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New Business Networking: Author Dave Delaney Talks to Marketing Smarts [Podcast]

Hosted By:
Kerry O'Shea Gorgone
Wednesday, January 08, 2014
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Dave Delaney is a consultant, author, and speaker who specializes in digital marketing, social media strategy, and business networking.

Dave co-founded two annual "unconferences," PodCamp and BarCamp Nashville, and launched two monthly networking events, Nashcocktail and Geek Breakfast. The latter now has chapters across the United States, Canada, South Africa, and Australia.

I invited Dave to Marketing Smarts to share networking tips from his book, New Business Networking, and to discuss the role social media should play in networking today.

Here are just a few highlights from my conversation with Dave about how to form real connections with people via social media sites such asTwitter and LinkedIn—or even through cold-calling!

After a move or a career hiatus, networking starts with research (04:30): "[Start with] researching the companies that you want to work for. The book originally was conceived for managers and business owners...but I know from my own experiences being between jobs, or doing career changes, or being a student and trying to jump-start my career: I wrote the book for all those different type of people. Research the companies that you want to work for...then take a look on LinkedIn and see who you may be connected with at those companies, and try to get an introduction through your own network. If you don't have that, at the very least you can still look and see who works at these companies...and start researching that way."

To build your network in a new city, host networking events (10:09): "By creating an event and doing it effectively, you become the connector. You get to know your attendees because you're the one person that's guaranteed to be there every month. That gives you the opportunity to introduce people all the time. So, if I know somebody who's out of work, looking for a marketing position, and I know somebody who runs a company that's seeking a marketing person, I can connect the two.... That's definitely one of the big benefits to running your own event."

If you're shy, push yourself to attend events, if only for 15 minutes (13:12): "If you're really shy about going to places...just go for 15 minutes. Spend 15 minutes, and if you absolutely hate it, leave, but at least getting yourself in the door at an event is really important. I always recommend people get to the event early, because that's when it's a little more casual, it's not as stressful. You can start meeting the earlybirds who arrive. You can also meet the sponsors, because they're there to talk to people they want to meet people. It's good to go and chit-chat with sponsors. In fact, that's how my book came to be. At a conference, I went over to my publisher's table, and started a thing I knew... I had a book deal, just because I went and talked to them."

For more information, visit or follow Dave on Twitter: @DaveDelaney.

Dave and I talked about much more, so be sure to listen to the entire show, which you can do above, or download the mp3 and listen at your convenience. Of course, you can also subscribe to the Marketing Smarts podcast in iTunes or via RSS and never miss an episode!

Music credit: Noam Weinstein.

This marketing podcast was created and published by MarketingProfs.

This episode features:

Dave Delaney, author of New Business Networking: How to Effectively Grow Your Business Network Using Online and Offline Methods.

Kerry O'Shea Gorgone is a lawyer, podcaster, speaker, and writer. As Director of Product Strategy, Training, she oversees sale and distribution of MarketingProfs' premium training products. Kerry also hosts the weekly interview show, Marketing Smarts.

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  • by Todd Davis Wed Jan 8, 2014 via web

    Thanks Dave for sharing! (And Kerry for sponsoring!)

    A couple of quick additional ideas and comments:

    Endorsements on LinkedIN mean nothing to me when looking for a professional. I agree, it is too easy to give them without really knowing the person beyond the name and photo on their profile. The only thing endorsements "might" be good for is help with "searches" within LinkedIN. However, I'm not sure.

    Another idea - even for the unemployed, would be to visit closed (industry exclusive) networking groups like BNI, Gold Star Clubs, AmSpirit, LeTip, etc. Make up business cards with contact information, tell the group what type of employment is being sought and what expertise they are bringing to the table. Those folks may well know people that they can make a connection for the unemployed.

    As soon as employment is secured, joining one of those groups can really help get them started quickly in the new location, since they will be working with referrals (not just cold leads, or tips) for more business.

    I hope you both have an exceptional year!

    Todd Davis
    Business Connector & Consultant
    Gold Star Referral Clubs

  • by Gordon Wed Jan 8, 2014 via web

    Great discussion Kerry and Dave. Like the integration of social and the chat around the power of "Twitter Lists".

  • by Kerry O'Shea Gorgone Wed Jan 8, 2014 via web

    Thanks for your comments, Todd! Great thoughts. To be sure, niche networking can pay off if you know the specific area you'd like to work in. Thanks to you, as well, Gordon! Happy New Year to you both.

  • by Beth Worthy Fri Jan 10, 2014 via web

    Great Insight. I think these aspects are completely fresh for our entrepreneurs or business owners. All I know is that you have to be proactive throughout in order to build a strong network in business world.

  • by Kerry O'Shea Gorgone Fri Jan 10, 2014 via web

    Thanks, Beth! Absolutely true: your network won't build itself.

  • by Douglas Burdett Wed Jan 15, 2014 via web

    Kerry, I listen to ALL your podcasts and feel bad that I haven't commented on more of them (I guess it's that New Year's thing coming over me). Anyway, really enjoyed this one - I just started a HubSpot User Group in the Norfolk/Va Beach area and have had 2 meetups w/mixed attendance. This podcast was chock full 'o ideas for me. Thanks!

  • by Kerry O'Shea Gorgone Sun Feb 2, 2014 via web

    Thanks so much, Douglas! I appreciate your listening. Dave's fantastic, so if you want more details in terms of how to implement his suggestions, definitely check out his book, New Business Networking.

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