Professional Networking:Professional Networking:Beyond SourcingBeyond Sourcing

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Scott AllenScott AllenManaging Director, Link to Your World, LLCManaging Director, Link to Your World, LLC

Coauthor, Coauthor, The Virtual HandshakeThe Virtual Handshake

December 11, 2007December 11, 2007

For Sponsored byFor Sponsored by

Online Networking Pros

Blogs, social networking sites and automated biography tools have made:

- Data more current and complete- Passive candidates more visible

- All candidates more readily accessible

Online Networking Cons

Extensive reach and ease of “non-communication”have made:

- Process less personal- More competition

- Differentiation more difficult

Your Network = Your Success

Networking is a life practice that affects:

• Getting a job

• Pay and promotion

• Influence and effectiveness

• Venture capital and financing (75%)

• Organizational learning and doing (80%)

• Word-of-mouth marketing

• Strategic alliances

• Financial stability

• Democracy

• Happiness

• Health (2x-5x mortality)

Networking and Your Business

As a recruiter, networking impacts:

• Getting referrals, not just introductions

• Attracting more clients

• Strategic alliances

• Media exposure and publicity

• Personal career development

Make a Plan

The Missing PieceThe Missing Piecein most networking:in most networking:

Aligning Your ActivitiesAligning Your Activities

With YourWith Your

Business ObjectivesBusiness Objectives

The Seven Keys to a Powerful Network

CharacterCharacter

CompetenceCompetence

NumberNumber

StrengthStrength

InformationInformation

RelevanceRelevance

DiversityDiversity

How Big Should My Network Be?

It takes TIME to build relationships.

The more people you know,the less well you know them.

Why Strength Matters

For any given request, people consider:

• Strength of the relationship

• Effort / risk to them

In order to act on your behalf, your relationship must be above the

ACTION THRESHOLDACTION THRESHOLD

In order to take action proactively, not just reactively, the threshold is higher.

Create Value Everywhere You Go

Enlightened Self-InterestEnlightened Self-Interest

• People want to hire and work with people whoPeople want to hire and work with people who are willing and able to be of service to others. are willing and able to be of service to others.

• Generosity leads to reciprocity.Generosity leads to reciprocity.

• If you’re not creating value, you’reIf you’re not creating value, you’re wasting your time and theirs. wasting your time and theirs.

Creating Value - Ideas

• ASK! (on a regular basis)

• Proactively make introductions

• Share information

• Become a media outlet

• Choose service over socializing

Make It Personal

Remember…It’s Still About PeopleRemember…It’s Still About PeopleNo one wants to feel like a number –No one wants to feel like a number – collect people, not database entries.collect people, not database entries.

• Database segmentation + mail mergeDatabase segmentation + mail merge

• Customize social networking invitations and Customize social networking invitations and introductions. introductions.

• It’s OK to put personal info online.It’s OK to put personal info online.

• Make time for people.Make time for people.

Questions

CONTACT: Scott@TheVirtualHandshake.com

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