Whether you are just starting out in business or you’ve owned a company for years, you know that connections and authentic relationships are everything. And if you are a newbie entrepreneur, chances are you’ll spend a good amount of time your first couple of years running around town having way too many coffee meetings, resulting in repetitive caffeine crashes.

Why not save yourself some time, and some gas, by meeting new people online? I have met more quality business connections through online networking and have spent a fraction of the time that it takes to go to in-person events. This simple formula for networking success can be applied online and offline.

1. Form authentic, meaningful connections with members of your tribe. Your tribe is made up of the people you want to serve through leadership as a subject matter expert. They are your customers, prospects, referral partners, friends, supporters, and raving fans. Getting clear on the shared characteristics, habits, interests, and desires of your tribe is key when connecting with them. Figure out who they are, then ask your friends to introduce you to them at networking events. Similarly, ask your well-connected friends online to connect you (personally) with the people who fit the description of your tribe. When you begin your new online relationship with a member of your tribe, make sure to personalize it as much as possible. Make note of the information they have on their profile and engage them in conversation. Send them a “new friend video” that is a non-soliciting introduction to who you are and what you’re up to in the world.

2. Figure out what’s most important to them by asking questions that help you get to know them authentically. Get more value out of networking by asking questions of those you meet like, “What do you do for fun? What is your favorite non-profit or cause you believe in? What’s an endeavor you’re working on right now in case I or someone in my network can help you?” Ask those same questions of your new online connections. Show them they’re not just another friend on Facebook or connection on LinkedIn.

3. Perform systematic follow up. Don’t let networking connections go by the wayside; create a spreadsheet or use your CRM system to keep track of follow up. I suggest friending them on Facebook, connecting with them on LinkedIn, or, if you aren’t able to find them in either of those places, send them an email and ask if they would like to connect somewhere online. When it’s a new friend you met online, following up is even more important. Put them in a new friends list on Facebook, create a spreadsheet of follow up sequence, and reach out to them on a personal level several times before you even begin talking about business.

4. Provide value in every interaction. In your follow up phone calls, meetings, and communication on social sites, help others as much as possible. Connect them with valuable resources, email them links to blog posts you’ve written that could assist them with a current project, comment, like, and share their content on social networks, and engage them whenever you can.

One last point to acknowledge. If you can approach it online and offline with the attitude of turning the people you meet into clients, you may be sorely disappointed. However, if you can go about it all with the attitude of getting connected to more people in your tribe who can be advocates of you and your brand, it opens you up to possibilities of endless referrals, and raving fans. Looking at networking as finding the golden geese will assist you way more than trying to find golden eggs everywhere you go.

May 2013 Issue