Ten Ways to Get Into the Right Clique for Networking

When Michelle Tepper and Jen Turoff decided to open a law firm specializing in real estate, one of the first things Tepper did was update her Facebook account and join LinkedIn.

While she hasn't scored any new clients as of yet, she says it has, with a minimum amount of work, publicized her firm to those she needed to reach out to -- real estate agents, mortgage brokers and other attorneys.

"I feel like it's a good networking method," says Tepper. "Word of mouth is our best way of getting clients, so when people see that they know me and what I am doing now, I feel like I have a bit more credibility right off the bat for them to feel good about referring me."

Whether you tap into mainstream social networking Web sites (like Facebook or MySpace.com ) or those more geared toward businesses (like LinkedIn, Fastpitchnetworking.com, or Ecademy.com), here are 10 points to keep in mind:

Social Networking Is Networking

Consider every profile as your company's calling card. While it may be cool to upload a picture of you holding a drink while vacationing in beautiful Mexico, doing so is not going to encourage people in your network to recommend you to their friends and colleagues. So act as if this is a business mixer and don that professional demeanor.

Pitch Softly

Networking is about relationships, says Dr. Ivan Misner, founder and chair of BNI, the world's largest business networking organization. No one wants to do business with someone who, upon an introduction, suggests you work with him. Before asking people in your network to refer you to others, make sure there is a relationship first. "I teach in my programs, VCP. V is for visibility and C for credibility. People need to know who you are and what you do first. Only then will you go to P, profitability. So be active in the community. Send messages to people. Participate in the bulletin boards. Look to help people -- frankly this is the best way to build a relationship."

Build for Posterity

Having a large number of "friends" won't necessarily get you far. You need to ask, will any of them do you a favor, explains Misner, who is also author of 10 books, including the bestseller Masters of Sales (Entrepreneur Press). "It's about building relationships with those people, staying in contact and helping them."

Have Others Toot Your Horn

Upload up to three positive news clips with help from LinkedIn's "Add Web sites" function. Get fans to send in testimonials and photos to beef up your Facebook profile. Link to your own blog via Facebook's Mini-feed. These are easy, and cheap, ways of letting potential customers know how great your company is.

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