mastering networking - cpiworld

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2020 Copyright Career Partners International, LLC 1

Mastering Networking


• Control Panel Muting/Unmuting Questions - use Chat Raise your hand to ask a question via voice Click “Leave Meeting” to exit

• Materials - Found on Portal in webinar registration screen

• Evaluation - Will receive via email

• Tech Support - 888-799-9666 x 2


Moving Forward in Your Job Search

Phase 1 Phase 2 Phase 3

Create• Resume• Cover Letters• 30 Second Commercial• Exit Statement• Career Goals• Target Company List• Create Contact List• Marketing Plan

Do Continually• Use Portal• Practice Interview Skills• Apply for Jobs Online• Send Resume to

Recruiters

Create• LinkedIn Profile• Facebook Page• Twitter Page

Do Continually• Work Social Media Daily• Network Multiple Times

Weekly• Research Target

Companies• Schedule Informational

Interviews• Attend Live Webinars • Continue to Apply

Online and with Recruiters

Prepare For• Job Offer Negotiations• First 100 Days on Job• Financial Strategy if No

Job Offers• Temp or Contract Work

if Needed

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Big Ideas

• What networking IS and what it is NOT

• Evaluate your Interpersonal Skills

• Where to network

• How to network in 1:1 meetings and events

• Thoughtful Questions to Ask

• Use the 5‐Step Procedure:

1. Creating a Contact List, including Identifying and Researching Target Companies

2. Arranging a Meeting

3. Managing the Message & Prepping for the Meeting

4. The Meeting

5. Proper Follow‐up


• More in the handout

• After webinar “homework”

Handout


What Networking IS……

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Relationships

Establishing and maintaining RELATIONSHIPSwith people who are connected to you and to each other.


Networking Is…

How

65‐75%

of job seekers

find

their new positions


What Networking IS NOT……

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Networking is NOT…

Asking people

specifically

for a JOB or opening

within

a company


Networking is NOT…

DIFFICULT –

unless you make it so!


Why Network?

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Why Network?

Visibility

Connectivity Accessibility


To Learn To Learn To LandTo Land

Why Network?


Learn

• Different fields

• Types of positions

• Companies

• Industries

• Job market

• Outstanding Recruiters

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Learn

• Unpublished job market

• Employers’ needs

• Interview process

• Salary ranges in market

• Your competition


Hidden Job Market

61.8% Non Published"Hidden"

13.9% Employers Ads

12.2% Recruiters

9.1% Referrals

3% School Placement

US Dept of Labor10,400,000 Job Seeker Survey Bulletin


Unadvertised Positions

• Jobs never filled

• Employers who choose to fill jobs via referrals

• Newly budgeted positions

• Jobs resulting from reorganization or unannounced corporate changes

• Emerging organizations, products or procedural changes

• Impending retirements, resignations or promotions

• Jobs to be advertised next week

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Land

• Meet people and making new contacts

• Broadcast your availability

• Recruit others to help you

• Find executive recruiters

• Access the hidden job market


Land

• Take on consulting opportunities

• Put your passion to work at a non‐profit

• Lead workshops or public speaking

• Establish your expertise

• Getting published


Types of Networking

One‐on‐One Meetings

Networking Events

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30‐Second Commercial

• Brief statement about yourself

• Recent work experience

• What you have to offer

• Employment options you are seeking

Key components to your 30‐second summary/commercial


30‐Second Commercial ‐ Example

Your name My name is Michael Smith.

What you’ve been doing

I have been working as V.P. of Sales and Marketing for Jansen Technology, marketing information technology services to manufacturing. Due to an acquisition, my position was eliminated

What you’re looking to do

I’m exploring new opportunities in new business development in the IT industry with a focus on web‐based organizations.

What kind of assistance or information you are looking for

(Tailor a question to continue the conversation according to your contact) What IT companies are growing in this market?‐OR‐ I’m very interested in knowing more about what XYZ company is doing. Do you know anyone with that company?‐OR‐ I’m very interested in meeting some recruiters in the IT industry. Are there any recruiters at this meeting?


Public Exit Statement

The Answer to “Why are you in the market?”

Use: Organizational Language, i.e. “Downsized,” “Reorganized,” “Restructured” Reference size of restructure, if applicable

Don’t Use: “Fired,” “Terminated,” “Laid‐off,” “‘They cut the fat,’” or

any other slang

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• “My regional sales director position at Worldwide Sales was eliminated as a result of the downsizing of the Sales Department. The company and I have agreed that growth opportunities will now be limited, and I have chosen to seek employment elsewhere.”

• “Due to a merger between Global Bank and Bank of New York, my position was affected; I was one of over 300 employees who were recently downsized from the bank.”

• “Because of a company restructuring at Transmembrane Technologies, I have decided to resign as Director of Information Systems and search for a position that more closely matches my career goals.”

Public Exit Statement Examples


Identify Target Companies

• Companies of Interest

• Industries

• Size of Company

• Geographical

• Key Decision Makers


Research Target Companies

• PowerMyCareer™ Portal

• Business Journals/ Trade Publications

• Book of Lists

• Secure Financial Information

• Chamber of Commerce

• Google

• LinkedIn

• Library

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Evaluate Your Interpersonal Skills

Do you project confidence and energy when you meet someone?

Have you perfected your “small talk” skills?

Is your voicemailmessage positive and inviting?

When you speak over the phone does your voice sound warm and engaging?


John JonesOperations Manager

405‐555‐5555

[email protected]

https://www.linkedin.com/in/JohnMJones

Business Cards

Expertise

• Lean Manufacturing

• Kaizen Teams

• Production Improvement

• Plant Implementation

Julie Greene

Professional Engineer

222‐555‐5555

[email protected]

https://www.linkedin.com/in/JGreene

Highway Systems DesignSewage Infrastructure DesignConcrete Strength AnalysisFlood RemediationProject ManagementLean Certified

Business Card Sources: www.vistaprint.com www.moo.com


One‐on‐One Meetings

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Five‐Step Process

• Step 1 – Creating a Contact List

• Step 2 – Arranging a Meeting

• Step 3 – Managing the Message

• Step 4 – The Meeting

• Step 5 – Meeting Follow‐up


Step 1 – Creating a Contact List


Contact List

• Former supervisor/colleagues

• Vendors/suppliers/customers

• Neighbors within your community

• Fellow church‐goers

• Associations – Civic and Professional

• Club members

• Family and friends

• Banker, Accountant, Lawyer, Insurance Agent

Everyone has the potential to help you!

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Step 2 ‐ Arranging a Meeting


Arranging a Meeting

• Best if you can get an introduction

• Decide how you will attempt to contact the individual: phone, letter, email, or in person

• Be ready to briefly describe yourself. Prepare notes and have them in front of you during the call

• Stand up when making the calls

• “Dress for success”

• Time your call for best results


Arranging a Meeting

• Be friendly to the “gatekeepers”

• Speak as if you expect to be put through

• Before leaving a message, try to reach target directly at least 2 – 3 times

• Be prepared to leave a short, persuasive voicemail message

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Overcoming Objections

Why don’t you send me your resume and let me take a look at it?

I appreciate that, and I would like your opinion about my resume. But I really wanted to talk to you and get your ideas and insight about what you feel is going on in the marketplace. I think any guidance you could give me would be very valuable.

What exactly is it you want me to do for you?

I am interested in any insight you might have with regard to the marketplace and where I might add value.

I do not know of any jobs right now.

That’s okay, I am more interested in your advice and input right now. That’s really why I want to meet with you. I would like you to be part of my network.


Overcoming Objections

I do not think I am in a position to help you.

Just talking to you in person would be a help to me. I have been working for the same company for a number of years, and I am interested in your thoughts and ideas because I am sure they would help me in my job search.

I would really like to meet with you, but I am busy over the next few weeks.

I understand that you are very busy, I could call you back after that and we could get together at a more convenient time. I am very organized and would only take about twenty to thirty minutes of your time. When would it be convenient to schedule a meeting?


Step 3 ‐ Managing the Message

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Managing the Message

Prepare yourself mentally to have NO expectations

of the individual knowing about job openings

• Prepare an agenda with questions you want to ask

• Research the target companies you want to discuss

• If possible, obtain background information on the person and their role via LinkedIn or the research databases on the portal

• Rehearse your 30‐second commercial and exit statement

• Be ready to discuss 3‐5 key achievements

• Identify areas in which you want input from the person


The Meeting Prep

• Bring your marketing collateral (brochure, profile, business cards, and resume) in case they are needed

• Think of ways you can give back to your networking contacts.

• Plan your attire to match the environment you are going into

• Get directions, plan to arrive at least 15 minutes early


Step 4 ‐ The Meeting

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The Meeting Agenda

• Show Appreciation

• 30‐second commercial/summary

• Outline your job search activities

• Type of position/industry targeting

• Ask for input

• Ask thoughtful questions

• Ask for referrals “Is there anyone I should be talking to?”

• Ask to check back in with an update

• Ask what you can do for them


Step 5 ‐ The Follow‐up


The Follow‐up

• Always thank people for their time, advice, and leads• Hand written thank‐you note

• Email thank‐you

• Formal thank‐you letter

• Stay on their radar without being a pest

• Try to be of service in your interactions

• Create reciprocal relationships

• Strive to create long‐term relationships

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Follow‐up Note Example

Dear Ms. Jones,

Thank you for the time you spent with me today. I appreciate you telling me about XYZ and ABC companies. All the information you gave to me will be valuable as I move forward in this next chapter of my career.

I look forward to speaking with you again soon,

Jack Johnsen

Appreciation

Specific Value You Received

Closing


The Follow‐up

• Continue to track and record your network

• Touch base on their timeline – no longer than every few weeks

• Call them to say thank you after a referral has been connected

• Let them know when and where you land

• Offer to help them anytime!


Networking Events

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Networking Events

• Professional Associations

• Trade Groups

• Chambers of Commerce

• Civic Groups

• Non‐profit Organization Meetings

• Community Meetings

• Recreational Activities

• Sporting Events

• And More…


Goals

• Companies

• People

• Information

• Recruiters

• Other?


How to Work the Room

• Place your name tag on your right lapel

• Have business cards to pass out

• Ask a polite question to initiate conversation

• Use your intro script, but vary it each time

• Help out where you can

• Make each person feel special

• Act as if you are a host ‐ be gracious and introduce newcomers to others

• Ask how you may help them and take notes on the back of their business card

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How to Work the Room

• Don’t monopolize someone’s time; if a person seems distracted break away

• If both parties are interested set a time to continue conversation later

• Don’t try to meet everyone, but meet as many as you can

• Seek quality conversations instead of just saying “Hi” to more people


Follow‐up ‐ Keeping In Touch

• Send a thank‐you note immediately (within 24‐48 hours)

• Report back on progress in 2‐3 weeks

• Look for articles, websites, etc. to share

• Put on the ‘Forget Me Not’ distribution

• Close the loop after landing


Questions to Ask Contacts

• Do you know anyone who works at any of these companies or industries? In any position, or any level?

• Do you know anyone who might know someone who works in any of these companies?

• What advice do you have for someone in my situation?

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Questions to Ask Contacts

• What could you tell me about the company/industry?

• How would you describe the company culture? Morale?

• Is the company growing?

• What is this company’s hiring process?

• Do you know anybody who works in the ____ department?


Networking Tips

• Talk to everyone you know about your job search status and potential opportunities

• Clarify your expectations of what people are realistically able to do for you

• Clarify how people can assist you ‐ tell them what companies or people you are targeting

• Provide value by sharing information; make it a two‐way street


Thoughtful Questions

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Impromptu Networking

Bonus Item ‐ e‐Networking


Key Elements of Networking

Ask for ideas, advice and suggestions, not a job

• Need to stay on their radar

• Follow‐up is critical

• Network beyond your ‘Family & Friends’


Big Ideas

• What networking IS and what it is NOT

• Evaluate your Interpersonal Skills

• Where to network

• How to network in 1:1 meetings and events

• Develop Advocates and Stars

• Thoughtful Questions to Ask

• Use the 5‐Step Procedure:

1. Creating a Contact List, including Identifying and Researching Target Companies

2. Arranging a Meeting

3. Managing the Message & Prepping for the Meeting

4. The Meeting

5. Proper Follow‐up

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Thank You!

Continue the Conversation…

Career Partners International (Company Page) @CPIWorld www.facebook.co

m/CareerPartnersInternational

www.cpiworld.com/knowledge-center/rss

Thank you for your participation in our Enrichment Webinar series.

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Career Partners International Mastering Networking – Today's # 1 Job Search Strategy!

Career Partners International Copyright 2020

30-Second Commercial/Marketing Statement Before you begin networking, you should have your 30-Second Commercial/Marketing statement created. Your 30-Second Commercial/ Marketing Statement is one of your strongest marketing tools. We create first impressions as soon as we start to speak. Your 30-Second Commercial/Marketing Statement should be succinct but powerful. It should introduce you, establish your professional credibility, and begin to position you for the opportunity you are seeking. Time and preparation should go into developing the 30-Second Commercial/Marketing Statement. This communication is one of the first impressions that a new person has of you. Consider these tips as you develop your commercial: • It should never be delivered canned or flat • The non-verbals that go with it are a big part of the communication (especially enthusiasm!) • Consider it the sizzle that “sells the steak” • Choose your opportune time to present your commercial When using your 30-Second Commercial/Marketing Statement, be personable, share something of yourself (because personal disclosure helps build a relationship), but don’t be too long winded. Try to identify a career trend or theme that pulls your experience together with the person with whom you are speaking. This could be that you both have attended the same sporting events or college or are volunteers for the same non-profit. Think in terms of a “sticky” memory, something that the audience can easily remember, for example, an analogy or metaphor. Key components of the 30-Second Commercial/Marketing Statement: • Name and Professional Headline • Overview of your work experiences • More recent work experience, skills, key achievements • Current status, what you have to offer relevant to the marketplace • Define employment options you are seeking



Template for 30-Second Commercial/Marketing Statement

Your name

What you’ve been doing

What you’re looking to do

What kind of assistance/information

you are looking for



Communication Example for One-on-One Networking Meeting You may be uncomfortable in starting the conversation when you meet with someone for the first time. You’ve asked for the meeting and you want to get the most out of it. Planning some of the communication before the meeting can make you more confident and focused. Below is an example of how you might communicate during the meeting:

Discussion Component Possible Communication

Show Appreciation “Thank you so much for taking the time to meet with me.”

30-Second commercial/Marketing Statement summary

“I have been a Training Manager for ABC Company for the last 15 years and managed training operations for a 12-state region. I had a staff of 45 people, responsible for training development and delivery. For the last year I worked intensely on implementing over 100 new online courses, converting leader-led training to online. My position was eliminated due to their recent merger.”

Outline your job search activities “I am just beginning the job search and am eager to understand more about what other companies are doing around training management.”

Type of position/industry targeting

“I am very interested in continuing in a Training Manager position. Because of the experience I’ve had in the project of converting leader-led training to online and saving over $1M in expenses, I think I have a very strong skill set to offer.”

Ask for input

“One of the reasons I wanted to meet with you is that I know your company has recently won some awards for their training programs. I was hoping you could help me understand more about the skills that you look for in your training professionals.”



Communication Example for One-on-One Networking Meeting (continued)

Ask thoughtful questions

“What have you found to be the most important focus of your training manager?”

–or–

“What skills are most important for your training manager?”

Ask for referrals

“Who do you think I could talk with who could give me even more information about what companies are looking for in my field?”

–or–

“What movement do you see in Training Manager positions in the area? Is there anyone else you would recommend that I speak with?”

Ask to check back in with an update

“I really appreciate the information you have given me today. May I get back with you and let you know how your recommendations worked out?”

Ask what you can do for them

“You mentioned that you needed a resource for webinar programs. I believe I have a link of options, would you like me to send that to you?”

–or–

“How can I help you?”

–or–

“I’m happy to be a resource for you. Please let me know what I can do for you.”



Creating Your Contact List Create your contact list to help you plan your networking efforts:

A-Level contacts – Could hire you or create a position for you inside their company B-Level contacts – Influential, can open doors for you in target companies C-Level contacts – Not sure how they are connected, but there is some potential

Everyone has the potential to help you!

Consider people from each of these categories:

• Friends, relatives • Current and previous employers • Former supervisor/colleagues • Vendors/suppliers/customers • Neighbors within your community • Fellow church-goers, clergy • Associations – Civic, Trade and Professional • Club members – Country club, Book club, Breakfast club, Rotary, Kiwanis, Lions • Banker, Accountant, Lawyer, Insurance Agent • Doctor, CPA • Business owners with whom you do business • Hair stylist, barber, nail tech, store clerk • Alumni, teachers, professors • Chambers of Commerce • Police, fire, political officials • Recruiters • Other job seekers



Template for Contact List

Name: Email: Phone: Relationship: How can they help: A -B - C



Contacting Your Contacts Once you have created a contact list, begin contacting people and arranging a meeting. Calling someone you haven’t yet met can be a challenging task. Be prepared by creating a phone script that reflects your style and personality. Below is an outline for a phone script. Even though each and every call will be different, this gives you a strategy, a process to follow. Be sure to make your actual statement genuine and relevant to the occasion. One of the most common mistakes in networking is to come across as canned. This can make the target feel they’re being “sold to.” It is better to be spontaneous than overly rehearsed. Sample Telephone Script: Introduction: “Hi this is_______________.” Reason for your call “As you know I recently left XYZ Company and could use your help in my job search.” Why them? “You have a broad background, know the industry, have also changed industries, know some people, know my skills, etc.” Test for Acceptance ̶ Give them a Choice “Have I caught you at a convenient time?” Mini Commercial (Background, what you are looking for) “As you know I have 12 years of human resource experience, with a focus on organizational development. I’d love to do some brainstorming with you about companies that would value my skills and experience.” Ask for a meeting “Can we meet sometime for a cup of coffee? Will you have time over the next week or two? When would be a convenient date and time to meet?”



While the phone is your first and primary mode of asking for a meeting, there will certainly be times when you have to use an email. Below we see an example of a poorly structured email:

Notice the negativity in this email: “long difficult two years of searching,” “Sadly our state has one of the highest unemployment rates.” If you received this email, would you want to meet with this person? They certainly have not provided you an incentive for meeting with them. Nancy Networker started off by asking whether Sarah is hiring – not a good opening for the email.



Below is an example of a well-developed networking email:

The key points here are:

• Identify who suggested that you contact them, take the mystery off the table right away. • Tell the person why you are writing to them and include a little bit of your career background (to

establish your credibility). • Ask for a meeting and have a call to action “If so, when would be a convenient time to meet?” • Close with courtesy and appreciation.

Use these points to guide you as you create your own networking emails.



Organizing Contacts Over time, your contact database is going to grow exponentially. You will need to organize, track, and update your network file. Below is an example of a form that can help you keep track of all your new contacts. Many computers have software programs to take this over, such as MS Outlook. What is really critical is that you record the information because it creates continuity in your future discussions. For example, you may want to ask about business trips or a personal vacation that was mentioned in a prior conversation. Having a thread of continuity is a way of building the relationship. Networking Contact Record Initial call date __________________ Time _____________ Message left Y/N _______________ Subsequent calls/messages _______________________________________________________ Call returned? Y/N ______ Contact name _______________________________ Call returned? Y/N ________________ Title _________________ Organization _______________ Referral source _________________ Objective of call ________________________________________________________________ General plan for achieving objective ________________________________________________ Networking meeting set up on (date) _______________________________________________ Comments _____________________________________________________________________ If contact is unable or unwilling to meet _____________________________________________ Questions to ask ________________________________________________________________ Points to make _________________________________________________________________ Referrals ______________________________________________________________________ Follow up action/date ___________________________________________________________



Gratitude Always Follow up includes a “thank you” to the contact for meeting with you and for any information they have provided. Below is a sample thank you letter: July 1, 2016 Mrs. Paulette Treadway Portland Investments, Inc. 3619 Main Street Blue Hill, ME 04614 Dear Mrs. Treadway: Thank you so much for taking the time to meet with me yesterday and providing me with information that already has proven valuable in my job exploration efforts. As a result of your leads, I have arranged two meetings, one with the sales manager at Prosper Financial and the other with a vice president of Union Insurance Agency. I found your perspectives on the financial services industry to be informative. The incisive questions you asked will help me think through the career decisions I face. Above all, I appreciate the personal support you have shown in my current endeavor. I will certainly keep you posted on the progress of my search. Sincerely, Elaine Winters



Asking Thoughtful Questions Networking is about having valuable conversations with people to gain information, resources, and possible job leads. These conversations can help you locate jobs in the “hidden job market,” those jobs which are open or will come open but are not yet advertised. Through networking you can also discover more about what employers are seeking in positions that are of interest to you, what trends are current in the job market and economy, additional positions or industries where your skills might be valuable. The best approach to these conversations is encouraging others to talk using thoughtful and well positioned questions. People often have information that is valuable to us, but they don’t realize the value. We need to ask the right questions to extract the right information. This is your networking meeting, it is your obligation to bring the questions. Developing questions is part of preparing for any networking meeting or event. Below we have included some questions to help you formulate your dialogue. We have grouped the questions in categories which are of interest when you are gathering information and searching for a position. Customize these questions to your own style and to the situation. Questions about Jobs/Roles

• What functions are included in your work? What is a typical day like? • What are the greatest satisfactions you derive from this kind of work? • What are the desired skills, abilities and personal qualities in this field? • How did you get in this field?

Questions about Companies/Organizations/Work Environment

• What do you like (and dislike) about your company (organization)? • How would you describe the leadership team? How are decisions made? • What is the culture of this organization? • How much work is done independently and how much involves group work? • How would you describe the work environment?

Questions about Industries

• How might someone with my background enter this field? • What are the challenges or issues confronting people in this field? • What is the current demand for people in this field? • What vendors do you do business with? (Is there someone at those vendors who would be

willing to give me information about their business?) • What recruiters have you had success with?



Questions about Targets and Contacts These questions are best used after establishing a relationship with a contact.

• Would you be willing to review and comment on my list of target companies? • Are there particular companies or employers that might be a good target for me? (Growing,

restructuring, new contract, etc.) • Do you know of any openings or specific opportunities right now for someone with my

background? Questions to Solicit Feedback These questions are best used after establishing a relationship with a contact.

• Have I articulated my goals and skills clearly? • Have I provided clear examples of my experience and transferable skills? • What skills, abilities and personal qualities do you think are most desirable in high performing

people at my level in my field? • Given your understanding of my skills and background, what barriers would I have to overcome

to make the transition? Questions to Solicit Advice These questions are best used after establishing a relationship with a contact.

• Are there other people you know that you suggest I speak with? Would you be willing to provide an introduction?

• May I use your name? • What professional journals and organizations would you recommend? • Now that you know more about me, what questions should I have asked? • What else should I be thinking about? • Are there any industries, sectors or roles to which you think my skills and abilities would transfer

readily? How would you recommend I position myself? • If you were in my situation, what direction would you choose? How would you conduct your

search? Remember to always Give Back. Ask: “How can I help you?



Impromptu Networking Impromptu networking is seizing the moment. You can often meet new and helpful people if you just take advantage of common, everyday interactions that occur. Impromptu networking occurs in everyday situations, like:

• Waiting for a guest to arrive at a restaurant • Casual conversation • Shopping or waiting in a grocery store line • The doctor’s office • Getting the car serviced • Be NICE - Network In the Current Environment

When meeting someone at a restaurant, show up fifteen minutes early. Look for someone who is also obviously waiting for their guest to arrive. This takes pressure off the conversation because both parties know it will end as soon as a guest comes. Plan a three-minute conversation, starting with “I am waiting for my guest, looks like you are as well—want to wait together?” Ask them about the company they are with and the work that they do, get them talking about themselves. Ask the key question, “Other than satisfied customers, where do you find new business?” Their answer will give insight into who is in their contact list.



Bonus Item: E-Networking E-Networking sites aid us in locating important Bridge and A-level contacts in our targeted companies and industries. The following links are a short list of sites that offer networking and discussion opportunities. One of the most popular ways for online networking is using the groups on LinkedIn. Joining and contributing to group discussions is a way to connect with new people and gain credibility in the marketplace and gather information that can support your job search. Online Networking Sites

• LinkedIn.com • Twitter.com • Facebook.com • NetworkingforProfessionals.com • Ryze.com • eWomenNetwork.com • Execunet.com

Online Discussion Forums

• JobConnect.yahoogroups.com • Groups.google.com • LinkedIn.com – join a group

mastering networking - cpiworld

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