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Effective Networking

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Agenda - -

What is Networking? Introversion vs. Shyness Getting Started Do’s and Don’t’s How to Network F.O.R.M. format for Networking Networking at events Types of questions Recommended reading

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What is Networking?

Forming relationships for the purpose of gathering and sharing:

– Information

– Ideas

– Support

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What is Networking?

Networking is not . . .

– Asking for a job

Networking is . . .

– Asking for a small favor

– Asking for some information

– Asking for advice

– A strategy for managing you career!

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Introversion vs. Shyness

IntroversionIntroversion

– Not the same as shyness

– Way of engaging the world, being involved

ShynessShyness

– Way of disengaging from the world, being uninvolved

– There are shy extroverts

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Introverts

Characteristics and Strengths

Concentration, focus

Skilled in listening and observing

Often form deeper, longer-lasting relationships

Behavior is generally seen as consistent

Reliable, dependable, thoughtful, sympathetic

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Extroverts

Characteristics and Strengths

Enjoy human interactions, enthusiastic

Talkative, assertive, gregarious

Enjoy time spent with people

Take pleasure in large social gatherings

(e.g., parties, community activities, public demonstrations,

and business or political groups)

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Where Do I Start?

1. Identify your needs

2. Determine your target network contacts

3. Distinguish what you have to offer a network

4. Draw a physical “map” of your potential network

5. Develop a plan to contact these people to build rapport

6. Set up a simple tracking system for contacts

7. Implement the plan

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Getting Started Do’s

Do– Email your contacts a magazine article of interest– Tell them about a meeting or speaker that they might enjoy– Offer to help with a crunch they may be facing– Pass along a compliment you heard about them– Say something complementary about them to others– Help one of their family members– Invite them to do something outside of work that is

appropriate (i.e., golf, tennis, dinner with guest, etc.)– Always present a professional image

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Getting Started Don’t’s

Don’t– Add your target network contacts to your e-mail joke

distribution list– Contact them constantly– Give them expensive gifts– Call or e-mail just to chat: have a clear purpose, then you

can chat if desired

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How to Network

1. Develop a contact list“A” Contacts

– Already known– Instant rapport– Can provide feedback on your presentation– Referrals to “B” contacts

“B” Contacts– Bridge people– Information resources on: activities, people and events in the field– Needs and problems in fields– Referrals to other “B” and “C” contacts

“C” Contacts– Can make hiring decisions– Receive proposals– Create jobs– Refer to other “C” contacts

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How to Network (continued)

2. Setting up an Informational Meeting

Greeting and reference to referral – Hello (contact’s name). (Referral’s name) recommended that I contact you. My name is (first and last name).

Purpose – I am currently researching (industry, function, etc.) and (Referral’s name) thought that you would be an excellent resource for me to find out (information you are seeking). The reason I am interested in this information is . . . .

Reassurance – I want to emphasize that I am gathering information at this time in my job search. I clearly do not expect you to know about any opportunities. My intent is to benefit from your knowledge and experience in (industry, function, etc.).

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How to Network (continued)

2. Setting up an Informational Meeting (continued)

Ask for meeting – Would you be available to meet with me to discuss these issues for 30 minutes sometime next week? Would (date / time) be convenient, or is there a better time for you?

Confirm meeting location – I will be there with you at (date / time) (in your office) at (location) that day.

Thank you – Thank you for your time. I am looking forward to talking with you.

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How to Network (continued)

3. Conducting the Information / Referral Meeting

Build rapport – Warm up conversation emphasizing connection with the referral source

Self presentation – Objective of the meeting, background summary, options currently exploring

Focusing in – Questions proceed from general to specific (industry / sector business issues, common problems and critical issues, solutions tried, and specific need)

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How to Network (continued)

3. Conducting the Information / Referral Meeting (continued)

Ask for referrals – Who else should I be talking to?

Thank you – Show appreciation and ask for business card for correct spelling of name and title for thank you letter

Next steps – Mention any follow up

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F.O.R.M. Format for Networking

Family

Occupation

Recreation Me

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Correspondence and Recordkeeping

Promptly send a Thank You letter or e-mail to your contact thanking them for their time and interest in your job search. Recap your strengths and career focus, and remind them of any next steps they agreed to.

Early on, develop a tracking system as your contacts will grow quickly. This can be done in Outlook, or on a simple spreadsheet. Things to include are:

– Purpose of meeting, including date and time of meeting– What did you learn about the person you met (background

interests, etc.)?– Did you learn anything that confirmed or modified your career

objective?– Problems and needs of the company or industry– Referral’s name, function and background– Next steps

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Networking at events; pre-arrival

Who will be attending?

Agree to separate if going with others

Determine how long the event is going to last and set your strategy

Set a goal - - meet 3 or more people

Bring business cards

Turn off phone or set to vibrate

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Networking at events; arrival

Ask to see / look at attendance list Put your name tag on right hand side Write your name BIG and legibly if not pre-printed Arrive exactly on time or early Smile, direct eye contact and be upbeat Give a firm handshake Don’t drink or eat too much Easiest to meet people near the bar or food Look for another person who is standing alone

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Conversation Starters

So are you a member here?

Have you been to this type of (event,

meeting, etc.) before?

What do you do?Do you know many

people here?

Hello, how are you?

I’m so and so

Do you have a particular interest in

today’s (topic, speaker, etc.)?

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How to Exit a Conversation

Pay attention to the person with whom you are speaking Don’t say you have to use the restroom unless you really do Say things like:

– It was great speaking with you and I am so glad we met

– I enjoyed speaking with you; I am going to go refresh my drink

Exchange business cards if you want to follow up Follow up promptly (within 1-2 days)

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Types of Questions

Closed Closed – What / Who

– Yes / No answers

– Factual

– Appeal to analytical side of the brain

Open-endedOpen-ended– How / Why, Tell me about . . .

– Can’t answer with 1 or 2 words

– Appeal to the imagination

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Keep this in Mind

When networking . . .– Others may be nervous too

– Leverage introverted strengths

– Be yourself and try to have fun

– Develop a greater tolerance for discomfort

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Recommended Reading

Little Black Book of ConnectionsJeffrey Gitomer

Make Your Contacts CountAnne Baber and Lynne Waymon