networking - everything that you wanted to know
TRANSCRIPT
NetworkingEverything you wanted to know but, are afraid to try
Presented by Mark Troncone, MBA, PMP®, CBAP®, ITIL v3®, CSM®
For people in career transition
What this Presentation will Cover
Why do we Network? Networking “Facts of Life” The Networking “Golden Rule” The 7 Common Networking Mistakes Networking Best Practices Networking Preparation 101 Networking over the Telephone How to network effectively in an open forum The networking one on one meeting with someone in
transition or a friend Networking for results with someone who is employed
and develop a networking “Godfather”
Networking techniques for people in career transition
About Me – Mark Troncone PMP® Certified – Project Management Institute CBAP® Certified – International Institute of Business Analysts CRM Certified SCRUM Master® – SCRUM Alliance Certified ITIL v3® - ITIL Foundations – IT Service Management MT Associates - Active career transition mentor MBA - Management, BS – Marketing, AS - Accounting Work experience:
Save the Children TransAct Technologies Starwood Hotels Affinion Group Hewitt Associates Wachovia Bank Bayer Pharmaceuticals Reader’s Digest James River Corporation
How I Learned this Life Skill
I do not have a PHD, HR experience, have not written articles, or own a career coaching firm I attended various presentations on this subject I spoke to people at various networking groups I asked questions during one on one networking meetings I formulated my own Networking Strategy (many times) I continued the process of refining my Networking Skills after receiving
feedback and evaluating what worked vs. what did not work I determined what was and what was not effective and created a
successful approach that anyone can use
My 7 Step Employment Strategy
How ToWin the Game
called “Find A Job”
Self Evaluation -10 Questions you must ask yourself before you Start your job Search
SearchOrganization Plan- Organization plan Spreadsheet- Accountability Plan- Weekly Outline
Employment Search Info- Research Target Co’s- Employment Web-Sites- Recruiters- Networking Groups- Informational Web-Sites- Libraries
Employment Tools of the Trade- Resumes - Elevator Speech- Cover Letters - Marketing Brochures - Business Cards - Value Proposition- Marketing Plans - Thank You Letter
Networking Skills- Over the Telephone- Networking Groups- One on One- Develop Target Company “Godfathers / Godmothers”
Interviewing Skills- Preparation- Via the Telephone - Via Video Conference- Knowing the Interviewers Personality Type - Recruiters- Face to Face- Follow-Up
Offer &Acceptance- Receive an Offer- Negotiate Salary- Accept Offer- On-Boarding Plan
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What are my goals for you
To help make you a better networker To memorize and use the Networking Golden Rule To help you understand the three doors of networking that
you MUST enter To remove any fears that you have about networking To help you capitalize on networking do’s and avoid
networking don’ts To help you recognize to 8 to eliminate To make people search you out and want to network with you
What is mans Eternal Question?
Why Do We Network?
To Make ContactsBut even more important than that……
To Build and Develop Mutually Valuable
Lifelong Relationships
Networking is about Building the Relationship
To Succeed You Must Realize… Networking is a never ending on-going process.
You should continually network, even if employed.
It is important to stay in contact with your network.
You should constantly strive to build your network.
Why? - Chances are you will be in transition again at some point in your career – your network, and the efforts you made to build it, will become invaluable for helping you find your next career opportunity
Why is it necessary to Network
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5 % Jobsfound throughOn-Line Ads15% Jobsfound throughRecruiters80% Jobsfound throughNetworking
Employment Facts of Life
Where should you focus?
Focus your efforts where there is the greatest potential for success
– Networking!
If 80% of jobs are found through networking, then Networking is a key skill that you will need to master and use as a job search tool
There has been a recent shift in how we search for employment
The three Networking Doors you must enter to Succeed
Door 1Networking -To make a
Contact viaTelephone or Group Setting
Door 2Networking -
During a Scheduled One on One
meeting
Door 3Networking -
With a contact given to you for
one of yourTarget Companies
EnterYou start the process of Networking
The Networking Golden Rule
Time + Efficiency Time + Efficiency == VALUEVALUE
7 Common Networking Mistakes
1. Asking the contact for a job or expecting them to find you a job – this is the number 1 mistake!
2. Focusing only on yourself – networking is a two way street – creating a mutually beneficial relationship
3. Not being prepared - for a meeting or event4. Not knowing your audience – if you don’t it’s your loss5. Not listening or paying attention – keep eye contact 6. Not following up after the contact is made – a must!7. Not staying in touch with the contact – to solidify the
relationship and make it grow – the # 2 mistake!
Networking Best Practices
It’s About Them: So ask “How can I help You?” Be Respectful: Pay attention, listen, and give eye contact Be Helpful: Offer advice, insight, experiences, contacts Build the Relationship: Networking success is based on
relationships, the relationship must come first, then your agenda can be addressed
Invest the Time: When you take the time to get to know someone and let someone get to know a little about you (other than the fact you’re looking for a job), they will be more willing and able to help you.
Networking Best Practices – cont.
Stay Real to Yourself: Remain who you are and only do what feels right for you. When you are genuine, people feel it, and you will be able to build a real lifelong lasting relationship with them.
Reality Check: Do Not assume everyone you meet will have a job lead for you or be able to connect you with someone you want to meet. Helping people will pay big rewards – Good Deeds Beget Good Rewards.
Relax: Invest the time to build the relationship. Don’t think you have to tell everyone in the first 30 seconds that you’re looking for a job. Let it come out naturally by relaxing a little and getting to know the other person
Networking Preparation 101
Business Cards – containing: Your Name and Job Title and a “Hook” 2 -3 “Key” Skills – Bulleted Contact Information (email, LinkedIn, home/cell phone #)
Your 30 and/or 90 Second Introductions Who I am (start to build your Personal Brand) A stated “Hook” to elicit – “tell me more” What I do with 2-3 Key Skill-sets The Value I bring to a company is….. What the results for the company are….. What I am looking to do next… with 3 target companies
A Marketing Plan Including target companies – (a one or two sided)
You need the following tools to Network:
Networking – Entering Door 1
Remember your goal when entering this door is to:
1. Meet a Contact – via a:o Telephone Conversationo Networking Group
2. Ensure that both of you can lend value to the other
3. Get the Contact to agree to meet you for a one on one networking discussion
4. Schedule the meeting
Networking over the Telephone
Have no fears – I’ll make it easy for you
Myth 1 - you do not need to have a background in sales
Myth 2 - you do not need prior telephone solicitation experience
Myth 3 - you do not need prior networking experience
Reality - if you ever have spoken to anyone over the phone in your life, you have all the experience you’ll ever need
Let’s break it down
Networking of the Telephone
Start by making a list of 20-30 people you know or wish to connect with
Have a script ready – (next slides)
Relax have fun – it’s someone you know
Always make “small talk first” – it’s the chemistry connection and “ice-breaker”
Remember your asking them for help - not a job Have your Day-Timer ready – to schedule an
appointment or check for open dates
Have your Marketing Plan ready
Networking Telephone Script – Bad Example
Hi XXXX,
This is Joe Smith how are you? (some small talk). I just got laid off from XYZ corp. I can’t believe they did that to me! Is there anything available where you are? Give me your email address and I’ll send you my resume. If you see anything on your job board let me know, thanks a lot, I really appreciate it.
Mistake 1 – I asked him/her to find me a job
Mistake 2 – I pinned them against the wall to do it
Networking Telephone Script – Good Example
Hi XXXX, This is Joe Smith how are you? (Make small talk 20-30
seconds). I know that you’re aware of the recent downturn in the economy and the effect it has had on the job market. Well, XYZ was not immune to that and unfortunately I was caught up in a recent downsize. I’m not calling you to find me a job, I feel confident my strategy will achieve that.
However,, I was wondering if I could meet with you for 10-15 minutes and review this strategy in order to benefit from any ideas, advice, or suggestions that you could offer. I would really appreciate it – how does next Tuesday sound?
Networking over the Telephone – Takeaways & Good Habits
Takeaway 1 – I asked him/her for help - not a job
Takeaway 2 – I told them why they are important to me
Always suggest a day/time (assumptive selling approach), if they counter offer - accept it.
Let them know that you value their experience, industry knowledge, or the fact they had worked with you in the past and know your key skills.
Call them the day before to confirm the meeting Use this time to solidify the relationship between you two Use this relationship to gain valuable information and contacts.
Networking in a Group Setting
Some people find this scary if not frightening! View it as a fun way to meet new contacts that
might be the person who helps you find your next job
Usually the “Guest Speaker” offers pertinent information and strategies to help you – and you can meet them
Believe it or not it is one of the easiest venues to meet and connect with people… If you know how to “work the room” to your advantage
Networking in a Group Setting - Preparation
Know the audience or what is the focus of the group Bring Business Cards Copies of your Marketing Plan A small notebook Have your 30/90 Second Introduction rehearsed Dress Appropriately – first impressions count Have a Name Badge ready
Your Full Name – print clearly (or have printed) Your Occupation and Industry – most people do not do this Place on your RIGHT lapel area Not Left side
Networking in a Group Setting – Preparation cont.
Come in with a plan of what you want to accomplish: Who you want to meet How many contacts you want to get commitments from
If the attendance list is issued beforehand: Make sure that you complete your section of the sign in sheet
with as much detail as possible about yourself Make a list of the people you wish to meet, ask the meeting
organizers to introduce you to them. Have a positive attitude. Use this time to leave a lasting
impression of yourself (your brand) to others Arrive on Time – if not 10-15 minutes early
Networking Effectively in a Group Setting
Get a “feel” for the room – relax Get coffee or refreshments (if offered) Take a few minutes to get the layout of the room
Ask who are the meeting organizers – make note You want to meet them before the evening is over and introduce yourself
Observe who has a group of people around them – probably someone you want to meet
Look to meet 6 quality people per hour – It’s not hard if you know what to do.
Networking in a Group Setting – Bad Habits to Avoid
1. Spending too much time with people you know or sitting with people you know – Hey you’re there to meet new contacts
2. Thinking “small talk” is wasteful – it’s not – it’s an “icebreaker”3. Not listening – it can be your downfall!4. Thinking you can only speak with people that have been in similar
industries or positions that you have had experience in – not true5. Looking for people with name badges with similar job professions,
titles or colored (job function) dots – I call them “Dot Darters”6. Not building the relationship first – always do first, then seek
help7. Thinking the event is for you and only you alone – it’s about them
Networking Effectively in a Group Setting
OK - Time to test the water – Jump In! Locate, find, or just walk up to someone, introduce
yourself and ask “How can I help You?” I assure you that these 5 little words will be your
gateway to networking happiness Basically you are prompting them to give you their introduction Listen for vital signs – Industry type, work experiences, key skills,
search objective, common interests and – target companies! As a rule spend no more than 10 minutes with any person – that
means 5 minutes for you and 5 minutes for them – it will determine if you will commit to meet later
It forces you to be concise, focused, and to staying on point to zero in on your purpose – to meet a quality contact
Networking Effectively in a Group Setting – cont.
If you feel that this person would be someone that could lend value to network with:
Get there commitment to meet you for a more in-depth exchange of ideas and agree on a appointment
Exchange business cards – or contact information Use their business card to write any follow up items agreed upon:
• Calling them on a particular day/time
• Information to send or receive from them Thank them and let them know you’ll be contacting them Seek out the next person and restart the process Follow-up with everyone you met – the NEXT day
The 8 to Eliminate – People you will meet in a Networking Event
The “Blackjack Dealer” Is on a mission to hand out as many business cards
in the least amount of time as possible – they lead in with their business card instead of a handshake
The “Card Vacuum” Is on a mission to get as many business cards in the least amount of
time as possible – they ask you for your card before the handshake
The “Resume’ Relater” or “Biographer” Want to tell you every facet of their life story - usually from
their 1st job and hand you their resume’ in lieu of a Marketing Plan – be patience
The “Drama King or Queen” Want to tell you their woes, fears, and sorrows – this one
is painful – ouch!!!!!
The 8 to Eliminate – People you will meet in a Networking Event
The “Jaded Ex-Employee” Spiteful for being downsized – they are way too negative –
they still are carrying the pain – walk away
The “Shell-Shocked Ex-Employee” Cannot believe they were downsized – has no clue why
they are even at a networking event - in a fog
The “Butt-in-ski” Come over while you are speaking to someone and either
“butts into” the conversation or stands there waiting for an opportunity interrupt you – tell them “in a minute”
“Ricochet Rabbit” All over the place, a combination of any or all of the
previous types – the absolute worst!
Networking in a Group SettingAnd the best one of them all…
The Experienced Net-worker When meeting this person you want to throw
your arms around them and give them a hug
They get the process and give their elevator speech when you ask “How can I help you?”
Definitely someone you want to know and network with – invest the time
Now you ask for their Business Card and make the commitment to meet
Networking in a Group Setting
I am not saying that the previous “types” of net-workers are bad or should be avoided… But…. Realize that time is of the essence – you must weight
how much of it you want to spend on any one person you meet – it’s a judgment call – just be careful
Be able to recognize fairly early the “type” of net-worker that you are speaking with and adjust your approach accordingly to make your interaction worthwhile
Once you know the “type” of person, then you can use the questions on the next slide to make the conversation more effective and time efficient – or decide to move on
Networking in a Group Setting When you meet one of the other types of net-workers ask
them 2-3 of these questions to give a gentle hint to bring them back on point and speed up the process: So tell me about yourself? Where do you see yourself working next and why? So where did you last work or your last position? What do you think are your key skills/strengths? Have you identified any target companies yet? Where have you recently applied for employment? Can you share with me your search strategy? What is the key value you bring to a company?
After asking 2-3 of these questions and they keep veering off, kindly excuse yourself and move on – don’t waste time
Networking – Entering Door 2
Remember your goal when entering this door is to:
1. Have a One on One meeting a Contact – via a:o Telephone Conversationo Face to Face Meeting
2. Get to know each other more in-depth
3. Convey valuable information to each other
4. Exchange contacts at Target Companies
5. Schedule a follow-up meeting
One on One Networking Meeting
Now that you have met someone what do you do? Call or email them to confirm the appointment Send them a copy of your marketing plan and ask them to
send you theirs
Prepare, Prepare, Prepare: Review their “LinkedIn” profile Review their Marketing Plan and have questions ready Get to know them – past employers, their skills, hobbies,
common LinkedIn contacts or groups, and colleges Review their LinkedIn contacts and make a list of the
people that you want them to introduce you to
One on One Networking Meeting
Either pre-send or bring with you an agenda. Review the agenda with them when you sit down, get buy in, and add anything else that the other net-worker wishes: Introduce yourselves and review Marketing Plans
• Must feel comfortable to introduce them to future contacts Review current career search processes Share any good recruiters Exchange any and all current job information Review LinkedIn contacts that you want to meet Share effective networking groups and employment web-sites Review target companies (exchange contacts for at least 2) Review follow-up items
One on One Networking Meeting
If a contact is given to you – ask the person if they can introduce you to them – via email or phone call – this is a “a Warm Transfer”
After the meeting: Send a thank you email listing “To Do’s” Follow through on items assigned Reply to net-worker after each meeting that
they gave you a contact for – with results KEEP IN TOUCH!!!!!!! and Build the Relationship -
That’s what Networking is all about!
Networking – Entering Door 3
Remember your goal when entering this door is to: Have a One on One meeting with a Contact at a Target Company – via a: Telephone Conversation or Face to Face Meeting
The main purpose of networking with someone who is employed is to effectively develop a:
Networking “Godfather”
Networking with a Target Company Contact
Remember, this is a contact that was given to you during a networking meeting with: Some in transition Someone you know Another contact in the work force
If they were “warm transferred” and the employed contact accepts: Contact them and ask them for a convenient time to
meet - it can also be done over the phone If the employed contact was not warm transferred send
them the following email:
Dear Mr./Ms. XXXXX, (LAST NAME OF PERSON AT THE COMPANY) My name is YOUR NAME and I had the pleasure to meet with CONTACTS NAME
who forwarded your name to me. Recently, I was employed at XYZ Corporation in CITY ST, where I was an YOUR LAST TITLE within the XXXXXX Group. I have begun the process to research other industries where my experience and skills might be applicable. CONTACTS FIRST NAME suggested that you might be able to lend some insight into CONTACTS COMPANY as a company and how it relates/differs from my background.
I would like to speak or meet with you, at your convenience, for 10-15 minutes in order to gain information, review my skills and experience, and to gain suggestions/advice as you deem beneficial. I wish to assure you that my goal to meet you is for informational purposes only and not to use this time as a job interview per se.
My schedule is fairly open either early mornings or later afternoons. I look forward to meeting/speaking with you and appreciate your concern in this endeavor. I will follow up with you next Friday if I do not hear back from you by then.
Regards,
YOUR NAME
Networking One on One Meeting - Preparation
Research the company Recent news, Company financials, their Competition Products and services Key officers Company history etc.
Research the person you will be meeting On LinkedIn – look for common contacts, colleges, interests, past
employment Google them to learn more Contact other people that might know him/her
Have an agenda prepared – this is your game-plan of what you want to review with them – but do not show it to this person – it’s what you want to accomplish
Networking One on One Meeting – Preparation cont.
Ask the person how to dress - if not known assume formal business attire
Look up directions to the company Arrive early – but enter about 5-10 minutes before In the lobby talk to the receptionist – a wealth of information
not to be ignored Observe corp. grounds, office appearance, noise, cubicles,
company awards, colors, artwork – ask yourself “would I like to work here?” – start formulating an opinion about the company
Networking One on One Meeting
Give a firm handshake, introduce yourself and thank the person for meeting you.
Small talk – relax – let them dictate the pace but remember you told them 10-15 minutes (it usually lasts – ½ to an hour).
State your introduction, key skills, past employment, the value you bring to a company – 1 or 2 examples etc.).
Show this person your Marketing Plan and review it. Review your current career search strategies and ask for
advise and/or suggestions.
Networking One on One Meeting
Ask this person questions: Their employment and experiences About the company:
• It’s culture• The work environment• Employee training programs• Company challenges in the future• What they look for in the people they hire• Significant accomplishments/successes• What he/she would change if they could• What they like about working there etc.
Relate job experiences that you have accomplished
Networking One on One Meeting
Tell them your desired career/search objective Ask them to review your target company list
Ask for contacts – at least 2 Any similar businesses that they could refer you to Ask them if they would be willing to review your resume (what
stands out good – or raises a red flag) Ask them if they know of any recruiters that they can refer to
you Any certifications/education that you should acquire to be
more marketable in the industry/field
Networking One on One Meeting
Ask them if their company employs your type of position/title – if so… What is it called (sometimes the title is different) What functions/roles do they perform What systems/software do they use What are the key skills they need to be successful What area/department are they located within Who do they report to (organizational chart) Can they introduce you to the person in charge of this
department – to continue the process
Networking One on One Meeting
Remember this process accomplishes 6 goals:
1. To gain important information about the company for your knowledge
2. To see if this company would be a cultural fit for you
3. To see if this company does have your position - if so what does this role do – and do YOU have these skills
4. To meet other people within the company in your realm
5. To “Brand” yourself to this person – leave an indelible impression upon them of your skills and experience
6. To gain valuable advice/suggestions from this person to help with your career search efforts
Networking One on One Meeting
At the meeting conclusion – Do not forget to do this!!!
Thank the person for taking valuable time out of their busy day to meet with you
Ask for their business card and give them yours Make the statement “Is there anything that I can do
for you, because I believe in returning the favor” – this endears you to them – it goes a long way!
Networking One on One Meeting
Before Leaving Close the Deal
Ask this person the most 3 important questions!!!
1. Can I link with you on LinkedIn? 2. Is there anyone else you can introduce me to within the
company that I can have a meeting like this?3. If I see something on your company’s web-site in the future
that I feel is in line with my skill-set, can I email the job requirements to you along with my resume and can you forward it to the hiring manager?
Networking One on One Meeting
If they answer YES
You just had a
GREAT Meeting and developed a
“Godfather”
Networking One on One Meeting
Send a “Thank You” email to the contact Reinforcing your skills/attributes Re-mention any key takeaways from the meeting Follow up on any “To Do” items
Send a hand written “Thank You” short and sweet within a week
Let this person know any outcome of a contact, recruiter or other suggestion that they gave you
Keep in touch periodically – once twice a year – remember networking is about……..
Building Building the the
RelationshipRelationship
