In the previous section, what Networking is, what it is not and its main benefits were discussed. Networking is the philosophy that shapes the entrepreneur's dreams, goals and life. Where should an entrepreneur with this awareness start? What should his first steps be? In this section, step by step how the entrepreneur can achieve success with Networking in 10 steps will be explained.

2.1. Determining the Networking Needs - Step 1

Doing to do it in networking, as in everything else, will not produce any results. On the contrary, the entrepreneur will lose his time, money and most importantly excitement in meetings he does not know what he is going for. The most important criterion in determining networking needs is goals. Just as an enterprise without a business plan is destined to disappear like a ship without a compass, so is targetless networking.

Usually, people set their goals based on three main criteria: time, sales volume and earnings. To give an example, the entrepreneur thinks about how many years (time), how much work he has to produce and sell products / services (the amount of sales) and what he will earn as a result (profit) while setting his goals. In fact, the business plan also supports the formation of this framework.

Networking requires to include the fourth dimension, the environmental factor, in this approach. And he is the entrepreneur and his teammates at every stage of their work "with whom and with whose support?" It occurs when they direct and answer their questions.

In this process, the Business Establishment Process Detailed Activity Plan below should be taken as an example. This is a chart that successfully summarizes the main processes an entrepreneur should be prepared for.

In this direction, the entrepreneur should prepare a separate table named "Business Establishment Process Networking Plan" as a first step. This time, he should add new columns on networking strategies next to the activities:

The purpose of the first column titled “Who Knows Best” is to determine the need for networking. The entrepreneur should start to design the main activities in line with the business idea with their connections. When this work is not done, the entrepreneur starts to do the work that does not fall on him because his environment or a professional will not support it. This again causes a waste of time, money and energy. More importantly, it causes a departure from the main business idea. Then the focus disappears.

In order to clarify this situation, the first item in the "Business Establishment Networking Plan" should be taken into account with the example of "Renting the Workplace". When the entrepreneur does not ask himself the "Who Knows Best" question in the first column, he unwittingly begins to act like a real estate agent.

The entrepreneur will need to browse pages after days, visit and evaluate venues to find the right office. In fact, every visit he makes is an expense. Without this work, the entrepreneur may make the mistake of doing everything himself instead of focusing on his product, service, and related business model.

In summary, the entrepreneur needs to learn to delegate each action plan to a professional or competent person with the support of the environment. These services sometimes take place for a fee and sometimes with free supports.

For example, entrepreneurial Networking needs decisions, similar to the following, should be included in the article "Renting a Workplace":

The names of other entrepreneurs who have recently started a business around the entrepreneur: Because others may have done a similar work recently. These recommendations save time.

Real estate agents that acquaintances can recommend: Instead of doing business with a new real estate agent, a real estate agent recommended by acquaintances saves both time and money. Often the real estate agent who has done someone's work for a long time can provide more support to the entrepreneur in the commission and deal process.

The entrepreneur's acquaintances who are engaged in real estate business: The entrepreneur should always stand in places where the possibilities are high and talk to the relevant people.

In line with the example above, the “Who Knows Best” column should be written for each item of the business plan.

The entrepreneur should rank the activities according to their priorities before starting this work. Then it should start the networking plan. So business leasing is an important action. However, the preparation of the main contract or the initiation of studies related to the marketing plan is much more priority.

2.2. Examining the Current Environment - Step 2

In the previous section, the entrepreneur identified who is most likely to know for key activities in the business plan. In the next step, he must proceed by examining his or her environment closest to him. He should add another column to the table and take note of the relevant names and institutions he can contact.

Belen's research in the Networking book (2014) shows that the family and close environment have a 70% positive effect on the process of starting a business. So much so that 70% of the first customer references that are made after the business is established and that ensure the survival of the enterprise come from the close environment.

Then the entrepreneur should care about his immediate surroundings with which he can communicate directly. Because the concept familiar to acquaintances brings success. Unpredictable family members and friends can make the entrepreneur reach the most critical people. There are many similar success stories in the business world.

The best known of these is the success story of Bill Gates, the founder of Microsoft. Bill Gates and his two childhood friends have officially transformed their work in their home garage into a world giant Microsoft. An outsider looking at the current position of this company might conclude that Bill Gates was successful because he had a very strong circle. However, Bill Gates shared his work with his two childhood friends with his mother, who worked at an institution at the time. Because his mother knew how hard these trio worked, she trusted them and mobilized their references.

This example is the best indicator that Networking is not just knowing too many people, but can be successful with few but the right people.

In the second step, the entrepreneur opens a new column named "Acquaintances in the Current Environment" in the "Business Establishment Networking Plan" table. The aim here is to detail the general approaches written in the "Who Knows Best" column. If the sample case is handled, the entrepreneur should write the people and institutions that he can go to and consult the next day in front of each line written for "Who Knows Best". If he does not have any acquaintances, he should write "no" without losing his morale. While doing this study, it should not be easy to simply write "no". It would be more correct to first ask the close environment and then make these determinations.

• If the detailing of the second column is examined starting from the first column in Figure 9.7;Other entrepreneurs who have recently started a business

In the example, the entrepreneur identified "other entrepreneurs who have recently established a business" as a source of information in the process of renting a workplace. Among the acquaintances in the current environment, the incubation centers of the universities, the KOSGEB relationship network and the person named Ali Cansu whom he directly knew:

Incubation Centers: Incubation centers in universities raise entrepreneurs. The entrepreneur who carried out this study can request support by contacting if there is such a center in his university.

• KOSGEB Relationship Network: In the KOSGEB Entrepreneurship Training process, the entrepreneur meets many people like himself. As a result of the acquaintances that take place here (KOSGEB network), the experiences of others become a valuable resource.
• Ali Cansu: Finally, if the entrepreneur knows that he is starting a business and has a direct connection, he takes a note to communicate (for example, “Ali Cansu”).
• Real estate agents that people can recommend

In "real estate agents that people can recommend", an entrepreneur learns, for example, that new tenants have moved to the upper floor of a close friend. He meets them and gets information about business leasing research.

Especially in small districts, people in professions such as muhtar or barber who know everyone are very valuable resources. They know about almost everything around. They are important links to get support and information on all kinds of daily issues.

• Acquaintances doing real estate business

In the example, after asking the entrepreneur circle, the real estate business does not have any acquaintances, so he writes "none".

As explained in detail in the example above, this study should be carried out individually and carefully for all activities in the business plan.

2.3. Making Dating Decisions - Step 3

Making dating decisions takes two steps; acquaintances should be prioritized and, in cases where nobody is known, new acquaintance decisions should be made.

2.3.1. Sorting Acquaintances According to Priority

“Ranking of acquaintances according to priorities” is sometimes perceived as choosing people. This thought is wrong. Because researches of the Business Networking Academy show that people are in contact with less than 5% of people registered on their mobile phones in any month. For example, someone who has 500 contacts in the phone book is in contact with a maximum of 25 people per month. In fact, considering that there are 475 people he has never called, 25 people he speaks to are ranked according to priorities. The concept of ranking according to priorities should be regarded as those who have a common desire to meet more.

Accordingly, the institutions and their names noted in the "Acquaintances in the Current Environment" column should also be listed according to priorities. Trying to meet everyone is not an effective approach. The entrepreneur cannot find the time to do his own business from having unnecessary negotiations.

Ranking according to priorities should be made according to the speed of communication and proximity to acquaintances.

2.3.2. Making New Dating Decisions

Sometimes the entrepreneur knows what connection he needs, the answer to the question "who knows best". However, he will not have any direct or reference contacts. In the example, the entrepreneur determines that "acquaintances doing real estate business" are an effective point of contact during the leasing of the workplace. However, it says "not available" because it has no connection.

Often, in such a situation, many entrepreneurs' shoulders fall. He may even feel inadequate. However, this situation actually gives the entrepreneur a great opportunity to “develop business”.

As shared in the previous chapters, establishing a connection from scratch takes more effort and effort than being introduced through an acquaintance. However, it is possible to overcome all kinds of obstacles for an entrepreneur who can identify the missing relationships around him and establish new connections.

With the example method shared above, the entrepreneur should determine who should meet and be prepared to meet.

2.4. Preparing to Meet - Step 4

When the subject is prepared, the entrepreneur; It prepares for many issues such as business plan, budget and purchasing. Unfortunately, the same care is not taken for a meeting. However, every new acquaintance is like a magic door opening to that person and his / her environment.

The entrepreneur should definitely research the people he / she plans to meet, the institutions they belong to and the activities they attend. In order not to miss anything, it should create a preparation list and go into practice step by step.

2.4.1. Research

In the 1980s and before, when there were no fast communication tools such as e-mail, mobile phones and the Internet, the only source was the immediate environment. When an entrepreneur wanted to get background information about the event or organization, he could only consult people directly. It was really difficult at that time to research about a new and different link, given that people are usually only from the same industry. However, doing pre-meeting research supports the formation of a conversation during the meeting and more result-oriented meetings. In fact, Brian Tracey, one of the internationally known personal development experts, found that every minute spent in planning, like research, saves at least ten minutes in practice.

Some of the research methods for effective networking can be listed as follows:

Mouth to Mouth: It is the oldest research method from mouth to mouth. The entrepreneur looks for his environment that he believes has an idea about the person or event to be visited. The important thing here is to evaluate the feedback objectively. So, not everyone's expectations are the same. For example, a person who joins an organization with big goals but does not get the desired result will have negative views. Whereas, for another person without exaggerated expectations, the result of the same activity can be great. For this reason, the entrepreneur must ask questions to his / her environment and interpret the “reasons” of the feedback objectively. Positive feedback should not cause too much optimism, and negative feedback should not cause prejudices.

Pre-Calling: Pre-calling is effective if the organization to be attended or the person to meet is known in advance. In other words, information is taken from its source for an efficient meeting. For example, before the organization, the registration phone can be called and asked who will attend, speaking program and other similar questions. In case information cannot be obtained, it is necessary to personalize the situation and not get angry. Likewise, before visiting a manager, useful information about the meeting can be requested by calling his assistant. This approach also shows that the person and the institution are important

1. Search Engines: Technology and the Internet are driving the communication between people to radical changes every day. So much so that communication becomes transparent. Today, institutions have to have Internet sites. Personal profiles of individuals in social networks rank among the top in search engines such as Google and Yandex. The fact that even the participation to the events is done over the Internet gives an idea about the organizations. The entrepreneur's research on search engines before any meeting will give him an idea before the meeting. This will make the meeting more efficient.

2.4.2. Preparation List

Preliminary research is indispensable in the preparation to meet. However, if the entrepreneur reviews the list below before each meeting, his perspective on events will further improve:

1. Meeting and Elevator Sentence: It would be more effective to explain the analogy of the "Elevator Sentence" with a scenario. The entrepreneur visits a friend's office. He gets on the elevator on the fifteenth floor. The door opens on the fourteenth floor and the investor, whom he has been wanting to meet for a long time, enters the elevator. There is about 30-45 seconds from the fourteenth floor to the lobby. How the entrepreneur should introduce himself in such a short time so that the investor is interested, what he says is remembered and a pleasant conversation begins.

The method of meeting that briefly explains what the entrepreneur does, prompts the other person to ask questions, and initiates pleasant conversation is called the "Elevator Sentence ".

The entrepreneur should always reconsider the elevator sentence according to the event or meeting to be attended. Because there are important differences between the elevator sentence to be used in a friendly meeting and the elevator sentence in a business meeting. While it is natural to talk about a personal hobby in one, the other is more business and success oriented.

1. Question bank: It is an effective method to always ask questions for the continuation of the conversation after the dating sentences are shared mutually. Most of the time people are unprepared and do not know what to ask each other after meeting. The excitement starts and they start looking left and right. The conversation ends with a cold "pleased" sentence. The entrepreneur should prepare the appropriate question patterns in advance for the activity to be attended. For example, before a conference on entrepreneurship, he can take notes to ask the following questions:

“Have you listened to the opening speech of the conference? What did you think? "

“Did you attend this event alone? Or did you come with your team? "

"Is there a speaker you recommend?"

“Do you attend such events all the time? Which ones?"

These questions can be multiplied each time and differentiated before each activity. The important thing is to be able to prepare questions that do not lead to short answers such as "yes, no". In addition, the entrepreneur should observe the other person during the meeting, understand his interest and not bored with a rain of questions.

RSVP: This term, which is used as the initials of the words "Please Answer", is used as "to give RSVP" or "to have an RSVP". Some events are required to be booked beforehand. It is important for the entrepreneur to pay attention to this in order not to have any trouble at the door. When space in the venue is limited, those who have not registered before are not admitted. In this case, the entrepreneur and his guests may be in a difficult situation. RSVP is important for a stress-free participation. In addition, the contact information of those who have RSVP are usually recorded in a database by the organization owners. This means that the entrepreneur is also aware of future invitations. Another benefit of RSVP is that the name badges of registrants are often prepared in advance. This way, they don't waste any time while recording.

Finally, most of the time, RSVP providers are emailed with preliminary information that may be useful during the organization schedule, possible last minute changes and other events.

Program and Agenda: There are many benefits to examining the program of the event, researching the speakers, reading about the topics and the institutions that organize the event. This work provides the entrepreneur to go to an unknown environment with knowledge and to feel good. It also enriches the conversation while meeting.

Clothing: Usually, content related to clothing is included in the invitations. The entrepreneur should definitely pay attention to the dressing issue. Because clothing is an important part of the first impression. If there is no warning about the dressing style on the event website and invitation, the institution should be called from the reservation number.

Just like going to a formal wear meeting with jeans, participating in a business casual environment with a suit also creates a negative effect. Dressing according to the agenda is the most natural approach.

Timing: Unfortunately, many people consider the time period called “recording” in event programs as an unnecessary part like parking or stalling. However, there are many benefits to coming to any meeting early. First of all, when you arrive early, you can make preparations such as thinking about the elevator sentence before the event and organizing a business card. Also, many people come alone. Then they meet someone they know and group together. For this reason, the most comfortable conversation with both speakers and other single participants is actually during the registration process.

The entrepreneur should pay attention to factors such as traffic, parking and reservation (RSVP) that may cause loss of time and delay before the event. Correcting a bad start is difficult.

Business cards: Business cards must be exchanged in the continuation of an effective meeting and conversation. Otherwise, everything spoken will be instantaneous. The entrepreneur should always carry 30 to 50 business cards with him.

Accessories: Some accessories of the business world should never be lost on the entrepreneur's side. Examples include ballpoint pens, business card-sized blank memo pads, and an association badge with the effect of starting a conversation. However, ballpoint pen and paper take precedence on this list. Even if the entrepreneur presents his business card, he will often realize that others do not. In a sincere meeting, he can easily get contact information by handing the pen and blank paper to the other party.

Networking Friend: Going alone to an event where no one is known is not the choice of most people. This situation even causes many opportunities to be missed. For this reason, the entrepreneur must find a Networking friend. In this way, the two friends do not feel strangers in the events they attend, and they easily meet new people. The entrepreneur should not leave the choice of networking friends to the last minute. He should find someone that matches his posture at least a week or two before. Depending on the proximity of the invited person, this list in the preparation process can be crossed over together.

Motivation: When all preparations are complete, there is no other step that is as effective as self-motivation of the entrepreneur. At events, people prefer to talk to positive people with a smile. The entrepreneur may have had a difficult day or the entrepreneur's energy may not be right. However, it should remind yourself how exciting meeting new people can be. He should leave the difficult day behind and increase his motivation so that he can listen to the people he meets.

2.5. During Dating - Step 5

While good preparation is important, the main effect is in practice, namely during the meeting. Things to do from the intake of an event to progress inside and even leaving is essential to the success of the meeting.

2.5.1. While starting

The registration desk is a point everyone wants to pass quickly and gets bored. However, there are good opportunities to start a conversation while waiting in the queue. In this way, even if the entrepreneur has joined alone, he will have new connections while entering. Feeling comfortable is a good way to start an activity with high energy.

At the registration desk, people habitually search for their own badges, find them, and go inside. However, it's a good idea to check out other attendees' badges as well. If it is not known who the other participants are before, there is an opportunity to get an idea about the participant profile at that moment.

There are usually representatives at the registration desk who know the top management of the organization. Small conversations with them can also be a means of being introduced.

This approach offers many opportunities to meet the entrepreneur in the first minutes.

2.5.2. While moving forward

Usually, groups accumulate just behind the recording section. These communities are mostly people who know each other. The first thing people do to make them feel comfortable is to seek out people they know. Just like a safe haven. The entrepreneur must act in line with the goals he has set himself, immediately after shaking hands with his acquaintances at the entrance.

In the beginning, he should travel the whole space from beginning to end. It should have an idea and move forward. Usually, it is effective to turn to new connections first. Because an appointment can also be made to meet with acquaintances at another time. Whereas, events are opportunities to meet new people that don't always exist. Relations can be updated by turning to acquaintances towards the middle of the organization.

If the entrepreneur has participated only, he should either choose one person like himself or head to large groups to meet. As a last option, he should try to get involved in two people's conversations. Because there is only one agenda between two people. So it is necessary to interrupt the conversation to join them. This is also not welcome. On the other hand, it is easier to chat with single people in groups of three or more.

People standing alone are more likely to be near food and drinks. This is everyone's relaxation spot. Signals of body language, such as crossed hands and legs or leaning against a wall, are seen in people excited about meeting. Getting up close with a smile and starting a conversation relaxes them.

When someone approaches in large groups, the group usually opens spontaneously. Large groups have an attitude that includes newcomers. The entrepreneur needs to introduce himself to the group with the phrase lift and shake hands with everyone one by one. Afterwards, he can sit in a suitable place in the group and start chatting.

If the networking friend selected in the preparation section has participated, it is necessary to examine the place in the first minutes. Then they should definitely leave and be introduced to each other after meeting different people. This approach allows the entrepreneur to meet many more participants in a short period of time than alone. Similar approaches bring results in business lunches and lunch meetings. For example, people around the round table still eat side by side all evening without saying "hello" to each other. However, being civilized means meeting people with whom the same environment is shared, even in a short time.

The entrepreneur should not wait for people to meet. It should take the initiative. It must take the first action and lead.

It is important to make eye contact with the person speaking when in fast conversation. The best communicators are known for asking the right questions and listening carefully. The entrepreneur should also apply this technique. The tone of the voice should not be uniform. It is important to emphasize important points in lecture in order to protect the attention of the listener.

Likewise, body language gives many messages. For example, a handshake is done with a smile and sincerity after eye contact is made. Sometimes people stretch out their hands like a dead fish. This situation leaves an extremely negative first impression. A weak handshake gives a feeling of insecurity, unwillingness and dissatisfaction. This means a connection that starts with low energy. Squeezing too hard and squeezing with both hands are other negative examples that should not be done.

During the event, the time factor should be continuous in the mind of the entrepreneur. If a conversation is longer than five minutes, it may be advisable to meet on a different day. It is important to state this without interrupting the speaker. In this way, the entrepreneur does not speak to one person only out of necessity throughout the event. Looking at the clock while speaking can be perceived as an indication of indifference. Therefore, the entrepreneur must estimate the time with his feelings.

Reminder notes should be taken on business cards by taking a two-minute break between conversations. In this way, the entrepreneur easily remembers everyone he meets after the event.

2.5.3. When leaving

Quietly leaving a conversation or event is wrong. It is an insincere approach to go when no one is looking. Whereas, people get into conversation and when they turn to the entrepreneur again, they find it odd that the entrepreneur left without even saying “goodbye”.

When leaving, it is necessary to say goodbye in a civil way. If there is no business card exchange until the moment of departure, this opportunity arises during the farewell. Moreover, it becomes easier for people to even remember the entrepreneur.

When leaving an organization, it is important to find and thank the president and officials of the hosting institution. Leaving by sharing positive feedback can also lead to brand new good connections.

2.6. Determining Follow-up Strategies - Step 6

The most successful preparation and introduction is pointless without effective follow-up. In networking, no follow-up is like writing on water.

It is extremely important to define the following correctly. It is a successful approach for the entrepreneur to search for his existing and new acquaintances without losing the job; It's like calling for no reason and asking about the situation. However, making it more frequent can make people uncomfortable. Likewise, if the entrepreneur makes a request every time he calls, the phones that the entrepreneur cannot get a response after a while may become frequent.

The entrepreneur must take note of the frequency of searches in the address list on his mobile phone and computer where his connections are recorded. For example, special occasions like holidays are great opportunities for the entrepreneur to remind himself of the people he missed out on. It is necessary not to spend special days with mass messages.

The entrepreneur should allocate half a day at least every six months periodically and call their connections before the job falls and ask about their sake. If the entrepreneur understands the goals and needs of their connections and adds value to them, instead of just asking for sake, it becomes a pursuit that strengthens their relationships.

Following is essential for the continuity of relationships. However, e-mail and telephone communication will never be able to fully replace face-to-face meeting. The entrepreneur should definitely take care to create the opportunity to meet periodically.

Business cards received after an event or meeting must be returned within one week at the latest. Addressing conversation topics during the fast conversation is a reminder. In the post-meeting communication, the entrepreneur can thank him for his time and attention. In addition, if a promise was made during the meeting, such as sending a research report, a return should be made.

Unsuccessful promises should never be made.

The entrepreneur should consider the following actions for post-meeting follow-up:

• Phone: A surprise phone is enough twice a year. Other calls must have some kind of purpose or utility. A surprise visit will not have the same effect. Someone who comes without an appointment in a busy tempo may be welcomed negatively.
• Research - Article: Sharing an article about the industry of the person met gives the message that he is cared and remembered. The entrepreneur should always convey article-like posts with a personalized message. Messages forwarded without even "Hello" will not be read after a while.
• Invitation: The entrepreneur can send an invitation to an association meeting or a cultural event of which he is a member. The important thing is that the person to be invited is interested. It is more effective to have a chat while dating to send such invitations.
• Lunch: Not everyone is welcome at the idea of lunch on the second meeting. This approach should be considered for closer links.
• Support: It is a constructive follow-up method to support the entrepreneur by suggesting the right people when he / she sees a need of the person or organization he / she meets in social networks or in an advertisement.
• Congratulation: Just like the support issue, when the entrepreneur is aware of the success of their connections, spending a few minutes to congratulate them will strengthen the relationship. Social networks and media are the most effective sources for accessing these news.

2.7. The Importance and Tips of Introducing - Step 7

It is difficult for the entrepreneur to help everyone he meets. Likewise, it is not possible for it to cooperate with everyone. However, importance should be given to every meeting moment. Because if they understand what the people from whom their contact information is dealing with and, more importantly, what they want to achieve, a new perspective will emerge from this: the power of introduction.

Especially as it is shared in 1.1.2 section, introduction is the only communication tool that an entrepreneur weaves in networking relationships.

To elaborate with an example, the entrepreneur meets a shirt manufacturer who wants to export to England at an event he attends. At the same event or in the following days, he meets the British who want to buy from Turkey, that is, the importer company officials. This is a great opportunity to bring together and introduce two sides who are unaware of each other.

There are thousands of people trying to find each other in a similar situation in the example. However, they cannot take introductory steps because they do not chat with the people they meet, do not know their goals and do not think of "how can I help". Because most of the time people think of themselves first. Especially if the profession or sector of the person they meet in commercial relations is not in their interest, they quickly end the conversation. However, in the previous example of England, the entrepreneur could introduce the parties, even if he was not interested in the textile industry. If he introduced the two sides to each other, perhaps it would be the nexus, or reference, of a successful trade that would last for years.

Naturally people talk less when they don't have common interests. This situation is common among entrepreneurs and professionals in different sectors. They meet by chance at an event appealing to the general audience. However, since they are in different sectors, they never meet again in professional meetings. After a while, if one of the parties is not calling, the connection is broken.

For this reason, introducing it is a great power and value that the entrepreneur can offer to his environment.

Especially in successful introductions, there are two parties and the introducer who are grateful for this situation. In the studies of Dennis Regan and later many researchers (1971), it was found that people watched more people who support them. It was observed that they wanted to help more because they felt they were in debt. This research called “Reciprocity” is actually gratitude in its simplest form.

The entrepreneur should support the environment and entrepreneurship ecosystem by making successful introductions. A connection network that constantly supports and thinks about it over time can only be formed in this way.

The tips for introducing can be listed as follows:

• Introducing people can have negative consequences as well as positive. For example, when someone introduced with a lot of praise cheats on the other person commercially, the person who introduced them is held responsible. For this reason, the entrepreneur must maintain balance while introducing his environment to each other. It should be more careful, especially when recommending people who do not trade one-on-one.
• It is also essential for the entrepreneur to manage his own expectations while introducing two people. It is not right for him to think why they are not making a profit when two people he introduced to successfully start trading. If there are commercial expectations, they must be shared with the parties clearly and clearly before the introduction. Otherwise, the entrepreneur will lose both good connections in the introductory process.
• The order of introduction is also important. After first introducing the experienced person, it is necessary to specify who the other person is. Likewise, first the older ones, then the younger ones should be introduced. These are not rules. However, they are useful details to prevent people from being biased.
• It is critical not to leave the people to be introduced in a difficult situation. In other words, if the entrepreneur says “Meet” without any input, it causes more stress than benefit. In this direction, the entrepreneur should proceed by telling both parties separately what the people he will introduce are doing and why it would be beneficial to meet them.
• Calling one day after introducing it and asking for results may not be welcome. People introduced may not act immediately. Over time, they can get to know each other better and cooperate. However, it is always useful to get feedback from both sides after a certain period of introduction. The entrepreneur must take precautions when he learns that the person he introduced has never made a comeback, has not been on their phones or has a negative approach.

2.8. Recognition and Building Personal Image - Step 8

The most effective method of recognition takes place over time and consistently. Recognition actually comes to life as a result of acquaintance and introduction.

Some actions speed up the recognition process of the entrepreneur. Before listing these steps, it is necessary to understand why recognition of the entrepreneur is important. Otherwise, if trying to be recognized turns into a show, the entrepreneur will be out of his original purpose.

For an entrepreneur, being known means being remembered for his personality, business and initiative. People can be recognized as either bad or good. The statement "Advertising does not work for the better" does not apply when it comes to entrepreneurship and recognition. To be known bad means bad reputation. Considering that people share their bad experiences more than the good ones, reputation is essential in networking.

A well-known entrepreneur progresses with the success of his environment over time. Because people want to move up their strong connections as they rise in their careers. They develop the entrepreneur by sharing both their commercial projects and their most critical information.

Also, to be known means to be remembered. The first thing that comes to mind for those who encounter opportunities related to the entrepreneur's business is to seek and inform the entrepreneur.

Some steps that will speed up the recognition process include:

• The entrepreneur supports his environment at every opportunity to ensure the continuity of the relations, takes the CVs of the job seekers around him, states that he is interested and introduces them when there are suitable connections.
• When there are positive developments about his job, he shares it with his environment periodically. He gives small invitations to his friends and customers in big successes.
• It shares its experiences with its environment and entrepreneurship ecosystem at every opportunity.
• It organizes its posts by sharing blogs and authorized e-newsletters.
• He makes presentations about his subject in universities and business associations. Answers questions in a way that helps people.
• In the next section, it reaches a wide audience by making a presentation in front of the audience, as shared.
• He takes care that his profile on social networks, his posts and news on the Internet represent his vision. The person he is and he looks like is the same. It is natural, gives confidence.
• He takes part in voluntary projects that will support his country in a way that does not hinder his initiative.

2.9. Presentation in Front of an Audience - Step 9

Entrepreneurs make presentations to convince someone during the establishment, development and growth process many times. For example:

• While searching for their teams and trying to explain themselves in entrepreneurial competitions,
• While sweating in front of the grant programs of public or private institutions and the jury,
• Trying to reach investor capital.

Effective presentation is a process. It starts with the dreams of the entrepreneur and is shaped by the business idea, business model, environment and plans. It comes to life with its presentation. So a good presentation is an important step in reaching the entrepreneur to success and to a wider audience.

2.10. Using Social Networks in Networking - Step 10

In order to understand the importance of social networks in the lives of entrepreneurs and all other individuals, it is necessary to examine the research results (2014) shared by Jeff Bullas:

• 72% of internet users actively use social networks.
• Use reached 89% in those between the ages of 18-29.
• In the 30-49 age group, this ratio has reached 72%, 50-60 age 60% and over 60 43%.
• 71% of users now connect to social networks with mobile devices.

The above data shows the spread and usage speed of social networks. Another point that will affect the entrepreneur's perspective on this issue is the trust of users in social networks. The research conducted by Manhattan Research found that communication in social networks even affects people's treatment decisions (doctor, hospital, treatment type, etc.) by 53%. In other words, individuals and institutions pay more attention to the experiences and shares in social networks.

In this direction, it is no longer a preference for the entrepreneur to use social networks or not. It is absolutely necessary to be active in social networks, especially on LinkedIn.

The steps highlighted in the book Networking with LinkedIn in the Business World (2018) can be listed as follows:

• The entrepreneur must decide which social network he will be on (Facebook, Linkedin, Twitter, etc.) and how he will stand on each.
• Regardless of the network, it should prepare its profile carefully, completely and without spelling errors.
• Care should be taken that the profile picture he uses is taken in a photo studio, if possible. It must use the same picture in each channel to be remembered. It should periodically update all of them at the same time.
• Facebook is generally used for social shares and LinkedIn is mostly used for business. Twitter is effective for sharing opinions in both senses.
• If possible, the entrepreneur should have a single focus in his posts on social networks. Their shares regarding the initiative, sector and field of expertise are prioritized. It should stay away from political, political and religious sharing as much as possible.
• Discussions on social networks negatively affect readers. It causes them to create prejudices. It is necessary to avoid discussions in social networks.
• When someone new adds the entrepreneur as a link, they should keep their distance in the first place, as in real life. In other words, it should select what the newly added person can and cannot see in the profile.
• He should examine the profile updates of his environment and take notes regarding them in a way that does not disrupt his initiative. Career changes, new achievements and breakthroughs should follow with a sincere congratulation.
• Must be a member of professional groups in social networks. Here he should meet experts. It can also support those in the group by sharing useful information from time to time.
• Especially on LinkedIn, acquaintances of acquaintances can be viewed. In this case, the environment that trusts the entrepreneur can be instrumental in meeting them. For this, the entrepreneur needs to identify critical links and request support appropriately.
• Entrepreneurs can get information about many events and organizations from social networks. Many event invitations are shared on social networks, so you can even see who the other participants are. This gives the entrepreneur an opportunity to prepare effectively.
• When there are developments in his initiative, he should briefly update his environment by sharing the situation.
• He should first read selected news and researches that he believes can be useful to his environment. Then he can summarize and share on his profile if he wants. Anything that is not fully read should not be shared.
• It should change their passwords on social networks at least every three months to prevent possible account hacking.
• The entrepreneur should take care to return the direct messages, questions and shares within 48 hours at the latest.
• The entrepreneur should put a confirmation mechanism for the shares of others in his profile. Accordingly, pictures, advertisements and videos are published in the entrepreneur's profile only with his / her consent.
• In social networks, he must first create his own personal profile. After getting used to this, he should turn to opening the corporate profile of his enterprise.
• For corporate profile management, it should work with companies and personnel who are experts in their field.