Networking Campaign Workshop

transcript

Networking Campaign Networking Campaign WorkshopWorkshop

Presented toPresented to

Jewish Family ServicesJewish Family Services

April 5, 2012April 5, 2012

The Relentless NetworkerThe Relentless Networker

What today is about

• Setting goals

• Understanding expectations

• Learning about yourself and others

• Connecting

• Being patient

• Being persistent

• Understanding who this is all about

Make Networking a Part of Every Week

• Every week. All the time.

• Call your contacts. Call on your contacts.

• Call new acquaintances.

• Call forgotten connections.

Formulating a Campaign

1. Set a strategy that matches your goals

2. Be deliberate in your execution.

3. Focus on your targets.

4. Use your tools effectively.

Setting Goals

• What kind of work do you want to do?

• Where do you want to work?

• How soon (realistically) can you be on the job?

• How much do you want to make?

Exercise

• List your goals

• Share some examples

1. Set a strategy

• Where will you go?

• Who will you talk with?

• How will you engage them?

• What will you leave with?

Where will you go?

• Go where your “clients” will be:

o Networking groups.

o Chambers of commerce.

o Associations.

• Keep your contact channels fresh.

• Remember everything has a shelf life.

Who will you talk with?

• C-level executives.

• Company owners.

• Consultants.

• Other job seekers.

How will you engage them?

• “What brings you here today?”

• “Are you a member of this group?”

• “How do you know (the name of the host)?”

Exercise

• List your strategies

• Share some examples

2. Be Deliberate

• Prepare.

• Have confidence; keep a positive attitude.

• Be consistent.

• Be direct

• Have manners.

Prepare: Set Weekly Goals

• How many new contacts will you add?

• Weed out those who have moved on.

• Recommend people.

• “Like” comments.

• Post comments and information.

Have Confidence

• Be positive.

• Keep your head up.

• Remember you are a “company of one.”

Be Consistent

• Circulate an accurate resume.

• Remember your messages and keep them similar.

• Be yourself.

Be Direct

• Get to the point.

• Make your follow up calls promptly

• You will be forgotten (or least not remembered) if you don’t follow up

• Time is money—and relationship equity

Be Polite

• You only get to make one first impression

• Courtesy is contagious

• How you act is just as important as what and who you know

Exercise

• Stand up and give us your elevator speech.

3. Focus on Your Targets

• Do your homework

• Be consistent

• Be persistent—without being rude

• Know when to back off

• Know when to “ask for the business”

Do Your Homework

• Know where you are.

• Remember who you are looking for and talking with.

• Know something about them and/or their company.

• Understand how you relate to them.

Be Consistent

• In your messages.

• Describing what you do.

• With your history.

• Who you know.

Persistence

• Don’t be rude.

• Take the conversation too far.

• Know when to back off.

• Saying goodbye and following up.

“Asking for the Business”

• Know when to ask what question.

• Don’t ask too soon or too late.

• Know your audience.

Exercise

• List your targets.

• Share some of them with the group.

• Tell us why you’ve targeted these companies.

4. Use Your Tools Effectively

• Identity your tools

• Know which one to use when—and how

• Don’t overuse or abuse them

• Keep them sharp

Your Tools• Your elevator speech

• Business cards

• Resume

• LinkedIn profile

• A database

• The phone

• Your voice and appearance

• Your ears

• The thank you note

The Elevator Speech

• Start and finish with your name.

• Distill and quantify what it is you do.

• Get to the point quickly.

• Limit yourself to no more than 30 seconds.

• Customize for your audience.

The Elevator SpeechQualitative Examples

• “We help make families secure.”

• “We help our customers understand their

customers.”

• “Everybody has an image—we help

improve yours.”

The Elevator SpeechQuantifiable Examples

• “I’ve produced events in 35 cities in 21

states and 7 countries.”

• “We’ve increased sales for our clients an

average of 48%.”

• “Our technique doubled a clients’

qualified lead count in 3 months.”

Business Cards

• The single most important piece of collateral you have to give.

• Name, phone number, email at a minimum.

• A title, if it helps reach your audience.

• Source: VistaPrint

Resumes

• Contact information at the top.

• One page, if possible.

• Bullet points; be brief.

• Have it match your other profiles on the web.

LinkedIn & Other Social Media

• Make Facebook, Twitter, LinkedIn and other tools a daily part of your networking strategy.

• Become with familiar with the tools and use them.

• Have a point.

• Keep them current.

A Database

• ACT!, Goldmine

• Outlook

• Excel

• A notebook with collected business cards

The Phone

• Don’t be afraid to call.

• Keep a log.

• Smile when you speak—it shows through.

Your Voice and Appearance

• Improve your posture.

• Be aware of your physical actions.

• Review your wardrobe.

• Become friends with your dry cleaner.

Listen More and Talk Less

• You learn when you listen

• Speak when you are spoken to

• Remember names and details

Write Personal Notes

• To new or existing contacts.

• Focus on quality not quantity.

• Be memorable.

Exercise

• List the tools accessible to you.

• Formulate and practice your elevator speech

• Practice with the group.

Formulating a Campaign

1. Set a strategy that matches your goals

2. Be deliberate in your execution.

3. Focus on your targets.

4. Use your tools effectively.

Resources

• “Networking for Novices,” Debra K Pope (book)

• NDCC’s Networking Skills Workshop, 2nd Tuesday of each month (except March and October. www.ndcc.org (class)

• “Networking Skills That Will Get You the Job You Want,” Cherie Kerr (book)

Paul E Maynard

paul@paulemaynard.com

817-891-1167

www.paulemaynard.com

Contact InfoContact Info

Networking Campaign Workshop

Self Improvement