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Just like in real life, it is important to remember that in networking you should give before expecting to receive anything. But time and time again we run into people online, who tell us how great their business is, urge us to visit their web site to buy products or services from them and to sign up for their newsletter. Then, they move on to the next online victim, without offering anything in return. A few months later new online blog entries sprout proclaiming that online networking is worthless and can't possibly work for anybody under any circumstances.
So how do you create win-win relationships online? How do you make sure that both of you can benefit? Here are a few steps to follow to start a meaningful networking relationship:
- Learn a bit about people you are networking with. What business are they in? Do they have a web site / blog? Is there something on the blog or web site that you found interesting? Is there synergy between you and them?
- Use the information you find out when talking to the person. Did you learn something useful from the person's web site or newsletter? Did you grow up in the same state they now live in? Tell them about it!
- Offer praise, help, suggestions, and support. Avoid mentioning your products or services immediately. You should build networking equity (the "give") before you will see reciprocal results. Your contacts will remember you much better and have a more positive impression, if you offer them help rather than a sales pitch.
The next time you are networking, approach it from the "how can I help you?" perspective, rather than from the "what's in it for me?" perspective. Connect people and offer advice freely. It won't cost you anything, but you will provide something of value to your business partners.
Creating win-win situations is very important in networking. All business people would like to network with someone who provides them with value by introducing them to potential customers, strategic partners, etc. Make sure you are that person. When you help people, they will remember you and offer things in return.
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