
businesses grow, so I started a company called Big Think.
Big Think makes it easier for companies to make money.
Think of us as Miracle-Grow for businesses. I’d like to talk
with business owners you know about innovative ways to
grow their businesses and maybe even dominate their
markets.”
You don’t have to make your introduction as formal or
detailed as this one, but having the answers to the above
questions nailed down before you ever enter a room will help
you connect more effectively.
NETWORKING GROUPS – LOW-HANGING
FRUIT
A great way to get connected to valuable leads is to have more
people know you, and understand and trust the value you
offer. Networking groups (also called leads groups) can be a
great way to develop those trust relationships. In a
networking group, everyone is trying to help everyone else.
When one person comes across someone they think could be a
good prospect for you, they will connect you.

6. NETWORKING 101
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Basics of Networking - Etiquette
Keep these basics in mind when connecting with others.
PERSONAL ISSUES
HANDSHAKE
Give a firm but not overpowering handshake to the other
person. Men should give a firm handshake to women as well.
Temper the grip to the person. You can always start with less
and increase pressure. Just realize a wimpy handshake almost
always reflects poorly on your credibility.
POSTURE
Stand and sit with reasonably good posture. Slumping and
slouching make you look like you have no self-respect or
confidence.
CLOTHING
Wear good quality clothing when possible. Good, comfortable
shoes are a must. Keep a shine on the shoes and a press in
your suits. Platform shoes are out….
EYE CONTACT
When you speak to someone, always keep eye contact.
Especially when they are talking, connect with your eyes to
show them you’re listening. Good eye contact will overcome
many other flaws.
LANGUAGE/JOKES/STORIES
Keep your language appropriate to the function. Cursing and
temper tantrums are not cool.
HAVE FUN
This is the key. If you’re not having fun and you need to
network for your job, find another job. Set a challenge to find
out something interesting about each person you meet.
PURPOSE/GOAL
Always establish a purpose for your networking, and a goal for
measurable results. If all you need is one good contact, then
you can leave after you get the one.
BREATH
Yep. It’s important not to be offensive. If you’re close to
someone because it’s too noisy to hear the other person other
otherwise, you’d best make sure your breath is acceptable – or
speak away from the other person.
BUSINESS CARDS
Don’t just throw them around. Treat them with respect and
only give them if someone asks for them. Otherwise, you’re
perceived as pushy and only interested in your own outcome.

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Basics of Networking - Process
Perform these steps well, and your network should grow.
PLANNING
Before you go to a networking event, know what you want out
of it. When you get it, then you can leave. Meet 3 new people
who can refer business to you and whom you can help? Sure.
PREPARE YOUR INTRODUCTION
Know what you want to say to others when they ask, “So what
is it you do?” Make it short, make it memorable, and make
them ask, “Really? How do you do that?”
LISTEN ACTIVELY
People want to talk about themselves. And they want others to
know how interesting they are. Listen actively and ask good
follow-up questions. Be genuine.
ADD VALUE FIRST
This is the key to powerful networking. If you don’t add value,
they won’t know that you’re valuable. They may pass you off
as being just like everyone else – out for their own needs. By
adding value to others first, you will show that you are a
different kin of person.
FOLLOW UP PROMPTLY
As soon as you can after you meet someone, and within 24
hours, follow up with an email to thank them for their time
and possibly suggest a more in-depth meeting. Not following
up is stupid. Why else are you networking?
BUILD RELATIONSHIPS OVER TIME
Building relationships can take time, and requires diligence
and staying in touch. This is not easy, but it is necessary if you
want to build a responsive network.
EVERYONE CAN HELP YOU
Every person has the ability to help you. You don’t know who
they know or what they can offer by a quick conversation.
Suspend judgment and listen. Offer to help.

8. NETWORKING 101
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Craig Mathews
Chief Connector
919.757.7400
craig@tribespring.com
TribeSpring makes it easier for salespeople and small business owners to make money by
providing a free mobile tool that supports face-to-face networking and drives more referrals.
Since referrals close business twice as often and twice as fast as leads, TribeSpring is meant
to be the most effective sales tool in your bag. To drive more referrals, you need to help more
people (what you just learned). TribeSpring makes it easier to:
Connect -> Follow Up -> Make and Receive Referrals -> Keep in Touch
(Keep in touch is coming). Go to tribespring.com to find out more, and download the FREE
app for iPhone and Android.
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