networking your way to a job
Post on 22-Sep-2014
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Relationship NetworkingConverting Conversations
into Connections
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About Michelle Author: The 11 Laws of Likability CEO: Executive Essentials providing
communications, hiring, & management training
Professor: NYU Stern Business School Clients: JPMorganChase, Morgan Stanley, Citi, GE,
Deutsche Bank, Columbia Business School, MetLife, Sony Music, Jazz at Lincoln Center, J&J, Hachette, Rutgers CMD, MoMA, and more.
Press: CBS Money Watch, Gayle King, Martha Stewart Living, NPR, New York Times, Working Mother, Real Simple, US News & World Report, MSNBC.com, USA Today, AOL, Hoovers, Forbes, & About.com.
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What are your networking tendencies?
Who?
What?
Why?
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Why Network? 90% of all executive level jobs come from
networking (Executive Registry)
51% of all jobs from networking (Career Xroads Hire Report)
89% of companies will use social networks for recruiting and 65% have successfully hired from social media (Career Enlightenment)
People are more productive and happier in their jobs when working with people they like
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A New Approach: Relationship Networking
What it is not: Manipulative Tactical Work only Strategic Short term About you
What it is: Authentic Natural Anything Personal Long term About the relationship
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What happens when it doesn't work?
Where does it fall apart?
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Common Responses…
Nothing to say No reason to reach out Don’t think they are interested Nothing to offer Don’t want to bother them No time Doesn’t matter
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Three Laws for Conversation
1. Curiosity
2. Listening
3. Similarity
When you don’t know where to start…
Start by being curious.
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Start and Keep it Going
Ask
• Use open phrasing• Leverage your curiosity
Extend
• Listen and probe• Listen and share
Connect
• Establish similarity• Seek next step …
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Three Laws for Conversion
1. Familiarity
2. Giving
3. Patience
Consider how applying these laws impacts what you talk about during the conversation.
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Increase Familiarity
The Law of Familiarity: People like who and what they know.
How to Do it:Light touchesLeverage TechnologyUse Social Media
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Technology Tools
Xobni.com
Google Alerts
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Use Social Media
Chat, status
Updates, answer questions, start group, join interest group
Share resources, retweet, comment
Don’t overuse social media. Stay in their mind – not in their face.
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Give First – and always ask
The Law of Giving: Do because you can – giving creates value.
How to Do it: Introduce Invite Inform
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Be Patient
The Law of Patience: Give it time – things happen.
It may help to remember: It comes back to you (or someone else) You’ll get a chance to help Friendships grow in time
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Questions & Answers
Question 1:
If you cannot connect to an influential person, how do you manage this kind of relationship?
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Questions & Answers
Question 2:
What are the benefits and pitfalls in using social media?
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Questions & Answers
Question 3:
Where do you strike that balance between promoting your personal brand and bragging about yourself?
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Questions & Answers
Question 4:
To what extent should I try to be funny while maintaining my authentic self?
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Questions & Answers
Question 5:
How do you build the relationship to the next level?
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Questions & Answers
Question 6:
How can you network efficiently?
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Connect With Me!
http://executiveessentials.org
http://www.facebook.com/MichelleTillisLederman
http://twitter.com/mtlederman
http://www.linkedin.com/in/mlederman
www.michelletillislederman.com
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