8 Tips for Better Online Networking

Social networking, particularly on LinkedIn, is no different to the networking we do offline. Whether we are attending an early morning networking breakfast, the evening drinks reception, a conference or the annual dinner, there is a way to work the room. But why do we do so many things on LinkedIn that we'd never do out in the real world?

How do we network offline?
When delivering training I always ask people to consider the best and worst networkers they know (I don’t ask them to name names). Imagine those great networkers; how do they work the room? What is the tone of the conversation? How do they interact? What about the people who aren’t such great networkers? Are they in the room? If so what do they talk about? How do they come across?

Many of these lessons carry over from your offline persona to the online and contribute to your personal brand. What are those things that sometimes get lost in translation? Here are 8 traits to look out for:

1) Connect with Strangers
I often speak to CEOs who’ll say “I only accept connections that benefit me”. Would you refuse to speak to a new contact at a networking event because you can’t envisage an immediate benefit? On LinkedIn you can always remove connections in future should you need to.

2) Don’t Spend Too Much Time on Irrelevant Conversations
Great networkers understand the value of every connection and, that by building your connection base, you never know when an intro will turn into paid work. However, great networkers also know who the key players are in their network and rather than spending time in conversations that are unlikely to lead anywhere they will hone in on the important contacts. Where do you spend your time on LinkedIn?

3) A Bad Case of ME ME ME and US US US
Have a check through your LinkedIn activity to see how much of it relates to what you and your business are doing? Think to yourself how we personally handle situations with people who speak solely about themselves. Dialogue, conversation, interaction…. Two ears, one mouth; use them in that ratio.

4) All Work and No Play Makes Jack a Dull Boy
Are they talking about work again? Those personable qualities that make you a great networker can easily get lost online. It’s difficult because many are afraid of saying the wrong thing or something controversial. But are your constant office updates affecting your personal brand? If you were out networking how would you build rapport? Yes LinkedIn is a professional networking site but you don’t build rapport by talking only about work.

5) Use Humility, Steer Clear of ‘I’m so Proud of myself…’
This is a pet hate of mine and I risk of alienating some people but would you really tell everyone how proud you are of yourself offline? Some people seem to be proud of themselves or their companies every week. For a subtle difference replace proud for honoured or humbled, or better still let someone else do the talking. Remember…

“It was Pride that changed angels into devils; it is humility that makes men as angels.” - St. Augustine

6) Build Rapport Before you Pitch
Look through your newsfeed. Can you see a status update that is effectively an advert? You know the update, it’s telling you about deal of the week or why you should call today. Would you go straight into the sell when you’re networking? I can’t believe some people inbox the sales pitch as soon as the connection is accepted. What about building some rapport first? Do your selling when the time is right.

7) Don’t do Business in Public
Do you really want to tout for work in full view of everyone else? Private messaging is there for a reason. If you were at a networking event would you do business in public or would you arrange to meet privately to discuss elsewhere? Be careful where you comment so you're not seen to be shamelessly touting for business.

8) Great Networkers Network Others
The best networkers network others. Give and you shall receive ten-fold. How many times have you connected people up on LinkedIn? What do people think when you introduce them offline? How many times have you seen an article and thought “That would be perfect for [your contact].….” These acts alone are the ones that will pay dividends for your personal brand.

If you are one of those experienced professionals who networks regularly consider how you can transfer that great persona and reputation you’ve built offline into your activity on LinkedIn. Trust me, it’ll be worth it.

Have you got any more advice ideas on how LinkedIn networking mirrors real-life scenarios? Let me know your thoughts in the comments below.

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I’m Daniel Knowles, LinkedIn Trainer and Social Media Strategist. If you want to catch up for a coffee and find out more about how your business can benefit from using LinkedIn inbox me, I’d love to meet up.