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EFFECTIVE NETWORKING November 2013
EFFECTIVE NETWORKING
November 2013
www.ravoth.comFacilitating Brand SuccessDriving Brand Success
Short Bio…
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Session Objective
Define Networking and establish it’s importance for the job search campaign.
Develop your own personal networking strategy that will include approaching the contacts you already know and establishing relationships with those who you would like to get to know.
Review business introductions that will be used in writing, over the phone and in meetings.
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AgendaNetworking: What is it?
Identifying Contacts & Expanding
Upon Them
Business Introductions
Networking & Communication
Strategies
Telephone & Email Scripts
Formal Networking Meetings
Questions to Ask
Final Tips
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What is Networking and What it is Not!
NETWORKING IS…
Talking to people
Letting people know you
are available and what you do
Seeking
information and advice
Research/Referrals
On-going
Reciprocal
NETWORKING IS NOT…
“Schmoozing” or Manipulative
A one way street
Asking for a job!
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Key Outcomes of Networking
Obtain information, advice and introductions
Understand current trends, needs and market
opportunities
Understand how your experience can be applied to themarket
Validate your current objective or target
Increase your visibility and direct you to
opportunities
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The Hidden Job Market
What does have an iceberg, the Titanic and your job search in common?
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How most employers find people…..The 80/20…..
Hidden JobsAdvertised Jobs
The Hidden Job Market
20%
80%
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Networking
Pro’sLow competition
Inside track on unadvertised
Referral from contact
Process may be faster
You deal directly with employers
You may research information
Quick & confidential for the employee and employer
$0 for the company
Con’s
Not comfortable for
everyone
May not have strong
network base
Takes personal time
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Who is your Social network?
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Pump Up and Amplify Your NetworkJoin a club
Take a course
Volunteer
“Go” when you are invited
Organize an event/party
Join a networking group ! (LinkedIn, Meetup……)
Bring a friend to an event who knows
how to get conversation going
Go to association/business forums
Get out from behind the computer !
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Starting Your Network List
Your Task
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Business IntroductionStructured description of your Brand and Transferable Skills
Your 30 – 60 second “Infomercial”
A crisp, memorable “story” of you helps others to market you and tobecome your networking “ambassadors”
You will use it everywhere!at a meetingin an elevatorat the grocery storeat a social event
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Main Elements of Business Introduction
Title/DescriptionType of work you do
Level/Experience BaseYears experience or level/diversity of your experience
Company/IndustryAn industry description (if not commonly known)
Brief OverviewOverview of your strengths and specialty areas
At Present/ClosureWhat you are doing nowWhat you are researching/exploring
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Practice Time: Business Introduction
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Sample Business IntroductionI am a Sales and Marketing Professional most recently with a large international beverage company. Most of my career has focused on key account management with experience in product marketing and promotion of new products.
As a key account manager I focused on large accounts that generated over $500,000 in revenue through building and maintaining strong relationships. After conducting analytical research, I provided sound advice on future trends which resulted in increased business. You may have seen some of my work. If you have ever walked through the liquor store and stepped on a floor decal that looked refreshing and made you buy a product, that was me who came up with that!
At this time, I’m looking for a similar position within the beverage industry, however I am open to exploring packaged goods as well.
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Sample Business IntroductionI am a Logistics and Supply Chain professional most recently with Big Retail Store. I moved about 300 million sku’s of product every year from warehouse to store to ensure customers like you could buy the merchandise.
I managed a team across three distribution centres, providing ‘just in time’ movement of goods. I also was integral in the research and execution of ISO1000 standards within the centres along with the implementation of a top of the line inventory tracking system. In addition, I provided training sessions for new hires.
What I enjoy most about logistics is determining best processes to get the job done and managing a high performing team to do this; therefore I really want to stay in this line of work and XYZ would be a great place to build a career.
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I’ve worked as an Engineer for the last 15 years, most recently with an engineering consulting firm. I’ve had an opportunity to work with a wide variety of clients on a number of significant projects.
Although I enjoyed the engineering field, I’m thinking of making a career change into financial planning. This has always been an area of interest for me and I see it as a growth industry. With my knowledge of business and my strong analytical skills, I know I can be successful.
Right now, I’m gathering research to see if this is a feasible area for me to get into. Would you happen to have any advice or suggestions to make a career move like this?
Sample Business Introduction
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Using Your Intro at a Networking Event
Enter the room – look around and get oriented
Note where people are congregating
Identify people who have attracted an
audience
Join a group of 3 or more– listen before becoming a part of the conversation
Ask people what they do and the question willusually be reciprocated
Don’t monopolize one person’s
attention toolong – try and make follow-up plans
Leave the meeting and make your
notes asnecessary
AND REMEMBER…Everyone is there for thesame reason - to network -and someone in the roomis always more nervous
than you are!
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Networking Scenarios + Communication Strategies
Telephone
Face-to-Face
Written &
Online
=Effective
Communica
tion!!
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Communication Strategies…..
Possible Obstacles
Very impersonal
Not interactive – not able to
respond or overcome objections
Time lag when letter is mailed
Cyber space when email is sent
– was it ever received?
Written word is the 1st
impression to someone who
hasn’t met you
Your email address is not
professional
Tips for Success
Be engaging, powerful in words used (strong Subject line)
Be knowledgeable about your subject; research the recipient
of the letter as well as thecompany and industry
Enlist help in reviewing yourletter - proof-reading & editing
Use high quality paper
Follow up to ensure that theletter /email was receivedInclude qualifications,contributions and attributes
Written &
Online
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Communication Strategies…..Possible Obstacles
Voicemail
Admin. Assistant/Receptionist
Telephone tag
Can’t read the body language
No control over when your callis returned – you can be caughtoff guard
Nerves
Your personal voicemail notprofessional
Tips for SuccessLeave effective voice message –Name, referral, business introduction,reason for calling, best time to bereached, repeat your name andnumber slowly; clearly, concise
Once you have reached your party,obtain permission to proceed beforeblurting out your request… do youhave a minute?
Be pleasant and courteous to Admin.,use referral, obtain best time to callback, be confident about your reasonfor calling
Use careful listening skills to interpretbody language
Stand up when talking for betterprojection of voice
Be positive, upbeat
You can “hear” a smile – see yourselfin a mirror.
Telephone
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Communication Strategies…..
Possible Obstacles
Often happens spontaneously
If caught off guard, little time for preparation
One shot opportunity… “you never get a second chance to make a good first impression”
Face to face communication is very personal – no place to hide
Can’t use notes because it’s “show time”
Tips for Success
Practice your Business Introduction and be ready forspontaneous use
Understand your target audience (both the peopleand the industry) and have your list of questionsprepared in advance
Networking can happen anywhere, so dress forsuccess
1st impression is crucial – eye contact, smile and firm handshake
Read the body language and respond accordinglyListen carefully, ask probing questions
Face to face communication is interactive, so be engaged,positive, up-beat
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Telephone & Email Networking
Introduction
name, referral, 1-2 intro
sentences
Your situation and/or need
advice/information
Your request
a meeting!
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Sample Script – Existing Contact
Hi, Bill. Catherine here. How are you?Do you have a few minutes?
Bill, the reason for my call is to get some advice. As you know, I’m currently exploring career options and have pinpointed the computer hardware industry as a real focal point for my search.
What I’m trying to do is talk to people in the field who can share information about the direction of the industry, areas of need and possibly introduce me to some key networking contacts who may be able to be of assistance.I know you are well-established and respected in the field, would you mind if I asked you some specific questions?
Do you have any advice on how I can best position myself for opportunities?(more questions) ……Can you think of anyone else you know who works in the business and may be able to help? It could be a manufacturer, distributor or even a retailer.
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Sample Script - Connectors
Hello Mr. Jenkins. This is Sandra Johnson calling. Steve Brown, amutual friend of ours, suggested that I give you a call. He thoughtyou might have some valuable advice for me given your knowledgeof the Canadian insurance industry—do you have a few minutes?(Let the conversation evolve.)
I am a Senior Sales professional with 10 years experience leading ateam of sales reps in the travel business. Recently, my companyunderwent a restructuring and my role was impacted so I’m nowtaking the opportunity to investigate the possibility of transferringmy skills into the insurance industry.
My goal is to talk to a variety of people who are working in thisarea, and based on your background, Steve thought you would bean ideal person. I have several questions about various companies,certain insurance products and a few key executives in the industryand I was wondering if you would be willing to sit down and chat.Are you available to get together for 20 minutes or so over the nextcouple of weeks to share your perspective?
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Sample Script - Influencers
Hello Ms. Chung. My name is Peter Romberg. I saw your name inthe June issue of HR Professional and thought that you might beable to give me some information. Do you have a few minutes?
I am an HR Generalist and hold my CHRP coupled with six yearsexperience with a focus on staff recruitment and development in theplastics industry. At this time, I am considering a shift into themedical services business which has always been very interesting tome. What I’m currently looking for is to get the perspective ofpeople who are active in this industry.
My hope is that I could come down to your office at yourconvenience and spend 20 or 30 minutes asking you a few specificquestions.
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Phone Call…What if happens?
“My hope is that I could come down to your office atyour convenience and spend 20 minutes or so askingyou a few specific questions.”
“We’re not hiring right now.” or “Contact HR.”
“Well actually, while ultimately I am looking for work,at this time my goal is to talk to a variety of peoplewho are working in this area and can give me theirperspectives and insight into the business. I wouldappreciate your thoughts and am happy to shareinformation that I have gathered through my owncurrent research.”
The Close…
The Challenge
The Response
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Face-to-Face Formal Network Meetings
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Practice Time: Networking Meeting Plan
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20 Minute Meeting Plan
1-2 min: warm-up, develop rapport
1-2 min: give your 60 sec business intro
1-2 min: share purpose of conversation
– what you want to learn from them
10-15 min: ask your questions
(be prepared with 7-8 questions)
1 min: close – appreciation/ask for
referrals/schedule follow-up
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Basic Principle of good Questions
Ask open ended questions to stimulate yourcontact to open up
Ask thoughtful, sophisticated questionsthat get people thinking. These are the kindsof questions that show you have alreadydone some homework in your area
Get others to evaluate, speculate, analyze orgive their opinion – this will engage yourlistener
Lead off with a topical statement to showthat you are current in that area, and “wow”your listener
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Networking Questions Examples
Where do you see this industry going in the future?What are the current trends having a big impact?
I have been keeping track of this field/industry by reading__________. Do you have any other suggestions that willhelp keep me current?
What is your background? How did you get into this field andwhat skills are most valuable to you in order to be successful?
Given my background and skills, what do you think about theviability of my current objectives?
What parts of your job do you find most challenging and,despite the challenges, what motivates you to stay?
I was very interested in what you said about ________. Isthere someone else you could suggest I should talk to, whocould give me additional information and opinions about that?
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Promoting Your Brand
Professional business cards
Email signature/ voice message
On-line presence (LinkedIn or other businessnetworking sites)
Web portfolio/blog (professional in nature)
On-line book reviews/comments on forums andblogs
Carefully crafted communications and conversations(business introduction, emails, voicemails)
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Managing Your Brand
Physical– professional visual image, solid hand shake,smile, eye contact
Verbal – clear, articulate; specific questions
Attitude – initiative, openness to ideas, flexibility,seeking opportunities to give/reciprocity, appreciative
Emotion – positive, confident, enthusiastic
Performance – responsiveness, thoroughness,productiveness, follow-up
How do you impact the
perception of your brand
within your network?
Through Everything You Do
And Don’t Do!
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Top Tips for Networking
Present yourself positively/attractively, ensuring theywill remember you
Ask good questions and listen
Look for opportunities to help
Be positive and upbeat, and people will want to helpyou
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Please join:
‘Social Media Branding Canada’ Group
on LinkedIn
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www.slideshare.net/jravoth
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Driving Brand Success
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