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									Online Business Networking


   What, Why, Where and How.

              Prepared by
            Hendrik Deckers
              March 2005
                                                                                Agenda

                           > Questions
                               >   What is networking?
                               >   Why do you network?
                               >   Where do you network?
                               >   What do you get out?

                           > Theory
                               >   Friends, Acquaintances & Contacts
                               >   The Value of your Network
                               >   Six degrees of Separation
                               >   Proactive Networking

                           > Online Business Networks
                               >   Online Business Directories
                               >   Relationship Management Tools
                               >   SOCIAL business Communities
                               >   Social BUSINESS Communities

                           > Conclusions
                               >   The Importance of Online Business Networks
                               >   Top Ten Online Business Networking Tips
                               >   The beauty of online business networks


Hendrik Deckers - March 2005
                                                         What is Networking?


                           > Networking is the systematic process of
                             meeting people, learning about them, and
                             establishing relationships so that all parties
                             establish and expand a base of resources to
                             support their endeavors.
                                  (John Hoppe, President, Independence Capital Company)



                           > The guiding principle of networking is to give
                             first and receive second. Experienced
                             networkers have an „abundance‟ mentality,
                             looking to help others on every occasion.
                                  (Will Kintish at www.kintish.co.uk )



Hendrik Deckers - March 2005
                                                            Why do you Network?

                           >   Getting a job
                           >   Pay and promotion
                           >   Influence and effectiveness
                           >   Venture capital and financing
                           >   Organizational learning
                           >   Word-of-mouth marketing
                           >   Strategic alliances
                           >   Financial stability
                           >   Democracy
                           Sandler Sales Institute Study
                               > Cold calls are successful 1% of the time
                               > Word of mouth is successful 15%
                               > Referral goes up to 50%
                               > Referral plus the person who made the referral either participate on the
                                   sales call or attends the meeting – the success rate goes up to 80%


Hendrik Deckers - March 2005
                                                Where do you Network?


                           >   Service Clubs: e.g. Rotary, Lions, JCI, ..
                           >   Sport Clubs: e.g. Tennis, Sailing, Golf, ..
                           >   Hobbies: e.g. Cars, Cultural, ..
                           >   Study: e.g. University, MBA, Alumni, ..
                           >   Professional Organisations: Stichting Marketing,
                               VBO, UNIZO, ..
                           > Social Events: e.g. Family, Neighbours, Friends, …
                           > Intra-Company: e.g. Water Cooler, Incentives, …




Hendrik Deckers - March 2005
                                          What % of your Business
                                          comes from Networking?

                           > Many entrepreneurs and business people
                             generate 80% or more of their business
                             through Networking!!


                           > Most information is available to everybody,
                             everywhere
                           > Business isn‟t what you know, it‟s who you
                             know, so networking is your business




Hendrik Deckers - March 2005
                               Friends, Acquaintances & Contacts


                           Most people have:
                           > 2 or 3 Friends
                               Friends are people that are always there when you need
                               them, whatever happens
                           > 200 to 300 Acquaintances
                               Acquaintances are people that you can call upon for support,
                               information or knowledge
                           > 2000 to 3000 Contacts
                               Contacts are people that you have spoken, met or emailed,
                               but cannot directly call upon for support, information or
                               knowledge

                           > Your Friends & Acquaintances are your Network

Hendrik Deckers - March 2005
                                           The Value of your Network

                           > N: The Number of people in your network
                                   Reach more people with less effort.
                           > R: Their Relevance to your professional goals
                                    Do more with less effort by knowing the right people.
                           > S: The Strength of your relationships with them
                                    Learn how to build trust and friendship online.
                           > C: Your Credibility with the people in your network
                                  It doesn't matter who you know if they don't believe you.
                           > D: The Diversity of your network
                                  Diversify your portfolio of people just as you do your finances.

                           > Network Valuation Formula:



                               and Time = Number x Strength
                                                                             (Scott Allen & David Teten)




Hendrik Deckers - March 2005
                                         The Six Degrees of Seperation

                           Let‟s make it simple and take 250 is the average size of anyone‟s network


                           >   Your   1st Degree Network = 250 people
                           >   Your   2nd Degree Network = 250 x 250 = 62.500
                           >   Your   3th Degree Network = 250 x 62.500 = 15.625.000
                           >   Your   4th Degree Network = 250 x 15.625.000 = 3.906.250.000




Hendrik Deckers - March 2005
                                                      Proactive Networking

                           Successful Business People = Proactive Networkers.
                           How do they work?

                               1. Manage your network
                                  Map it out, keep it up to date, keep it alive
                               2. Search your targets
                                  Who do you need? Who can introduce? What do I have
                                  to offer?
                               3. Build a relationship
                                  “Give without remembering, receive without forgetting”
                                                               Elizabeth Asquith Bibesco (1897- 1945)




                                How can we improve this Process?

Hendrik Deckers - March 2005
                                             Online Business Networks


                           Online Business Networks = Internet business dating
                           How does it work?

                               1. Manage your network
                                  Build you online profile, invite your network, build online
                                  clubs, share information.
                               2. Search your targets
                                  Use the search engines, find the shortest path, be open
                                  for random contacts
                               3. Build a relationship
                                  Send messages, have a clear offer, follow-up off-line



                                   What Networks are available?

Hendrik Deckers - March 2005
                                                                                           The (very) Long List

                                         13stripes - Affinity Engines - Amigos.com - AOL: People and Chat Directory - AsiaFriendFinder - Backwash -
                 Too many networks ?!!
                                         bianca - Bolt - BuddyPic.com - BuddyBridge - BuddyZoo - Building an Online Community: Just Add Water -
                                         Bumi-n City - Buzznet - Classmates.com - CNN Interactive Communities - CommunityZero - Company of
                                         Friends - The Conneck - Contact Network - Corporate Alumni - CouchSurfing - CPixel.com - Cybertown -
                                         del.icio.us - Dogster - domeus - dudecheckthisout.com - easeek - Ecademy - eConozco - EdGateway
                                         Communities - Edgeofeverything - eFriendsnet - 8minuteDating - Eliyon - enCentra - EnterNexus - EntreMate -
                                         Eurekster!, - Everything2 - everyonesconnected.com - eyebees - FaceParty - Findapix - FollowMrsPoon.com -
                                         FriendFan.com – FriendFinder – Friendifieds – Friendity - Friend Surfer - friendsreunited.com - Friendster -
                                         Friendzy - Full Moon Webs - FunHi - firsttuesday.com - GoingProfessional - Groups@AOL - Growth Company
                                         - Gruuve - heiyou.com – HelloWorld - hipster Huminity - ICERED - I’m Not From Here - IndianFriendFinder -
                                         InterAction - iSawYou.com - ItsNotWhatYouKnow - KnowMates - LianQu - LinkedIn - Link Silicon Valley -
                                         livingdirectory.org - Local2Me - thelunchclub.net - Makeoutclub - Many 2 Many - MapPlanet.com - matcheroo -
                                         Meatball Wiki - Mediabistro - Mediachest - Meet Up - MixerMixer - Monster Networking - MSN Groups - MSN
                                         Member Directory - MySpace – mrNeighborhood - MyEMatch - New Friends in Town - NetMiner - Netmodular
                                         Community - Netparty - Networking For Professionals - nerve.com - nlinebusinessnetworking.com -
                                         Nowwwhere - Online Community Report - Open Business Club - OrderGenerator - orkut - PalJunction -
                                         Paradise - Petsburg - Picit.com - Pinoy Exchange - Pinoy Forum - Playdo Community - PLINK - Polypol -
                                         PopMates - PowerMingle - RateMyBody - RateOrDate - RealContacts - ReferNet - RepCheck - Ringo - Ryze -
                                         Shortcut - Silicon Valley Pipeline - socialcircles.com - Social Grid – SocialTree - The Spark -
                                         SmartGroups.com - Spoke Software – The Square - StayingClose - StumbleUpon - Sullivan Executive
                                         Networking Community - Tacit ActiveNet - Talk City - TENG - Thefacebook - TheFence.com - There -
                                         threedegrees - Tickle - Tribe.net - TruthBytes - UUFriends - Virtual Communities and the Internet - Visible Path
                                         - Volume.com - waferbaby - Wallop - Webstock Whole Earth Festival - Well, The - WildAbout.com -
                                         WisdomBuilder - WhizSpark - WiW - WordofMouthConnection.com - World Lounge - WorldShine - YeeYoo -
                                         Yahoo! Groups - Yahoo! Member Directory - Zamboozle – Zanpo – Zerodegrees


                                                                               thesocialsoftwareweblog
Hendrik Deckers - March 2005
                                                                               4 Categories

                               Online Social Business Communities   Search engines for people and relationships
                               Social BUSINESS Communities              Online Business Directories




                                                                        Relationship Management Tools



                                SOCIAL business Communties




Hendrik Deckers - March 2005
                                          Online Business Directories

                           > What are they?
                               > Yellow Pages of Business People
                               > Referral system using the Six Degrees
                           > Which one should you use?
                               > LinkedIn (www.linkedin.com) is the clear winner with
                                 2.000.000 users (fall 2004)
                               > Keep an eye on Spoke (www.spoke.com) &
                                 ZeroDegrees (www.zerodegrees.com)


                                                                Business Networking Platform




Hendrik Deckers - March 2005
                                   Relationship Management Tools

                           > What are they?
                               > Software Tools to manage & exploit your relationships
                           > Which one should you use?
                               > Personal tools: Plaxo (www.plaxo.com) is the clear
                                 winner in the personal relationship management tools
                               > Corporate tools: No winners yet, we are still very early in
                                 the adoption cycle.             Relationship Management Tools




Hendrik Deckers - March 2005
                                    SOCIAL business Communities

                           > What are they?
                               > Online (virtual) communities where people connect for
                                 social purposes first, business second
                           > Which one should you use?
                               > For business: none of these
                               > For pleasure: try Orkut (www.orkut.com) & Tribe
                                 (www.tribe.net)


                                                                SOCIAL business Communities




Hendrik Deckers - March 2005
                                   Social BUSINESS Communities

                           > What are they?
                               > Online (virtual) communities where people connect for
                                 business purposes first, social second
                           > Which one should you use?
                               > 3 international players
                                   > Ecademy: started in UK (www.ecademy.com)
                                   > openBC: started in Germany (www.opoenbc.com)
                                   > Ryze: started in US          Social BUSINESS Communities
                                     (www.ryze.com)
                               > Many local players
                                   >   be: Biztribe
                                   >   fr: Viaduc
                                   >   sp: eConozco
                                   >   sw: Shortcut



Hendrik Deckers - March 2005
                                                           The Importance of
                                                   Online Business Networks
                         Business Interactions                                 Business Networking

                                                                    In
              Letters                      Email                  Person
                                                                                                          Online
                1984             Letters                            2004                        In person Networking
                                                                                                          Tools
                                      Instant
                                     Messaging
                                                      • Total Transaction Value – Up
              Andrew Forbes                           • Total Transaction Count – Way Up
              earlystage.com
                                           2004       • Individual Transaction Quality - Down             2014



                 2002            2003                  2004                        2005                     2006

                 R&D            Hype &             Refinement &              Broader                  “Part of the
                                Funding                Early                Adoption,                  Furniture”
                                                     Adoption               Shakeout/
                                                                           Consolidation

                                                                          Cesar Brea, former CEO of Contect Network Corporation
Hendrik Deckers - March 2005
                                      Top Ten Tips for Networking

                           1.    Collect people
                           2.    Respect geography
                           3.    Start a club
                           4.    Relax and be yourself
                           5.    Go for volume, not quantity
                           6.    Listen for link words
                           7.    Make a match – live
                           8.    Disturb your comfort zone
                           9.    Read new material
                           10.   Manage your reputation

                                                         Your face
                                                             is
                                                         your brand
                                                                       Thomas Power
                                                                      Networking for Life


Hendrik Deckers - March 2005
                                                Top Ten Online Business
                                                        Networking Tips

                           How to build quality business relationships online:

                           1.   Remember, you're connecting with people.
                           2.   Clarify what you have to give and what you want to gain.
                           3.   Become an information centre.
                           4.   Be personally visible on the Internet.
                           5.   Pick online communities that work for you.
                           6.   Review the online community as a guest before you join.
                           7.   Be prepared.
                           8.   Pace yourself.
                           9.   Manage your email.
                           10. Be sensitive to people's time and email boxes.
                                                                          Scott Allen




Hendrik Deckers - March 2005
                                                               The beauty of
                                                   online business networks

                           Online business networks are changing the way we do business:

                           1.   Time independent: 24/7/365
                           2.   Place independent: from you pc – stay at home
                           3.   Local & Global
                           4.   Targeted: use keywords, companies names to find the right people
                           5.   Inbound: Passive presence - While you sleep people will search
                                you. Make it easy for everyone. Put your picture up. Give them
                                information. Tell them everything, because they really do not know.
                                Blog.
                           6.   Competitive: Stand out as you have competition. Visit others in
                                your field and see what they have. Copy from the best!
                           7.   New: start now, then you are ahead of most of the universe. You
                                will be established when others catch on.
                           8.   Memory-proof: you can keep track of your network. Social
                                Networks have online profiles so you don‟t forget, some keep track
                                of your message exchange.
                           9.   Efficient: you can connect online with far more people than you
                                could ever meet face to face on a daily basis.

Hendrik Deckers - March 2005
                                                                                  Contact me

                                                         Hendrik Deckers
                                                         www.hendrikdeckers.com
                                                         Managing Director Close Partners
                                                         hendrik.deckers@closepartners.com
                                                         www.closepartners.com
                                                         Chairman Ecademy Benelux
                                                         hendrik.deckers@ecademy.com
                                                         benelux.ecademy.com

                           Close Partners is a multi-national, multi-skilled team of business development
                           professionals operating across Europe. We design, build, drive and manage
                           high-performance, pan-European routes-to-market for enterprise-class
                           software and solution vendors. References include:




Hendrik Deckers - March 2005

								
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